Sat.Mar 04, 2017 - Fri.Mar 10, 2017

7 Things Salespeople Do to Stand Out


It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players.

Why the Deal Went Dark

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Trending Sources

Call Reluctance is Just as Popular as Ever!

Understanding the Sales Force

Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments.

Managing UP: Four Things Never to Do

The Productivity Pro

“ One who controls others is masterful, but one who has mastered himself is mightier still.” ” – Lao-Tzu, Ancient Chinese philosopher. I’m a firm believer in managing up, the process of striving to learn and meet your manager’s needs without he or she even having to ask.

Study 86

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

More Trending

It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […]. Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospecting

The Key to Sales Prosperity: Clarity


Selling is a very dynamic process , probably the most dynamic in any organization. It has so many moving parts, so many variables that it often becomes frenetic, chaotic, and reactionary. In this ebook John Golden argues that it doesn’t have to be that way.

eBook 79

Recognizing Women in Sales

Score More Sales

On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and women we simply want to give a shout out to in the field of professional selling. We are sharing two resources today. B2B women in sales

Sales 78

Your Social Marketing Reflects Your Leadership

Increase Sales

Have you ever considered how your social marketing may be a reflection of your leadership? For example, do you add people to your email list without asking permission? By taking this action what does it truly say about your leadership as well as your business ethics? Each day I must unsubscribe or mark as spam dozens of emails. Many of these come from so called “experts” on sales, marketing, leadership and even business ethics.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Sales Motivation Video: Are You Focused on Revenue Producing Activities?

The Sales Hunter

Where do you spend your time? Let’s face it — too much of our time is spent doing things that do not produce revenue. The role of sales is to meet customers and generate incremental business; it’s not to update stupid reports. Yes, I’m calling out the stupidity of how too much time is spent […]. Blog Sales Motivation motivation sales sales motivation

It Ain’t Over Until It’s Over


As a New Englander, I have a confession to make. I bailed on the Super Bowl at half time. I was at a great Super Bowl party, hitting going there before heading home after a solid week of business travel. The food was great, the company was even better. But the Patriots in the first two quarters?

How to Overcome Barriers to Innovation In Your Organisation

Mukesh Gupta

Premise: Every organisation wants to innovate and they all have people with enough ideas to fuel their innovation efforts, but somewhere these ideas get stifled and innovation ends up remaining an intent only.

Of Course Sales Is About Relationships!

Partners in Excellence

I am fuming at one of the most amazingly naive posts about “the Death Of Sales.” ” Ironically it’s written by a sales leader at one of the leading Marketing and Sales Automation company.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Social Selling: Influencing Buyers and Changemakers with Tim Hughes

Igniting Sales Transformation

I talked with Tim Hughes about social selling and why integrating the use of social channels into your selling mix is a must. You’ll hear from Tim how he defines social selling. Why using social as part of your sales strategy is important in today’s business landscape.

How to Sell to Your Niche Audience on Facebook


Internet marketing is a very wide term which can be used to encompass a variety of marketing techniques which are used online.

The Role of Imagination in Creating The Next Set of Breakthrough Innovations

Mukesh Gupta

I stumbled across the article that Vannevar Bush wrote in 1945 for the Atlantic. You can read the entire post here. The reason I am interested in the post is because this post is a living proof about the role that imagination can play in the innovation process.

Film 43

Are You Really Different?

Partners in Excellence

We know the importance of differentiating ourselves in attempting to win business. We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

The Missing Piece to Sales Enablement Success

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement content

Sales Managers: Don’t Be Shot by Both Sides


It’s quite common on today’s business world that everyone perceives themselves to be busier than ever, under heavier demand, and to have less control than ever over the pace at which everything operates.

Questions To Ponder about Before Bringing Artificial Intelligence to Work

Mukesh Gupta

Premise: We are entering an era where there is a good likelihood that we will be working along with some form or kind of artificial intelligence in our career. If you Agree.

When the IIoT Elephant in the Room is YOU, now what to do?

Babette Ten Haken

The IIoT Elephant in the Room was the first person to show up for our workshop. I waited to see what she would do next, from my vantage point at the back of the room.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Your 2025 Revenue Plan: 7 Predictions

Sales Benchmark Index

SBI peeked into the future to ask, “What will our 2025 revenue strategy look like?” Here’s what we found: 1. Siloed sales strategies will be obsolete.

The ultimate sales guide to setting and discussing pricing


Estimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices.

Make Better Decisions About Where You Spend Time

The Sales Blog

00A decision to do something is really a decision not to do everything else. Once you commit to spending your time and energy doing something, those same resources cannot be used to do anything else at that same time.

5 Sales Mistakes to Avoid in the New Digital Environment

Sales and Marketing

Issue Date: 2017-03-06. Author: Grant Leboff. Teaser: B2B customers are taking their purchase journey online, where the influence of salespeople matters less and less. The good news is there’s still a way to sell online. It takes a new approach and great tact.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

The One Question That Gets Referrals

Sell More and Work Less

Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?

Pipeliner - Untitled Article


Sales motivation of your team is dependent on many things and it can vary greatly in time. What most sales managers do when they want to increase sales incentives is sending bulk or group emails with no personalization whatsoever.

How Sales Enablement Can Help Close More Deals

Sales Benchmark Index

Article Sales Strategy how to how to increase win rate sales sales enablement sales enablement organization sales process win loss review win-loss analysis

Walk’a Proud!

The Pipeline

By Tibor Shanto – . Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it.