Sat.Aug 12, 2017 - Fri.Aug 18, 2017

Want to Beat Your 2018 Sales Target? Start with this Strategy

Sales Benchmark Index

Article Sales Strategy 2018 planning 2018 sales plan 2018 sales strategy plan revenue generation sales strategy

Three Words That Can Forever Change Your Business

Fill the Funnel

Did you know a few short words can totally change your life? It’s true. For example, the three words us humans long to hear, “I love you.” Even the more cynically-inclined words, “told you so” contain value. But whatever you do, avoid THESE three words at all cost: “that looks infected.”

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Is Video the Next Big Thing for Account Based Sales?

No More Cold Calling

Find out how your buyers prefer to learn. We all know that video killed the radio star, but now it’s coming after the written word, too—at least that’s the consensus among many experts. In fact, LinkedIn just released native video capabilities to 500 people.

Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

More Trending

Are Your Sales Results Suffering Because of this Confusion?

Increase Sales

“I have plenty of lists, daily, weekly and monthly” said an acquaintance. My next question was “How are your sales results?” ” The not so surprising response was “they could be better.” ” This acquaintance and many of my sales coaching clients share this confusion about list making and goal setting. List making is very much like a simple mini action plan. Each item on the list is an action based upon an objective to be achieved.

Find the Right Balance of Hunting and Farming

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy SBI for Private Equity farmer sales Hunter Farmer Model hunter sales make your number revenue growth sales strategy

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First We Form Habits, Then They Form Us

Inside Sales Training

“First we form habits, . then they form us.”. –Bob Moawad, Edge Learning Institute. I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!),

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Marketing VPs. Industry influencers. HR directors. Elon Musk. Your favorite podcast host. Anyone else who’s inbox is a total magnet for “traditional” cold emails. Skeptical?

Sales Training Playbook by Lessonl

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

Saying Yes May Come with a Hefty Price Tag

Increase Sales

Working in any organizations does require saying yes. However all those yes responses may come with a potential hefty price tag. I just read of a noted TV commentary who is now saying yes to whatever the new boss wants. Part of this ongoing agreement is to “humanize” this particular individual. Yet at the previous organization, she was quite successful without any additional “humanizing” activities.

The Answer to Why Your Deals are Bleeding Margin

Sales Benchmark Index

Article Sales Strategy b2b sales custom sales process low margin deals sales leader sales process VP of Sales Why Your Deals are Bleeding Margin

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Are You Guilty of Making These Prospecting Mistakes?

The Sales Hunter

You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” ” “I’m just […]. Blog Prospecting prospect prospecting sales prospecting

The 3 Questions You Must Answer at the Start of Your Sales Conversation

Sales Pro Insider

You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything you want to tell them. That’s a great plan. Right? It is, IF you get that far.

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

Four Reasons for Quota Failures


“I ignore the quota,” Theresa the salesperson said. “No No one loses their job here if we don’t make the numbers, which are totally unrealistic anyway.”. Steve piped up, “We don’t worry about the quota; it’s a yearly number and no one tracks it.”. Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”.

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How Top Companies Interlock Product Development and Sales

Sales Benchmark Index

Article Product Strategy Sales Strategy interlock product development product stategy sales and product interlock

Sales Leadership — Will Your Customers Even Value It?

The Sales Hunter

When was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […]. Blog leadership Professional Selling Skills leader sales leadership

Impact Questions

The Pipeline

By Tibor Shanto – Proactive Prospecting Summer – Part 7. Questions can be a powerful tool in prospecting, just as in other stages of the sale.

The Art of Social Selling -- Summarized by getAbstract

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

37 Ways to Unleash Your Creativity

The Sales Heretic

“Be creative!” ” It’s an admonition you’ve heard over and over again. You’ve come across it in countless books, articles, keynote speeches, training seminars, and mentoring sessions. And the fact is, creativity is essential—in business in general and sales in particular.

Attract A-Players Who Generate 5x More Revenue than B-Players

Sales Benchmark Index

Joining us for today’s show is Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to the topic of attracting and retaining top sales talent. Chris and I leverage the.

Measuring Your Prospecting Process

The Sales Hunter

A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […]. Blog Professional Selling Skills Prospecting prospect prospecting sales

5 Outside the Box Presentation Openings that Stand Out with Busy Buyers

Performance Sales and Training

Like the first scene of a movie, the opening of your presentation should grab your audience’s attention, set the stage – and let them know they are in the right theater!

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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.

How Artificial Intelligence Will Change Decision-Making For Businesses


From The Terminator to Blade Runner, pop culture has always leaned towards a chilling depiction of artificial intelligence (AI) and our future with AI at the helm.

Great Sales Leaders Have Incredible Sales Cadence – Do you?

Sales Benchmark Index

Article Sales Strategy cadence sales leader cadence

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Sales Motivation Video: Use “Out-of-Office” Message as Prospecting Tool

The Sales Hunter

When you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. This gives you an easy way to build rapport, because you can ask them about their vacation. And you’ll build your sales motivation and prospecting skills as well. Check […]. Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales motivation

You Can Be Right And Rich

The Pipeline

By Tibor Shanto – I am not sure where it originated, but we have all heard the question/expression: “Do you want to be right – or do you want to be rich?” A question many managers have asked, and fewer reps have answered.

Successful Selling

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

Time for Sales and Marketing to Hug it Out | Sales Strategies

The Sales Leader

If you’re in sales, you know the age-old mentality towards marketing. They’re often looked at as the “bad guys.” ” They’re not the enemy.

How to Price Differentiate When Your Price List is Published

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy Sales Strategy b2b sales force pricing pricing strategy pricing workshop published pricing revenue growth sales pricing value based pricing

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Sales Tips: Stop Clinging to Old Approaches

Customer Centric Selling

Sales Tips: Stop Clinging to Old Selling Approaches. By John Holland, Chief Content Officer, CustomerCentric Selling®.

How To Sell Better: Lesson 2 – You Have To Give a S**t

A Sales Guy

I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” ” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)