Sat.Mar 18, 2017 - Fri.Mar 24, 2017

How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition.

The Most Dangerous Species of CEO: The Product Pusher

Sales Benchmark Index

The most dangerous species of CEO is the product pusher. Ask any sales or marketing leader. The product-pushing CEO is even worse than frugal Fran, whom as Oscar Wilde quipped of a critic, “knows the price of everything and the.

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility.

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Priceless, The First Customer Service Experience

Increase Sales

In relocating from NW Indiana to NW Arizona, we have had to outreach to several businesses. Once again I realized how truly priceless the first customer service experience really is. Credit Must Have Internet. My business depends on the Internet.

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

A Sales Maxim To Be Held True

Increase Sales

What sales maxim do you hold to be most true? This past week I had the opportunity to personally witness how the violation of this code of sales behavior turned me away from one vendor to another. Let me explain.

New Book Improves Sales Excellence and Grows Revenue

Understanding the Sales Force

Jeb Blount's eagerly awaited new book goes on sale today and I recommend that you order it! jeb blount sales eq

Is Your Company Hard to Buy From and Sell For?

Sales Benchmark Index

Joining us for today’s show is Biju Baby, a Vice President of Global Sales Operations who knows a thing or two about supporting revenue growth. His company has seen an impressive 54 quarters of sequential revenue growth and Biju has.

[VIDEO] How to Evaluate a Data Provider

DiscoverOrg Sales

Does this situation sound familiar? I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate. The flip side is I’m sure those vendors just can’t stand that I’m unable see how each one is the best.

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Sales Training Playbook by Lessonl

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

Finally a Sales Expert Took Zig Ziglar To Heart

Increase Sales

Years ago I read the following definition for sales by Zig Ziglar: “Sales is the transference of feelings.” ” As someone who consistently writes about the impact of emotions in sales, I was so glad to read one sales expert who took the time to write a book about how to transfer those feelings through emotional intelligence. Jeb Blount’s new book, S ales EQ , should be immediately ordered, read and committed to memory.

Sales EQ: The Four Levels of Sales Intelligence

Steven Rosen

Sales EQ. Sales expert Jeb Blount, just launched his 8th and best sales book.

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How to Increase New Sales Rep Productivity

Sales Benchmark Index

Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training

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Are High-Performing Salespeople Passionate?

The Sales Hunter

A couple years ago, a well-recognized “sales expert” told me top sales performers are not passionate. The argument they laid out was passion does not exist in sales, as it will cloud a person’s thinking ability. That conversation has bugged me ever since I first heard it. I believe being passionate is a requirement […]. Blog leadership Professional Selling Skills passion sales leader sales leadership

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.

New business from existing business is smart business

Sales Training Connection

Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months.

Getting Results from Poor Performers

The Sales Leader

It’s frustrating. When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy. The problem is most leaders handle poor performers the wrong way.

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A New Sales Organization Model that has Business Booming

Sales Benchmark Index

Podcast Sales Strategy

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Sales Leadership — 10 Questions to Ask Yourself About Your Sales

The Sales Hunter

We are all guilty of digging too deep into our job, essentially working in our business. As leaders we have to also take the time to work “on” our business by challenging what we do and why we do it. The last couple of months, I’ve been doing a lot of consulting working with multiple […]. Blog leadership leader sales leader sales leadership

The Art of Social Selling -- Summarized by getAbstract

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

Sales Tips: Scripted versus Tailored Sales Presentations

Customer Centric Selling

Sales Tips: Scripted vs. Tailored Sales Presentations. By Connie Schlosberg, Primary Intelligence.

Your Territory is Your Business | Sales Tips

The Sales Leader

Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

Article Sales Strategy

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […]. Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnel

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.

We Always Make An Impression!

Partners in Excellence

There was an interesting comment in one of my latest rants, “God, Save Me From Clueless LinkedIn Prospecting.” ” The reader said, “At least he made an impression you will never forget.” ” He’s absolutely right!

How to Become an Unstoppable Closer

The Sales Leader

The sales profession is in the midst of a perfect storm. Buyers have more power, more information, more at stake, and more control over the sales process—than at any time in history. Legions of salespeople and their leaders are coming … Read More »

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3 Steps to Arrive at the Right Coverage Model

Sales Benchmark Index

Knowing when customers prefer to buy directly or indirectly can make or break your revenue goals. Likewise, matching the appropriate customer acquisition cost (CAC) by channel with customer lifetime value (CLTV) by customer and product type can improve the odds.

Sales Motivation Video: Success is What You Do TODAY, Not Yesterday!

The Sales Hunter

It’s a brand new week! Every week is a new opportunity. And I want you to remember that success is what you do TODAY, not yesterday! Are you making the most of today? Check out the video to see what I mean: Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation success

Successful Selling

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

Five Steps to Creating a Powerful Marketing Piece

The Sales Heretic

Much—if not most—marketing is wasted. Various studies put the number at anywhere from 40% to 60%. You can’t afford to waste time, money, and effort like that though. If you want to generate more sales, your marketing needs to be effective. How can you make sure it is?

Sales Tips: Obituary for Traditional Selling

Customer Centric Selling

Sales Tips: Obituary for Traditional Selling. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

Sales Benchmark Index

Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

We Can’t Ignore the Impact of Sales-Specific Emotional Intelligence on Performance

The Sales Hunter

Today I am pleased to have a guest post from Jeb Blount, who has just released a new book, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Sales is a process. I’ve heard and said these words more times than I can remember. Sales is a process is the […]. Blog Consultative Selling Professional Selling Skills Prospecting jeb blount prospect prospecting sales eq sales prospecting

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!)