Sat.Mar 25, 2017 - Fri.Mar 31, 2017

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Article Corporate Strategy Sales Strategy "A-Player

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If you can’t sell offline, you can’t sell online


Extracted from John Golden’s book Social Upheaval: How to Win @ Social Selling.

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Another New Sales Tool? Really? Why?

Increase Sales

Almost every day I am solicited to try this or that new sales tool. All promise incredible results. Really? How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?

Tools 114

What Awesome Sales Leaders Are Doing to Lead Their Team to Succeed

Steven Rosen

Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success.

Sales 97

Sales Training Playbook by Lessonl

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

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The Sales Process of Least Resistance

Sales Benchmark Index

Article Sales Strategy SBI on Demand b2b buying journey b2b customer buyer buyer process sales operations sales process sales process adoption

March Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Women’s History Month is almost over, but women make sales history every day. There’s a new generation of women in sales, and not just in entry-level roles.

Managing a Social Selling Team – Infographic


There has been so much talk about Social Selling and what that means to Salespeople, but there has been precious little attention given to the impact on Sales Managers.

3 Simple Actions to Take Today to Change Your Sales Results Tomorrow

Increase Sales

Over the course of nearly 40 plus years in business, I have been fortunate to meet many much smarter people than myself. One of those individuals is Ray Overdorff who recently shared three (3) simple actions to change one’s sales results. #1 1 – Commitment to be a Better Communicator. Sales regardless of all the hype by so called experts is 100% about people buying from other people. To buy from you, you must talk to your sales prospect.

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The Art of Social Selling -- Summarized by getAbstract

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

3 Ways Sales Management Can Coach and Develop Sales Reps

Sales Benchmark Index

SBI conducts hundreds of field observations and interviews with sales reps and managers every quarter. We call these Day in the Life Of, or Dilos. There is a major theme consistent across most sales forces: The Coaching and Developing of front.

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3 Reasons Why Sales Get Stuck – And 3 Steps to Keep Them from Getting Stuck

Anthony Cole Training

Even if you are not in “sales”, you’ve actually been in sales your whole life and you’ve had sales get stuck in the pipeline. You don’t think so. Well, let me provide a few examples to clarify. close more sales

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Dimensions of Trade: Into the Air


Trade plays a key role in sales, and it is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved–for every evolution in trade has had a profound impact on sales.

The Hourly Executive Coaching Fee, Ego and Ethics Collision

Increase Sales

Sherpa Coaching continues to update executive coaches (focus on behavior change) about the hourly executive coaching fee. This update also includes hourly fees charged by business coaches (focus on knowledge and skills).

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.

Sales Prospecting: Fill the Funnel with Real Sales Opportunities

Sales Benchmark Index

Article Sales Strategy SBI on Demand sales prospecting

5 Rules to Follow – Simon Sinek

Mukesh Gupta

I came across this video where Simon Sinek talks about 5 rules to live by. He shares these lessons through some very interesting and compelling stories. I highly encourage to watch the video below (about 18 mins).

Video 48

Marketing to a Generation Which Hates Ads


According to Dr. Dimitrios Tsivridos, a consumer psychologist at University College in London, millennials are “perhaps the most skeptical group of consumers” In fact, research shows that only 1% of them are influenced by ads to make a purchase.

Film 75

Simply Speaking Sales Referrals Are Priceless

Increase Sales

Sales referrals are like gold, actually more valuable. When trusted colleagues or friends either make a sales recommendation or provide a name when asked, this action usually means increase sales for the beneficiary of the sales referral.

Successful Selling

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

Stop Inflicting Reps with a Tough Mudder of Internal Red Tape

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. Sales Strategy Video sales sales support

Managing Millennials

Inside Sales Training Blog

Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of.

5 Vital Steps of a Sales Process – Infographic


A sales process is that series of steps followed by salespeople, that track an opportunity from a lead all the way to a close. In this infographic, it can be seen that using the Pipeliner Selling System as a guide, any sales process runs through 5 basic common steps.

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Overcome Demo Mindset with Sales Engineering and Sales Operations Insights

Babette Ten Haken

A demo mindset becomes a game changer. The outcomes either take your team closer towards being short-listed as a contract winner or eliminated as a contender. Timing and insight are everything.

March Sadness

The Pipeline

By Tibor Shanto – . I recall reading Skip Miller’s “ProActive Sales Management”, where he states: “If you, as a sales manager, do not know if you are going to make the year after the first quarter, the battle is over. Now you better be lucky.”

Quota 44

Marketing Should Be On A Different Fiscal Calendar

A Sales Guy

Crazy, I know uh. Why screw with an organization like that. We’re trying to get sales and marketing on the same page, and now I’m telling you they need to be on separate fiscal calendars.

Internet Marketing Lead Generation Ecosystem


Although it’s possible to “finish” a jigsaw puzzle with one or more pieces missing, it will never truly be finished. There will always be a hole in the picture that will draw your eye and distract from the bigger picture.

The Power of Connecting Others in Sales

Score More Sales

Best selling author, journalist, and speaker Malcolm Gladwell wrote a book in 2000 called The Tipping Point. It is a great read for anyone in business, and one of the things it covers is different archetypes of people, including mavens and connectors. B2B sales strategy

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Learning to Sell Through Storytelling

Sales and Marketing

Issue Date: 2017-03-29. Author: Mark Magnacca. Teaser: Closing a deal depends on the salesperson’s ability to make a prospect feel as though their unique story is being heard.

4 Steps to Sniff Out a Sales Leadership Hiring Mistake

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy

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Panel Discussion: Prospecting Strategies for Sales (Recorded)


How important is sales prospecting? Well, without it you’re not going to have any sales in the pipeline. In today’s digital world, a lot of prospecting is conducted through social media and inbound methods. Many of the old rules are still in force, though, even if applied in new ways.

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Cooking With Sales

The Pipeline

By Tibor Shanto – . I am not sure if it truly qualifies as serendipity, but I had a couple of experiences one day recently that confirmed some sales basics that we choose to ignore at times.

Sales 40

Customer UnRetention Syndrome results from 4 Sales Achilles Heels

Babette Ten Haken

Customer unretention syndrome happens. Frequently. Typically at the end of each fiscal quarter. And it always seems to be a Real.Big. Surprise. Really? What are you crying about? After all, as a sales person, sales engineer or sales operations professional, you think you are doing a superlative job.

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Sales Operations: The Guiding Light to Resource Allocation

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy CAC Customer Lifetime Value resource allocation revenue contribution sales operations sales operations strategy shannon gregg