Sat.Jul 29, 2017 - Fri.Aug 04, 2017

Why Most Sales Forecasts Are Inaccurate

Sales Benchmark Index

Article Corporate Strategy Sales Strategy accurate forecast forecast forecast miss forecasting missed revenue sales forecast

Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research.

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Why Closing is Never a Problem in Account Based Selling

No More Cold Calling

Sales symptoms are prospecting traps. You’d be surprised how often I hear, “My account based selling team can’t close.”. Closing is never the problem. Never” is a bold statement, but savvy sales leaders will nod their heads in agreement. Closing is the easy part of account based sales development.

The Good, Bad, and Ugly of Sales Lead Response [Infographic]


Once upon a time – before online web forms, mass emailing, and chat bots – sales was a relationship game, filled with rolodex files, wining and dining, and endless rounds of golf.

Leads 78

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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Top Sales Leaders Obsess About What Matters Most


Eat That Frog! , a best-selling book from author Brian Tracy teaches us that the most successful people tackle their biggest, hardest challenges first. Turns out this mantra is true not only on a personal, task-based level, but also on a leadership level.

How to Add Some Fun and ‘Character’ to Your Presentations and Videos

Fill the Funnel

Sales can be intense. Changing up the tone to lighten your message can be helpful. Todays tools are designed to bring a smile to your audience, while actually getting them to pay closer attention to the message you are delivering. I’d like to introduce you to my new friends, Viddy Ogres. There are 40 characters, […]. The post How to Add Some Fun and ‘Character’ to Your Presentations and Videos appeared first on Fill the Funnel.

The Key for Sales Ops in Driving Change

Sales Benchmark Index

Article Sales Strategy change drive change expert panel key to drive change sales operations sales ops transformation vp of sales operations vp of sales ops

What Percent of Leads Should Sales Close?


The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition. Lead definition. Lead cost. Process for following up on leads. Lead nurturing.

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.

Executive Sales Leader Briefing: Leaders Need a Big EGO!

The Sales Hunter

You read that right. I firmly believe leaders need a big ego. In fact, they need a massive ego! If they want their team to achieve its full potential, the bigger the ego the leader has, the higher the level of outcome the team will be able to achieve. Watch this 67-second video where I […]. Blog leadership Professional Selling Skills empower empowering executive sales leader briefing leader sales leader sales motivation

Lie To Me Like Everyone Else Does

The Pipeline

By Tibor Shanto – . Revenue, finding it, winning it keeping it, is more than sales, and certainly more than just one says. Winning growing and retaining clients (the source of revenue), may be centered around sales, but involves other key groups.

Are You Promotable?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy SBI for SMB "A-Player" c-level ceo competencies profile promotable promoted promotion sales leader skills

How to Handle the Objection, “We’re all set”

Inside Sales Training

Let’s face it — prospecting by phone is hard. It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.),

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

My Interview on Personal Brand, With IBM Digital Sellers

A Sales Guy

I recently recorded an interview with Ben Martin (Program Manager IBM Digital Mastery) and Erik Taylor (Team Lead, IBM DST Sales Enablement), for IBM’s Digital Sellers Guidebook.

Selling In The Past

The Pipeline

By Tibor Shanto – . Proactive Prospecting Summer – Part 5. Last week in the Proactive Prospecting Summer series, we looked at how to respond to the question of “What Do You Sell”.

What Your Bad Sales Forecast Is Telling You

Sales Benchmark Index

Article Sales Strategy SBI for Private Equity SBI for SMB b2b sales forecast forecast accuracy sales sales forecast

10 Ways to Become a Masterful Listener, Communication Titan and Elite Leader – Part Three

Keith Rosen

Proactive listening has proven to be the conduit to greater success. So, how do you actually become a better listener? Here are 10 proven strategies to implement today that will make you a masterful listener, communication titan, sales champion and transformational leader.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Employers Aren’t Interviewing People Who Don’t Have One Of These

A Sales Guy

In 2009, I wrote an article called, Online Presence – Asset of the Future: Why Your Social Graph Will Be Worth As Much As Your Home. . In it I said this; In the not too distant future, a baseline online social presence will be required for the most common of life’s exercises, like getting a job. In the future, if you don’t have some semblance of an online presence you won’t even be considered for the job.

Changing Channel Dynamics, Driving Channel Success In The Face Of Changing Customers

Partners in Excellence

Channels have always been a critical part of most organizations’ Go To Customer strategies. They are critical to extending our coverage of the market, accessing markets with specialized expertise, and in helping provide our customers more complete solutions.

The Missing Link to Bigger and Faster Wins

Sales Benchmark Index

Joining us for today’s show is Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. It’s difficult to grow.

Sales Tips: Are You The Wirerer or Wiree?

Customer Centric Selling

Sales Tips: Handling RFP's You Did NOT Wire. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Training Playbook by Lessonl

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

More Good Activity More Sales Revenue

Score More Sales

Now is a GREAT time for you to make a plan to do MORE of the RIGHT activities. Right activities are activities that lead to more sales opportunities. This means LESS of the activity you might be doing that does nothing to lead you toward more revenue. Enough "busy work" - time to roll up your sleeves and dig in. Sales Ideas & Skills B2B

“The Forecast Meeting”

Partners in Excellence

A friend and I were sharing our experiences in forecast meetings. Each of us has participated in hundreds of these, there seems to be a consistent pattern: Sales Manager: “Are the deals you’ve committed to the forecast going to come in as forecast?”

Fill the Funnel with Real Sales Opportunities

Sales Benchmark Index

Our show today demonstrates how to leverage the sales function to achieve growth objectives. Henry and I answered questions from the new How to Your Number in 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to demonstrate how to fill the top of the.

Most Salespeople Aren’t Actually Selling When They’re Selling

A Sales Guy

Most sales people aren’t selling and they don’t know it. Most sales people are order takers. They aren’t salespeople. Most sales people react to the customer and the customer dictates the sale. The salesperson simply reacts to the buyer, wielding little influence over the sales or the direction the sale goes. Sometimes they get the sale, other times they don’t. This reactive, customer driven approach to sales opportunity management ISN’T selling.

The Art of Social Selling -- Summarized by getAbstract

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

Banking on a Consultative Selling Process to Meet Organic Growth Goals

Anthony Cole Training

5 Reasons Consultative Selling Skills/Techniques Inhibit Organic Sales Growth. organic sales growth consultative selling selling techniques that don't work

“We Need To Do More To Help Our Sales People!”

Partners in Excellence

It seems everywhere I turn, there is a huge urgency around “helping” our sales people sell more. Clearly, the data on sales performance is startling, though not new. The percent of sales people meeting or exceeding their plans is declining. The percent of organizations not making their plans is staggering. Everyone is recognizing the changing customer. First they are becoming impossible to reach (perhaps an intended or unintended consequence of the deluge of prospecting emails/calls).

How to Transition from Direct Sales to Indirect Channels

Sales Benchmark Index

Joining us for today’s show is Ralph Hawkins, a Senior Vice President of Sales who knows a thing or two about transitioning from direct sales to indirect sales channels. Today’s topic is focused on selecting the right sales channels and.

Learning Gets a Necessary Jolt with Mobile Video

Sales and Marketing

Author: Mark Magnacca A distributed workplace is increasingly becoming the norm in most organizations, particularly with sales and marketing departments – a trend that is enabled in part by technology advancements that have made it viable, though not necessarily ideal, for teams to work together while being geographically dispersed.

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.