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

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

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.

The One Thing You Can Control

The Sales Heretic

I was recently attending an aikido seminar led by world-renowned instructor, Hiroshi Ikeda Sensei. At one point, as most of the class was struggling with a particular technique, Ikeda Sensei uttered some extremely important words.

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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.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

More Trending

By: Why Elevator Pitches Suck (and What to do About It) | Marketing Automations

John Barrows

[…] more from John here: Blog, Resource library, Linkedin, Twitter, Instagram, Snapchat (johnmbarrows), Facebook […

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.

5 Things Sales Wish Marketers Knew

DiscoverOrg Sales

Sales and marketing teams operate on two sides of the same coin. And though both departments work closer in tandem today than ever before, there are still a few broken links in the chain of complete alignment. As job discipline lines continue to blur , sales departments have discovered a few ways marketers can help them do their jobs even more efficiently.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

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

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.

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July Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Will you be in London on October 4? If you lead an account based sales team, you might want to be. It’s not often that I promote an event, but this opportunity is too good to miss.

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.

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Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

A Great Sales Read: Go-Givers Sell More

Anthony Cole Training

A guest post by Mark Trinkle, President & Chief Sales Officer. Should your days or evenings include any down time, here is a great book recommendation for you. Selling achieving sales success go givers sell more providing value to customers

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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.

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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

5 Rules of Megavalue Selling

Sales and Marketing

Author: Mark Holmes It is challenging to sell and differentiate value for any product or service, but it doesn't have to be complicated. Here are five rules of megavalue selling: Verify value drivers – Accurately identifying each customer's value drivers is the chief priority for sales professionals. Most buyers feel like salespeople bring little or no value to the purchase decision.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

A Red Hot Sales Tip Straight From My Mouth to Yours

Jill Konrath

Last Friday I was interviewed for an upcoming Salesforce documentary on The Story of Sales. Velanie, a make-up artist, had been hired to work her wonders on me before filming began. I felt like a movie star. Selling Tools

Film 164

How to Drive New Product Offerings Through Channel Partners

Sales Benchmark Index

Article Corporate Strategy Sales Strategy channel framework channel optimization channel sales cover market indirect channels sales leader select channels selling channels svp of sales

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.

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Are You Caught in the Sales Circus?

The Sales Hunter

You didn’t realize the circus has come to town. The problem is that unlike every other circus, this one didn’t leave town. It’s taken up permanent residence and you are the main attraction. Do you doubt me? Ask yourself if what you’re doing is delivering the results you expect. If you were to start breaking […]. Blog Professional Selling Skills Sales Development Training Sales Motivation sales process

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

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.

Why Your Sales Enablement Plan Needs to Match Your Sales Channel

Sales Benchmark Index

Article Sales Strategy channels framework road map roadmap sales enablement

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.

What The Heck is Marselling? | Sales Strategies

The Sales Leader

Recently, I stayed at a Ritz-Carlton and was blown away by one simple gesture that left an impact on myself and my husband. In my latest video, you’ll learn the concept behind “marselling.” ” Sure, it doesn’t take a team of … Read More » Sales Tips

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

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

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!)

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.

Your Guide to a Revenue-producing Product Road Map

Sales Benchmark Index

Joining us for today’s show is Ella Balagula, an executive product leader who knows a thing or two about developing revenue-producing products. Today’s topic is focused on how to use the Product Road Map to paint a picture of happy.

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.

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

Video 125

How Video Learning Is Transforming Skill Mastery in Sales

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 in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.