Sat.Sep 02, 2017 - Fri.Sep 08, 2017

How to Get New Salespeople to Take Off Like a Rocket Ship

Understanding the Sales Force

Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact.

How to Increase Deal Sizes, Improve Win Rates and Shorten Sales Cycles

Sales Benchmark Index

Podcast Sales Strategy b2b sales process sales leader sales process win deals win rate

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4 Reasons Women in Sales Rock at Account Based Selling

No More Cold Calling

Women know how to build relationships that matter. You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive.

You Can't Handle the Truth

Anthony Cole Training

At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men” … but it is safe to say that point in time is a long way off for me. It is one of my all time favorite movies.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

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How to Increase Your Closing Percentage

Inside Sales Training

Let me ask you a question: Do all of your leads end up buying? Of course not. Next question: Out of ten leads that you set up to pitch a demo to, how many of those ten end up buying? If you said “two” then you are at the industry average.

Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads.

Piloting Revenue Attribution – How Top CMOs Quantify Marketing Impact

Sales Benchmark Index

The buyer’s journey does not follow a linear course. Without revenue attribution, you are exposed—unable to allocate time, money, and resources to the marketing efforts that produce top-line results. If you can’t quantify the collective impact of marketing touch-points, you. Corporate Strategy Magazine Marketing Strategy SBI for Private Equity SBI for SMB custom attribution.

Quit Blaming What You Sell as the Reason for a Sales Slump

The Sales Hunter

Salespeople are quick to call me to ask how they can be successful in sales when they’re stuck selling what they believe is something their customers don’t want. It’s time to stop blaming what you sell as the reason for your struggles. Not only is it time stop blaming what you sell, but it’s also […]. Blog Professional Selling Skills Prospecting Sales Development Training prospecting sales

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.

Executive Coaching Helps New Leaders Succeed

Steven Rosen

Executive coaching helps make the difference between the success or failure of a new leader. Have you recently promoted or hire a new Director or VP? Then you are heavily vested in ensuring that the new leader is highly successful.

Isn't It Time to Stop the Must Have Leadership or Sales Skill?

Increase Sales

Is it just me or are you as tired as I am about all the postings about having this must have leadership or sales skill? Do this or learn that and “wala” you will be a top sales performer or authentic leader. Please give me a break! This desire to find the magic number one skill, trait, quality, call it what you will, regardless of role is complete and total hogwash. Fact – There is no number one top sales skill.

How the CEO Defines Who You Compete With, and How to Win

Sales Benchmark Index

Joining us for today’s show is Mike Dickerson, the Chief Executive Officer for ClickDimensions who knows how to make the number. Today’s topic is focused on demonstrating the corporate strategy’s competitive view. Mike leverages the How to Make Your Number.

Executive Sales Leader Briefing: What Do I Do if My Boss Asks Me to Cheat?

The Sales Hunter

This past week I received an email from a sales rep who for the past two years has put up solid numbers in his job. His question to me was what should he do when his boss and others in management ask him to cheat and put his integrity aside when it comes to dealing […]. leadership Professional Selling Skills executive sales leader briefing

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.

Social Ends When The Phone Rings

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. The reason you need to integrate social selling, traditional phone work, and other elements of prospecting, is to ensure that you are covering all bases the process of converting a stranger, into a bonified pipeline opportunity.

How to Sell Better: Lesson 7 – Build Your Own Process

A Sales Guy

I lay on the couch too much. I don’t exercise enough. I’m grossly out of shape. There is no way around it. I needed to workout. Therefore, about a month ago, because running and any other “cardio” was too hard, I started walking. I know, I sound like an old man. It kills me. I used to be super active. I played football, softball, skied, played basketball and golfed. I was always moving.

Now is the Time to Finalize Your 2018 Strategic Planning

Sales Benchmark Index

Now is the time to finalize or stress-test your strategic plan, and there’s no time to waste. The NFL season kicks off tonight and before you know it, Thanksgiving will be around the corner. Average and poor performing companies tend. Article Corporate Strategy Sales Strategy execution marketing strategy planning revenue growth revenue growth methodology sales strategy strategic plan strategy

Sales Motivation Video: Whose Goals Are You Achieving?

The Sales Hunter

How are you doing on your goals? I can’t emphasize enough the necessity of setting daily, weekly and monthly goals — and the difference this can make to your sales motivation. You also need to ask yourself if the goals are really your own. Check out the video to see what I mean: A […]. Blog Professional Selling Skills Sales Motivation goals motivation sales motivation

Account-Based Marketing: A Practical Guide

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

Pitch – Please!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Despite the talk, the training, the tools, and everything else sales people have been exposed to and have access to, it is still interesting (disappointing) how fast most sellers, even those who hit quota, will resort to product in a sale.

Sales Tips: Key Components of an Effective Sales Strategy

Customer Centric Selling

Sales Tips: Key Components of an Effective Sales Strategy. By Matt Haag, President/Owner of SimpleData.

The Science of Planning Marketing Campaigns

Sales Benchmark Index

Article Marketing Strategy campaign planning campaign strategy Chief Marketing Officer CMO content execution content marketing science scientific target audience

Is Your Sales Pipeline Nothing More Than a Sewer Line?

The Sales Hunter

How many prospects do you have in your sales pipeline? Now how many of those prospects are moving forward? Are you keeping prospects in your pipeline that have little chance of ever becoming a customer? If so, then you don’t have a sales pipeline. What you have is a sewer line. One thing you can’t […]. Blog Professional Selling Skills Prospecting pipeline prospecting sales

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.

What Buyers Really Think

Jill Konrath

Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point! Prospecting

Buyer 21

The 5 Secrets of Motivating Your Sales Team

Inside Sales Training

Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning.

The Tragedy Of “No Decision Made”

Partners in Excellence

Depending on the research you read and believe, the number of buying journeys ending in “No Decision Made,” is around 50-60%. Think about what that means. Sure, we’re disappointed–it’s a lost opportunity for us. We may have invested a lot of time, resource, and energy in competing to win the decision from the customer buying team. But the real tragedy is the lost opportunity for the customer.

The Weakest Part of the Sales Cycle | Sales Strategies

Sell More and Work Less

Today, we’re going to focus on closing. This is the most often missed part of the sales cycle and it’s critical that you ask for the sale to close.

Sales Training Playbook by Lessonl

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

Is Your Content Marketing Contributing to Revenue Growth?

Sales Benchmark Index

Joining us for today’s show is Emily Rakowski, a marketing leader who knows how to create brand preference that attracts more deals into the funnel at a higher win rate. Our topic is Content Marketing and how to use content.

12 Keys To Being a Better Communicator

The Sales Heretic

The top salespeople—and top executives—in every field are amazing communicators. They have a gift for getting their ideas across and persuading others. Except that it’s not a gift. It’s a set of learned skills that anyone can master.

Evergreen the Essence of Content Marketing

Increase Sales

Content marketing is incredibly successful strategy and tactic for your buyers to begin to know you and trust you. To solidify this budding relationship requires fresh, relevant articles or what is called “evergreen.” ” Can you bring a fresh and yet lasting perspective to what you are sharing? What you don’t want is your marketing efforts to read or sound like the efforts of others or be seasonal as in the “best holiday marketing approach.”

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Painting and Prospecting - SIMPLE not EASY

Score More Sales

I had the pleasure of painting a wall in the spare room in the house over the long weekend as a backdrop for creating video. Prior to this, we had dark grey colored paper pinned to the wall. Paper is fine as a backdrop until you have humidity. Yea, that’s why I decided to paint. B2B Sales Productivity sales strategy

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The Art of Social Selling -- Summarized by getAbstract

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