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

What Are Your Customers Saying?


Any good sales agent will have a good “feel” for what customers want and need, what they are saying, and even what they are thinking.

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.

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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

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.

Account-Based Marketing: A Practical Guide

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

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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.

Stand Up for What You Believe to Succeed Your Way


One of my best strategies for the first week on a new job is to invite the top producer out to lunch. A little flattery goes a long way for those who are somewhat egotistical along with paying for the meal at a nice restaurant.

The Inside Scoop: Chipotle’s Big Burrito Breach – Malware with a Side of Chips

DiscoverOrg Sales

It’s been a rough year for Chipotle. With rats literally falling from the ceiling in Dallas, Texas and norovirus outbreaks in Sterling, Virginia, it seems like things couldn’t get much worse for the fast-casual Mexican restaurant.

It’s about Your Professional Why, not Your What

Babette Ten Haken

Identifying Your Professional Why is the key to understanding the motivations behind Your Professional What. In addition, you take a deep-dive into understanding yet another Professional Why. Why you are doing What you are doing in the manner in which you are doing it. Got that?

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.

How to Increase Your Closing Percentage

Inside Sales Training Blog

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.

Consultative Selling is Getting Customers Back in the Conversation


We live in a noisy world. Every medium competes for our attention with a constant flow of messages. For this reason, it has become more difficult for sellers to reach the customer’s “frequency.” Gallup reports that “71% of B2B customers are indifferent or actively disengaged.”

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

The New Pragmatism: Seven Things You Must Understand About Millennials

The Productivity Pro

“When we decided not to sell our business, people called us a lot of things besides crazy—things like arrogant and entitled. The same words that I’ve heard used to describe our generation time and time again. The Millennial Generation. The ‘Me’ Generation. Well, it’s true.

Study 55

Sales Training Playbook by Lessonl

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

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.

Key Insights From the 2017 Employee Advocacy Impact Study


A sales person’s job is to promote the company, so we often take for granted they are excellent employee advocates not only in one to one customer discussions, but across their social networks. Unfortunately, data shows us this isn’t always the case.

Study 78

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

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.

The Art of Social Selling -- Summarized by getAbstract

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

A Note to the First Time Sales Manager

The Sales Blog

Congratulations on your new role! This is going to challenge you. It is going to stretch you beyond your current capabilities, and it is going to be rewarding in ways big and small, some rewards you won’t recognize at first.

When Some Hunters Won’t Hunt, What Can You Do?


This might have happened to you or someone you know: great care is expended to hire a salesperson for the purpose of landing new clients. Anticipating great success, management even developed a plan for spending the surplus revenue generated by the new customers the salesperson will bring in! But then…the results aren’t what management expected and everyone is disappointed. Of course finger-pointing takes place.

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

Video 52

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.

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.

Transform Sales Through Social Selling with Kurt Shaver

Igniting Sales Transformation

Kurt is the Chief Sales Officer at Vengreso , and he has been an early evangelist of the use of LinkedIn and social selling strategies in the sales process. We started off talking about how Kurt defines social selling, which depending on who you talk too has different meanings.

What Simple Mistakes Screw Sales Out of Their Quota?


Any sales quota can be achieved, but it requires deep discipline and diligence. Consistent sales performance can never be achieved by winging it or putting in minimal effort. If you avoid making these 6 common mistakes, you will make your quota this year and every year.

Quota 69

Social Ends When The Phone Rings

The Pipeline

By Tibor Shanto – 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.

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.

Successful Selling

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

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.

Off the Cuff: Specializing Sales Roles


Off the Cuff Interview Question: What are the key advantages to specializing sales roles in a company? Specializing sales roles can improve productivity, increase morale, simplify hiring and maximize return on effort in any size organization.

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

Pitch – Please!

The Pipeline

By Tibor Shanto – 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.

Buyer 24