Sat.Oct 19, 2019 - Fri.Oct 25, 2019

Letting Your Prospects Train You

The Pipeline

By Tibor Shanto. Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education.

5 Things Your Sales Reps Are Complaining About

Sales and Marketing Management

Author: Giles House Whether it be too many emails or not enough snacks in the kitchen, everyone has a set of pet peeves in the workplace. Salespeople, as a profession, are certainly not immune.

SAP 170

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How to win the war for sales talent

A high performing sales team is invaluable to a growing startup. Winning the most promising candidates is a cutthroat battle. It takes a lot more than a generous compensation package to get top candidates to accept your offer.

Brexit for cold calling?

Sales 2.0

You may know I’m a Brit. At the time of this post, the UK government is going through it’s 27th vote on Brexit. Actually I don’t know how many votes there have been. It’s unlikely anyone could agree on the definition of “vote” ).

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.

Fake Prospects, Fake Buyers, Fake News

The Sales Hunter

The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom!

Buyer 185

More Trending

Freeing Up Sales Bandwidth

The Pipeline

By Tibor Shanto. I enjoy doing podcasts about sales, and as with anything, some are better than others. The ones I seem to enjoy most are ones where the host is still actively involved in sales. The quality and tone of the discussion are always more challenging and meaningful.

B2B 159

Why Critical Thinking Is Important for Sales Success


Socrates was a scholar and teacher in ancient Greece. His method is the foundation of most Western systems of logic to this day. He believed that the power of the mind was more important than physical power and aimed to use ideas and dialogue to improve the well-being of society.

System 156

Monday Motivation Video: Your Mindset Shapes Your Customer’s Mindset

The Sales Hunter

Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, it’s amazing how quickly your customer can have a negative reaction.

You Can't Handle the (Sales) Truth!

Anthony Cole Training

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.

Course 170

Sales Training Playbook by Lessonl

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

NOW AVAILABLE: The 2019 State of Media Sales Report

The Center for Sales Strategy

research state of media sales media sales report

Report 121

Stop “Following Up,” and Start Closing

Mr. Inside Sales

How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. I’m just calling to see what you thought about our bid?”. I was just seeing if you had time to speak with (your boss, partner, committee) yet?”.

Dream. Risk. Persist.

Grant Cardone

Do it the Rocky Balboa way. Sylvester Stallone and I have much in common. We’re both Italian. We both found ourselves completely broke in our 20s. We’ve both found a way to dig ourselves out of that hole and do something with our life.

How to stop losing sales – forever


What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities. Sales Process Sales Management

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Why Messaging Is Great for Customer Loyalty Programs

Sales and Marketing Management

Author: Tobias Goebel Customer loyalty programs are a critical marketing tool for many businesses, and it’s clear to see why: they reward return customers, provide touchpoints to drive sales, and help provide insight into customer experience and behavior.

Metrics: Why Most Companies Get it Wrong

Mr. Inside Sales

If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.

How Sales Coaching Utilizes a Quid Pro Quo

Understanding the Sales Force

Quid pro quo is all the rage. The news networks are pointing to and from quid pro quo and arguing whether it was or wasn't implied. Regardless of which side of the political spectrum you're on, you've probably heard it plenty more than you need to.

Time-Based Branding: It Starts with What You Offer

Engage Selling

Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice?

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

65+ Statistics About Artificial Intelligence


Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services.

38 Most Dynamic Women in Sales (The 2019 Edition)

Sales Hacker

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. That’s not really honest, is it?

How to Successfully Ask For and Obtain Referrals

Anthony Iannarino

For as long as anyone can remember, salespeople have suggested that the very best way to acquire a new client was through a warm referral from an existing client.

“Empathy is a superpower in marketing and sales”: A Q&A with Brian Carroll of Markempa


The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

The Truth About Gatekeepers

Engage Selling

There’s a truth about gatekeepers that you need to be thinking about. Namely, that you create them. You read that right. You’re creating your own gatekeepers.

Create Raving Fans Out of The Job Candidates You DON’T Hire

The Center for Sales Strategy

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc , 72% of them shared those bad experiences with others (often on social media)! Are you burning bridges with your interview process?

The Root Causes of Your Poor Sales Results

Anthony Iannarino

Occasionally I like to take note of what I see in the world of sales. The following obstacles to better sales results seem to be prevalent in companies – or pockets within those companies.

Why True Leadership Is a Transfer of Belief

No More Cold Calling

Have you ever been confused about your company’s vision? I have. I’m not surprised that communication is the #1 driver of exceptional leadership. It’s common sense. It’s also becoming a common problem, considering effective communication is in increasingly short supply. We see lack of communication in our companies, when we travel, when we shop, and at home. And we feel the results of it. Travel is especially frustrating. Your flight’s late, and there’s no announcement about why.

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Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!