Sat.Feb 25, 2017 - Fri.Mar 03, 2017

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

New LinkedIn Cheat Sheet

Fill the Funnel

By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. I think you will find the LinkedIn cheat sheet below to be helpful.

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Top Sales Performers Who Behave Badly

Steven Rosen

Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. Less talented teams who have great chemistry and are committed to doing whatever it takes to win usually come out on top.

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Managing and Overcoming Resistance is the Key to Sales Success

Understanding the Sales Force

[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Why Do Sales People Leave Companies? - Management

Anthony Cole Training

MANAGEMENT RESPONSIBLE FOR A $450 BILLION PROBLEM. sales talent acquisition sales performance coaching responsibilities of sales manager

The Most Critical Mistake a Sales VP Can Make

Sales Benchmark Index

Article Corporate Strategy Sales Strategy firing rainmaker mark cuban quota sales sales manager walt disney worst sales decisions worst sales mistakes

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Losing Track of a Buyer Not Yet Ready to Buy

Score More Sales

Recently we shared a post 5 Ways – Don’t Leave Money on the Table and this week we break it down by one item at a time. Losing track of a prospect is one of the biggest ways to lose a sales opportunity because research shows that only 3% of buyers are ready to buy at any given time. The remaining 97% is either not going to buy or will buy at a later time. It’s the latter group, who will buy at a later time, that you need to be thinking about as a seller. Sales Tips B2B sales strategy

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Coaching and Sales Growth In 2017

A Sales Guy

My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular.

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.

Why Make The Call

The Pipeline

By Tibor Shanto – . One reason many give me for not wanting to prospect, is the fact that fewer people are answering their phones, and as a result it is not as effective as other forms of prospecting.

Why Content Marketing Fails

Sales Benchmark Index

Article Marketing Strategy content content failure content marketing failure should I outsource? writing skills

Are you the Beatty or Dunaway of Your Sales Team?

Score More Sales

The 2017 Academy awards were nearly over when a huge mistake was made in announcing the last award – for Best Picture. People wait all night – all year – to hear those final awards for best actor, actress, and film. This year, actors Warren Beatty and Faye Dunaway had the honor of announcing the big Best Picture winner. Many loyal Score More Sales blog readers are in their 20’s and 30’s - you may have no idea who those old folks were.

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The Greatest Reward From Writing My Book (Not Taught)

A Sales Guy

I knew Not Taught could help people. That’s why I wrote it, but I’m blown away by how much. That was my motivation for writing Not Taught. I wanted to help people to find success. I wanted people to know that times had changed.

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.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers expect salespeople to know more today than ever before … and to know it at a higher level of proficiency. This difference constitutes an inflexion point. Customers now want sales reps who are trusted advisors not product facilitators.

Why Fear is Stifling the Careers of Sales VPs

Sales Benchmark Index

Article Sales Strategy career fear sales leader sales strategy sales vp sales vp career

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Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling®. The point of my last article was that the integrity of data determines how accurate CRM forecasts will be.

Questioning The Path You Are On

The Pipeline

By Tibor Shanto – . The fate of an unscheduled call to a prospect, a cold call, is determined in the first few seconds of a call, one can argue even before that.

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.

How Two Newborns Caused Sales Comp Armageddon


Who would guess that one person giving birth could throw a company into chaos? That’s precisely what happened when pregnancy complications caused me to leave for maternity leave eight weeks earlier than planned. I was the Global Sales Compensation manager of a large manufacturing company.

What Sales Leaders Need to Know About Marketing Strategy

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand marketing strategy sales sales and marketing alignment sales leaders

Are You A Closer?

Sell More and Work Less

Closing rates are ALWAYS the “topic of the day” during workshops, coaching calls and strategy sessions. What is yours? Is that high or low compared to average? What would you expect it to be? How can we make it better? … Read More »

Sales Myth: If I Provide Great Customer Service, I Will Never Have to Prospect

The Sales Hunter

Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more focus that is placed on taking care of existing customers and providing them with great service, the less need there will be to prospect. The myth becomes the rule […]. Blog Professional Selling Skills Prospecting customer service prospect prospecting sales prospecting

Account-Based Marketing: A Practical Guide

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

6 steps to get sales and marketing working on the same team


Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. CSO Insight. They say the reason why cats and dogs don’t get on is because of language. A dog’s tail in the air is a sign of happiness and play. But for cats, it’s a sign of aggression and attack. So when a cat sees a happy dog bouncing towards them, it gets ready to go to war.

The Ultimate Guide to World-Class Product Marketing

Sales Benchmark Index

Our show today demonstrates how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Too often product marketing teams are focused on features and functions. Our conversation today is focused on associating product marketing excellence with.

Are You Having the Wrong Sales Conversation?

Sell More and Work Less

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details.

Creating a High-Five Culture

Sales and Marketing

Issue Date: 2017-02-27. Author: Larry Kendall. Teaser: How do you build a High-Five Culture? Simple: Hire sales associates who aspire to be 5 percenters and coach them to success. Here are observations of the top 10 attributes and activities of top salespeople. How do you build a High-Five Culture?

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.

Sales People Change The World!

Partners in Excellence

Recently, I was privileged to observe a series of training sessions at Microchip. My friend, Mitch Little , kicked off the session with some introductory comments.

Seven Essentials for Building Your Dream Team

Sales Benchmark Index

Article Corporate Strategy Sales Strategy assessments hiring on-boarding profiles sales sales talent sourcing succession planning. talent development talent strategy

Sales Motivation Video: Do Your Professional and Personal Goals Complement Each Other?

The Sales Hunter

Have you ever worked on a team where not everybody has the same goal? Early in my sales career, I was part of a sales team that, to put it mildly, wasn’t aligned. Each of us had different goals. Some wanted to kick back and relax, others wanted to get promoted and others were just […]. Blog leadership Professional Selling Skills Sales Motivation motivation sales motivation success

3 Things Great Sales Managers Do Differently

Sales and Marketing

Issue Date: 2017-03-03. Author: Kevin F. Davis. Teaser: Is the current level of skill and attitude of your sales team good enough to exceed your 2017 revenue growth goals? If not, you need to do three things right now to lead yourself and grow others more effectively.

Sales Training Playbook by Lessonl

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