Sat.Jun 18, 2016 - Fri.Jun 24, 2016

Are Your Sales Relationships Painful?

The Pipeline

By Tibor Shanto – . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale. Well maybe.

Buyer 227

3 Tips to Determine Your Competitive Advantage

Sales Benchmark Index


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10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

Hotel Hell Episode Helps Explain Coachable vs. Trainable in Sales

Score More Sales

What a vivid lesson given by the owner of the Inn that Chef Gordon Ramsey visited on his show, Hotel Hell. This episode is called “Lakeview Hotel” and you can watch via the FOX website here.

Hotels 188

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

The Complete Salesperson?

The Pipeline

By Tibor Shanto – . I witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people.

More Trending

Here’s What Motivates Your Prospect (And It’s Not What You Think…)

MTD Sales Training

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting motivate your prospect prospecting skills

Determine Your Sales Destiny Q2 Ends

Score More Sales

I always had a bit of panic in my head toward the end of the second quarter of the year in my sales career – no matter which company I was working for.

Are You Mobile-Responsive or Mobile-Complacent?

DiscoverOrg Sales

As part of the sales and marketing engine, you put in serious effort to connect with your prospects.

Retail 170

Operationalizing Data and Insights

Sales Benchmark Index

Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data. Article Sales Strategy

Data 197

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Sales Motivation Video: Celebrate the First Half of the Year!

The Sales Hunter

We are half way through the year! Look back over the past several months and find reasons to celebrate. When you can pinpoint what went well this first half, you will build good momentum heading into the second half. You want to finish strong, so I say celebrate now!

Ask This Exact Question To Unearth Your Prospect’s Needs

MTD Sales Training

How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? Tell me about it, Sean’ I hear you say. Like….every every time I present?’ Yes, [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Questioning Skills asking sales questions sales questions

Exact 166

What Percentage of New Salespeople Reach Decision Makers?

Understanding the Sales Force

It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates.

Marketing Strategy: Critical Success Factors for New CMOs

Sales Benchmark Index

Marketing Strategy Podcast

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Executive Sales Leader Briefing: Do You Have a Scarcity Mentality or Abundance Outlook?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday.

Drive Results By Selling Change

Sales and Marketing Management

Issue Date: 2016-06-24. Author: Lou Schachter and Rick Cheatham. Teaser: If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your company.

3 Things I Learnt By Being Tony Robbins’ Coach!

Bernadette McClelland

Now it’s important I say one thing here: I was Tony Robbins peak performance coach for Asia Pacific for a three year period coaching his clients across 12 countries – I did not coach Tony himself !

Product Strategy: Improving Product Profitability and Pricing

Sales Benchmark Index

To hit your revenue growth objectives, your products must be priced correctly. If they’re not, products will not be profitable and your company will no longer be able to innovate. In order to do this, you must have a comprehensive. Video

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Those Who Follow Sales Best Practices Don't Necessarily Become Top Performers

Understanding the Sales Force

You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions.

Groups 191

3 Marketing Secrets to Adopt for Better Sales Game

Sales and Marketing Management

Issue Date: 2016-06-20. Author: Joel Felcher. Teaser: The marketing industry was transformed by technology well ahead of sales.

Q&A With Dave Stein and Steve Andersen


A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12 Proven Strategies for a Customer Driven-World upends traditional sales training conventions and provides a clear, logical roadmap for establishing productive long-term customer relationships and for creating real value in a business environment that has undergone unprecedented change.

SBI’s First Ten Years

Sales Benchmark Index

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads. Article

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

The Ultimate Sales Guy – How Do You Compare?

Bernadette McClelland

Modern day master salespeople, like masters in any discipline, think differently than the masses. They are in tune with the idea of serving others, from the word go, instead of serving themselves first. They don't operate within the horse trading mentality of 'give me what I need and I will give you what you need'. I think that Martin Luther King was probably the epitome of a contemporary modern day sales person.

How Do You Keep Remote Employees Engaged?

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Paul Nolan. Teaser: The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons. The challenge is keeping remote workers engaged and feeling like part of a team.

3 Ways Sales Machine Mastered Social Selling

A Sales Guy

Last week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. I was on a panel with the brilliant Jill Rowley and the ever engaging Jamie Shanks.

How to Become a Great Company to Sell For

Sales Benchmark Index

Article Sales Strategy

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!

New Way To Generate Leads From Content

Fill the Funnel

We all know that “content is king”, right? In fact – a recent survey discovered that content influences 2 of every 3 purchase decisions. The only problem is creating content is time-consuming, costly, and hard! And it’s also very competitive.

Leads 87

3 Marketing Secrets to Adapt for Better Sales Game

Sales and Marketing Management

Issue Date: 2016-06-20. Author: Joel Felcher. Teaser: The marketing industry was transformed by technology well ahead of sales.

How To Know If You’re Average

A Sales Guy

There is a sure-fire way to know if you’re average at what you do or if you’re great at what you do. Ask yourself this simple question. Would you do your job for double the pay if it were 100% commission ONLY based on performance? Would you?