Sat.Jul 02, 2016 - Fri.Jul 08, 2016

7 Steps to Developing an ‘A’ Player Profile

Sales Benchmark Index

Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Building an ‘A’ player profile is the. Article Sales Strategy

A One > Two Combination That Still Delivers Sales

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Much of the discussion around social selling vs. traditional selling, or even old school selling like cold calling, has distracted many from the central issue, successful selling.

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10 Ways to Start Your Prospecting and Make it Enjoyable

The Sales Hunter

Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance.

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

A LinkedIn connection is not a sales lead. It happened again.

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

Sales Strategy: Where Does Sales Training Fit?

Sales Benchmark Index

Organizations spend large amounts of money on sales training every year. But are they getting their money’s worth? Sales training is a $70 billion dollar industry. Every sales team should be making their number with that kind of investment in. Sales Strategy Video

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How To Deal With The Foul & Abusive Prospect

MTD Sales Training

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting abusive prospects prospecting skills

Sales Motivation Video: What Are Your 18-Month Goals?

The Sales Hunter

I don’t want you thinking just about 2016! I want you thinking about your 18-month goals too! When you look out 18 months, it changes the way you use your time (your greatest asset!) Ultimately, it also changes the questions you ask and the customer relationships you build.

Take Charge of Corporate Strategy with These Execution Tips

Sales Benchmark Index

You have a strategy in place, but is it getting executed? In order to hit your revenue growth goal you must make sure you are connecting your strategy with execution. We recently spoke with Kermit Randa, the CEO of PeopleAdmin. Corporate Strategy Video

Want to Grow Your Business with Bigger Deals and Bigger Customers?

Steven Rosen

My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it.

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.

Questions to Ask Before Investing in Lead Generation

Pointclear

About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects hear this their response is always, “That’s just too long. I need leads NOW!”

Executive Sales Leader Briefing: Lead Your Customer by Listening to Your Customer

The Sales Hunter

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

An Expert’s Guide to Developing Your Corporate Strategy

Sales Benchmark Index

Your corporate strategy carries a lot of weight. It sets the direction for the entire organization, especially the sales and marketing teams. My colleague, John Staples, Partner at SBI, and I recently spoke with Jim Schleckser about developing corporate strategies. Corporate Strategy Podcast

[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns

DiscoverOrg Sales

Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding.

Sales Training Playbook by Lessonl

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

The Power of Why > How – Part 2

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Monday I wrote about the power of the Why > How one-two punch. Rather than doing the conventional probing around the decision process, who is involved, what are the steps, are there steps defined or is it ad-hock, etc.

Want to Grow Your Business with Bigger Deals and Bigger Customers?

Steven Rosen

My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it.

Charting a Path to Strategic Alignment

Sales Benchmark Index

Keith Cox is vice president, Americas, at UPS Capital, a UPS company focused on providing finance and insurance to businesses with physical supply chains. In a recent conversation with SBI, Cox discussed how his sales team consistently makes its number. Corporate Strategy Magazine

What Happened When The Boss Showed His True Colours

Bernadette McClelland

The Boss walks through the door, he steps onto the platform, he opens his mouth and words of wisdom, inspiration and life lessons spew forth, weaving us into the world of musical euphoria. Cyndi Lauper sings about it, The LGBT crowd wave their flags around it.

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!

Top Ten Characteristics of Top Sales Producers (Part Three)

Mr. Inside Sales

Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic.

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How to Gain Visibility into Your Mobile Sales Team with Unified Communications

Sales and Marketing Management

Issue Date: 2016-07-08. Author: Stephen Davis. Teaser: In many ways, technology has turned even inside sales reps into independent businesspeople. There is less day-to-day interaction between managers and reps in the field.

How to Develop Your New Product Launch Plan to Drive Revenue Growth

Sales Benchmark Index

Article Product Strategy

How I Shifted the Global Perception of Salespeople In Less Than 5.5 Minutes

Bernadette McClelland

Sales is not just about selling an idea, a product or a service. It is SO MUCH more than that. The biggest factor that prevents salespeople achieving their targets or overachieving them is, {drumroll, because you probably already know the answer}… themselves.

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.

3 Foolproof Ways to Get Past Gatekeepers | Sales Tips

Engage Selling

If you want that sale, you’ll have to talk to the right person who can make the real decisions. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

The Rise of the 10X Marketer

Sales and Marketing Management

Issue Date: 2016-07-01. Author: Scott Brinker. Teaser: There’s a persistent “myth” in software development: great developers are 10X more productive than average developers.

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

Sustainable Sales Success - Tip 03

Increase Sales

The world is changing at rapid speed. What this means for those who want sustainable sales success is embracing their own professional development. No longer can professional salespeople rely on corporate sales training.

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.