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 – . 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.

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

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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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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.

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.

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

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.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Questions to Ask Before Investing in Lead Generation


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!”

The Power of Why > How – Part 2

The Pipeline

By Tibor Shanto – . 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.

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

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.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

[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.

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.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

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.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

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.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

What You Really Mean When You Say; “I Didn’t Have the Time.”

A Sales Guy

Ask yourself how many times in a day, a week or month you say, “I didn’t have time.” ” We all do it. It’s a common default phrase we are all guilty of. The truth is, however, our inability to get things done or commit to things has nothing to do with time.


Happy July 4th!

Sales Training Connection

July 4th Fireworks. Wishing everyone a happy 4th of July holiday


Why Field Marketing is on the Hook for 40% of the Sales Pipeine

Sales Benchmark Index

People buy from people. Ultimately, there is no substitute for face time. This means organizations need a world class field marketing program. SBI recently interviewed Kim Salem-Jackson, the senior vice president of worldwide field marketing at Informatica about this topic. Marketing Strategy Podcast