Sat.Nov 03, 2018 - Fri.Nov 09, 2018

When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

Intent Data Turns a Buyer-Centric World From a Curse into a Blessing

Sales Hacker

Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. A 2018 ABM Benchmark Report found only 25% of companies were using it. Let’s explore what it is, why it matters, and how to make the most of it.

Data 88

How to be great at sales and still get sacked

Sales 2.0

This is one I’ve seen several times over my (getting long) career. Someone is one of the top performers in a sales team and they still get sacked. How is this possible? The trick is be super customer-focused and take the opposite approach when dealing with people in your own company.

How To 238

Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Do Words Make a Difference for Women in Sales?

No More Cold Calling

Watch what you say, and do what you say. . “I I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age.

How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.

Sports 229

More Trending

Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?

Sales Benchmark Index

It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.

Buyer 195

Step 1 for Managing, Training & Selling with Emotional Intelligence

Connect2Sell

It's human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How To Map Out Your Buyer’s Journey Pre & Post-Sale

MTD Sales Training

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time.

Buyer 188

Last Day Madness on the Sales Force - That's One Kind of Urgency

Understanding the Sales Force

The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it).

Sports 185

13 Musts from an Accidental Salesperson

Sales and Marketing Management

Author: Lee Shawback I fell into sales in 2008 kind of by accident. At the time, I had a consulting business that revolved around the plastics industry, injection molding to be specific. I got a call one day from a company I had known for many years.

How The CEO Can Jump-Start The Customer Experience Transformation (CXT)

Sales Benchmark Index

As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.

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.

Is it Fraudulent to Spend Money on Lead Gen Without an ROI?

Pointclear

Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Nothing else made sense to me then or now.

ROI 158

"I Could Sell More if Only I Could __"

Anthony Cole Training

I've got a fill in the blank for you. self management how to hit goals in sales sales productivity solving sales issues

How To 153

Incentive Program FAQs

Sales and Marketing Management

Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. I hope it provides clarity in the case of feeling a little confused. Q: What is a pre-mortem and why should I do it?

Book Review - Eat Their Lunch

Score More Sales

The subtitle says only part of what this new book is about: “Winning Customers Away from your Competition”. For me as someone who reads nearly every new book on professional, B2B selling I felt Anthony under-promoted the huge issue of KEEPING clients.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Gap Selling – Available for Preorder

A Sales Guy

Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century. Matt Dixon co-author of the Challenger Sale called it: “Fresh and Provocative” .

Sales 119

Your Future Self Cannot Be Trusted! 

Anthony Cole Training

Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well.

Why Profitability Matters When Creating, Maintaining, and Renewing Customer Prices

Smart Selling Tools

Customer-Specific Prices: The Silent Source of Margin Leakage.

One Bad Apple Does NOT Spoil the Bunch

The Sales Leader

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

5 Ways to Be Gracious, Express Gratitude and Grow

Alice Heiman

The Giving Season. I can feel the season changing. The air is finally getting colder, the trees are almost bare, the leaves are crunching beneath my feet as I take my morning walk and as I walked into Whole Foods the other day a giant inflatable snow globe was being set up. You know what that means.

Why working harder might make you less effective

Membrain

“Grind till you shine.” “The The price of success is hard work.” Success is 1% inspiration and 99% perspiration.”. Sales Performance Management Sales Management

Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a a potential game changer that could revitalize the entire US aerospace industry”.

The Ultimate Guide to Outsourcing Sales Development and Lead Generation

Sales Hacker

When it comes to business outsourcing, I have been on both sides of the table. I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. I have learned quite a bit about it.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

The Line Between Pushing and Being Repellent | Sales Strategies

The Sales Leader

????????A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.

Sell Like Steve Jobs: How to Use Silence in Sales

RingDNA

Steve Jobs may have left us seven years ago, but even to this day, the mere mention of his name sparks a range of responses. One of the many things Jobs was known for was […].

How to Write a Proposal

RAIN Group

"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win.

7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]

Marc Wayshak

Overcoming objections in sales is a headache. But with these 7 proven tips to overcoming objections in sales that you hear constantly, you’ll never get blindsided again. Check it out!

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.