Sat.Mar 11, 2017 - Fri.Mar 17, 2017

The Curse No Salesperson Said They Suffer From – Ever!

Bernadette McClelland

My family always plays games on Christmas Day and one of our favourites is Charades.

Difference Is In the Eyes Of The Prospect

The Pipeline

By Tibor Shanto – There is a lot of talk about differentiation in sales, whether that is at the product level, sales technique level or other factors. Some difference is good, some goes a bit far, unfortunately most of seems to fall short.

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

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Make the Switch to Value-based Pricing

Sales Benchmark Index

Meet Dave, a mid-market tech CEO. He is smart, savvy, and universally respected by his employees and industry peers. He’s invested wisely in sales and marketing optimization over the years, and consequently his team makes the number more often than.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Where Do You Rate On The Paradoxical Nature of Time?

Bernadette McClelland

Each one of us has the opportunity to make a positive impact on someone else’s life. How cool is that thought? Because deep down inside, the majority of us love to help – we get a kick out of knowing someone else can do a better job, feel better about their possibilities, their abilities, their results, and themselves – even if it just a 5 minute window we both looked through together.

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Objections Are Only Negative IF You Allow Them To Be

The Pipeline

By Tibor Shanto – . Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was.

More Trending

The CEOs 4 Most Common Go-to-Market Mistakes

Sales Benchmark Index

Utopia for a CEO is growing faster than your industry and your peers. A thoughtful go-to-market strategy is imperative to enable this growth. Here’s the catch: Many CEOs have risen to the top through finance, operations, or product management.

Lies Do Not Inspire Customer Loyalty

Increase Sales

When will customer service people from wait staff to store clerks to everyone else in between realize lies do not inspire customer service loyalty. No lies do exactly the opposite. Lies build distrust and turn existing loyal customers into finding other solution providers.

The Hidden Impact of Poor KPI Selection

Sales and Marketing Management

Issue Date: 2017-03-13. Author: Justin Yopp. Teaser: As leaders, our primary purpose is to help our teams be as successful as possible. Our selection of KPIs tells our teams what to focus on and are the foundation, and possibly the motivation, for their work.

Sales Competencies Top Professionals Need

Score More Sales

What sales competencies do the top sales professionals have - SDRs, BDRs, ADRs, account managers? Can sales people be built or are we born to sell? These questions fuel many discussions in board rooms around the world. It is a universal challenge to find the top sellers for your company’s sales team. But how to go about it? sales leadership

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.

The 10x Value of an “A-Player” Sales Leader

Sales Benchmark Index

SBI research findings indicate that “A-Player” sales leaders produce 10x more revenue than “C-Player” counterparts. They combine strategy and execution flawlessly, enabling their sales teams to consistently make the number.

Need, a Word to Be Banished from Your Content Marketing and Sales Conversations

Increase Sales

Just this morning in my news feed, I read a content marketing and sales headline “These are the skills you need to have.” ” The following thoughts quickly surfaced in my mind: Really, I need to have these skills of (leadership, sales, management, etc.)?

It’s All About Your Buyer’s Situation

Sales and Marketing Management

Issue Date: 2017-03-01. Author: Tim Riesterer. Teaser: The reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders.

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Defining Sales Success – The Art and Science of A Sales Managed Environment®

Anthony Cole Training

I'm sure someone from the Harvard Business Review or the University of Pennsylvania Wharton School of Business could prove otherwise, but when it comes to defining success, I don’t believe there is an art to 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.

2 Tips to Avoid Hiring a Disaster CMO

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy "A-Player" b2b marketing Chief Marketing Officer CMO marketing roi marketing strategy

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Sales Motivation Video: “No” is Never Permanent in Sales and Prospecting

The Sales Hunter

When you hear “no” from a customer, what does it do to you? I challenge you this week to not view “no” as a dead end, but rather as an opportunity to come back at a later time to engage again with the customer or prospect. “No” is never permanent. EMBRACE this attitude and you […]. Blog Professional Selling Skills Prospecting customer prospect prospecting sales sales prospecting

Does Trump fit into your customer conversations?

Sales and Marketing Management

Issue Date: 2017-03-01. Author: Sales & Marketing Management. Teaser: Sex, religion and politics are often mentioned as the tree taboo subjects to bring up in business conversations. The latter can be difficult to avoid in any setting these days.

A Salesperson’s Ideal Height and Do Tall Salespeople Sell More?

HeavyHitter Sales

  There's a widespread belief among many sales leaders and within their respective sales organizations that tall salespeople have an advantage and consequently sell more. Therefore, when selecting between candidates for a sales position there is a natural tendency to hire the taller person.

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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.

The New “A-Player” Profile for the Revenue Growth Marketing Leader

Sales Benchmark Index

Making your number takes equal parts talent and the performance conditions into which you place that talent. Since the average tenure of a marketing leader has been steadily declining, most CEOs are not getting that hire right. The result is.

Who Owns Leads? Sales or Marketing

The Sales Hunter

It’s time we challenge conventional thinking with regard to who owns the lead generation process. In the last several years, a lot has been written about how Sales and Marketing need to come together if we ever expect to resolve the issue of generating leads. In keeping with my habit of challenging the norm, let […]. Blog Professional Selling Skills Prospecting lead generation leads marketing prospect prospecting sales prospecting

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Lead or get out of the way

Sales and Marketing Management

Issue Date: 2017-03-01. Author: Gino Wickman and Rene Boer. Teaser: Being a great leader doesn't make you a great manager and vice versa. To become a great boss, you must consistently do five things as a leader. Being a great leader doesn't make you a great manager and vice versa.

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The Tell Me Economy is Dead

A Sales Guy

The tell me economy consists of expressions of your worth and capabilities. It’s your resume, your static LinkedIn profile, a referral from a friend, your personal elevator speech, etc. The tell me economy is how we used to promote ourselves.

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.

Who Owns Sales Enablement – Sales or Marketing?

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement function sales enablement organization

Executive Sales Leader Briefing: Never Stop Hiring

The Sales Hunter

Never stop hiring. Great leaders hire the talent whenever it’s spotted. Top-performing salespeople have always been in demand, but recently the demand has been over the top. It’s too easy to accept conventional wisdom that the only time you hire a salesperson is when you have a need. I believe it’s time to throw conventional wisdom […]. Blog leadership leader sales leader sales leadership

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Conversations vs. Combat

The Sales Leader

Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!

Sales Tips: How to Think Like Your Customer

Customer Centric Selling

Sales Tips: How to Think Like Your Customer. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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?

Select the Right Growth Strategies to Maximize SaaS Enterprise Value

Sales Benchmark Index

Joining us for today’s show is Mark Logan, a Chief Executive Officer that every executive from a company with aggressive growth goals should tune in to watch. Today’s topic is developing corporate strategy objectives, and to follow along download our.

Simplify Your Sales Process — Speed Sells

The Sales Hunter

With technology and the ability to track information comes the risk of over complicating the sales process. I see this a lot with companies I’m asked to assist. They’re excited to show me how they’ve dissected the sales process. It has the feeling of a patient being prepped for surgery. Flash announcement… sales is […]. Blog Professional Selling Skills Prospecting leads prospect prospecting sales process sales prospect

Note To Sales People in 2017 — It’s Time To Up Your Game

A Sales Guy

If you’re a sales person and you give a s**t about your clients, your personal development, your career, and your company, then I have a message for you. It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves.

Podcast: Own Your Day – Igniting Personal and Team Productivity

Keith Rosen

Are you living with intention or reaction? Wish you had more balance in your life? In this interview, Keith Rosen shares how you can ignite personal productivity, honor your values and create an extraordinary life. Traditional time management strategies fail to help people thrive.

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.