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

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.

Data 117

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste?

Surround Yourself With People On A Similar Journey

Fill the Funnel

When it comes to building a successful, profitable company it’s critical to surround yourself with great people who can provide you with the right advice at the right time. The challenge is to find those people.

The Perfect Close

Your Sales Management Guru

The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

More Trending

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

Sales 78

The Secret Sauce for Sales Enablement

Sales Benchmark Index

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

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.

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.

Buyer 46

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

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

Who Owns Sales Enablement – Sales or Marketing?

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement function sales enablement organization

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

Stuck in the Middle Sales Mindset gets you Stuck Where You Are

Babette Ten Haken

Stuck in the middle sales mindset is all about unproductive prospecting and selling habits. Sales people talk to potential and current customers strictly from a sales perspective. And here’s the bite. They are coached from that perspective as well.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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.

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.

Sales Tips: A Business Case for Business Cases

Customer Centric Selling

Sales Tips: Deferring Test Drives. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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.

Are Your Leads No Better Than Lottery Tickets?

The Sales Hunter

What does the top of your sales funnel look like? More importantly, how does the top look like compared to the bottom? It’s time to get real. It’s the bottom of the funnel where we make our money. I know what you’re going to say, “You can’t get anything out of the bottom until you […]. Blog Professional Selling Skills Prospecting lead generation leads prospect prospecting sales funnel sales prospecting

3 Legacy Recruiting Tactics CEOs Should Eliminate Now

Sales Benchmark Index

Article Corporate Strategy Sales Strategy hire VP of Sales sales talent talent strategy VP of Sales

Conversations vs. Combat

Sell More and Work Less

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®.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

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.

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

ROI 39

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.

Skype 35

Sales Tips: When IS a Good Time for Training?

Customer Centric Selling

Sales Tips: When IS a Good Time for Training? By Frank Visgatis, President/COO, CustomerCentric Selling®.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

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.

CRM 36

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.

Sales Isn’t Dying, We’re Killing It Ourselves!

Partners in Excellence

Long time readers will be surprised. I’ve raged against the posts predicting the death of sales. I’ve shifted my views, we are killing ourselves! The issue isn’t whether our customers no longer need sales people. They are hungry for information, more importantly they are starved for help! Our customers’ worlds are increasingly complex. They are overworked and overwhelmed. They face challenges they’ve never encountered before.

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.

Sales Training Playbook by Lessonl

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