Sat.Oct 21, 2017 - Fri.Oct 27, 2017

Just Out! Our Top 20 Sales Tech Vendors to Follow at Dreamforce #DF17

Smart Selling Tools

Dreamforce 2017 is just around the corner. Nov.6-9 in gorgeous San Francisco. I’ve got my ticket [the event SOLD OUT weeks ago] and soon will be packing my bags with flat-heeled shoes and comfy clothes.

Chairs are Dead—and Other B2B Marketing Hogwash


In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on). Poetry was dead. The theater was dead.

Trending Sources

Sales and Super Mario

Anthony Cole Training

Last week, my fiancé and I were gifted a new Super Nintendo Classic with all the originals preloaded- Donkey Kong Country, Street Fighter, Zelda and of course, Super Mario World.

Exact 62

The Truth About Why Salespeople Get No Respect

No More Cold Calling

Here’s how to stop losing deals. Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long.

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.

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Go After the Right Accounts to Make Your Number

Sales Benchmark Index

Joining us for today’s show is Matt Slonaker, the Executive Vice President Business Development and Marketing for Chronos Solutions. Matt is an executive leader with extensive experience in turnarounds and knows how to generate revenue growth with the unique blend.

What Should You Say When Asking For Referrals?

MTD Sales Training

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique.

Dumbing Down The Sales Organization

Partners in Excellence

Over the past several months, I’ve been on a bit of a rampage on sales and marketing automation tools. Some of my friends in those companies might be thinking, “What’s gotten into you Dave? Why are you turning your back on us?”

The 23 Most Highly-Rated Sales Books of All Time

Hubspot Sales

Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other.". In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. To dramatically cut down on your learning curve, pick up some sales books.

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.

Measuring the Success of Sales Compensation Plans

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

What Great Key Account Managers Do Daily

MTD Sales Training

Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that are shown on a daily basis. These then become habits, and it’s this habitual alignment of skills, attitudes and motives that increases the successful results of any KAM. So, what do successful KAMs do daily that assists in their success?

The Most Comprehensive Guide To Social Selling You’ve Ever Frickin’ Seen

Sales Hacker

Social Selling. It’s a term that divides opinion within the sales world. Some people think it’s simply another buzzword. Others say social selling is going to change the way we do business. No doubt there are also some salespeople out there that have no idea what social selling actually is.

Was It Really a Good Meeting? How to Make Sure Your Prospects Call You Back

The Center for Sales Strategy

“I had a really good meeting! I can’t get the prospect to call me back!” or “I had such a great meeting, but I never got an answer to the proposal.” I hear statements like these frequently when working with salespeople.

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.

6 Tests to Prevent 2018’s Sales Compensation Plan from Being a Flop

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

How to Handle: “I want to speak to some references.”

Inside Sales Training

How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back?

16 Sales Prospecting Tips to Crush Your Next Call

Hubspot Sales

Sales prospecting tips. Be confident. Warm up leads on social media first. Do prospecting in chunks. Vary the times you call. Build rapport with commonalities. Explain why you're reaching out. Have your calls automatically logged to your CRM.

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success?

Account-Based Marketing: A Practical Guide

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

Why Relationships Are Key To Success in Sales (And How To Build Them Using Social Media)


Serious question: how well do you think you could function in sales today without the technology and automation that is available? According to a study done by Linkedin this year, sales tech is used by over 91% of all sales people (and only 2% of the top sales performers in the world don’t use it).

What’s My Future In Sales?

The Pipeline

By Tibor Shanto – There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people.

16 Top Sales Conferences You Should Attend in 2017 & 2018

Hubspot Sales

Have you updated your professional goals lately? If you’re anything like most salespeople, you aim to crush your number and become more efficient. But how will you do that?Professional

Stop Working so Hard! And Sharpen your Axe.

The Center for Sales Strategy

Abraham Lincoln once said, “If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.” Honest Abe and I see eye-to-eye on this, but as I’ve often said, simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference.

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.

5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better

Sales Hacker

Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century. During a portion of the time, he was the Bureau’s lead international hostage negotiator. Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena. Negotiation is a need-to-have skill in business.

The King Trait of Stellar Sales

Sell More and Work Less

It’s fall, which always means a lot of travel for me, and this year is no exception. We threw in a vacation for good measure, and as I’m writing this post I am sitting in my first ever southern hemisphere … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships Client Success closing sales Colleen Francis customer loyalty Engage Selling Engage Selling Solutions Lead Up!

The Ultimate Guide to Sales Qualification

Hubspot Sales

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways.

Are You Ready for the Annual Sales Planning Process?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

Sales Training Playbook by Lessonl

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

Is Social Selling Missing The Digital Revolution?

Partners in Excellence

Step back a little more than a century as electricity was being commercialized. I’m sure in bars and meeting rooms, sales people and marketers were talking about how wonderful electricity was and what it could do to improve sales and marketing.

7 “Innocent” Habits Of Failing Sales Directors

MTD Sales Training

Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. They’ve most likely been in the sales world themselves and been an excellent sales person. But this doesn’t mean they will necessarily make it as a manager or director of business. Indeed, there are many people who direct or manage sales , and they are simply in the wrong position. The Peter Principle, originated by Laurence J.

How to Sell an Expensive Product: 6 Tactics

Hubspot Sales

Salespeople who don’t work for the low-cost provider in their arena often struggle with losing deals based on price. Prospects are only human, and no one likes to pay more when they could pay less.

Time To Get Around To It

The Pipeline

By Tibor Shanto –

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.