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.

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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.

B2B 327

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.

Distraction Engagement and Selling Efficiency

Understanding the Sales Force

Image Copyright iStock Photos. Dave Kurlan top salespeople time management elite 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.

More Trending

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.

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 144

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?

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Measuring the Success of Sales Compensation Plans

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.

Video Review: @Zilliant

Smart Selling Tools

Zilliant helps you maximize the life-time value of your existing customers which is the most reliable, predictable way to hit your numbers. Zilliant’s open integration architecture, and deployment best practices enable customers to go live and capture value within 6 weeks. Visit Zilliant.

Video 135

When Should I Discount to Close a Deal?

The Sales Hunter

Let’s face it — there’s not one salesperson who has not struggled with this issue. You’re thinking, “If I just discount the price, I will be able to close the deal.” ” Does this hit home with you? I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […]. Blog pricing Professional Selling Skills Prospecting discount discounting price value

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

Are You Ready for the Annual Sales Planning Process?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

The Power of Marketing and Sales Intelligence

DiscoverOrg Sales

Sales intelligence. Lead lists. Not sure what the difference is? You’re in the right place. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts. People change jobs, after all.

Sales Motivation Video: End-of-the-Year Sales Strategies

The Sales Hunter

It’s 4th quarter, which means you need to be extra diligent in spending your time wisely. Who are you spending time with? Make sure you are focusing on the prospects and customers who have the greatest likelihood to pay out this year. Now is the time to keep your foot on the accelerator and not […]. Blog Sales Motivation 4th quarter end-of-year sales strategies sales sales motivation

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.

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

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

The Art of Social Selling -- Summarized by getAbstract

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

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.

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

Equifax, one of the three major credit card reporting companies, has certainly been through the ringer since a major data hack occurred, leaving 143 million American’s personal data at risk. In the month since then, details of this breach (and far too many others) have made headlines, keeping cybersecurity top of mind for weary, wary consumers. Having such sensitive information in the hands of hackers is a terrifying thought, but what makes it worse is that it could have easily been prevented.

ACT 100

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.

How to Double Your Organic Revenue Growth

Sales Benchmark Index

Joining us as our guest expert is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here to.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

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?

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.

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.

The Blueprint For an Effective Annual Strategic Plan

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy

Sales 124

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

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.

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.

Sales Metrics 101: How To Find (And Fix) Those Dangerous Cracks In Your Sales Funnel

Sales Hacker

What’s the one number any salesperson knows by heart? That they can tell you within seconds of you asking, any time of day or year? How much revenue did I book? Did I hit quota? Did I hit my number? That number – bookings – is an incredibly useful business metric.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)