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

What’s My Future In Sales?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. 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.

Margin 263

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.

Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

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 328

Distraction Engagement and Selling Efficiency

Understanding the Sales Force

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

227

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

How to Earn Brand Preference with Your Content Marketing

Sales Benchmark Index

Corporate Strategy Marketing Strategy SBI for SMB Video b2b marketing brand preference ceo content marketing

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.

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?

How To 193

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

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Measuring the Success of Sales Compensation Plans

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

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.

Vendor 140

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.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D,

eBook 190

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?

Are You Ready for the Annual Sales Planning Process?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

Smart Selling Tools

The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow.

Data 137

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 120

3 Steps to Effectively Move Beyond ‘Sales Coaching’

Sales and Marketing

Author: Rick Cheatham Most leaders believe that strong salespeople are born sellers. They’re natural extroverts, they can easily create relationships with complete strangers, and they can quickly adapt to potential customers’ needs and personalities. But even if the strongest sellers are born sellers, leaders who help salespeople remain confident, learn from their customer experiences, and rise to challenges only enhance their sales teams’ overall performance.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

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

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

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

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.

Seriously slammed? Some ideas to help you out.

Jill Konrath

I'm not typically an eavesdropper. Normally I mind my own business when I'm out to eat. But Friday morning, while having a veggie omelet for breakfast at George's Restaurant, my ears suddenly perked up when the guy at the table next to me said, "I'm seriously slammed

151

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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.

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 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?

3 Steps to Effectively Move Beyond ‘Sales Coaching’

Sales and Marketing

Author: Rick Cheatham Most leaders believe that strong salespeople are born sellers. They’re natural extroverts, they can easily create relationships with complete strangers, and they can quickly adapt to potential customers’ needs and personalities. But even if the strongest sellers are born sellers, leaders who help salespeople remain confident, learn from their customer experiences, and rise to challenges only enhance their sales teams’ overall performance.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

The Blueprint For an Effective Annual Strategic Plan

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy

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.

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.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D,

eBook 150

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.