Sat.May 05, 2018 - Fri.May 11, 2018

The Sooner You Lose the Sale, the Better

Inside Sales Training

Last week I was speaking with a service provider who wanted to joint venture with me. They have a CRM solution they wanted to me to market to my list of subscribers. After the initial conversation, next steps were outlined and they sent me more in-depth info on their product to evaluate.

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Sitting in a Classroom or Using their Mobile Phone: How do Reps Learn Best?


The last time you wanted to know how to cook a Thanksgiving turkey did you: Look it up in a thick Betty Crocker cookbook? Pull up a YouTube video on it? If you answered ‘b’ then me too. In fact these days video is the place most of us start when we want to learn something on the fly.

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Do Women in Sales Really Lack Self-Confidence?

No More Cold Calling

Don’t believe everything you hear about women. Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article.

21 Salespeople Reveal the Worst Sales Advice They Ever Got

Hubspot Sales

Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. Yes, some mistakes you have to make firsthand.

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.

More Trending

Voice-Mail – The Original Inbound Appointment Machine

The Pipeline

By Tibor Shanto. I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine.

What’s the point?

Sales 2.0

What’s the point? The point is a good thing to know before you set out on an epic journey. And let’s face it most sales jobs are epic journeys. They’re not easy and they go on for a long time. There’s a ton of sweat and some tears involved in most of them. Epic!

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4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

“HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”. … Not really the cold-call response you’re looking for! But you’ve been pursuing this company for almost a year.

World Class Pipeline and Forecast Management

Sales Benchmark Index

Many CEO’s today lack confidence in their sales leaders to produce an accurate forecast. They have learned to apply algorithms to de-risk the number. This is a roller coaster ride that happens quarter after quarter of inconsistent forecasts. This problem.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Your #1 Competitive Differentiator

John Barrows

In my sales trainings I always ask reps what they think their #1 competitive differentiator is. Most answers focus on specific features, functions, the company history, people, customer service, etc. These are great but unfortunately, they are things your competitors are saying, too.

Discovered - Data Reveals the Second Biggest Obstacle to Closing More Sales

Understanding the Sales Force

Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere.

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Go for the “No” Early in the Sales Process

Anthony Cole Training

There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business.

How Sales Operations Contributes Valuable Insights to Product Management

Sales Benchmark Index

Great companies know how to educate the market about their products. But what if the buyer isn’t buying from you, even if they’ve been educated? What if Marketing has actively informed the market with a sound content marketing strategy?

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.

Sales Tech Game Changers: How to Increase Your Sales Forecast

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jon Kondo , Co-Founder & CEO of OpsPanda.

Sales Enablement Defined

Sales and Marketing

Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. My definition follows, along with the reasons for it and application of it. I hope you find it beneficial. Defining sales enablement is important. The definition should serve as a beacon, identifying what we need to do to make sales enablement successful. Numerous definitions exist.

Prospecting or Selling: Which One Really Drives Sales Growth?

Anthony Cole Training

I’m stuck this morning. I’m reading “ Building A Story Brand ” by Don Miller and I'm looking over my own book “ The Best Prospecting Book Ever Written ”.

5 Keys to Execute a Successful Sales Re-Org

Sales Benchmark Index

Weeks and months of planning go into defining the optimal sales org design for your organization. Countless meetings and analysis comparing the benefits of hunter/famer, stratification, product specialization or other org designs. Time is spent defining the role SDR’s, Sales.

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.

5 Ways to Ramp New Sales Hires Faster

John Barrows

This is a guest blog post written by Chris Orlob, VP of Sales at As illustrated by many sales teams before , there’s a dramatic ROI when you ramp new hires faster. The sooner they come up to speed, the sooner they pull in full quota revenue. This is such low-hanging fruit. You’ve got this. Here are five tips on how to ramp new hires faster. Show them what ‘good’ looks like. Help new hires understand the strike zone.

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What Successful Cold Email Campaigns Have in Common

Sales and Marketing

Author: Ryan Myers Landing sales meetings from a cold email exchange takes persistence and a data-driven approach to crafting the right messages and responses. For example, did you know that simply personalizing cold emails can increase their open rates by as much as 100 percent ? The more emails are being opened, the higher your chance landing a meeting from them. It’s not just personalization, though.

5 Reasons Your Team is Failing to Coach

Steven Rosen

Most sales executives realize the value and importance of sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. To Coach Or Not To Coach? That Is The Question. . Here is what the data shows: Only 14% are spending enough time sales coaching. Only 7% are effectively sales coaching. Less than 1% are doing the right kind of coaching and debriefing. Source: Objective Management Group , Dave Kurlan.

Advanced Best Practices to Accelerate the Impact of Customer Success

Sales Benchmark Index

Our guest today is Bernie Kassar, Chief Customer Officer for Xactly Corporation. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. As companies scramble to catch up, Bernie is a.

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.

Open-Ended Questions for Sales Set You Apart From Your Competition


Through research with buyers and sellers spanning over 25 years, I’m convinced that there’s one tool, above all others, that accelerates sales cycles and win rates. It’s why I recommend building your skills in asking open-ended questions for sales success. sales success DISCOVER Questions™ open-ended questions

7 Ways to Use Facebook to Help Your Business

Sales and Marketing

Author: Rachel Summers Facebook marketing is a must for any business that wants to achieve marketing strategy goals. Using Facebook allows you to improve customer service, reduce marking costs and optimize your brand. There are three simple yet core goals when using Facebook for business. 1 is increasing Facebook likes, new followers and subscribers that can nourish the community. The second is improving engagement through excellent customer service and dynamic material.

What Causes a Disconnect Between Salespeople and Sales Tools?

Smart Selling Tools

There’s so much talk about Salespeople refusing to use sales tools. I’ve heard people reason that salespeople are lazy, that they aren’t tech savvy, that they’re stubborn. Those things may or may not be true for your sellers.

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Why great salespeople make terrible managers

How do you find a great sales leader? In most organizations, it goes something like this: A rep hustles, grinds, and outperforms. Leadership takes notice, and thinks, “how can we spread their magic to the rest of the team?” So they make them a sales manager. Which feels natural, right?

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

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

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!)

How to Beat Elon Musk & Bill Gates: 3 Steps to Master LinkedIn, Video, and Email for Cold Outreach

Sales Hacker

The post How to Beat Elon Musk & Bill Gates: 3 Steps to Master LinkedIn, Video, and Email for Cold Outreach appeared first on Sales Hacker. Choice GetAccept Partner Sales Prospecting Webinars

How To Keep Your Prospect Engaged In Your Meetings

MTD Sales Training

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. In fact, they do anything but agree to buy the product! It’s not surprising that often the prospect will be disengaged from you. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive.

Turbonomic: Sales Readiness at ‘Turbo’ Speed #SDSummit 2018


Turbonomic, a Boston-based company that provides workload automation for the hybrid cloud, has added 180 new hires to its sales organization since April 2017. That rapid growth demanded new approaches to sales enablement and readiness as the company matured

3 Professional Pushback Questions create Opportunities

Babette Ten Haken

I work with many business professionals who encounter professional pushback to their great ideas. Then, they fight the urge to tuck their tails between their legs and crawl back to the comfortable confines of their organization’s status quo culture.

How Video Learning Is Transforming Skill Mastery in Sales

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 in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.