Sat.Dec 08, 2018 - Fri.Dec 14, 2018

How to engineer stories that sell for you

Membrain

An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell. Research Book Interview

Problem-Centric Selling vs Product-Centric Selling: It’s Time We Change the Way We Sell

A Sales Guy

For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop.

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Stupid Works In Sales

Partners in Excellence

I’ve been writing a number of pieces looking at the future of the sales profession. I’d be remiss not to include a discussion of stupidity in selling. Stupid works, and as long as stupid works, we will continue to see organizations invest in doing things stupidly.

The Top 10 Sales Articles of 2018

Understanding the Sales Force

Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog.

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What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

Should B2B Sales Be A Licensed Profession?

The Pipeline

By Tibor Shanto. There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors.

More Trending

What Is the Connection Between Setting a Product Vision and Revenue Growth?

Sales Benchmark Index

You’re 6 months out from the launch of an exciting new product, and your CEO wants to talk about it. As Product leader, you’ve been planning this launch over the last 6 months, and everything is right on schedule.

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Understanding the Sales Force

Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

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SALES MANAGERS ARE STRUGGLING

Steven Rosen

I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be.

Put Your Shoes On! Plus 12 Other Tips to Do Travel Right

John Barrows

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different.

Travel 210

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.

Benchmarking Marketing Performance for your Portfolio Companies

Sales Benchmark Index

If past performance is not indicative of future returns, then why waste marketing dollars by employing tactics that used to work yesterday but will put you out of business today? If marketing is becoming more agile and personalized, how can.

How Do I Motivate My Salespeople?

Anthony Cole Training

Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.

10 Top Qualities Of A Good Negotiator

MTD Sales Training

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’.

Why and How to Assess Customer Needs After the Initial Sale

Connect2Sell

The sale was made. The customer is on contract. Your job is to look for upsell opportunities, to keep the customer happy, and to renew the contract each year. So why bother to assess customer needs after the initial sale?

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

The CX vs. CO Debate – Which One Wins?

Sales Benchmark Index

You know the importance of delivering on customer outcomes, while delivering a differentiated customer experience, but you may be struggling with where to start. There are many interesting perspectives on how these two key components work together to deliver Customer.

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DiscoverOrg’s Tech Transformation: How a Data Company Became a Tech Company

DiscoverOrg Sales

The best way to prepare for the future is to understand the past: You have to know where you came from. And to direct future growth and change, you need a vision, and the right people and structures in place. When DiscoverOrg started out in 2007, it was a data company.

The One Gift You Need to Give Yourself This Season

Mr. Inside Sales

What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30

Put Your Damn Phone Away

No More Cold Calling

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important.

Sales Training Playbook by Lessonl

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

Are Your Portfolio Companies Optimizing Their GTM Resources?

Sales Benchmark Index

Imagine turning on Monday Night Football, and watching your favorite team break the first huddle with 3 Quarterbacks, 2 Offensive Linemen, and 6 Wide Receivers. Besides looking strange, you would immediately recognize this strategy is going to fail before they.

What Makes a Champion Salesperson?

Anthony Cole Training

Welcome to our first audio blog here at ACTG! In today's episode, we talk about and explain the traits of what makes a champion salesperson. sales advice sales characteristics sales champion coaching salespeople sales activities for success coachability

A Bold New Model for Launching Brands in a Market that Demands Speed and Certainty

Sales and Marketing Management

Author: Allen Adamson, Co-founder & Managing Partner, Metaforce Talk about old school. Today’s traditional, linear model of building brands is actually a manifestation of the manufacturing assembly line used to build Ford’s Model T.

Stop Farting on Airplanes, and 12 Other Tips to Do Travel Right

John Barrows

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different.

Travel 157

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

How Technology Will Change the Way Salespeople Sell in 2019

Smart Selling Tools

I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs.

Guru Secures $25M Series B Funding

Guru

We are excited to announce that Guru has secured $25 million in a Series B funding round. Thrive Capital is leading the round, with participation from our existing investors Emergence Capital , FirstMark Capital , Slack Fund , and Michael Dell’s MSD Capital.

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How to Write Sales Emails That Get Responses

Sales and Marketing Management

Author: Ryan Myers You don’t have to reinvent the wheel every time you write an email to make it compelling. You just need to clearly articulate your value in a way that’s specific, relevant, and urgent to your audience.

5 steps to sales prospecting (for higher quality leads) in 2019

Close.io

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Five “Not-So-Obvious” Sales Trends for 2019

Openview

The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019.

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The Undeniable Value in Custom Sales Applications

Smart Selling Tools

As a child, you learn the “golden rule” is to treat others the way you want to be treated. But as an adult in the post-digital world, I’m not sure that still rings true. In an era of Netflix, Amazon, and Uber, isn’t it more important to treat people the way they want to be treated?

Marketing Tactics to Kick-Start Your Sales Skills

Sales and Marketing Management

Author: Jacob Dillon The marketing environment never sits in one place. Trends come and go, strategies arise and disappear, and businesses launch and fade away quicker than ever before.