Sat.Oct 26, 2019 - Fri.Nov 01, 2019

Sales Re-Enablement Officers

The Pipeline

By Tibor Shanto. As far back as I remember, a common ROI hypothesis has been the ability to help clients recapture time. I did at my last corporate stop: “It normally takes your people X hours to do this critical task, our THING allows them to do it in half the time.”

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Why You Missed Your Sales Quota Last Quarter


So you missed your sales quota last quarter. It seems like a huge, complex problem with no clear solution. What’s broken? How can you fix it? And how do you commit to a quota for next quarter and feel confident about hitting it? It’s a complicated problem, so let’s break it down.

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An Army of Champions is a MUST, and Now There’s Data to Prove It

You know that tingly feeling you get when your buyer has interest AND budget? I’ve been there. And I remember one time when everything was lined up and ready to sign. Then POOF ! My contact vanished in a heartbeat. She was unreachable for days, then weeks. Not a peep.

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A Tale of 3 Squirrels and Their Human Counterparts in Sales

Understanding the Sales Force

It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Dave Kurlan closing sales pipeline prospecting sales tips discipline

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.

4 Spooky Characters to Skip In Your Cold Calls this Halloween

Sales and Marketing Management

Author: Becc Holland Here are the top four scariest horror scenarios to avoid being in your cold outreach so you don’t end up sending your prospects running. Pennywise from “IT” - Clowning around with your prospect too early.

More Trending

5 Questions from Psychology You Need to Ask Your Sales Team


“There are five questions that determine whether a person will do something or not. These five questions have been heavily investigated at the individual psychological level, the psychobiological level, all the way down to cells and molecules.

Employee Burnout: Signs, Causes, Prevention

The Center for Sales Strategy

What image comes to mind when you hear the words “burnout?”. Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours.

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Social calling math

Sales 2.0

In my last post I went through the math on traditional cold calling. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Oddly enough they often do use it when they need a job and in this case they call it “networking”.

How the “Digital First” Failure Has Driven a Revenue-Generating Customer Experience

Sales Benchmark Index

What Is Digital First? Digital first is a marketing concept created to reach consumers on digital platforms. The intent of digital first was to optimize content through digital channels. It was a response to the demand to reach consumers on the.

Sales Training Playbook by Lessonl

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

An Uncomfortable, but Highly Effective Sales Strategy

Jill Konrath

After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together. Working Smarter

Developing Critical Thinking Skills to Improve Sales Presentations


Arguing is not necessarily a bad thing. To argue simply means to present reasons for (or against) a position. The ability to construct a solid argument enables you to be persuasive, influential, and effective in advancing toward your goals.

The Similarities Between Politics & Sales

Anthony Cole Training

In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar. As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales.

75% of Customers Message Businesses to Make a Purchase—Including Yours

Sales Benchmark Index

The Basics of Conversational Commerce. Uber has been credited with many disruptive Customer Experience Trends, so it’s no surprise that in 2015, Chris Messina coined the term “Conversational commerce” in a brief Medium article. Since 2015, conversational commerce has seen many.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

Prioritize Sales Coaching - Rev It Up

Score More Sales

Last week, an amazing group of sales leaders gathered to hone their craft and find an idea or two to grow revenues. This was an annual event put on by Women Sales Pros , and sponsored by Drift , Allego , and VanillaSoft.

Podcast 121: Using Sales Content In Meetings With Doug Winter

John Barrows

This week we’re pleased to have Doug Winter on the podcast. Doug’s the CEO of Seismic Software, with over 9 years of providing slicker sales enablement solutions to draw experience from and share with us.

Set Expectation You Can Live Up To

The Pipeline

By Tibor Shanto. It’s the oldest thing in sales: “Under-Promise – Over Deliver,” yet many mix this up, often intentionally. Don’t set expectations you know you can’t meet just to impress. Try selling instead. Or at a minimum, set expectations you can live up to.

Creating Your Success Formula: The 5th Sales Productivity Tool

Anthony Cole Training

In our 5th Chapter of our Sales Productivity Tools blog series, we discuss the idea of creating a success formula for your sales team, which only works when you have a team that is committed, motivated, and takes responsibility for their decisions and outcomes.

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7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

New Data Reveals a Magical New Score for Sales Effectiveness

Understanding the Sales Force

Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile driver? The 85th percentile driver travels at the speed that 85% of the cars on that road are traveling, regardless of the posted speed limit.

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Crafting Sales Performance

Sales and Marketing Management

Author: Timo Rein We all have good and bad days. Stephen Curry, star basketball player of the Golden State Warriors, has a field goal shooting percentage of.477 over his career. Last season, in one of his worst games against the Los Angeles Lakers, his shooting percentage was.214.

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Why You Need to Work Scarier, NOT Harder

Shari Levitin

When it comes to increasing our income, we simply need to work scarier not harder. Working scarier means opening up to the possibility that we don’t need to be creating, doing, building, and staying connected all of the time.


Market segmentation: the complete guide


Selling your product to the wrong market segment can often feel like barking up the wrong tree, or more specifically, barking up tens of thousands of wrong trees. Since the invention of funnel reports, salespeople have been standing around whiteboards trying to crank up their conversion rates.

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.

31 Outstanding Questions To Improve Opportunity Reviews

Anthony Iannarino

It is critical that you review your opportunities to explore how you win and address how you might lose. An opportunity review can feel like an unnecessary update when done poorly, creating no value as it pertains to forecasting the deal, improving the strategy, or increasing your odds of winning.

Why Hearing 'No' Is Actually a Good Thing

Sales and Marketing Management

Author: Cindy McGovern I once worked with someone who couldn’t handle the answer, “no.” It was a lot like dealing with a child. One day I literally saw her stomp, raise her voice and throw a book! She then spent the rest of the day trying to “rally the troops” and get other employees on her side – just to hear someone say she was right and should have gotten what she wanted. At one point, she went so far as to file a grievance against her boss.

9 Surefire Ways to Make New Sales Messaging Stick

Why do so many sales messaging launches fail? An overload of product information. . Reps rarely latch onto new stories, and that stops them from changing their behavior. To prevent them from focusing on features, you want to get them into customer-centric approaches as quickly as possible.

The Key to Faster Sales

Engage Selling

The key to faster sales is extremely obvious, yet also counterintuitive. It has to do with your efficiency. Obvious, right? Not so fast.

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.