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.

Quota 74

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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.

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

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.

The 3 Components of a Strong Value Proposition

Smart Selling Tools

The 3 Components of a Strong Value Proposition. Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science.

More Trending

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.

Study 83

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

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”.

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.

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.

Key Account Management Strategies

MTD Sales Training

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over.

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.

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.

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.

Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words

MTD Sales Training

Episode 38: Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words. In this episode we take a look at how to handle prospects who are happy with their current supplier.

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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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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.


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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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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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.

How To 104

Sales Negotiation: How to Navigate the Gives/Gets for a Win-Win

Sales Hacker

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal.

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.

8 Practice Drills to Move Your Feet and Become a Sales Baller

The Center for Sales Strategy

When you coach baseball and manage a sales team for 15 years, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism.

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Grant Cardone is Coming to Dubai

Grant Cardone

“ If anyone has 10X figured out, it’s Dubai” – serial entrepreneur and author Grant Cardone. Looking for some inspiration and motivation? New York Times bestselling author and top sales trainer Grant Cardone may have your answer, and he’s coming to Dubai.

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.

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.

Scary Good Advice to Avoid Being Ghosted by Prospects

The Center for Sales Strategy

By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal. You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal.

Five Necessary Behaviors to Achieve Your Goals

Sandler Training

There’s a wise saying popularly attributed to baseball legend Yogi Berra: “If you don’t know where you’re going, you’ll end up someplace else.”. The post Five Necessary Behaviors to Achieve Your Goals appeared first on Sandler Training.

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.

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.

Being Intentional in What You Feed Your Mind

Anthony Iannarino

More content is produced and shared now than at any other time in human history. Because the social sites allow the written word, video, and audio to be shared widely with no cost and little effort, you have more access to information, ideas, and opinions.

Weekly Roundup: The Future of Work, Things Salespeople Can Do Before 2020 + More

The Center for Sales Strategy

- MOTIVATION -. The measure of intelligence is the ability to change.". Albert Einstein. AROUND THE WEB -. > > The Future of Work Is in These 3 Things – HubSpot. People are changing the way they work. The root of this change is the growing acceptance of flexibility in the workplace.