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”.

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.

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.

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.

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.

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.

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.

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.

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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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.

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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Are Blackouts Threatening Your Q4 Results? [October Referral Selling Insights]

No More Cold Calling

My family has been without power for two days and counting. Blackouts in Northern California seem to be a regular occurrence as wildfires become a greater threat to the region. But my electricity woes are nothing compared to what the evacuees are facing. This got me thinking … What’s going on with your Q4 forecast? Are you in blackout mode? Are prospects postponing decisions? Are they not returning your calls, texts, or emails?

Lucid Chart and Gap Selling – Boom!

A Sales Guy

Lucid Chart and A Sales Guy teamed up to help layout the Gap Selling process and make it easier to leverage with your sales team. Using their amazing tool, it’ even easier to understand and align your sales process to a gap selling, problem-centric sales process.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Book More Meetings with Hippo Video

Smart Selling Tools

Book More Meetings with Hippo Video. Personalized sales prospecting videos increases engagement. It’s easy to do and doesn’t require technical know-how. Even add a “schedule a meeting” button. Watch the video, then request your free trial. Hushly Embed

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.

6 strategies for creating qualified sales conversations on LinkedIn

Do you recognize yourself in any of the following statements? LinkedIn is full of spammy spammers who spam a lot – and I just don’t want that associated with my brand.”. “I I know I need to be using LinkedIn, but I just don’t know where to get started.”.

Here to Help: Customer Success at Guru


Change can be hard, but we’re here to make it easy. Whether you’re just getting started with Guru or expanding your use across teams, l et us help you set and hit your business goals faster.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place

Smart Selling Tools

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place.

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.

Are You Giving Up Too Soon? | Sales Strategies

Engage Selling

I recently spoke with a couple of high-performing salespeople about the various accounts we were managing.