Sat.Oct 28, 2017 - Fri.Nov 03, 2017

Six Ways NOT to Close a Presentation

The Sales Heretic

A while back I discussed six awful approaches to opening a presentation that you should avoid at all costs. However, the end of a presentation is just as important as the beginning. The last thing you say is the first thing your audience will remember. That is, if they remember anything at all.)

Get Your Pumpkin Spiced Leads

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Yes, boys and girls, tomorrow being Halloween, it is the last day to get your Pumpkin Spiced Leads, come November 1, Starbuck rolls out their Christmas and Chanukah cups, and it’s all downhill from there.

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Change Your Sales Teams Bad Habits Before 2018

Sales Benchmark Index

Article Sales Strategy people plan talent strategy

The quest for more purposeful meetings

Sales and Marketing

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

Why Your Account Based Sales Reps Shouldn’t Close Business This Year

No More Cold Calling

You should be focused on lead generation for 2018. Closing the sales year with a bang is nice, but signing new clients shouldn’t be the focus for account based selling teams in Q4. Sure, some companies have unused budgets you need to grab, but that is an unlikely scenario.

How to Attract New Leads with an Effective Marketing Message

Anthony Cole Training

In today’s world of marketing and sales, a significant key to unlimited leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and one of the leaders in the industry is HubSpot. unique selling approach increase sales leads

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9 Tips to Improve Your Business’s Meetings and Presentations

Sales and Marketing

Author: Mary Walton Creating and hosting business meetings and presentations is one of those overlooked business skills that many people don’t really think about but, if the right amount of attention is implemented, these presentations can become so much more efficient and can really benefit your business in ways you never thought was possible.

Positioning Your Team for a Championship Run

Sales Benchmark Index

Article Market Research Sales Strategy SBI for SMB Account Segmentation market segmentation

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.

Don’t Let Your Sales Team Get Spooked: October Referral Selling Insights

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. The goblins and ghosts that come out at Halloween aren’t all that scary, especially when they’re yelling “trick or treat,” “trick or treat” as they canvas their neighborhoods.

mirror reflection

Increase Sales

Each day probably most of us look into the mirror. We look to see if the hair is cut perfectly, the makeup is neat, the teeth are clean and white. Yet we don’t see what we really need to see during this daily mirror reflection exercise. What we fail to see is how much we actually like or better yet love ourselves. No, I am not talking about the narcissistic type of love, but rather a love for our own individuality.

1 Shocking Statistic that Impacts Sales

Jill Konrath

People are always shocked when I share this one statistic that I highlight in More Sales, Less Time. And they should be

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Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

Article Corporate Strategy Sales Strategy compensation planning sales compensation

The Best Learning Methodologies for Developing Elite Sales Leaders

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

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

The Scariest Thing is What You Don’t See: Your Garbage Sales & Marketing Data is Killing You

DiscoverOrg Sales

“The greatest trick the devil ever pulled was convincing the world he didn’t exist.”. – The Usual Suspects (1995). The scariest villains are the ones we don’t see. Maybe there’s something passing across the corner of our eye. Maybe we hear something, but only barely…in the background. Maybe it wasn’t anything at all. We are, however, typically shown the horrific results of their handiwork…but there’s always another explanation than the one we want to believe.

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Practice what matters most

Sales and Marketing

Author: TIM HOULIHAN When it comes to practice, my mind reverberates with a few key quotes. Vince Lombardi, possibly the greatest coach in football history said, “Only perfect practice makes perfect.” But how can I practice perfectly in an imperfect world?

Video 195

Let’s Meet up at Dreamforce #DF17 if You Want the Best SalesTech Advice

Smart Selling Tools

This is my favorite event of the year. First of all, Salesforce puts on a heck of a show – am I right?! And so do many of the attending partners. I won’t go into all the stats about Dreamforce. Suffice it to say, it’s huge by any measure.

The 4 Lenses of Sales Compensation Planning

Sales Benchmark Index

Article Sales Strategy sales comp sales compensation sales compensation planning

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.

The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

You just acquired a list of names, phone numbers, and email addresses. Time to plan your next marketing campaign, or start prospecting into your top accounts! But hold on. Take a deep breath. Where did this lead list come from? You’ve been in sales and marketing long enough to know it’s never quite that easy. You know a lot of those phone numbers are probably wrong, that many of those email addresses will likely bounce because people change jobs so frequently.

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The quest for more purposeful meetings

Sales and Marketing

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. Nancy: Why does the industry need your solution?

Is Sales Enablement Offering You Tricks or Treats?

Sales Benchmark Index

Article Sales Strategy sales enablement

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.

Sales Enablement Gets Defined

Score More Sales

It felt like history being made as more than 250 people from sales enablement practitioners, sales leaders, vendors, and industry experts gathered at University of Texas at Dallas (and a nearby hotel) to help define an industry. B2B sales enablement

The quest for more purposeful meetings

Sales and Marketing

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings.

Free Trials Are Nice, But You’ll Be Broke Without Customers – Here’s 8 Ways To Convert Them.

Sales Hacker

Free trials are a great marketing tactic. Everyone loves free. Signing up for one is easy. A first name here, an email address there, and you have access. But as a business owner, there’s a massive gap between getting names and getting dollars. How many free trial users end up as paying customers?

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Is Being Passionate About Sales a Valuable Trait?

The Sales Hunter

During the last couple of weeks, I’ve had some spirited discussions — both pro and con — about the role passion plays in the sales profession. I’ve had people say in today’s business climate, there is no room for passion, and I’ve had others say because of the business climate, you have to be passionate. […]. Professional Selling Skills customers passion quotas sales motivation

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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.

A Women in Sales Month Success Story: “Sales is the Great Equalizer”

DiscoverOrg Sales

Sales is the great equalize r: It’s a meritocracy. A meritocracy states that power should be vested in individuals almost exclusively based on ability and talent. Advancement in such a system is based on performance and/or demonstrated achievement in the field. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer. These stories often revolve around how we are the minority in the profession, which I fully acknowledge.

eBook 101

10 Ways To Boost Your Sales Incentive Strategy

Sales and Marketing

Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. That’s a great start, because great salespeople are money motivated and also crave recognition for their outstanding efforts. What do you need to do to ensure your program gets their attention and delivers the results you desire? Here are 10 of the most important elements in designing and deploying your next incentive campaign. Know your audience: Profile the people in your sales audience.

The 11 Most Awe-Inspiring Sales Talks From 2017

Sales Hacker

In the past year, I’ve visualized over 100 talks in real-time at 20+ conferences and events on a range of topics. But no topic has inspired and challenged me like this one… Sales.

Sales Leadership Requires Personal Leadership

The Sales Hunter

If we want our customers and others to see us as a sales leader, we have to ask ourselves if we’re living up to personal leadership. Each week we hear of another leader — whether it be in business, sports, politics or society in general — being taken down due to their personal behavior. It’s […]. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.