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

Change Your Sales Teams Bad Habits Before 2018

Sales Benchmark Index

Article Sales Strategy people plan talent strategy

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.

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

Leads 161

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.

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.

More Trending

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.

Positioning Your Team for a Championship Run

Sales Benchmark Index

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

Video Review: @DocuSign

Smart Selling Tools

DocuSign’s solution can be used from your CRM. From an opportunity salespeople click send with DocuSign. The contract and recipients can be automatically selected and automatic reminders sent to recipients. The document is reviewed easily, and sent for signature.

Video 131

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.

Sales Training Playbook by Lessonl

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

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.

Data 113

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

Article Corporate Strategy Sales Strategy compensation planning sales compensation

22 Email Opening Lines and Greetings That Put "Hi, My Name Is" to Shame

Hubspot Sales

You know what tips buyers off that the email they're reading is a sales pitch? "Hi, Hi, my name is Jane Doe, and I'm a sales rep at Company.". That'll do it.

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?

Churn 110

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

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.

Data 107

The 4 Lenses of Sales Compensation Planning

Sales Benchmark Index

Article Sales Strategy sales comp sales compensation sales compensation planning

23 Motivational Songs to Get You Pumped in 2017

Hubspot Sales

Prospecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. So we’re here to help.

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.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

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

Quota 148

Is Sales Enablement Offering You Tricks or Treats?

Sales Benchmark Index

Article Sales Strategy sales enablement

7 Types of Sales Questions Reps Should Use in Every Conversation

Hubspot Sales

According to Deb Calvert, author of DISCOVER Questions Get You Connected , most salespeople rely on the same three types of questions: Straightforward fact-gathering questions, objection-surfacing questions, and goal-assessment questions.

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

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

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

Jobs To Be Done: The Secret Weapon for Boosting Cold Email Response Rates

Sales Hacker

Have you ever been misunderstood? Even in a time when you were 1,000% sure you explained yourself clearly? Of course you have, and it can feel maddening. But still, it happens. Unfortunately, the same thing is happening to your customers.

Skype 87

26 Psychological Biases to Help You Sell Better and Faster

Hubspot Sales

For all the powerful processing work the human mind can do, it's still prone to making bizarre assumptions and jumping to illogical conclusions. Unfortunately, we don't usually recognize these patterns as strange. Since they're unconscious, they seem normal.

My First Public Event in 5 Years

The Sales Leader

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Successful Sales Managers NEVER Use These Phrases

MTD Sales Training

When we interview sales managers and ask how they motivate their sales teams, we often here similar stories of how they build up morale and get their teams thinking about growing and advancing in their sales prowess. But we sometimes ask them what they would NEVER say and what would be the implications if they did. It gets them thinking, and a quick poll has come up with some of the things that they would definitely shy away from.

Get Your Pumpkin Spiced Leads

The Pipeline

By Tibor Shanto – 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.

Leads 86

7 Questions to Test How Serious Your Prospect Is About Buying

Hubspot Sales

You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high altitudes. To make the journey even less appealing, you’re not sure how much the treasure is worth or if you’ll even be able to spend it.

Buyer 108

Why would a company ever outsource anything?


“… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”. These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)