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

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?

Trending Sources

Tips On Cold Calling – The Cold Calling Tips Cheat Sheet

MTD Sales Training

Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being. Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like. You need to sound as though you are just calling up a colleague for a chat rather than a “have I got a deal for you” salesperson!

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.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

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Research Reveals Why Salespeople Lose Deals

HeavyHitter Sales

  I recently had the privilege to spend some time reviewing my latest B2B buyer persona sales research with Tiffani Bova, ‎ Global, Customer Growth and Innovation Evangelist  for Salesforce. 

Is Sales Enablement Offering You Tricks or Treats?

Sales Benchmark Index

Article Sales Strategy sales enablement

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.

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.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Do Customers Really Want A Frictionless Buying Experience?

Partners in Excellence

It seems to be fashionable to talk about creating “frictionless buying experiences?” ” I suppose the concept draws readers, perhaps it’s an extreme expression of removing barriers to the customer buying process. But does the concept make sense? Is it what customers want?

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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Are you data rich, but insight poor?


Guest blog by Mike George, Business Systems Analyst at Toast. Don’t over-serve your executive team. We like to think we’re data-driven. To support that belief, we tend to gather as much data as possible — because more data equals more insights, right?

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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.

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.

5 Things Every Sales Manager Should Be Measuring

The Center for Sales Strategy

The great sales managers know that if you want to see an increase in performance then you have to set expectations. But just setting expectations is never enough. You need to put a system in place where you can measure what you expect.

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.

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.

My First Public Event in 5 Years

Sell More and Work Less

Sales 26

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

You Can Get Anything In Life You Want If…

The Center for Sales Strategy

you just help enough people get what THEY want. I heard this truth many years ago from the legendary Zig Ziglar. It’s so simple and so powerful, it should be the basis for everything a sales professional does. But, simple and easy are two different things.

15 Hilarious and All-Too-Accurate Sales Memes

Hubspot Sales

The greatest antidote to pain? Humor. That must be why nearly every salesperson I know loves sales memes. And there's plenty of material, because selling is a crazy profession. Check out the top 15 funniest sales memes. 1) When my prospect tells me they're checking out my competitors.

Sales Motivation Video: Using Sunday Night to Get Monday Started Right!

The Sales Hunter

How is your motivation rolling on Monday morning? Sunday night may be key to kicking your sales motivation into high gear by Monday morning. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright […]. Blog Professional Selling Skills Sales Motivation sales motivation

Bad Referrals Are Your Fault | Sales Strategies

Sell More and Work Less

Recently, I’ve been working with a lot of financial selling professionals. This particular group was whining to me that they used to ask for referrals all the time, but they were terrible.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

MTD shortlisted for External Learning Solution of the Year 2018

MTD Sales Training

I’m very pleased to announce that MTD have been shortlisted as a finalist for another award! The Learning Awards External Learning Solution of the Year 2018. MTD have already had an extremely successful year after winning CIPD Best HR/L&D Supplier 2017 in September and being shortlisted as a finalist in the 2017 Personnel Today Awards for Best HR Supplier Partnership (awards night is 21 st November 2017).

The Top Sales Trends of 2018

Hubspot Sales

What are the sales trends of 2018? Video prospecting. Greater emphasis on SDR training. Messaging and chat. Sales automation. End user selling. Focus on the middle of the funnel. Account-based selling. 2018 is just around the corner.

How Are You Different?

Partners in Excellence

I’m constantly amazed at the “sameness” of the majority of the prospecting I see. We inundate our prospects and customers with emails, social media outreaches, and phone calls that are virtually indistinguishable from those sent by everyone else.

Sales is About Teaching

The Center for Sales Strategy

I recently overheard a telephone conversation when traveling, and it concluded with the person saying, “Sales is all about teaching.” Well, having been in outside sales, sales management, or consulting sales organizations my entire adult career, I stopped and pondered this.

Sales Training Playbook by Lessonl

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

This strategy will help you crush your sales numbers in 2018: Executing with Excellence

Steven Rosen

How would you like to crush your sales numbers in 2018? In this Executive Briefing, executing with excellence , I am going to share three steps to doing so. Sales managers, sales executives, sales and marketing executives, this message is for you.

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The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

Article Corporate Strategy Sales Strategy compensation planning sales compensation

These Reps Will Destroy Your Sales

Sell More and Work Less

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types. And, let’s be honest, not every personality type is exactly a piece of cake to work, interact with, and … Read More » Observations from the real World Client Communication client loyalty Client Success closing sales Colleen Francis customer loyalty Customer Service Engage Selling Engage Selling Solutions Goal Setting Lead Up!

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The Art of Social Selling -- Summarized by getAbstract

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