Sat.Jun 23, 2018 - Fri.Jun 29, 2018

3 Keys to Effective Sales Teams in the Age of the Informed Buyer

Sales and Marketing Management

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. From casual browsing to thorough research, online exploration occurs well before customers meet a salesperson. Even in the B2B space, 74 percent of buyers report doing more than half of their research this way.

Buyer 179

A Sales Coach’s Tactical Guide on Setting the Right Goals for Sales Reps

Sales Hacker

Part 4 of this sales coaching series focuses on the right coaching goals for sales reps. Article overview: 1) Sales coaching is not a beat-down. 2) Sales Coaching: What salespeople say versus managers/leaders. 3) Don’t mistake a conversation for sales coaching commitment.

Google thyself!

Sales 2.0

When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). As you know, buyers are seriously concerned about burning their time these days.

Google 256

‘NO’ Is Deceiving

The Pipeline

By Tibor Shanto. Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. But objections are dynamic, just like the buy/sell cycle, and as such our ability to recognize them and deal with them effectively needs to be as or probably more dynamic.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Why Top Sales Reps Will Be Unemployed In 2 Years

Sales Benchmark Index

Article Corporate Strategy Sales Strategy 13 symptoms Business Partner buying environment environment eric bauer HR HR Leader obsolescence obsolete outdated sales rep sales rep obsolescence sales support support of sales symptoms tricks

Sales 229

More Trending

5 Things I Vowed Never to Do as a Sales Keynote Speaker


I'm fortunate to be invited to lots of conferences and events as a sales keynote speaker. I get great opportunities to learn from others while I'm at these events. Even before I became a keynoter and regular at sales conferences, I’d go to them whenever I could -- even if it meant spending money out of my own pocket. That's because I see the value in learning from others who are up there on stage. sales speaker

New Data - Are Experienced Sales Managers Better Sales Managers?

Understanding the Sales Force

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn. Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness. Who do you think are more effective - newer or more experienced sales managers?

Data 162

How to Take Over a New Sales Territory

Sales Benchmark Index

Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce territory

Tips & Tools to Ensure a Good Work-Life Balance for Your Sales Team

Anthony Cole Training

There are a number of reasons why a person might choose to pursue a career in sales. For one thing, sales jobs tend to be more plentiful and, therefore, easier to find and get. Additionally, even though some of us are more naturally gifted at selling than others, sales is a type of career in which virtually anyone can learn and thrive. building sales team

Tools 146

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

Sales and Marketing Management

Author: Tony Hughes You may be struggling thinking, "What on Earth am I doing, I hate this job!". I know, you fell into sales, and perhaps from there, sales management. I think of what powers me to prevent burnout and I think of these five words. So I want to deconstruct each one as an emotional manual for sellers in this quick post in reverse chronological order. Ruminate on each one, chew the cud. Curiosity – Curiosity is my North star. How do I stay fired up when I prospect?

B2B 205

Objection Prevention. A New Way to Enjoy Safe Sales.

Jeffrey Gitomer

There are no new objections. You've heard them all before. What ever business you're in, there are between five and twenty reasons why the customer won't buy now. Leadership Objections

Transform Your Selling Team to Hit their Growth Targets

Sales Benchmark Index

Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype, has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. Jennifer took over the sales leadership role at Monotype last year and we join.

Turn a hard no into a yes with the easiest follow-up technique I know

Every sales rep hates hearing no. But it’s just part of the job, right? You can’t win every deal and when a prospect turns you down, it’s time to just move on. But hearing no doesn’t always mean you did something wrong. You might just be talking to the wrong person.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

5 Ways to Help You Bust Out of Your Sales Slump

Jeff Shore

By Jeff Shore. Let’s be honest. If you’re in a sales funk you don’t need the same old advice you’ve heard before – think positive; visualize success; start a gratitude journal. That’s all good advice and could be helpful in working your way out of your slump.

Do You Know How the Telephone Works … or How to Prospect?

No More Cold Calling

What’s trust got to do with it? When we showed my 85-year-old aunt how to use a computer, she told us she still hadn’t figured out how the telephone worked, so don’t bother. She walked out of the room. End of conversation.

How to Write Effective LinkedIn Messages

Sales Benchmark Index

Article Marketing Strategy Sales Strategy business practices connect critical Dan Bernoske effective messages how to linkedin mail message network sales strategy send a message social media worldwide writing guide

Sales Tech Game Changers: How to Convert Prospects Into Customers Faster

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jill Carpenter , VP of Marketing for Cirrus Insight.

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.

How to Lose Your Sales Leader in 10 Days

Jeff Shore

By Amy O’Connor. Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? You know the one where her job assignment is to write an article for her magazine on all the things girls unknowingly do that make guys bolt?

How To 127

How To Effectively Implement Your Sales Process

MTD Sales Training

One definition of ‘process’ is ‘ a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’. A good sales process will give you a good framework and template for you to follow and apply. So, what steps does a good process follow to give you a chance to be successful?

Halfway Through the Year and the Top Line Number Is off….How Can You Get Back on Track?

Sales Benchmark Index

Article Sales Strategy adaptation Anthony Erickson best results company enablement erickson execution mountain process Q1 Q2 Revenue Enablement The Studio

Personalization: The Modern Buyer’s Prerogative

Smart Selling Tools

The line between consumer buying behavior and business buying behavior isn’t blurred. It’s now nonexistent. Consumer-oriented companies such as Amazon and Airbnb have set a high bar for more informed, highly-personalized buying experiences.

Buyer 121

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.

Are You Needlessly Losing Business?

Smooth Sale

Attract the Right Job or Clientele: Three experiences during one weekend had me realize why some retail shops are needlessly losing business. Concern about customer care appears to have gone by the wayside. And the lessons apply well to both corporate sales and job interviews.

Summertime Slowdown

John Barrows

The days are long, the temperature is hot and the Red Sox and Yankees are battling it out, which means summer is here. Unfortunately for us in sales that means a summer slowdown is coming before the hockey stick of Q4 hits.

How CEOs Leverage Due Diligence to Accelerate Value Creation

Sales Benchmark Index

Data 191

31 Traits of Wildly Successful People

Hubspot Sales

Qualities of Successful People. Have a "Can-Do" Attitude. Believe You Will Figure it Out. Focus on Opportunity. Love Challenges. Seek to Solve Problems. Persist Until Successful. Take Risks. Be Unreasonable. Be Dangerous. Readily Take Action. Always Say "Yes". Commit Habitually. Go All the Way.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

5 questions to climb to new sales heights

Sales and Marketing Management

Author: Mike Donnelly You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70 percent of your people will fall short of their quota. You have to get the sales reps to change their behaviors. You must get them in line to produce results. But, there’s a simple and universal fact working against you. It is impossible to force another person to do anything. You can encourage them to do things.

Dear CEO: Fix these three things and increase revenue


Companies with optimized sales and marketing organization achieve results by doing three things well. Not 50 things. Just three: Agree on your market, media and message. Measure what matters. Deliver fewer, but better, leads to sales. The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization.

The Importance of Price Governance in Capturing Enterprise Value

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy administration board ceo committees corporate decision making diffuse directors ethics executives fiscal duress governance mission policy pricing responsibility rules staff