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.

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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.

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‘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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Inside Sales Training

Best Openings for Your Closing & Presentation Calls. By Mike Brooks, [link]. Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

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

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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?

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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?

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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.

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.

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.

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.

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

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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

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.

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.

A kick of kindness

Sales and Marketing Management

Author: Paul Nolan Technology disrupts. It changes how we live. It changes how we work. For managers, it changes how they strategize. In many respects, managers are limited in planning for technological advancements that will disrupt a sales team’s or marketing department’s processes a year from now, or maybe even sooner. That’s what we ask them to do, however. Stay ahead of the curve so the competition doesn’t gain an advantage.

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.

How to Take Over a New Sales Territory

Sales Benchmark Index

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

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.

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.

Focus hacks for multitaskers

Sales and Marketing Management

Author: Tim Houlihan In an article written a few years ago, Michael Jordan, one of the greatest athletes of all time, listed 10 rules for maximizing competitiveness. Unsurprisingly, focus was numero uno. In Jordan’s mind, nothing was more important than focus. Without focus, nothing gets done. Focus in communication. Focus allows the brain to concentrate on one thing. This would happen automatically if a tiger crossed our path.

How I Increased My Email Prospecting Response Rate by 1400%

Hubspot Sales

When was the last time you responded to a cold email? You probably can't remember -- for good reason. Most people simple delete outreach emails from reps they haven't met or mark them as spam. Even if some prospects do read the email, few bother to respond.

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

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.

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.

Business strategy gets graphic

Sales and Marketing Management

Author: Paul Nolan As CEO of the Strategic Thinking Institute, Rich Horwath works with managers at companies such as FedEx, Google and FOX TV to help them understand the importance of landing on a strategy that everyone in an organization understands and can work to achieve. Now he has put those lessons into a graphic novel, “StrategyMan vs. The Anti-Strategy Squad.”. SMM : Why a graphic novel business book?

The Best Way to Reach Out to a Prospect For the First Time, According to 20+ Sales Experts

Hubspot Sales

For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email?

How CEOs Leverage Due Diligence to Accelerate Value Creation

Sales Benchmark Index

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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?

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.

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?

How to Start a Real Estate Business: 8 Essential Tips

Hubspot Sales

Starting a real estate business ain't for the faint of heart. What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? By most estimates, 87% of real estate agents fail within the first five years.

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

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.