Sat.Nov 16, 2019 - Fri.Nov 22, 2019

Here's how to be less like a predator and more mycorrhizal fungus


Every sales leader appreciates a great salesperson who can “hunt” and "close more logos” than anyone else. But in the complex b2b world, sometimes your team needs to be less hunters and more mycorrhizal fungus. Here’s why–and how. Sales Management Sales Enablement

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6 Sales Training Ideas for Your Next Team Meeting

criteria for success

Looking for sales training ideas to implement during your next team meeting? Well, you've come to the right place. When you hear "sales training", you probably think of an offsite retreat.

7 Tips to Skyrocket Performance In Small Sales Teams

Sales and Marketing Management

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. But how can you go about that? How can you inspire your sales team to go above and beyond?

Rethink SDRs: Your Future Depends on It

Engage Selling

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps.

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 would you do on the Newlywed Game?

Sales 2.0

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix).

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More Trending

A Pre-Call Checklist is Your 7th Must-Have Sales Productivity Tool

Anthony Cole Training

In our 7th installment of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you the pivotal and "must-have" Pre-Call Checklist. Going into a sales call without a plan is similar to going into a football game without a game plan; it's a recipe for disaster!

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How Does Critical Thinking Improve Problem Solving and Advance the Sale?


Sales stall out when buyers can’t see how their problems are going to be solved. critical thinking in sales critical thinking skills How Does Critical Thinking Improve Problem Solving

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B2B Sales and Time Travel

The Pipeline

By Tibor Shanto. No, this is not a science fiction tale or another Elon Musk venture. This is a serious challenge facing many in B2B selling today, one that will continue to grow. As it does, it will look like the wealth gap that many are experiencing in society today.

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Retain More Revenue by Choosing the Right Customer Success Technology

Sales Benchmark Index

Managing Complexity and Competition. Cloud-based Software as a Service (SaaS) software delivery has revolutionized the B2B software sales cycle. It has streamlined implementation and heightened ease of use for customers and vendors alike. For vendors, however, these bright sides have come.

Sales Training Playbook by Lessonl

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

Podcast 124: Motivation, Goals & Ambition With Scott Leese

John Barrows

We’re pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and used his motivation to climb the ladder in his sales career, as well as how you can replicate his process. Not just that, Scott has some interesting ideas on how you can find your sweet spot and the part of the market that suits you best.

What Sales Organizations Must Learn from the Impeachment Hearings

Understanding the Sales Force

This is not a political article but I will use the impeachment hearings as an example to set the stage for my insights. Currently in the USA there are 3 major schools of thought relative to the impeachment hearings: Most Democrats and Liberals: "We hate Trump and we want to see him impeached.".

Key Questions Every Underlying Business Model Should Answer

Sales and Marketing Management

Author: Alfred Baumbusch Any company in the business of selling products or commodities has an underlying business model (formal or informal) that answers the key questions: What will we sell? To whom? How will we operate? How do we earn an adequate return for our investors?

Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

Sales Benchmark Index

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities?

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Selling with LinkedIn: Save 50%

No More Cold Calling

Use Black Friday code 50OFFJB. My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. I’ve taken it. Well, most of it.) It’s dynamic and highly detailed, and I’ve learned a ton. (A A caveat: We differ about asking for referrals.

One Secret to Being a Better Leader or Salesperson

The Sales Heretic

Want to be a more successful salesperson? A more effective leader? You can! And it doesn’t require an advanced degree, or years of study, or mastering some arcane, complex set of skills. It’s actually very simple. It’s just one thing.

Beyond CRM Podcast: Sales Enablement Adoption Challenges and Strategies

Smart Selling Tools

Sales Enablement Adoption Challenges and Strategies. I spoke with John Moore of Bigtincan to hear about the results from his firm’s experience zone, held during the recent Sales Enablement Society annual event. The theme was Sales Enablement Adoption.

How the biggest companies provide the best customer experiences


This morning, ringDNA Founder and CEO Howard Brown joined Stuart Varney on Varney & Co. to discuss how companies like Amazon, HPE, Twilio, SAP, and more use ringDNA’s ConversationAI to analyze engagements between their sales […].

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Even the Best Sellers Need a Referral Refresher | Sales Strategies

Engage Selling

I was surprised when one of the clients I’ve been working with for close to 10 years asked me to discuss referral selling for a sales roundtable I was going to facilitate for them.

Weekly Roundup: Unblock Your Holiday Sales Funnel, Best Time(s) to Make 2020 Calls, + More

The Center for Sales Strategy

- MOTIVATION -. You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.". Zig Ziglar. AROUND THE WEB -. > > 5 Sales Prospecting Tips to Unblock Your Holiday Sales Funnel – Sales Hacker.

Should you outsource your SDR team? The 3 most important things to consider.

The Board wants to see an increase in revenue, fast. Your sales team needs more pipeline. Your in-house Sales Development program seems to be going around in circles. Even if you wanted to make changes, you don't have time to hire, train, equip and manage a group of all new SDRs. What should you do?

How is a kiss at the end of a date like a close on a sales call?

Anne Miller

Answer: It is the natural outcome of a positive experience! Getting a commitment to a kiss–or to a deal– is like the building of any relationship. It can’t be forced, or, if it is, the outcome is unlikely to be very pretty. Closing a sale has to happen naturally as well. .

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Diagnosing bottlenecks and finding hidden revenue in your demand gen pipeline with Johann Nogueira

Predictable Revenue

Johann discusses how he and his companies work to unlock revenue, build brands, and, ultimately, empires for their clients. The foundations and fundamental steps a company should follow to increase revenue; and Johann’s cutting edge marketing process to ensure you meet your goals.

ActiveCampaign shares their impactful, efficient onboarding checklist


You’ve recruited some partners, now what’s your game plan? Industry leaders have found success in an onboarding plan that includes smooth processes to onboard and train partners all while keeping them interested and engaged.

Get Control of Your Inbox with These Email Hacks

Alice Heiman

269 Billion Emails. Email. The minute you’ve cleaned up your inbox and finally feel like you’ve got a handle on it, another message comes in demanding your time and attention. It’s impossible for most of us to focus with all that email sitting there.

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How Talent and Fit Affect Client Experience

The Center for Sales Strategy

Great client experience is key to increased revenue and overall growth. And there are many things that affect your client’s experience with your company.

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.

7 Keys to Transforming Your Sales Skills

Marc Wayshak

Sales skills aren’t an innate talent. They have to be learned, nurtured, and developed over time. Follow these 7 keys to transforming your sales skills to join the top ranks of salespeople out there. The post 7 Keys to Transforming Your Sales Skills appeared first on Sales Speaker Marc Wayshak.

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Create an Invitational Business Story for Client Retention

Babette Ten Haken

An invitational business story welcomes clients. You invite them to become part of your organization’s world. And, the focus is way beyond the short-term gain of closing a contract. How impactful and inviting is the business story you tell, today?

Does working in sales stress you out?


Sales is not a job for the faint of heart. From thier very beginning as an SDR, all the way through to leadership roles, reps and managers alike face constant rejection, unrelating pressure, and challenging […]. The post Does working in sales stress you out?