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

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

Membrain

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

B2B 89

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.

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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.

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?

More Trending

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.

Travel 229

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

Connect2Sell

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

Buyer 222

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.

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!

Tools 197

Sales Training Playbook by Lessonl

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

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.

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.

The Key to Unlocking ROI for Your Acceleration Summit Is Leadership and Communication

Sales Benchmark Index

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are likely one of them. What is the best strategy for communication across the executive team so you can drive the most value out of.

ROI 197

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.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

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?

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.".

The One Competitive Advantage Not Being Commoditized

Anthony Iannarino

Salespeople and sales organizations work very hard to differentiate themselves and their offerings as a way to create a competitive advantage. Many believe their company is the differentiation. Others think their solutions provide differentiation.

ABM Tricks that Boost Lead Generation and Sales Momentum

Sales Hacker

Account-based marketing isn’t new anymore. It’s time to stop winging it and to start doing it the right way. ABM allows you to craft efficient solutions to some of the biggest issues plaguing sales today. At Belkin, ABM helps us process a huge volume of data.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

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.

Does working in sales stress you out?

RingDNA

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?

How To Make Motivation Last

Anthony Iannarino

Zig Ziglar said: “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” It’s a classic line from a legendary speaker.

The Future of AI for Sales (And How to Prepare for It)

Sales Hacker

Companies that prepare for and embrace the changes AI brings will thrive. Those that don’t — won’t. It’s as simple as that. Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine.

Churn 101

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.

Humanizing Your Sales Strategy [VIDEO]

The Center for Sales Strategy

Whether you’re a sales manager evaluating your team or in the field coaching salespeople who are trying to get quality appointments, you’re always looking to improve results. Based on years of experience, we often see salespeople develop strong valid business reasons , but the delivery is too formal.

Predictable Buying

Membrain

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs. Sales Process Sales Management Sales Enablement

13 Colossal Inefficiencies That Destroy Sales

Anthony Iannarino

There is no end to the number of technological tools designed to create efficiency for salespeople and sales organizations. As useful as some of these tools are, there are greater and more challenging inefficiencies that result in poor sales results.

The First 90 Days: From “In the Door” to “Successful Sale” in Record Time

Sales Hacker

There’s a big problem in B2B sales right now. The sales cycle for nearly half of all B2B sales is at least 7 months. The average tenure of a sales rep in 2018 is 18 months. So, what’s the problem?

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.