Sat.Aug 26, 2017 - Fri.Sep 01, 2017

Selling To Big Companies

Fill the Funnel

When you sell to big clients… Like Nike, Amazon, Porsche, Starbucks or similar, You don’t talk to them about saving money. You don’t sell them on saving time. You don’t sell them on reducing their needed workforce.

Three Sales Demo Disasters and How to Avoid Them

Sales Benchmark Index

Article Sales Strategy demo disaster demo planning demo pre demo planning sales demo

How To 188

How Do You Turn “Old Farts” Into Sales Legends?  Not So Easy 1, 2, 3

Anthony Cole Training

I doubt that you, in public, have a group of producers that you call ‘old farts’ or some other term of endearment. But what I really wonder is this; Do you have a group that you consider ‘ Sales Legends ’. My guess is that the answer is no. There are reasons for this.

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10 Years of Competition: The Story and Future of RainKing and DiscoverOrg

DiscoverOrg Sales

Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing. This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing. I was in my law school apartment and stumbled upon their website.

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.

More Trending

Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

How many emails hit your inbox every day? A lot, right? I’m the type of person who likes to keep a fairly clean inbox, but I still find that it can quickly become cluttered, and inevitably something falls through the cracks. But how many emails do you get that are paired up with a voicemail?

Misconceptions Matter: August Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. There are many misconceptions that trip up modern sales leaders.

Build A Team of A-Players

Sales Benchmark Index

I recently interviewed Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to attracting and retaining top sales talent. Chris and I leverage the How to Make Your Number in.

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Possibly Your Email Automation Messages Are Killing Sales

Increase Sales

Most of us have experienced those email automation messages. We download something and then we get an automated message for some follow-up or worse yet a direct sales pitch. Email Automation Reality. These automation messages probably kill more sales than people realize. Today I download some sales enablement research for an article I was writing. I received the following message: Leanne, I noticed you have downloaded the CSO Insights Sales Management Enablement study.

Study 123

Sales Training Playbook by Lessonl

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

How to Engage Cold Prospects

The Sales Hunter

How many times have you had what you thought was a great prospect go cold on you? We all have, and it’s frustrating to say the least when you’ve spent countless hours working hard to develop the prospect, knowing how much you can help them. You try to follow up time after time, all to […]. Blog Prospecting cold prospects prospect prospecting

Why Buyers Buy


Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others. Our most basic need is for physical survival, and this will be the first thing that motivates our behavior.

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The CEO’s Guide to Generating Revenue from New Product Introductions

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy ceos from generate revenue generating Guide introductions new new product introduction Product Launch

Honor Before Honesty Every Time

Increase Sales

Words do matter. Take for example the words honor and honesty. Which word appeals to you more than the other? For me, honor is a far stronger word both emotionally and intellectually. Honesty, beyond being overused like many other words in society, has less emotional intelligence and less intellectual depth. In a recent conversation with a colleague, he suggested the word honesty is a better word than honor. My response was honesty is much like being efficient, doing things right.

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

Focus - Use Time Wisely

Score More Sales

Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else. B2B Sales Productivity

Velocify to Combine Forces with Ellie Mae


Today I am very excited to announce that after building Velocify into the leading consumer sales acceleration platform for the past 13 years we are being acquired by the leading cloud-based platform provider for the mortgage finance industry, Ellie Mae (NYSE: ELLI).

Your Next Head of Sales: Builder or Operator?

Sales Benchmark Index

Corporate Strategy Sales Strategy builder operator sales leader what type of sales leader

Sales 151

Why Do We Fail to Understand Salespeople Are Multi-Dimensional?

Increase Sales

Salespeople are human beings. Yet so often those in business fail to accept that human beings are not just one dimension but rather multi-dimensional. In working with organizations as well as with top performing sales performers, I hear about how one assessment was used to determine the salesperson’s potential. Using just one assessment especially one that is neither statistically reliable or valid is a disservice to the organization and especially to the salesperson.

Tools 113

The Art of Social Selling -- Summarized by getAbstract

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

Executive Sales Leader Briefing: Why Should Others Value What You Say?

The Sales Hunter

If you’re a leader, you would think people value your opinion and what you say. Challenge is are they only valuing it because of your position or what you sell? Years ago I was in the consumer packaged goods industry selling to retailers, and the most arrogant competitor I had were the salespeople with P&G. […]. Blog leadership Professional Selling Skills executive sales leader briefing leader

Retail 136

Are You In Your Own Way?

The Pipeline

By Tibor Shanto – If you follow my blog you know that I am firmly in the camp that see and approaches sales more as a science executed artfully , rather than free form art like many do.

Your Sales Operations Strategic Guide to Revenue Growth

Sales Benchmark Index

Joining us for today’s show is Brad Reynolds, an executive who knows a thing or two about running a strategic sales operations function. Today’s topic is focused on how Sales Operations improves the efficiency of the sales team to increase. Corporate Strategy Sales Strategy Video b2b sales director of sales operations enable sales team enablement Guide sales enablement sales leader sales operations sales ops strategic guide to sales operations youtube

There Are No Silver Bullets!

Partners in Excellence

It seems every day I encounter someone looking for a silver bullet: “How do I get my prospect to see me, what’s the one thing/trick/technique you recommend that causes prospects to want to meet?” ” “What is the best technique to overcome objections?”

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

How Do I Follow Up with a Prospect?

The Sales Hunter

What’s the best way to follow up with a prospect? For starters, begin the next conversation (regardless of what form it might be — email, phone, etc.) by repeating or asking about something the prospect shared with you the last time you talked. When we start the next conversation by restating what the prospect shared […]. Blog Prospecting prospect prospecting

Voice Mail – To Leave or Not To Leave?

The Pipeline

By Tibor Shanto – Proactive Prospecting Summer – Part 9. I like to hear sales people talk about voice mail, especially the ones who do not leave messages. If you are going to succeed at prospecting, phone will be part of your tool kit.

Differentiate Yourself: Align Your Price Model to Your Business Objectives

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy Sales Strategy business objectives Differentiate pricing pricing pricing differentiation pricing strategy value based pricing

How to Sell Better: Lesson 6 – Use The CRM

A Sales Guy

Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think the CRM just slows you down and that it’s a pain in the ass. You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? I feel you. The problem, however, isn’t the CRM. It’s you and how you use it. You aren’t using the CRM correctly. You’re approaching the CRM the wrong way.

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Sales Motivation Video: Are You Maximizing Your Strengths?

The Sales Hunter

What can you do better than anyone else? Are you maximizing your strengths? When you maximize your strengths, you accelerate your motion toward more sales success. Maximize your strengths 10-fold and you will be amazed at the results. Check out the video to see what I mean: A coach can help you excel […]. Blog Professional Selling Skills Sales Motivation sales motivation sales success

Sales Tips: The Key to (Truly) Being "Customer-Centric"

Customer Centric Selling

Sales Tips: The Key to Being a "Customer-Centric" Organization. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Top 15 Harvard Business Review Sales Articles

HeavyHitter Sales

  I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published.

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Who’s On Your Sales Team?

The Sales Heretic

The size of your sales team is obviously dependent on the size of your company. A sole proprietor is going to have a smaller sales force than an international corporation. But in either case, the sales team is not what you might think.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)