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

Why Doesn’t Your Sales Training Work?


Last week, I left yet another meeting in which the executive wanted to schedule a training class as a solution to a development problem. This short sightedness occurs so frequently that it really frustrates me, and I know I’m not alone.

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 103

Trending Sources

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.

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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.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

More Trending

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

Are You Puzzled by Sales Training Results?


There is a double standard when salespeople are taught how they are supposed to sell to clients versus how sales training is actually received. It’s no wonder that the sales training results are frequently disappointing at best. We are all familiar with the comment, “one size does not fit all.”

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

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

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

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

How to Choose the Right Sales Enablement Tool for Your Business


In the current competitive business climate, sales reps are expected more than ever to be able to talk the talk and convince customers of what they are saying.

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).

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.

Buyer 60

Sales Training Playbook by Lessonl

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

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.

Sales Coaching Excellence, Revisited


Sales coaching excellence is difficult to achieve, but it is one of the fundamental elements that one finds in highly effective sales organizations.

Mindset Shift, Relentless Curiosity and Relational Thinking

Babette Ten Haken

Achieving mindset shift takes some work. The good kind of work. In a real sense, mindset shift rewires the brain and how we perceive input. How many times have we heard the phrase: “think outside of the box”?

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 41

The Art of Social Selling -- Summarized by getAbstract

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

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?

Taking Sales Education from the Elements: Ride the Rising Tide


The elements–water, fire, earth and air–are reflected everywhere, for example in landscaping, architecture, martial arts and in many different philosophies. In my new blog series, we’re looking at how they are reflected in sales.

A List of Intangibles

The Sales Blog

We tend to think of sales being won and lost on things that are tangible, the things you can see and count and measure. Certainly, the tangible things are important, but the intangibles are even so.

ACT 39

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?”

Sales 37

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.

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.

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 36

Unhealthy Beliefs That Destroy Sales

The Sales Blog

When I asked the salesperson what he wanted in his next sales job, he wasted no time sharing his list. The list he shared betrayed his beliefs about sales, and, for me anyway, made him unhirable. “I I want to sell the best product in the category. That, to me, is the key to winning.”.

Inside Sales Management Training you Need


Factor 8 President Lauren Bailey recommends that we train our Managers before we train our reps. Too often the training investment we make for our front-line sellers doesn’t stick if the Managers aren’t bought in.

Successful Selling

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

The Cognitive Workplace leverages IT as a Service (ITaaS)

Babette Ten Haken

The cognitive workplace is not futuristic fantasy. Rather, it is here today in enlightened organizations moving forward with a robust digital transformation strategy. CIOs are re-envisioning their concept of IT infrastructure.

In Sales Conversations The Fine Line Between Inspiration and Intimidation

Increase Sales

Most salespeople truly believe in their sales solutions especially entrepreneurs and single office/home office small business owners. They want their sales conversations to be full of inspiration and yet sometimes just the opposite happens. We have all heard about pushy salespeople. These are the folks who make their sales pitches within a few moments after shaking your hand. I am not talking about those salespeople.

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.

Boost Accountability, Insight — and Sales


Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executives face. We’ve also found that many partners are too close to their own organizations to have genuine insight into their own businesses, their marketplaces or their industries.