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

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 104

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.

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.

Tools 89

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

B2B 66

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

More Trending

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.

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

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

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.

B2B 59

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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?”

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

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

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?

B2B 53

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.

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

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.

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.

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.

Account-Based Marketing: A Practical Guide

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

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.

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.

How B2B Buyers Search for Tech Solutions


Information in today’s digital milieu has always been a double edged sword for sales and marketing. It works for you if you can control it. Information comes from your sales team, your website and your press releases. Outside that – it’s a free-for-all. As we all know, the latter is the reality.

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®.

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.

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

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.

Tools 25

4 Ways to Succeed in Sales Forecasting

Sales and Marketing

Author: Rowan Tonkin, head of sales and marketing solutions at Anaplan Most businesses are challenged with accurately predicting the future in terms of competitive threats, customer trends, and their own sales forecast. Sales leaders admit that accurate and efficient sales forecasting is fundamental to making good business decisions, whether it’s prioritizing customer focus, adjusting sales coverage, or making account and deal-based pricing decisions.

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

Sales Training Playbook by Lessonl

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

The Right Go-to-Market Strategy to Cover Your Market

Sales Benchmark Index

Joining us for today’s show is Oni Chukwu, a software executive who knows how to make the number. Today’s topic is Go-to-Market Strategy. Oni and I leverage the How to Make Your Number in 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to access.

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.

Video 19

Get Clear On Your Vision, Get Clear On Your Sales

Sales and Marketing

Author: Hazel Butters Why does your business exist? It may seem an easy enough question, but you’d be surprised by how many marketers and salespeople can’t provide a simple answer. Sadly, when your own salespeople can’t articulate your business vision, it has a direct impact on business success…. Vision is vital. It’s both the motivation behind and the future ahead of your business. Your vision is your ‘why’, the reason your business exists; its purpose.

Selling Time Management – 5 Easy Techniques to Improve Your Selling Time Management

Marc Wayshak

Without a doubt, being in control of your selling time management is the most important part of becoming a successful salesperson. Check out these 5 easy techniques that will help you focus 100% of your time on closing deals. The post Selling Time Management – 5 Easy Techniques to Improve Your Selling Time Management appeared first on Sales Speaker Marc Wayshak. Blog selling time management

The Art of Social Selling -- Summarized by getAbstract

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