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

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.

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.

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.

Sorry, Practice Doesn’t Make Perfect

Inside Sales Training

Practice doesn’t make perfect, only practice of perfection makes perfect. –Anonymous. This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up!

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

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 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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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.

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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.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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.

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.

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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.

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.

How To 176

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

Why Brain Science Matters in Sales

Jill Konrath

For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Because I think we've reached a point where the environment we live in and the ways we work are getting in our way. Success Mindset

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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.

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

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

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

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 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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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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Your Next Head of Sales: Builder or Operator?

Sales Benchmark Index

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

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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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Tech Brainpower at Your Fingertips

Sales and Marketing

Author: Dan Seidman Testing and launching your brilliant ideas. Are you that business pro who just thought of this incredible way to get a load of new business? Well, incredible to you; until you put it into play and the world applauds your genius, creativity and credibility.) Here are three resources you can use to test and launch your ideas. You’ll also discover some successful campaigns where these technology sites helped attain a variety of unique goals. – Looking for a logo?

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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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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

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

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

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The Other Second Cities

Sales and Marketing

Author: Paul Nolan Last spring, after checking out the campus of the University of California, Santa Barbara, my daughter and I enjoyed a beautiful day rambling through the city’s downtown shopping district. It was the first time I’d visited the city, and as I walked past one restaurant after another that I wished I was hungry enough to try, I kept thinking to myself how much fun it would be to attend a meeting there and share that experience with coworkers.

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?”

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

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.