Sat.Oct 20, 2018 - Fri.Oct 26, 2018

Your #1 Competitor…

John Barrows

Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to defend against them, etc. I don’t know why but I’ve never really worried too much about competition.

Strategy Is Sexy, Execution is Boring

Steven Rosen

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.

3 Reasons You Want an Objection on Prospecting Calls

The Pipeline

By Tibor Shanto. Fear of rejection can be paralyzing for many B2B sellers, it has prevented many from picking up the phone, or abandoning call way too soon. Fear of rejections trumps all potential positive outcomes.

3 Ways to Deliver Greater Results from Your Sales Process

Sales Benchmark Index

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

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.

Should You Always Agree With Your Client?

MTD Sales Training

“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name.

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Sales Management Training You Do for Yourself

Connect2Sell

You're at that crossroads. You'd like to get ahead, to take on some new responsibilities, to stretch to the next level. You’ve been thinking that it’s time to become a Sales Manager.

Stop Blaming Process and Look Closely at Product Talent

Sales Benchmark Index

It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure.

Needs & Wants Are OK, But Problems Are Even Better

MTD Sales Training

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘ motivation session ’ would solve the issue.

Are You Always “On”? (Here’s Why You Shouldn’t Be)

No More Cold Calling

Too much work and not enough play makes …. Working too much? You might not have a choice. Employers are more and more demanding. If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity.

Sales Training Playbook by Lessonl

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

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24.

How Agile is Your GTM Strategic Plan?

Sales Benchmark Index

As a CEO, you know that solid execution is critical to success. That is why you built a strong leadership team and entrusted them to execute. But what happens when your bottom line isn’t reflecting what you would expect?

24 Ways to Keep Your Brain Sharp

The Sales Heretic

When it comes to your sales—and pretty much everything else in your life—your brain is your most valuable asset. So it makes sense to do as much as you can to protect it. And it needs protection. The challenges of modern life mean our brains are under assault every day. The enemies of the brain [.].

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter.

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.

Old-fashioned sales techniques

Sales 2.0

Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

Author: Brad Wilsted Companies pour enormous resources into growth. From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge.

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

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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.

How to Handle: I looked it over and not interested

Mr. Inside Sales

I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back. To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close.

10 Ways to Build Customer Loyalty and Trust

Sales and Marketing Management

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. While that may seem like an obvious statement, it’s easier than you think to overlook these important items. You can have the best and most user-friendly offering on the market.

Why is Selling So #%&@ Hard?!?

Anthony Cole Training

Why is selling so #%&@ hard?!? It's a valid question. One that many of us ask ourselves each and every single day. But, does it have to be? In our free e-book, learn from our Founder and Chief Growth Officer Tony Cole as he reveals insightful and practical information on what makes selling so hard today. building sales team generating leads how to improve sales consultative selling build a better sales team

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Are you Making This $500 Million Mistake?

Smart Selling Tools

Seven years. A thousand employees. Hundreds of consultants. 500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S.

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Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

The Virtual Bench – Your Key to Staffing the Organization with ‘A’ Players

Sales Benchmark Index

Why Build a Virtual Bench. Article Talent Strategy "A-Player" 2018 2019 A-Players b players c-players creat a role enlist exec executive gain agreement habit HR HR leaders human resources interest key positions key to hire a players lauren scheeler leader leaders Leadership team make the number make your number opportunity org organizations players recruiting sbi scorecard talent tim to fill toolkit top talent virtual bench working

Digital Commerce Strategies that Every Brand Should Watch

Sales and Marketing Management

Author: Rilind Elezaj Given the technological resources available these days, you can set up a website and populate an online store in just a few hours. However, building the site for your online store is just the beginning.

Old-fashioned sales techniques

Sales 2.0

Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms.

Pitching the Gatekeeper Won’t Get You to the DM

Mr. Inside Sales

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Yeah, right. I mean, how often does that happen for you?

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

SBI Names Randall LaVeau to be Global Marketing Practice Leader

Sales Benchmark Index

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Randall LaVeau has been named its global Marketing Practice leader. Randall has over 15 years of experience developing sales and marketing strategies and. Article News & Press

Sales Tech Game Changers: @Highspot – How to Equip Sellers to Be Effective in Every Buyer Conversation

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jake Braly , VP of Marketing of Highspot.

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How to Onboard, Pay, and Retain an All-Star Sales Team

Xactly

If you manage a sales team, you’ve probably seen your fair share of sales reps. There are experienced top-performers, newbies with huge potential, and those who aren’t quite where you need them to be. For each of your reps, how are you determining their individual value?