Sat.Sep 21, 2019 - Fri.Sep 27, 2019

7 ways to supercharge your selling process

Do you have 100% confidence in your selling process? Are you sure that every step from lead generation to closing is as effective as possible? If not, you have some work to do. First, make sure that you've built your selling process from the ground up for success.

Focus on the Critical Few KPIs and Avoid the Trivial Many

Sales Benchmark Index

Creation of a “Revenue Operations” Function.

The Hottest Trends in Inside Sales

Sales and Marketing Management

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years.

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7 Examples of Effective B2B Unique Selling Propositions


It’s no overstatement to suggest that a unique selling proposition (USP) is the very soul of any marketing strategy. The notion dates back to the 1940s when advertisers started to explore the ways in which their marketing propositions influenced customers to buy from one company over another. .

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.

How Can I Tell If I Have Qualified Prospects?

The Sales Hunter

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities?

More Trending

Stop Blowing Half Your First Calls!

The Pipeline

By Tibor Shanto. Prospects expect to see product/demo and pricing on the first call. Rather than accepting this pathetic stat, our focus should be on changing the cause. I mean seriously, what are you saying to have these two things pop up so early in the cycle? Stop blowing half your first calls!

Podcast 117: Leading A Growing Company With Suneera Madhani

John Barrows

This week we’re proud to have Suneera Madhani on the podcast. Suneera earned her stripes as a sales person going door to door, working in a seriously difficult industry. After realizing how shady the industry was, she wanted to do something about it. She tells the story of how she presented a positive change to her leadership in the full episode below, but was not listened to.

Why Relationships Matter in Sales and Business

The Sales Hunter

In our on-line world today, it’s easy to think that relationships aren’t as important as they used to be. I feel strongly that it’s the opposite, actually. Relationships are more important than ever, because most everything else in life has become automated.

How Should I Forecast B2B Marketing’s Contribution to Revenue?

Sales Benchmark Index

Sales Training Playbook by Lessonl

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

A B2B Buyer’s ‘Do’s and Done’s’

The Pipeline

By Tibor Shanto. We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. The more aligned we are to the buyer’s perspective, the more effective we can be in introducing insights. Insights that inform the buyer based on their objectives.

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One of the Most Common Barriers to Critical Thinking in Sales


Sales success is often contingent on well-reasoned arguments and the seller’s ability to make a strong, compelling case to the buyer. In our last post , we mentioned a logical thinking fallacy that often plagues sellers.

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The Solution vs. Budget Dilemma

Anthony Cole Training

There is an age-old debate about which came first, the chicken or the egg? Meaningful Sales Conversations sales management time money budget solution sales conversations

Last Year’s Data Isn’t Enough—Adopt 2020 Revenue Planning Best Practices Now

Sales Benchmark Index

It’s September. You and the rest of the executive team are beginning to think about next year’s revenue plan. If you are like most companies, you are probably looking at 2019 performance as your baseline. This sounds good in theory.

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.

Monday Motivation Video: Success Without Sacrifice and Sweat is Luck

The Sales Hunter

How do you look at success? What tools do you use to measure success? How do you define success? When you actually live and breath sweating and sacrificing making it a constant action, you achieve real success. Do you want to be successful?

18 Buyer Emotions You Need to Overcome

The Sales Heretic

All buying is emotional. Even if you’re selling microchips to engineers, there’s still an emotional component to the transaction. Because as human beings, we feel more often, more easily, more quickly, and more deeply than we think. And those emotions play a huge role in all our decision-making.

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Virtual Training Can Outperform the Classroom

Sales and Marketing Management

Author: Tim Riesterer When it comes to creating lasting behavior change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training.

Elements of an Effective Elevator Pitch

Understanding the Sales Force

At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages.

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.

Want to be an “A” student?

Sales 2.0

There’s still plenty to do. Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go.

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Should You Use: “Is this a good time”—Yes or No?

Mr. Inside Sales

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for for demo call backs), is alive and well—unfortunately.

Why You’re Drunk on Overtime

No More Cold Calling

Your blood alcohol level endangers everyone around you. Our global team won a huge deal. We got emails and voicemails raving about how the team worked together, pulled all-nighters, and managed to get everything in sync for the big bake-off. The win was the largest in the company’s history. Wasn’t that fantastic? Sure, from a revenue standpoint. But here’s the rub.

The Customer Journey and the ROI of Marketing

Sales and Marketing Management

Author: Tessa Burg The success of a B2B company once largely depended on the relationships and contacts of its salespeople. Now, B2B companies must implement digital marketing into their sales funnels. Because buyer behaviors are changing.

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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!

What You Can Never Delegate

Grant Cardone

I’m a big fan of delegating things in life to free my time up for what matters most to me. This is why I don’t do things such as mowing my lawn or cleaning my own car—I delegate this type of stuff to others in exchange for money so that I can buy my time back.

It’s Fall! Do You Know What That Means?

Mr. Inside Sales

It means the magic selling season has begun. It means that regardless of how your year has gone so far, the perfect time to turn it around, to make and exceed your yearly quotas, is here.

Client Experience Creates Competitive Advantage

Sandler Training

One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well does your company act and react at all those points along the way? Read Time: 6 Minutes. Customer Relationships

SalesTech Video Review: Cirrus Insight

Smart Selling Tools

SalesTech Video Review: Cirrus Insight. Cirrus Insight puts Salesforce inside your email, removing the hurdles to Salesforce adoption – namely that it’s inconvenient to use and takes too much time to log activities.

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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.

The #1 Killer of All Sales Deals and What to Do About It

Sales Hacker

There are a lot of variables and reasons for the “Closed – Lost” opportunity: competition, pricing, internal politics, lack of knowledge of the client’s business needs, bad sales approach, and more. However, the #1 killer of all deals in my experience is time.

How to stop chasing Will-o-the-wisps


In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path.

You Cannot Win If You Have Already Lost in Your Mind

Anthony Iannarino

You cannot win if you have already lost in your mind. If you have given up and accepted defeat before you have even tried, you have eliminated the possibility of winning. The certainty that you cannot win becomes a self-fulling prophecy, and it becomes your reality.