2016

8 TED Talks All Salespeople Should Watch

DiscoverOrg Sales

At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy.

What it Takes to be an Elite (Top 7%) Salesperson

Understanding the Sales Force

Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question.

No Pain – No Game?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Despite all the tools available, both for sales people to execute their craft, and for companies to “enable” them, the narrative for many in sales has remained woefully unchanged over the last thirty years.

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Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

Alone We Are One Drop Together We Are An Ocean

Score More Sales

There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events. B2B sales strategy

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better?

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This Place Couldn’t Survive Without Me… Not.

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Attitude General Sales Training attitude training Jeffrey Gitomer sales tips sales attitude sales tips

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

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.

12 Memorable Memes for Salespeople

DiscoverOrg Sales

Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too.

The Crucial Selling Skill That Nobody Talks About

Understanding the Sales Force

Image Copyright 123RF Stock Photo. Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. By itself, this was not unusual because I receive 20-25 unsolicited emails per day.

Make Voice Mail Work For You In Prospecting

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are strange when it comes to prospecting, specifically telephone prospecting.

Always Keep Moving Forward

Increase Sales

Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward?

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

21 Things Buyers Fear

The Sales Heretic

While buying something new can be exciting, it can also be scary. And as salespeople, we can get so caught up in the excitement part, we forget just how scared our prospects can be. And that’s dangerous for us. Because if a prospect is too scared, they won’t buy.

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Will You Ruffle Some Feathers or Spread Your Wings?

Bernadette McClelland

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she […]. The post Will You Ruffle Some Feathers or Spread Your Wings?

Next-Level Sales Training: It’s Time to Coach the Coach

Sales and Marketing Management

Issue Date: 2016-12-19. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture.

3 Things I Did at Dreamforce 16

Score More Sales

Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all Salesforce.com and the place to meet up with as many people as possible all rolled up into one crazy week. B2B sales strategy

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where an how to add it throughout the sales process!

Are You Derailing Your Prospecting Success?

No More Cold Calling

You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges.

What Drives You Into the Sale? And Drives You Out with the Order?

Jeffrey Gitomer

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10 Steps to Networking Effectively

The Sales Hunter

As we near the end of the year, it seems the calendar fills up with numerous parties and events, all of which are great opportunities to network. As good as these can be, they can take a lot of time away from other more pressing activities. Here is my list of 10 steps to […].

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. It wasn’t until after my own special brand of analysis, that I would begin full-on selling.

Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.

The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it!

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Getting Time On Your Side

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you manage hang on for another week, I assure you that there is life after the election, and what is waiting on the other side is not the end of the world, but the end of your sales year.

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Sales Prospecting in the 21st century - Part 4

Increase Sales

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report.

47 Things You Can Compete On Besides Price

The Sales Heretic

In sales, the single worst factor you can compete on is price. Selling on price guarantees you a razor-thin profit margin. As well as constant customer turnover, because price buyers are notorious for having no loyalty—they’ll switch as soon as someone else offers a lower price.

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Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

True Story: What Every Salesperson Ought To Know Before Writing Content

Bernadette McClelland

Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. Speaking up in the sense of using their voice, sharing their thoughts, telling us their experiences, voicing their opinions or debating their point.

Top Tips for the Modern Day Cold Call

Sales and Marketing Management

Issue Date: 2016-09-13. Author: Mike Scher. Teaser: It takes an average of nine calls to reach a cold prospect for the first time. Many salespeople don't have that type of persistence. Here are four tips to secure an initial conversation and stop leaving new business on the table.

SaaS Sales Reps Are Bad At Explaining

Score More Sales

When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting. Sales Skills B2B

5 Questions to Guarantee Qualified Lead Generation

No More Cold Calling

Are your sales reps having trouble closing? The problem might be a lack of qualified leads. “ We chose someone else.” ” “We’re staying with our current vendor.” ” “We’re not adding any new solutions this year.”

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?