Pipeliner

JULY 2, 2018

Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see multiple new technologies shot into markets simultaneously; each ripping market flow with massive disruption.

Government 66

Government Policies Exact System 66

Understanding the Sales Force

JULY 2, 2018

It's summer so they're digging up streets, repaving roads, and repairing bridges. That leads to epic traffic jams, long commutes and tremendous amounts of frustration. And you're late! I've been doing my best impression of the digging, without the paving and repairing. Ten of my last fourteen articles have been based on Objective Management Group's (OMG) data from the evaluations of 1.8 million sales professionals and like the road work, we're gonna dig some more today!

Data 128

Data Account Groups Objections 128

Sales 2.0

JULY 7, 2018

Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs. It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. You need to say what you do.

Territories 195

Territories Networking Conference Account 195

Sales Benchmark Index

JULY 5, 2018

You have oceans of customer data, but how do you turn it into actionable insights that you use to drive your strategy? While long-term, you need to create a data infrastructure where this can be linked, maintained, and reported on.

Customer 123

Customer Data Report System 123

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A blueprint for turning average performers into top reps.

Sales

Pipeliner

JULY 8, 2018

The Digital Era of Sales Management. “If If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information era and the value of the Internet today.

Sales Management 53

Sales Management Penetration Government Data 53

The Sales Heretic

JULY 9, 2018

The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time.

Sales Coaching 237

Sales Coaching Coaching Training Sales 237

DiscoverOrg Sales

JULY 10, 2018

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io

Objections 231

Objections Outbound Buyer Persona Study 231

Sales 2.0

JULY 14, 2018

Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.

Cold Calling 195

Cold Calling Data Study Conversion 195

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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.

Sales Enablement

John Barrows

JULY 4, 2018

I’m usually a big fan of avoiding my weaknesses and playing to my strengths. At the end of the day, my weaknesses are my weaknesses for a reason and it’s mainly because I don’t like doing them.

Examples 196

Examples Training Customer Sales 196

Understanding the Sales Force

JULY 18, 2018

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

Sales Coaching 163

Sales Coaching 163

Sales Benchmark Index

JULY 9, 2018

As a leader of Sales Operations or Sales Enablement, how many times have you heard your sales teams say: “You all have no clue what we go through in the field!” ” This is a common theme in any company that sells a.

Company 186

Company Sales Operations Sales Enablement Sales 186

The Sales Heretic

JULY 2, 2018

Most of the time, we salespeople want to be warm, friendly, and caring. We want to be liked and well-received. But warm and fuzzy doesn’t always get the job done. Sometimes, we need to be scary. Because sometimes prospects don’t appreciate the dangers of not acting.

ACT 200

ACT Prospecting Sales 200

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?

Sales Management

The Pipeline

JULY 17, 2018

By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think.

Maximizer 167

Maximizer ACT Report Pipeline 167

Sales and Marketing

JULY 11, 2018

Author: Patrick Foster Using Facebook Messenger as a sales channel has become an incredibly popular option recently, and for good reason.

How To 252

How To Retail Advertising Advertising 252

John Barrows

JULY 11, 2018

Nothing is more frustrating than prospecting all day long to find that needle-in-the-haystack potential client who finally agrees to schedule a meeting with you only to have them never show up.

Meeting 185

Meeting Negotiation Sales Meeting Conversion 185

Inside Sales Training

JULY 13, 2018

Avoid Rejection While Prospecting with this One Technique. By Mike Brooks, [link]. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting.

Cold Calling 167

Cold Calling Objections Prospecting Gatekeeper 167

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.

Sales Management

Sales Benchmark Index

JULY 7, 2018

I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? Add another rep, drop them into a territory? My on boarding process takes a.

Buyer Persona 177

Buyer Persona Territories Resources Buyer 177

DiscoverOrg Sales

JULY 3, 2018

If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today.

Pipeline 177

Pipeline Demand Generation Lead Generation Social Media 177

The Pipeline

JULY 3, 2018

By Tibor Shanto. In the past, I have spoken about the importance of dynamics in sales from prospecting to close.

Decision Maker 182

Decision Maker Objections Buyer ROI 182

Sales and Marketing

JULY 15, 2018

Author: Kostas Chiotis Having a powerful marketing strategy is vital to the growth and success of your business. However, most industries are highly competitive, and if you fail to launch effective marketing campaigns, you may find yourself in hot water real quick.

Maximizer 237

Maximizer Strategy Marketing Social Media 237

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.

Maximizer

John Barrows

JULY 18, 2018

Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.

Meeting 156

Meeting Promotion Sales Meeting Examples 156

No More Cold Calling

JULY 12, 2018

Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter.

Tools 219

Tools Film Travel Analytics 219

Sales Benchmark Index

JULY 1, 2018

Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact.

Segment 176

Segment Exact Company Revenue 176

Anthony Cole Training

JULY 16, 2018

You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business.

Prospecting 144

Prospecting Video Opportunity Leads 144

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.

Education

The Pipeline

JULY 10, 2018

By Tibor Shanto. I was talking with a rep from an IT reseller last week, who was facing what she felt was an insurmountable challenge. She was facing a renewal for a product with one of her clients where the product being resold had gone up in price by some 300%. I’m not talking about Martin Shkreli type increases; to be fair to the manufacturer the product was solid, clients loved, but being innovators, they just hadn’t got around to reviewing the pricing since its release years ago.

Objections 162

Objections Buyer CRM Influencer 162

Sales and Marketing

JULY 9, 2018

Author: David Stott “Upsell current clients” has always been one of the mantras of the sales industry. After all, selling more to the base creates value beyond the obvious revenue gains.

Account 250

Account Margin Industry Negotiation 250

Understanding the Sales Force

JULY 11, 2018

If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel - Arrested 2! Dave Kurlan sales pipeline omg sales data

Data 131

Data Pipeline Opportunity Account 131

No More Cold Calling

JULY 1, 2018

Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Not just smoke-and-mirror leads, but only qualified leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge.

Cold Calling 229

Cold Calling Referrals Leads Social Media 229

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