Sat.Jun 24, 2017 - Fri.Jun 30, 2017

Sales Reps: Do the Right Thing


For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s

Most Effective Way To Get Your Message To Customers

Fill the Funnel

The most effective lead generation method right now incorporates video. In order to stand out, viewers want to see a high-quality, jaw-dropping video and say WOW!


Trending Sources

How EGO Kills Your Sales Efforts

A Sales Guy

Ego is a silent killer of sales and marketing teams. Our incessant compunction to talk about ourselves, our products and our accolades is crushing our ability to connect with our prospects and deliver valuable customer-centric information. No one gives a s**t about you or your company.

Should the Sales Manager Role Carry an Individual Sales Quota?

Sales Benchmark Index

Article Sales Strategy quota quota allocation sales manager sales manager quota sales quota

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Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

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Crossing the Sales Process Chasm: The Major Interaction

Sales Benchmark Index

Article Sales Strategy SBI for SMB Buying process buying stage crossing chasm influencer meeting major interaction marketing support Sales Force sales process

To Attract Customers, You Need 3 Essential Stories on Your Website


Would you like to have more customers, web visitors opting in, and more “Buy Now” button clicks? If so, do like Hollywood–use stories to sell products and services. You don’t have to think long about it for it to make sense.

Skype 47

Challenging Without Being Challenging

The Sales Blog

The idea of challenging your clients and prospective clients with an insight, something they need to think about and act upon, is a powerful idea made popular by Matt Dixon and Brent Adamson of CEB (Now Gartner). The idea holds true because if you are going to be a trusted advisor, you are going to need the advice that makes up exactly half of that recipe.

ACT 26

1st Half of the Year is Over! What’s Next?

Your Sales Management Guru

First Half of the Year is Over! Steps to take to Ensure Success. It’s a wrap. But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer. That’s the reality, but as sales leaders and executives we need to take this week to reflect on the first half: “ what went better than expected, what things didn’t work?”


The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Ban Interruptions! Six Ways to Limit Drop-Ins

The Productivity Pro

Many of the most creative, productive conversations I’ve ever had started as spontaneous, unplanned interruptions. Sometimes we need to interrupt others if we have a customer on the line and need a fast response.


How to Manage Toxic People and Bad Attitudes

Keith Rosen

Have you ever had to work with someone whose negative and difficult personality impacted productivity and caused additional stress? Here’s a strategy to turnaround destructive behavior and a caustic attitude to make a toxic person a model employee.

Come Spend Time At Call Camp!

The Pipeline

What You Don’t Know about Discovery that Kills Deals. Why should the kids be the only ones who benefit from camp? Here is your invitation to attend a camp you can enjoy that also leads to better sales and selling. THIS AIN’T NO WEBINAR! This live coaching based on real discover calls.

Defining Transactional Table Stakes for IIoT Business? Why Bother?

Babette Ten Haken

The transactional table stakes for conducting IIoT (industrial Internet of Things) business defines customers’ minimum viable expectations from a vendor, supplier or consultant. Are you are a large enterprise, a startup, or one of many micro- and small businesses serving the IIoT space?


Sales Training Playbook by Lessonl

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

Lesson 10: How To Brand YOU w/ Shama Hyder

A Sales Guy

On this lesson of #TaughtLeaders we will get schooled by Shama Hyder, a web and TV personality, a bestselling author, and the award-winning CEO of The Marketing Zen Group—a global online marketing and digital PR company.


Living An Unbeatable Life.

Dan Waldschmidt

Born in the heart of Switzerland surrounded by the Swiss Alps, Dick Williams knew what it meant to live the “good life”. He never had to worry about how he’d pay for his education: his parents paid for a private tutor at a Swiss boarding school, teaching him to speak fluent French & German. He never had to worry about “getting his name out there”. He was born to Charles Duane Williams, the founding member of the International Tennis Federation — and direct descendent of Benjamin Franklin.

Sales Tips: Best Practices for Handling Sales Proposals

Customer Centric Selling

Sales Tips: Best Practices for Handling Sales Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.


Sales Motivation Video: Don’t Use “Out-of-Office” Message in Summer

The Sales Hunter

It’s summer and that means vacations! When you go on yours, don’t use the “out-of-office” setting on your voicemail and email. You want to seize opportunities to monitor your voicemail and email for potential leads! Check out the video to see what I mean: For the month of June, Amazon has the Kindle version […]. Blog Sales Motivation sales sales motivation sales tips summer sales

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Knowing ISN’T Doing

A Sales Guy

Every day I have a conversation with someone who isn’t where they want to be in their life or their career say to me, “I know. . I know, I need to make more calls. I know, I need to read more books. I know, I need to blog, (or blog more). I know, I need to use social media. I know, I need to learn more about my customer business. I know, I need to ask more questions. I know, I need to start talking less. I know, I need to build more offline relationships.


11 Ways to Enable Your Sales Team to Succeed

Sales Result

Sales enablement is the process, practices, technologies and tools that improves the productivity and performance of the sales organization and sales team. Examples of sales enablement include playbooks, processes, collateral, CRM system, success metrics, and sales portals.


MVP of the Sales Team: Chief Strategy Officer

Sales Benchmark Index

Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. Too many sales leaders tolerate the strategy leader within their company and do their best to avoid interlocking. However, a common challenge among sales.

On the Limits of Technology

The Sales Blog

The technological tools available to us now are an amplification of the person who wields them. If you are a know-nothing, then the tools will amplify that deficiency. If you are a deep, consultative, trusted advisor, the tools will amplify that fact.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Why We Get Objections

Sharon Drew Morgan

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change).


Sellers That Lie

Sell More and Work Less

What’s up with the recent increase in dishonest sellers this year? Seriously, how can anyone actually think beginning a relationship with dishonesty is going to pay off in the end? It boggles my mind!


Bits And Pieces — June 24, 2017

Partners in Excellence

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. It was quite a long series, but I’ve had a lot of interest in it. I’ve consolidated the series into an eBook — What Can Sales Learn From Lean Manufacturing ?

eBook 10

How to Interview for a Sales Jobs – Episode 147

The Sales Blog

Some thoughts on how to interview for sales. If you can’t talk about how to create opportunities, you aren’t going to do the best job you can winning the sale. The post How to Interview for a Sales Jobs – Episode 147 appeared first on The Sales Blog. Video


Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

The Big 5 Marketing Metrics

Sales Benchmark Index

Data drives insights that empower marketing leaders with the intelligence to make sound decisions. The best B2B marketing ops leaders identify key performance indicators that are critical to business success. They build reporting and systems strategies around those metrics.

Your Cross To Bear.

Dan Waldschmidt

Success won’t come easily. And not because you’re not smart enough or strong enough. Not because you don’t want it bad enough. Success hurts because you hurt. You’re flawed. For every massive strength , you have an equally magnificent weakness. A flaw so all-consuming that at times it can seem completely debilitating. It takes over your performance, swallowing up anything good or positive in its way. It might be an addiction. An overdeveloped vice.


Driving Growth Through Partnerships, A Discussion With Bill Corbin, CenturyLink

Partners in Excellence

Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice President, Alliances and Strategic Partnerships for CenturyLink. We had a wide ranging discussion on leveraging channels and partnerships to drive more effective engagement with customers.

Nurturing Beyond Email to Accelerate Your Pipeline

Sales and Marketing

Author: Nick Bhavsar, Senior Vice President Marketing, Get Smart Content We’ve all been there: It’s the end of the quarter and you find yourself staring at the numbers, wondering how you’re going to make up the revenue gap in such a short amount of time. Your VP of sales looks at you out of desperation and asks if there is anything marketing can do to help accelerate the pipeline/improve the win rate? Historically, marketing’s ability to help short-term impact was somewhat limited.