Sat.Apr 21, 2018 - Fri.Apr 27, 2018

Objections: 5 Things You Need to Do Now

Inside Sales Training

I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think.

Sales Tech Game Changers: Accelerating Time to Quota

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 Clive Armitage , CEO of Agent3.


People Analytics: Growth-Factors CEOs Are Missing

Sales Benchmark Index

CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is.

Improper Use of BANT Will Cause You to Kill Opportunities

Understanding the Sales Force

I received an email asking me to check out an article on the blog that features an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.


An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

More Trending

Great Example of Why Sales Success Is Not Always Transferable

Understanding the Sales Force

Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player?

SalesTech Video Review: @Highspot

Smart Selling Tools

Using Highspot, sales teams can quickly find the best-performing content, and customize it for each opportunity. That means they can engage in more relevant, impactful buyer conversations that result in more won deals. Visit Highspot. Video Reviews

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Why Every Entrepreneur Needs A Help Desk Now

Fill the Funnel

Probably never gave it a thought did you? Maybe you are a start-up who has other priorities? Or an entrepreneur just launching your first product to the world? Why would you need a help desk? Customer service sells! Because every precious customer you get is the most important asset you have. This post came about […]. The post Why Every Entrepreneur Needs A Help Desk Now appeared first on Fill the Funnel. Web Tools help desk helpdesk


How I Doubled My Sales in One Year

Hubspot Sales

Fourteen months ago, I remember reflecting on the year I had as a sales professional. I felt like I was someone producing average results, despite having above-average dreams and desires.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Top 3 Tips on How to Validate, Calibrate Marketing Automation


How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. Save the bulk of your marketing automation efforts for lower-level executives: Senior executives are not as responsive to marketing automation as their junior counterparts: Senior execs don’t want to be treated like the human equivalent of a pinball—capturing your attention only after hitting the right bumpers and scoring enough points.

Can Sales Ethics Be Taught?


I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many.

One Thing You Should NEVER Do with a Prospect

The Sales Heretic

The tall, gangly man wore an old t-shirt and cutoff jean shorts. His long black hair hung unkempt halfway down his back. And he arrived at the luxury car dealership on a bicycle. The veteran salespeople knew better than to waste their time with him. They sent the rookie out to deal with him. The [.].

Active Listening in Sales: The Ultimate Guide

Hubspot Sales

Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise.

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.

The 1 Law of Selling ANYTHING to ANYONE

Marc Wayshak

Some salespeople can sell anything to anyone. How do they do it? By following this one surprising rule. The post The 1 Law of Selling ANYTHING to ANYONE appeared first on Sales Speaker Marc Wayshak. Blog sales tips

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How Can Sales Be More Ethical?


My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the subject. I find that the advice given tends to present a nirvana perspective on how sales should comply with norms promulgated by academics and experts alike. These type of instructions are common: deal with customers honestly.

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Sales Performance Coaching: How To Grow By 50% With Effective Prioritization {Part 3 of 5}

Sales Hacker

As sales leaders, your job is to help members of your team get to their sales goals by prioritizing the path that will get them there. Part 3 of this sales coaching series focuses on getting the prioritization right with your sales team. There are a lot of possible ways to achieve a goal.

After You Ask This One Question, You Can Ask Your Prospect Anything

Hubspot Sales

Questions are the key to sales. From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes!

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

5 Audition Secrets for a Great First Impression in Sales

Performance Sales and Training

I try not to make snap judgments. But I do. And apparently so do a lot of other people. Research studies have found that we make several major decisions about another person in those first few seconds. Decisions like: Is this person trustworthy? Successful? Competent?

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How To Answer The Only Question That Counts

The Pipeline

By Tibor Shanto. Last week in this blog I made the argument that sellers have to answer one question above all, the one all buyers other than owners and Board Chairmans or Persons to be somewhat PC, the question: “ If I go ahead with this, will I get fired?

A Salesperson’s Go-To Guide To Improve Business Acumen

Sales Hacker

A lot’s been said about the skills and traits that will enable salespeople to perform at their optimum best. Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies.


From 50 Employees to an $11 Billion Valuation, This Lyft Exec Has Seen It All

Hubspot Sales

In 2013, Veronica Juarez left a longtime career in state government to take a chance with a one-year-old ride sharing company called Lyft. There were fewer than 60 employees, all working from a converted garage. Juarez was tasked with helping the company scale, and scale quickly.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.

How Do We Broaden Our Thinking About Our Deal Strategies?

Partners in Excellence

This morning, I was conducting a deal review with a very experienced sales person. It was like many other reviews and the sales person was falling into the same trap that I see replicated too many times with too many sales people.

What Is Your Draft Strategy?

The Center for Sales Strategy

The 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team! hiring salespeople sales management Talent

How to Turbocharge Conversions by Adding a Human Layer to Your Sales Stack

Sales Hacker

The post How to Turbocharge Conversions by Adding a Human Layer to Your Sales Stack appeared first on Sales Hacker. Choice Cognism Partner Sales Prospecting Webinars

The Advanced Selling Skill That Skyrockets Your Success

Hubspot Sales

Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call.

Sales Training Playbook by Lessonl

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

Time, Our Scarcest Resource

Partners in Excellence

We all know the single thing we cannot recover is time. Once it’s passed, we can never recover it. Most everything else, we do, we can recover from.

Social Selling Mastery: Improve Performance of Sales Professionals


There’s little doubt among sales leaders that social selling can transform the sales department. Most sales teams that adopt social selling boost their performance. In fact, social sellers are more than 20 percent more likely to report revenue growth. Other advantages include more and higher-quality leads, higher opportunity-to-close rates, and more. Social Selling


How to survive a new sales gig

Sales 2.0

Maybe it’s just me, but I suspect not. Have you experienced this in your sales career? You get to “take charge” of a new “greenfield” territory for your company? Or maybe you just started a new sales job. Your bosses sense bountiful opportunity.

Why Your Team Isn’t Using Your CRM (And What To Do About It)

Hubspot Sales

Did you know the average sales rep only spends about 36.6% of their time actually selling ? Even scarier, only 18% of their time is spent using their customer relationship management software (CRM). The study, from, finds CRM’s aren’t enough to answer the needs to today’s salespeople.


The Art of Social Selling -- Summarized by getAbstract

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