Sat.Nov 18, 2017 - Fri.Nov 24, 2017

The Best Event for Sales Enablement Leaders at Dreamforce Wasn’t Even on the Official Agenda

Smart Selling Tools

One of the best experiences from Dreamforce 2017 was not on the official Dreamforce agenda – the Sales Enablement Soiree, an off-site lounge held at the Four Seasons. In just two years, the Soiree has become the go-to spot at Dreamforce for all things Sales Enablement related.

Why I’m Thankful for a Career in Sales

The Sales Hunter

It’s a time for reflection as we here in the United States celebrate Thanksgiving on Thursday. I do hope you will have the opportunity to spend the holiday with family and friends and take a few minutes to reflect on all you have despite whatever challenges you might be facing. Let me share with you […]. Blog Sales Motivation grateful sales sales motivation thanksgiving

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You are NOT ready for Customer Success

Sales Benchmark Index

Article Sales Strategy customer success sales strategy

43 Questions to Create a Sense of Urgency

Hubspot Sales

Create a Sense of Urgency in Sales. If you don’t want your deals to stall -- or end up in nothing -- make sure to establish urgency. Urgency gives your prospects a reason to move forward and overcome inertia.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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13 Inspiring Motivational Videos That Will Get Your Blood Pumping in 2017

Hubspot Sales

We all need a little kick sometimes. Whether you’re gearing up for an interview, call, client pitch, or just a Monday morning, these videos will put you at the top of your game.

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Power-Probing Techniques for Discovering Customer Commitment

Paul Cherry's Top Sales Techniques

If you love ice cream, you’re probably familiar with the Cold Stone Creamery premium ice cream chain. Customers have a choice among three serving sizes: “Like It!” is the smallest, “Love It!” is medium-sized, and “Gotta Have It!” is the largest portion.

The SaaS Metrics Blueprint: How to Define, Measure and Display What Actually Matters

Sales Hacker

This is part of the Winning By Design Blueprint Series in which we analyze and provide practical advice for SaaS sales organizations. In this blueprint, we’ll breakdown how to structure your SaaS metrics, and measure the right data for your business.

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9 Ways to Crush Your Sales Goals in 2018/Infographic

Pointclear

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up. Their new infographic is an interesting and timely read—highlighting what differentiates top performing sales organizations. For example, the ones that win consistently share key characteristics, like driving value (81%) for their prospects, listening to buyers (75%), and understanding prospects’ needs (73%).

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 Ultimate Guide to Writing LinkedIn InMails That Get Results (With Examples)

Hubspot Sales

What if you tripled your typical email response rate? People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail?

How to Hire a Great Sales Hunter

The Center for Sales Strategy

Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for. We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter. Great question! So good, in fact, I thought I’d share my response with you.

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Why Do People Make So Many Lead Generation Mistakes?

No More Cold Calling

Doing more means selling less. Wondering how to generate leads—not just smoke-and-mirror leads, but only qualified leads? Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern.

Sales Travel Lessons – November 2017

Sell More and Work Less

This year has been the year of international travel for me. As I write this I’m on my last overseas trip for the year, kicking off a new project in France.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

6 B2B Sales Trends to Watch in 2018

Vainu

This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. In the past, we have accurately predicted the rise of sales automation , artificial intelligence and several other things. There are also trends that we have missed and predictions that didn't quite happen (yet?). Most sales organizations still have their hands full dealing with previous trends, but we're still very excited to announce our six new trend predictions.

Happy Thanksgiving from All of Us at The Center for Sales Strategy!

The Center for Sales Strategy

Today is Thanksgiving Day in the U.S. and we're reflecting on the good things in our lives and enjoying time with family and friends

The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

Winners make things happen. Losers make excuses. Regardless of the field, this time-tested principle consistently rings true. In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Yes, competition is almost always brutal. Yes, some of your product features suck.

Proving Math Works, Flawed Coaching Arguments

Partners in Excellence

There seem to be no end of articles on who and how managers should invest their time in coaching. Recently, I read another, with lots of people piling on with their opinions and proving it with numbers. As is usual, most of these discussions that prove little more than math works.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Know The Prospective Buyer

MTD Sales Training

Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. These tips, of course, are not concrete rules that apply to every personality and every situation.

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Why A-Player CMO’s Exercise Extreme Ownership

Sales Benchmark Index

Article Marketing Strategy b2b marketing Marketing Contribution Revenue marketing strategy

Making the Business Case to Eliminate Lead Gen Forms in Your ABS/ABM Strategy

Sales Hacker

There’s no denying how influential account based sales and marketing have become over the past few years. Today, more than 70% of companies are doing some form of ABM or account-based selling.

Weaving Social Into Traditional Selling

Adaptive Business Services

For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I abhor change. I thrive in a system of perfect order, rules, and predictability.

Sales Training Playbook by Lessonl

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

The 9 Best Sales Tools for Small Businesses

Hubspot Sales

What Are the Best Sales Tools for Small Businesses? Documents tool. Inventory and order management software. Invoicing software. Survey tool. Personalized video creation and analytics app. LinkedIn Premium. Meetings app. Email management tool.

Pro Tips on Scaling an Enterprise Sales Organization

Openview

Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing.

Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox

Sales Hacker

Email is one of the bigger mysteries of business. It’s one of the main means of communication for companies – every company has email. For sales reps, it is a key channel to get first appointments and share documentation or contracts. For many, email is essential to succeed.

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What you think you know about the buyer's journey is wrong

Membrain

These days, there’s a lot of talk about the “buyer’s journey.” We’re all supposed to be mapping it so that we can align our marketing and sales with it. Supposedly this is going to make us exponentially more effective. Sales Management

The Art of Social Selling -- Summarized by getAbstract

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

Your Digital Reputation Gets You In The Boardroom

SalesforLife

Recently, my VP Sales, Brian Lipp and I flew into Manhattan for a meeting with a global company that brought their CSO, CMO and Enablement teams all to the same boardroom. As Brian and I put down our bags to start setting up for the meeting, the Chief Sales Officer said energetically, “I was checking you out online Jamie and I see you’re connected to Steve Richards from XYZ. I’ve reached out to him to understand more about how you’re connected.”. Sales Sales Leadership

7 Holiday Email Templates for Salespeople

Hubspot Sales

‘Tis the season for sugar plums and stalled deals. You release emails into a void darker than Black Friday, and the only thing you’re collecting is OOO auto-replies.

Sales Motivation Video: Can I Prospect at the End of the Year?

The Sales Hunter

Now is a great time to prospect and create relationships that will pay off with great opportunities in the new year. NOW is the ideal time to speed up, not slow down, in your prospecting efforts. Check out the video to see what I mean: A coach can help you excel in your sales […]. Blog Prospecting Sales Motivation motivation prospect prospecting sales sales motivation

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Wash, Fold, and Digital Marketing

The Center for Sales Strategy

Everyone is selling digital marketing today. Everyone says they are an expert in digital advertising. From pure digital agencies to traditional media, from digital publishers to full-service advertising agencies, everyone is pushing digital marketing. I'm honestly shocked that when I drop off my laundry that my dry cleaner doesn't offer me an awesome new digital marketing package. So, not everyone is selling digital, but it does feel that way.

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.