Sat.Apr 22, 2017 - Fri.Apr 28, 2017

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Sales: 5 Essentials for a VERY Productive Day


Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day. No strategy and discipline = low productivity. These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others.

Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended.

Where to Begin to Increase Sales, Your Next Step

Increase Sales

Most sales managers to salespeople want to increase sales. More sales equals more money and far less stress. Yet to consistently achieve this ongoing sales goal requires a commitment to a process. After taking that initial first step to assess, then this provides a foundation for the next step – Clarify. If you missed the first step, read this posting Where to Begin to Increase Sales. Unfortunately again many in sales jump into the third step of execution.

Professional Defining Moments catalyze Your Professional Success

Babette Ten Haken

Consider the untapped value of professional defining moments. The majority of us define ourselves by current job title, professional certifications or level of education. Those attributes are What We Do. At least for the time being. Until our next career move.

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Sales Training Playbook by Lessonl

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

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Is Your Sales Enablement Making a Difference?

Sales Benchmark Index

Article Sales Strategy coaching sales reps sales coaching sales coaching scorecard sales enablement sales manager sales process

Upcoming #SalesChats › 9am, 3rd May 2017


Today, it can be hard work to even get the opportunity to make a sales presentation. When you actually get to that point, you need to bring your best game–every time. That presentation needs to be killer.

If It’S Hit the Fan, Managers Aren’t Coaching but Are Losing Sales

Keith Rosen

Every manager has resolved a problem or closed a deal for someone, just to save the day. While they love you for doing this, it also comes at a great cost.

Four Long Term Productivity Strategies: The Positive Side of Performance Improvement

The Productivity Pro

“Don’t lower your expectations to meet your performance. Raise your level of performance to meet your expectations.” ” —Ralph Marston, American writer and motivational speaker.

The Art of Social Selling -- Summarized by getAbstract

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

Build a Championship Customer Success Team

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

Where Did the Keenan Red Plaid Come From?

A Sales Guy

Straight Keenan 2 is up and in it, I go to Topo Summit 2017 in San Francisco, I kick off The Real Deal of Sales and I answer the burning question, where did the Keenan red plaid shirts (Yes there are more than 1) come from? Hint: You can thank Jill Konrath.

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Sales Motivation Video: Make Your First Two Calls Follow-Up Calls

The Sales Hunter

Get started quickly Monday morning by making your first two calls to people you promised you would get back to. You will impress them with these call backs first thing Monday morning. You have to build techniques that get you in a groove and build good momentum for your week.

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Selling Ideas to Colleagues

Sharon Drew Morgan

You’ve got a great idea, but need your colleagues – your boss, your teammates, your partners – to approve and help develop the implementation. You put together a great deck that makes your case professionally, rationally, and clearly.

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.

For Your Next Lead Generation Campaign, Give Them an Offer They Can’t Refuse.

Sales Benchmark Index

Article Marketing Strategy b2b marketing campaign offer campaign planning godfather offer marketing campaign offer offer design offer development

Doing Less With More!

Partners in Excellence

It’s become trite to say “sales has changed more in the past 5 years than in all preceding history.” ” Indulge me with leveraging this trite phrase.

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Bragging Rights

The Sales Blog

No one likes a braggart. But you don’t have to brag. You just have to do something that earns you bragging rights. What big, worthwhile accomplishment did you get done today that is worth bragging about? What massive action did you take that generated some brag-worthy outcome?

You’re Not Willing To Be That Weirdo.

Dan Waldschmidt

Hitting a golf ball correctly takes years of practice. Center yourself over the ball. Start with your arms straight and bend a little at the waste. Rotate the club backwards in an arc up towards your shoulder while twisting the hips to follow suit. Drive the clubhead through the ball like a hockey slapshot with your hips, arms, and shoulders. Finish with the club on your opposite shoulder.

Successful Selling

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

Corporate Strategy: Drive the Right Focus on Revenue Growth

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy enterprise value growth strategies growth strategy president

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The Sales Leader’s Problem Solver with Suzanne Paling

Igniting Sales Transformation

Every year, strong salespeople get promoted to sales leadership positions, receive little or no training, and then just be expected to do their job. They put in long hours, trying to figure out what to do.

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Email Is A Series of Commitments Made For You

The Sales Blog

Last week at the OutBound Conference , I asked the audience of 400 people how many had emailed me directly. Something like 30 percent of the audience raised their hands. I asked them to raise their hands again if I had emailed them back, and the same hands went up.

Why You Have To Love What You Do.

Dan Waldschmidt

To be successful you have to love what you do. That’s not optional. It’s mandatory. If you want to win you have to wake up each day deeply passionate about taking steps closer to where you want to be. Progress is a grind. Daily. You are going to have to do things that you don’t love to do. Things that make you feel uncomfortable. Things that are hard. Things at which you are guaranteed to fail the first few times you try them. Which is where your love makes the difference.

The B2B Marketer’s Holy Grail for Customer Marketing

Sales Benchmark Index

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

“Fixing The Compensation Problem….”

Partners in Excellence

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.” ” At this point in the conversation, there is an uncomfortable back and forth: Me: “Why do you think your compensation structure is the problem in achieving your numbers?”

4 Powerful Forces That Drive B2B Purchasing Behavior

Sales and Marketing

Author: Andrea Hill, manager of innovation strategy, ReadyTalk It’s happened to all of us in sales and marketing. You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. Confused, you check out their site. It’s a niche product, not nearly as full-featured as your product. How could the customer want that when you offer so much more? Or even worse, they decide not to purchase at all and the lead runs cold.

You Need A Coach.

Dan Waldschmidt

There’s somebody out there who has already done it before. It doesn’t matter what your goal is or what you would like to improve, there’s somebody out there with a lot more experience than you who is willing to help you get to where you want to be. Your mission is to find them, pay them, and do exactly what they tell you to do. In other words, you need more coaching in your life. That’s a lesson all high performers have learned.

How to Get More Revenue from Channel Partners

Sales Benchmark Index

Article Sales Strategy b2b sales b2b sales leader channel optimization channels sales

Do You Deserve Your Client’s Loyalty?

The Sales Blog

If you left your company would your clients come with you? Or would they continue to do business with your company? If your clients had to go through the trouble of changing partners to retain you, would it be worth the time and the trouble to switch just to keep you? Would they believe the switching costs are too high to recoup by moving with you to your new company?

VerticalResponse named a Top 3 email marketing solution

Vertical Response

We know it’s not polite to brag, but today we have good reason to pat ourselves on the back. We’re excited to announce VerticalResponse has been named one of the Top 3 most popular email marketing solutions. You like us, you really like us! And the feeling is mutual — everyone here at VR headquarters is honored to have so many great customers.

Open Your Mind to Close More Sales

The Sales Heretic

The single biggest obstacle to closing the sale isn’t your price, your competition or your prospect. It’s you. Specifically, it’s your subconscious beliefs and fears about closing.

How Sales Supports a New Product Launch

Sales Benchmark Index

Article Corporate Strategy Product Strategy Sales Strategy New Product Launch Product Launch sales specialist sales support specialist

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway. When false assumptions are the basis for business decisions, the fallout can be sudden and steep.