Sat.Feb 17, 2018 - Fri.Feb 23, 2018

SBI’s Top 10 SaaS Metrics

Sales Benchmark Index

The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun even if it is unclear what the metric is telling you or how to best leverage it. We often find that the.

Sales Tech Game Changers: How to Get Contracts Signed 21x Faster

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 Chris Heinrich , VP of Enterprise Sales for Adobe Sign.


Cold Email, Warm Leads: Where Does Good Data Come From?

DiscoverOrg Sales

Have you ever crafted an awesome email sequence … and watched in disappointment as less-than-awesome results rolled in? High email bounce rates are a campaign killer. We’ve all been there. We’ve bought lead lists and tested them.

Have a Daily Meetup With Your Sales Team

Score More Sales

A daily meetup might sound like another bad, regularly scheduled meeting only this one is quite possibly the best meeting of the day. We’ve talked about them before – sometimes I call them Powwows – other times huddles. B2B sales leadership


Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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9 Secret Elements of Highly Effective Sales Conversations


Editor’s Note: This article first appeared on the blog here. What makes your top-performing reps so good at selling? Maybe you assume they’re just naturally talented.

What's a CEO's Role in Digital Transformation?


With a mecca of digital and social selling tools available to modern sales organizations, many companies are in the midst of a digital transformation.

If Prospecting Is The Toughest Part Of Selling, Why Do We Put Our Least Experienced People In Those Roles?

Partners in Excellence

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Our customers overwhelmed with just doing their jobs.

18 Professional Voicemail Greetings to Help You Record the Perfect One

Hubspot Sales

I have a confession to make: I haven’t recorded a new voicemail greeting since 2014. In the past four years, I (hopefully) have become more articulate, poised, and self-assured.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

The Must-Know Keys to Any Great Case Study Presentation

Marc Wayshak

The case study presentation is everything, while feature and benefits presentations are old-school. In this video, discover the must-know keys to any great case study presentation—so you can start to dominate the competition. Check it out now!

3 Ways confining Customers boxes you in from discovering Unmet Needs

Babette Ten Haken

Are you unintentionally confining customers to thinking inside your organization’s box? In reality, they may not want or need your current product or service mix. Yet you persist in trying to convince them of the validity of your product or service offerings.

Amazing New Study on Buyer Behavior


The RAIN group has just released a powerful new white paper on a subject near and dear to all sales hearts: prospecting. The study detailed in this white paper set out to find: What is it like for buyers to be sold to every day? Do buyers truly give people meetings that they’ve never met before?


Wanna get lucky? Wanna make more sales in less time? Then I seriously want you to meet someone….

Bernadette McClelland

If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her.

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.

Salesforce Interview: How to Make Top Salespeople Great Managers

Keith Rosen

Ever promote a great salesperson into a management position, only to watch them struggle with managing, developing & coaching their team? To solve this age-old, universal conundrum, here’s how to prepare your future managers for their next position. Sales training isn’t the answer.

Sales Lessons from Week 1 of The Olympics

Sell More and Work Less

The winter Olympics are in full swing and I’ll be the first to admit I’m a junkie! I just love competition featuring the best of the best worldwide. Of course, there are always lessons to be learned for us as … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships Client Success closing closing sales Colleen Francis customer loyalty Customer Service Engage Selling Engage Selling Solutions Lead Up!


The Awful Nickname that Worked


We have probably all been called various nicknames throughout our lives. I’ve certainly had plenty myself. At five years old my hair was extremely short, and my Dad nicknamed me “bur head.” If it came from my Dad, I was okay with it. In high school I was called “Broadway.”

Stop The Sales Leadership World, I Need To Get Off!

Bernadette McClelland

We’ve seen United Airlines as front page news a while back because a staff member dragged a man screaming from his seat.

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.

Does Employee Engagement Translate to Hard Dollars?

The Center for Sales Strategy

There has been considerable talk over the years about so-called soft measures, like employee engagement, which begs the question, is this a nice-to-have element or a must-have element? I doubt any executive would say he or she doesn’t really care about employee engagement, but when you examine the time and money spent on establishing such an outcome, it would appear most companies and most managers don’t devote enough. sales strategy Talent


Sales Tips: 3 Ways to Handle Objections

Customer Centric Selling

Sales Tips: 3 Ways to Minimize Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales Training sales tips selling tips sales training workshop sales training workshops sales process sales methodology sales training company improve sales performance sales training success sales approach sales training approach selling process sales technique sales tip selling technique sales performance selling approach

Sales: Know Your Opportunity Cost!


Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. It is applicable equally on the higher level of entrepreneurship as well as at the level of the sales force—which of course includes sales reps and sales management. Alice and the Opportunity Cost.


“….Must Have Previous SaaS Sales Experience”

Partners in Excellence

I was speaking to a colleague the other day, he was looking for a job. He was a very successful salesperson, unhappy in his current role. He commented, “What’s all of this stuff about ‘SaaS?’ ’ All the jobs require SaaS sales experience.” ” It is puzzling how “SaaS” or “XaaS” seems to have a disproportionate mindshare in the sales world these days.

Account-Based Marketing: A Practical Guide

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

The Secret to Finding Your Next Sales Superstar

The Center for Sales Strategy

Superstar salespeople have a unique combination of talents that lead to excellence, and this combination of talents is very rare. It can be tough to find the people with all of the right "stuff" who have the potential for greatness. hiring salespeople Talent salespeople

How Vainu Helps You Use BANT to Qualify Sales Prospects


The qualifying acronym BANT (Budget, Authority, Need, and Timing) that IBM revolutionized sales with over ten years ago has fallen out of favor recently. A significant number of critics argue that BANT's time of greatness has passed as customers now have access to a never-ending amount of information online and often have thought about possible solutions to their problem(s) even before their first interaction with you as a salesperson. Prospect Qualification

Customer Service Makes Sales Amazing


Exceptional salespeople recognize that they have dependencies and that their success depends on the performance of others in the delivery chain, particularly customer service. But in my experience engaging the frontline service team as a regular source of customer and market information doesn’t occur often enough and is not seen as a particularly high sales priority. Frontline service people receive information on these five subjects that are vital to effective long term sales performance.

Why Fear Is Holding Back Your Sales Performance and Your Gut is the Answer

Sales and Marketing

Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. Maybe the timing isn't right or they're too senior. Shoulda, woulda, coulda, becomes didn't. Yes, I'm human. But to transcend, I use fear as a guide that points me to what I should do next. Repetition is the mother of skill, but it also gives us another profound gift which is the development of 'gut instinct.' Trust your gut.

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.

Why Sales Enablement Can Prevent Success


Late last year I attended a presentation from Brent Adamson , Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He spoke on sales enablement. something that everyone needs to own within the enterprise