2018

The Real Competition

Bernadette McClelland

We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’.

The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment.

Strategy Is Sexy, Execution is Boring

Steven Rosen

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.

Who Are We Fooling?

The Pipeline

By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The Sales Letter Will Work if You Get it Write.

Jeffrey Gitomer

How important is a sales letter/email? Presentation Skills

Sales 291

Examples of How Salespeople Lose Credibility with Their Prospects

Understanding the Sales Force

You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you're going to read about trust and credibility.

More Trending

The Why?

John Barrows

I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. When done wrong, it’s the worst.

Creating Value in Sales When Selling to the C-Suite

Connect2Sell

As a sales coach and guest on sales podcasts, I get asked a lot of questions about selling to the folks in the C-Suite. Here are some of the questions I hear most frequently.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Rolls eyes.]

Two Killer Questions to Open & Close a Sale

Inside Sales Training

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Why These Noticeable Details Will Lead You To Greater Success

Bernadette McClelland

We’ve more than likely had people in our lives offer us advice or have given feedback that sticks in our mind. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message.

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Sell Slower

Sales and Marketing Management

Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities.

Buyer 381

Let’s discuss the Energy Star Multifamily High-Rise Program

Increase Sales

In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

Energy 275

Selling Above The Crowd

The Pipeline

By Tibor Shanto. A few weeks back I wrote about the state of sales from a broader and collective perspective , spoiler alert: we have issues.

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.

Did You Set the Right Sales Quotas?

Sales Benchmark Index

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas.

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Where Can You Find the Best Salespeople?

Understanding the Sales Force

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right?

Hotels 251

If the Whole Company Supported Revenue Generation

Score More Sales

If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?

Looking For Your First Job? Consider A Job In Sales

John Barrows

Lately I’ve seen lots of graduates on LinkedIn and I’d like to say “Congratulations” to everyone moving on to the next chapter of your life journey. The good news is you’ve made it. The bad news is these upcoming chapters are what actually matter. What job will you land?

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Fine Dining Serves Up a Great Example of Positive Sales Technique

Connect2Sell

Next time you’re enjoying a relaxing meal in a fine dining restaurant, observe these six sales lessons in positive sales technique that will help you get follow-up business from your customers, too. sales and service sales tricks

Confusing Customer Service Delivery with Customer Experience Delivery?

Babette Ten Haken

Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles.

One Powerful Way to Learn More About a Prospect

Inside Sales Training

Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter.

How A Seagull Changed My Career and Taught Me Twelve Home Truths

Bernadette McClelland

The year was 1986. I had not long gone through a divorce that was quite harrowing and confusing.

Jigsaw 330

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules.

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

Sales and marketing event season just ended. If you weren’t overwhelmed with the number of technology choices out there, you didn’t go to the same events I did!

A Means to an End

The Pipeline

By Tibor Shanto. One of the most stressful moments for most salespeople comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect.

Why Your Sales Talent Program is Failing

Sales Benchmark Index

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

How does your team work when no one is looking? For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda.

World Series MVP Has Lessons for Sales

Score More Sales

Years ago, our company name was intentionally changed to Score More Sales because of the great analogies between professional, collegiate, Olympic sports and professional selling. sales leadership profession of sales

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Our Dreamforce 2018 Recap

John Barrows

With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In no particular order, here are our top takeaways from Dreamforce 18. The power of voice.

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.