2017

Trending Sources

How to Make B2B Data an ROI Catalyst

Sales and Marketing

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth.

ROI 20

7 Things Salespeople Do to Stand Out

Pipeliner

It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players.

How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Understanding the Sales Force

Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science.

Data 117
Data Sales 117

Time Management Is the Greatest Oxymoron

Increase Sales

Have you ever attended a time management training event or read a book on time management? You do realize of course this concept of managing time is an oxymoron and probably the greatest oxymoron we humans have. Credit www.pixabay.com.

Course 121

Sales Training Playbook by Lessonl

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

More Trending

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste?

Four Ways to Intensify Your Focus: Maximizing the Value of the Time You Have

The Productivity Pro

. “ You will never reach your destination if you stop and throw stones at every dog that barks.” ” —Winston Churchill, British statesman. One of the characteristics of high achievers is their intensity of focus.

3 Steps to Mastering the Art of Focus

Steven Rosen

Success Starts with Mastering Focus. Are you determined to make 2017 the year you will have breakthrough results? In my previous video, I talked about FOCUS being the key factor for success.

Sales and Sales Management Scorecards – How Can They Drive Sales Growth? Pt.1

Anthony Cole Training

SCORECARDS DO NOT DRIVE SALES GROWTH. sales performance coaching predictable sales growth how to hit goals in sales salesforce evaluation

The Art of Social Selling -- Summarized by getAbstract

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

16 Tested and Proven Ways to Grow Your Email Subscribers

Fill the Funnel

Grow your email subscribers is one of the most effective marketing recommendations anyone can give. A list of engaged subscribers is one of the most effective and reliable marketing resources. A good list so valuable that it can’t be bought.

Funnel 124

How a sales leader can develop a remarkable team

Pipeliner

How well an organization performs is not governed by the quality of talent at the extremes of the bell curve. Individual superstars will always make a noticeable contribution; ineffective employees will always drag results down.

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

Data 112

How One Word Can Change Your Sales Results

Increase Sales

Sometimes those in sales look for complex solutions to improve sales results. I realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer.

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.

Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon my upcoming vacation next week it could lend more credibility.

New business from existing business is smart business

Sales Training Connection

Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Article Corporate Strategy Sales Strategy "A-Player

Sales 104

Reasons Cold Calling Is No Good for Account-Based Sellers

No More Cold Calling

Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls.

Successful Selling

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

Three Myths to Ignore About Millennial Colleagues: Stop Blinding Yourself with Sound Bites

The Productivity Pro

“Millennials don’t just want to read the news anymore. They want to know what they can do about it.” ” – Ian Somerhalder, Actor and entrepreneur. You’ve probably heard some negative press about Millennials, the current generation taking the workforce by storm.

Top Sales Performers Who Behave Badly

Steven Rosen

Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. Less talented teams who have great chemistry and are committed to doing whatever it takes to win usually come out on top.

4 Steps to Create Client Advocates

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. exceeding customer expectations creating advocates solving sales issues

The Role of Creativity in the Life of a Product Manager

Mukesh Gupta

The Role of Creativity in the Life of a Product Manager by Mukesh Gupta.

Why Your Prospecting Strategy Is Failing

Pipeliner

4 Innovative Strategies To Prospect Like a Pro. Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. . Most sales people hate to prospect. I get it, prospecting is not exactly the most exciting part of the sales job.

Which Salespeople are Easier to Train - Millennials or Veteran Salespeople?

Understanding the Sales Force

We brought home a puppy and we had him completely housebroken in 4 days. He's really smart and we've done this before, a combination that makes it nearly impossible to screw up.

The Spraying and Praying of Social Selling

Increase Sales

As part of my overall social selling efforts, I regularly ask those who wish to connect with me on LinkedIn what prompted their LinkedIn invitations.

New LinkedIn Cheat Sheet

Fill the Funnel

By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. I think you will find the LinkedIn cheat sheet below to be helpful.

The Perfect Close

Your Sales Management Guru

The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

Why the Deal Went Dark

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Buyer 101

How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition.

Managing UP: Four Things Never to Do

The Productivity Pro

“ One who controls others is masterful, but one who has mastered himself is mightier still.” ” – Lao-Tzu, Ancient Chinese philosopher. I’m a firm believer in managing up, the process of striving to learn and meet your manager’s needs without he or she even having to ask.

Study 82

What Awesome Sales Leaders Are Doing to Lead Their Team to Succeed

Steven Rosen

Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success.

Growing a Successful Sales Team – What Are Your Cultural Requirements?

Anthony Cole Training

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s).