Tue.Jan 15, 2019

Remember me? I'm the salesman like all the others.

Jeffrey Gitomer

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh.

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Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

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37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

More Trending

SBI’s October 2018 CSO Newsletter

Sales Benchmark Index

New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% in 2018. Read this article to dive deeper into the various categories of. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Would you like to buy some Girl Scout Cookies? I did!

Jeffrey Gitomer

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime.

SBI’s September 2018 Product Officer Newsletter

Sales Benchmark Index

Taking a New Product to Market Christopher Bray, the Senior Vice President and GM for Cylance, details how to take a new product to market… What Successful Product Leaders Do to Boost Profits Follow the three steps in this article to create. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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Starting With A Blank Sheet Of Paper

Partners in Excellence

I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform.

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.

Always Be Helping > Always Be Closing

The Center for Sales Strategy

It's not out of character to hear a sales manager say, 'ABC: Always Be Closing.' Or to have a salesperson live out that phrase daily. But in reality, to close more business, you must sell less and help more. sales process sales cycle sales strategy

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics

Smart Selling Tools

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics.

Why Enablement Is Not Enough: Enter Empowerment


When it comes to helping revenue teams, the term “enablement” usually comes to mind. Enabling a sales or support team to work better sounds great.

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Multiply Your Sales Coaching Efforts with Modern Learning


At a global contact lens provider, the sales training team recently overcame an all-too-common challenge: doing more with less. Charged with the training and long-term development of 150 medical device salespeople across the U.S.

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.

Don’t Hire (Only) People Like You

Leading Results Rambings

Scientific research suggests that when hiring employees, managers look for the baseline of technical skills first – but really want people they can bond with and feel good around.

A Conversation With Scott Leese: How to Weather the ‘Ups and Downs’ of Sales While Building Your Career


Scott Leese, SVP Sales, Qualia. As anyone in sales knows, the disparity between the good days and bad days can quickly eat away at your resolve until it seems like you’re hanging on by a thread.

Are You Beginning to Make Progress?

Smooth Sale

Attract the Right Job or Clientele: By December, we eagerly look forward to celebrating the end of one year and are mentally onto the next. Resolutions are made, and we are excited about executing a new plan. But what sometimes unfolds reveals a brand new story. My Story.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps


“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If If they don’t, then there’s a lot of revenue being left on the table. Each team has insights that are integral to the success of the other.”.

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.

How Salespeople Can Make Videos Quickly and Easily for Social

Hyper-Connected Selling

When I’m speaking to sales teams on the power of sharing content online, one of the most common responses I get is: “How am I going to find the time!”

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The Trojan Horse

Selling Energy

When it comes to proposing energy changes, it may seem overwhelming to your prospects. They may perceive it as a hassle-filled process with paperwork and government interference, or something that has little value to them.

Avoiding Cancellations: How to Handle Your Buyer’s Remorse – Part 1

Jeff Shore

By Amy O’Connor. There are two positives to keep in mind about buyer’s remorse: One, it is predictable, and two, it’s a normal part of the buyer’s journey.

What are the differences between live and recorded sales call coaching?


Like many things in life, the answer is “it depends.” Live or recorded sales calls are both a critical component of sales coaching. With inside sales teams becoming more prevalent, it’s no wonder that coaching […]. The post What are the differences between live and recorded sales call coaching? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Coaching Call Barging call recording Coaching sales coaching

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.

How Safe is Your Job in 2019?

Shari Levitin

As the battle rages on between robots and human capital, many sales professionals are asking themselves the question, “Am I replaceable?” It’s a valid concern. The post How Safe is Your Job in 2019? appeared first on SHARI LEVITIN. Keys to Success Selling Techniques

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3 Free Tools To Help Your Images Pop

Fill the Funnel

3 Free Tools To Help Your Images Pop Images, graphics, photos, and videos are all powerful tools to get your message noticed. Social media has put more demands than ever before to be able to create and share images in your online activities. The challenge is that the pro-level tools like Photoshop are time-consuming to […]. The post 3 Free Tools To Help Your Images Pop appeared first on Fill the Funnel. Marketing Sales Web Tools background editor Images photo editor resize

Building Your Brand of Gold: 6 Step Process


There is a lot of conversation circulating about building your personal brand.

Kajabi Review: The Best All-In-One Online Course Platform

Sell Courses Online

The post Kajabi Review: The Best All-In-One Online Course Platform appeared first on Sell Courses Online. Kajabi is one of the most popular online course platforms in the market today and you probably would have heard of it. It is pretty different from a typical online course platform.

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.

Hard Selling? Not Any More


In this our next in this series on the biggest mistakes you can make today in B2B sales, we’re going to talk about hard selling—you know, that pushy, insistent, “wear-‘em-down-till-they-buy” approach from years gone by. Or, rather, we’re not going to talk about it. For in today’s sales world, it doesn’t work at all. Today it’s soft skills that are more important than ever, and becoming increasingly so as time goes by.

What Are the Five Stages of B2B Sales Transformation?


You might have seen television commercials for a coffee creamer called “International Delight.” At the end of each one, the actor looks into the camera and says, “I expect to be delighted.” While the ads are quirky, the final line is very accurate in terms of what buyers — and not just coffee creamer fans — want today. Today, buyers have expect great, seamless, relevant, and personalized experiences whether they’re doing research on their own or have engaged with a salesperson.

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Five Questions to Ask Your Sales Team to Improve Marketing’s Contribution to Sales Pipeline


“An exceptional company is the one that gets all the little details right. And the people out on the front line, they know when things are not going right, and they know when things need to be improved.