Partners in Excellence
JANUARY 1, 2019
Sales is about the only profession, where each fiscal year, we have the opportunity to start at zero. What we have done in the past year, good or bad, is past. We all have a clean slate to start all over again. As we look at this clean slate, we have an opportunity. We can continue to do the same things we have always done, replaying past years over and over, probably producing similar results.
Bernadette McClelland
DECEMBER 31, 2018
If you’re wondering… then, yes, this is me getting my game face on and yes, I am wearing an authentic Super Bowl ring. My friend Jen Mueller is the sideline radio reporter for the Super Bowl Champion Seattle Seahawks, part of the Seattle Mariners television broadcast team and also the proud recipient of this classic piece of jewelery. She was officially recognised as an integral part of the team, clearly not for playing, but for a stack of little things like fronting up at all practi
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Guru
JANUARY 3, 2019
It’s officially a new year, which means that it’s time to set goals and tackle all the things you’ve been meaning to do since 2018. New year, new you, right? Whether your goals are personal or work-related, the first of the year feels like a good time to hit the reset button and double down on the things you’ve been wanting to accomplish.
Understanding the Sales Force
JANUARY 3, 2019
Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year. I’ve compiled a list of resolutions that all salespeople should make and follow.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
No More Cold Calling
JANUARY 3, 2019
What is 7427466391? Imagine if you saw this on a billboard along your commute route …. What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on? The curious solved the equation (answer: 7427466391.com) and went to the site, where they found another equation. The few who solved it learned the secret to the strange billboard.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
JANUARY 3, 2019
All businesses need to prove that their products are valuable; simply declaring it to customers will do little to grow the business. The window to prove your solution is worth the investment and is becoming increasingly brief. If there’s a.
Sales and Marketing Management
JANUARY 4, 2019
Author: Wendy Weiss, The Queen of Cold Calling™ I was recently working with a new client. His mission is to set up appointments on behalf of his manager. My new client was stressed and frustrated and having no success. He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections.
MTD Sales Training
JANUARY 2, 2019
We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? One way is by setting ourselves a BHAG!
Bernadette McClelland
JANUARY 3, 2019
Strategy is one of those words that, to a right brain creative like me, every now and then sends ‘this does not compute’ messages through the brain. Not dissimilar to a strategist hearing words such as ‘creativity’, I guess. With the definition of science being: ‘a systematically organised body of knowledge on a particular subject’, and Michael Porter’s definition of strategy in the Harvard Business Review, ‘the creation of a unique position involving a distinct set of activities’. then th
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
SBI Growth
DECEMBER 29, 2018
Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.
Sales and Marketing Management
JANUARY 2, 2019
Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. In our first article , we showed the powerful link between front-line sales manager effectiveness and top-line revenue performance.
DiscoverOrg Sales
JANUARY 2, 2019
“Big data” is very 2012. But big data has historically referred to gobs of behavioral data. Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level. As customers , we got used to the big-data treatment – fast.
Score More Sales
JANUARY 3, 2019
A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond. One of those points – “The New Era of Tech Hiring Will Be For Non-Tech Jobs” (which includes SALES) supports our point of view about NOW being the time for more women and people of color to consider a career in B2B sales.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
SBI Growth
JANUARY 1, 2019
Your buyers are behaving differently. Now more than ever, they have access to increasing amounts of intelligence and will scrutinize every aspect of your solution against your competitors. Recently, HBR identified 40 unique points of value that your buyers consider before.
No More Cold Calling
DECEMBER 30, 2018
Here’s what you might have missed this month from No More Cold Calling. It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a referral culture?”. I suppose this is the work I’ve always been doing, but I was reticent to use the term “culture.
MTD Sales Training
JANUARY 4, 2019
It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’. It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call. First, though, we have to understand that an objection isn’t always caused by the prospect trying to get you to lower your price or make you change your offer in some other way.
Mr. Inside Sales
DECEMBER 30, 2018
Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all. I’ve been goal setting for years, and while I (and the rest of the world) may get pumped up by all the wonderful things I’m going to accomplish and all the changes I’m going to make, what I’ve learned is that there is only so much time.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
SBI Growth
JANUARY 4, 2019
Technology has fundamentally changed the role of Marketing. What was once seen largely as an art, has increasingly become less about fancy pictures, and more about deploying revenue generating messaging to the masses. The rise of radio and television made.
Connect2Sell
JANUARY 2, 2019
In no particular order, these are my recommendations for the seven best sales books you don’t already have on your shelf. These are written for front-line sellers. You haven’t heard about them yet because they’re too new, self-published, or from first-time authors. Don’t let that stop you! Each of these is absolutely worth the read.
Anthony Cole Training
JANUARY 4, 2019
2018 was a great year here at ACTG and we are excited to wish you a Happy 2019! However, the new year can be a bit overwhelming, don't you think?
Hubspot Sales
JANUARY 4, 2019
Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. A "yes" or "no" hinges on far more than just the specific closing sentence or question.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
SBI Growth
JANUARY 2, 2019
3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount Learn three best practices for Finance to enable Sales to close year-end deals without the use of heavy discounting… Ways to Use Bundling to Drive up Your Average Sales.
Grant Cardone
JANUARY 4, 2019
You’re Mom Is Wrong. You know how your mom might tell you, “ I love you just the way you are “…? Be forewarned, nobody who is super close to you and in charge of protecting you, keeping you safe, and securing your environment is fit to give you advice about growing, expanding, or doing anything that might rock the boat of status quo.
Anthony Cole Training
JANUARY 3, 2019
Sales success starts with a resolution, but finishes with a revolution.
John Barrows
JANUARY 2, 2019
January can be a tough month. The holidays are past us, winter won’t end, and there is a good chance our quotas have gone up. For me, it’s my busiest time of the year, which is why I rely on goals to keep me on track. Without goals you get lost. I’m a shiny object guy, meaning I easily get distracted. It’s fun to try new things and test stuff out but without writing down goals, it’s way too easy to get off course.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Alice Heiman
JANUARY 2, 2019
Every sales leader is on a mission to hit or exceed their goals. So, why do so many fail? They’re missing crucial steps that will help them succeed. I have worked with hundreds of sales organizations over the years. They have allowed me to see what separates the sales winners from those who don’t make their goal. Below, discover how YOU can hit your sales goals.
Jeff Shore
JANUARY 3, 2019
By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy. All leaders set out with the best intentions. They all desire greatness.
Openview
JANUARY 2, 2019
The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities. Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group.
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