Sat.Apr 06, 2019 - Fri.Apr 12, 2019

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How Do I Get a Promotion to Sales Manager?

Connect2Sell

You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager.

Promotion 292
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Change the Conversation: 5 Sales Pitching Lessons from Mad Men

Guru

I wouldn’t advocate taking many lessons from the notoriously toxic characters of Mad Men , but there is one exception: pitching. Don Draper was a man who knew how to give a sales pitch; and while he and his clients were but fictional characters, there are five main practices that real-world sales reps can borrow from the show to hone their own pitching habits.

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Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

Closing 264
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How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month. I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion.

Closing 161
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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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Leaders Without Moral Courage Let Their Employees Down

No More Cold Calling

Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.

More Trending

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Why CMOs Need to Resist the Onslaught of the Trivial

SBI Growth

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.

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Is There A Place For Anger In Management?

Sales and Marketing Management

Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks. We’re often more creative when we’re angry, because our outrage helps us see solutions we’ve overlooked,” he writes.

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7 Rules of the (Prospecting) Road

Anthony Cole Training

There are a certain number of rules that must be followed when it comes to prospecting in sales.

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Shifting Prospecting Habits

The Pipeline

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking. This is the best time to revisit core skills, especially prospecting. The next few posts I will be sharing five simple things you can do today and every day to ensure that you are optimizing your time, prospecting, and your overall sales r

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Enterprise ABM Marketing Tools: A Marketers Guide

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

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A Sales Leader’s Ascent to CEO

SBI Growth

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.

Software 238
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What Is Active Listening And How Can We Improve It?

MTD Sales Training

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously. Active listening can be defined as ‘the concept of listening that keeps you engaged in a conversation in a positive way’.

Exercises 224
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Are You Taking Care of This Person Well Enough?

The Sales Heretic

Whether you’re a salesperson, leader, or business owner, you have a lot of people you need to take care of: customers, support staff, family, and more. But there’s one person who needs your time and attention more than any other. YOU. Because if you don’t take good enough care of yourself, you can’t take care [.].

Customer 212
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7 Important Sales Skills All B2B Recruiters Need

Zoominfo

As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. But, like consumers, candidates aren’t always immediately interested in what you have to offer. As all good recruiters know, there’s a certain amount of selling that must take place to secure a quality candidate. In fact, research has shown recruiters with superior sales skills are consistently top performers in their field.

B2B 185
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Build a Growth Transformation Office (GTO) in Your Company to Drive Change for Topline Improvements

SBI Growth

Value of the GTO. Every great team has a leader on the court that directs their teammates and acts as an extension of the coach. Think of a great point guard holding up 3 fingers to signal the play that.

Company 191
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Getting Culture Right: Five Lessons for Merger Success in the Sales Department

Sales and Marketing Management

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. A sort of panic set in: this meant merging two sales teams that had been accustomed to going head to head. This situation presented a challenge precisely because each team was so effective – and not surprisingly, so competitive.

Hiring 176
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The Ultimate Guide to Formal Emails

Hubspot Sales

Formal Email. A formal email is used when conducting business with a new associate or executive, sending a professional inquiry, or corresponding about a job. Best practices include using a formal greeting like, " Dear [Name], " closing with, " Sincerely, " and keeping the subject line short and descriptive. You know you’re writing a formal email if … you have to pause and wonder, "Is this too casual?

Hubspot 133
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The 8 best CRMs for marketing teams

Nutshell

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need.

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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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Aligning Your Sales Team to Your Pricing Strategy

SBI Growth

Strategy 185
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CEOs Would Be PISSED OFF If They Knew This Secret!

Membrain

I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all.

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The Easiest Way to Get Referrals | Sales Strategies

Engage Selling

?????????????The number one question I get from sales leaders: how do I get my sellers to ask for more referrals?

Referrals 115
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How to Get Better Performance Out of Your Sales Team

Alice Heiman

How do you get better performance from your sales team? . Pause, Reflect, Refine, Advance . Better Performance. I hear the same thing from sales leaders over and over. “ I want my team to perform better. ” . You want them to hit their quotas and even exceed them. But they aren’t. . So why aren’t they hitting their goals? The reasons may be different for each salesperson, but the bigger problem is they don’t know why and you may not either. .

How To 115
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The Resurgence of Direct Mail as a Growth Marketing Strategy

Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

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SBI’s March 2019 Pricing Newsletter

SBI Growth

Winning Pricing Strategies for a Mature Business Have you tried multiple times to roll out price increases, only to find single-digit execution rates? Do leaders and sales reps justify the lack of adoption of pricing changes to fear their clients will.

Strategy 174
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Finally a Rule to Improve Sales Velocity

Women Sales Pros

The 48-Hour Rule Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will this person’s sense of urgency match my timeframes?

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A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works

SalesProInsider

Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

Lead Gen 113
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16 Negotiation Tactics Buyers Use (and How to Respond)

RAIN Group

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. The reason for its rise? AI increases teams’ productivity by predicting and automating actions that require manual effort. In other words, the research that takes reps hours, AI can do in seconds. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data.