Veloxy
MAY 25, 2021
If there’s one universal truth that resonates throughout every single company, it’s that cash is king for your sales team. Inside and outside sales reps are not only paid on commission, hefty bonuses and kickbacks also motivate them to work even harder. I mean, c’mon, you’ve seen all the movies right? Some of the leading salesmen in the US are literally swimming in money.
STAR Results
MAY 31, 2021
Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.
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Anthony Cole Training
MAY 21, 2021
We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer.
A Sales Guy
MAY 7, 2021
As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Our 3rd book recommendation? Quiet!! To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been shelved together, until now.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Partners in Excellence
MAY 6, 2021
My friend, Tibor Shanto , and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels.
Membrain
MAY 30, 2021
Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
STAR Results
MAY 15, 2021
Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies provide their sales managers in terms of skill development.
Anthony Cole Training
MAY 27, 2021
Keeping your good habits “habitual” is dependent upon your level of commitment to your goals. If you are truly committed and willing to sacrifice immediate gratification for the long-term good, then good habits stick. But how do you correct your behavior and become more habitual? Here are our 5 steps to creating better sales habits.
Force Management
MAY 5, 2021
I often have the conversation on “balancing long- and short-term sales goals” with sales leaders. Finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. So the question becomes, “How do you handle the pressure of the quarter while ensuring achievement of the long-term goals for your sales organization?”.
Partners in Excellence
MAY 26, 2021
When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. It’s an internal view, primarily focused on internal objectives and goals. We may be trying to hit certain spend/budget goals.
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.
Membrain
MAY 5, 2021
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.
Veloxy
MAY 4, 2021
Once upon a time, a clever sales rep sent out a nicely crafted email to dozens of prospects. Then, he had to wait without any way of knowing whether the emails were opened, forwarded, or simply thrown in the spam folder. For during those old, dark days, there was no email tracking. Fortunately for us, salespeople are now equipped with advanced email tracking.
Engage Selling
MAY 7, 2021
When it comes to sales success, consistency is key! There is no magic formula for creating sales results. Each individual is unique, as is each organization, product, and consumer. We live in a world of distractions. One blog post might … Read More » The post Consistency: Your Key to Sales Success first appeared on The Sales Leader.
Anthony Cole Training
MAY 13, 2021
Business planning as a sales professional has several components. But, there isn’t a component that is more important than using your calendar to plan for your “green” activity.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Force Management
MAY 26, 2021
This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization. Here's a rundown of what each episode covers. Tune in and share with your sales reps, managers and other leaders in your organization.
Partners in Excellence
MAY 10, 2021
The other day, I was speaking with a colleague about the state of sales/selling. We started talking about the irony of change, how our jobs are all about change–yet we, somehow, seem the most resistant to changing how we sell. Sales/selling has little to do with what we sell. It is strictly about change, helping our customers/prospects recognize the need to change, helping them in that change process.
Membrain
MAY 26, 2021
In my experience, the #1 problem for salespeople engaged in complex b2b sales is failing to understand how customers and prospects make decisions.
The 5% Institute
MAY 26, 2021
In this article, we’ll detail exactly how to reach continuous success in sales and selling, by following an eight-step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
SaaStr
MAY 19, 2021
So Monday.com has filed to IPO with some pretty incredible numbers, especially considering just how competitive the space is. At $240m in ARR, they are growing a stunning 85% year-over-year! And that’s with direct and indirect competition from Asana, Atlassian, Clickup, Wrike, Smartsheet, Notion and so many others. Pretty incredible for a product that just launched in 2014.
Anthony Cole Training
MAY 7, 2021
Success Formulas help us identify certain behaviors that we need to execute week in and out to achieve our goals. But how do you know if yours is set up for greatness or failure?
Engage Selling
MAY 7, 2021
This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself. Setting goals, however, is never the problem … Read More » The post Goals Without a Plan Are Useless | Sales Strategies first appeared on The Sales Leader.
G2
MAY 10, 2021
A business restricted to a single geographic location is now a thing of the past.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Heinz Marketing
MAY 27, 2021
By Win Salyards , Marketing Coordinator at Heinz Marketing. Sales and marketing alignment is essential to any ABM strategy. It can make or break your ABM strategy. Only 3 in 10 sales and marketing professionals think their organizations are fully aligned. To ensure ABM success, we need to understand issues that can arise or are present when aligning sales and marketing teams.
The 5% Institute
MAY 26, 2021
In this article, we’ll share the exact blueprint on how to close a sales deal on the phone; without being salesy, and yet still remaining in control. Some people still use old school always be closing methods , and others a completely different and more consultative approach. By learning how to close a sales deal on the phone by using our method, you’ll close more sales consistently, without being pushy or breaking rapport.
SaaStr
MAY 7, 2021
Hubspot didn't just grow an incredible 41% in Q1'21 to $1.1B in ARR. It accelerated. * Revenue growth accelerated from 32% to 41% * And new customer growth accelerated to a crazy 45% YoY * All while keeping ACVs constant at ~10k. They did it the hard way, with SMBs. — Jason BeKind Lemkin (@jasonlk) May 6, 2021. We last checked in with HubSpot as they crossed $1B ARR , and ordinarily, it would be a little quick to check back in.
Partners in Excellence
MAY 17, 2021
We sales people have adopted a unique vocabulary about what we do and how we work. In some sense, it’s not unusual, every profession has words that help them do their work. When I talk to software developers, I get lost a couple of sentences after they say the word “code… (either the noun or verb).” Likewise, as financial types start talking “debits, credits, etc.” I start getting a little dizzy.
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Engage Selling
MAY 28, 2021
It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are … Read More » The post They Want to Renegotiate…Now What? (Part 2 of 3) first appeared on The Sales Leader.
G2
MAY 28, 2021
Web accessibility implies giving everybody access to the same information irrespective of the impairments or disabilities suffered by them.
Heinz Marketing
MAY 26, 2021
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. When work gets busy, it’s easy to become so distracted by meetings, emails, and deliverables, that we completely lose sight of our professional development. And it makes sense – when it comes to prioritizing our list of to-do’s, there are usually many items that take precedence.
The 5% Institute
MAY 27, 2021
In this article, we’ll uncover the five best sales techniques to help you consistently win more clients. Whether you’re a Sales Professional, Business Owner or Entrepreneur; this article will help you win more sales in a consultative way. Read on to learn our best sales techniques, as well as how and why you should implement this into your sales strategy.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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