Membrain
JULY 22, 2018
Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.
Engage Selling
JULY 26, 2018
Want to know the very best way to keep the majority of your customer base? Develop a healthy sense of paranoia. That’s right, paranoia. Nothing is ever a sure thing in business.
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Hubspot
JULY 24, 2018
There are plenty of reasons you might need a flowchart -- for work, or your personal life. Perhaps you want to find out which fictional boss you are , or decide where you should spend your next vacation. Or, maybe you need to create a flowchart to make hiring decisions, troubleshoot a new product, or outline the best strategy for your next marketing campaign.
Understanding the Sales Force
JULY 23, 2018
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.
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.
Women Sales Pros
JULY 27, 2018
Referral leads arguably close easier, race through the pipeline to close faster than other lead source and generate higher loyalty and lifetime value. Referrals work because people trust people, more than they trust any other source of information. A recent study revealed 84% of people completely trust recommendations from people they know. The most important ingredient for a successful referral program is to “be referable”.
RAIN Group
JULY 25, 2018
Becoming more productive is about changing your habits. It's not something you do some of the time; it becomes part of the way you approach your work and get things done.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Jeff Shore
JULY 24, 2018
By Ryan Taft. Two weeks ago, Shore Consulting held our annual Jeff Shore Sales Leadership Summit , where sales leaders from across North America and beyond gathered to learn new techniques, adopt new processes, and acquire new tools. ?It was an honor to be able to teach how great coaches get the best out of their teams. I want to share part of that process with you now.
Sales Hacker
JULY 23, 2018
In this article, I’m showing you how to uncover seven hidden sales triggers. They are perfect for nudging prospects over the line and discovering sales opportunities you never knew existed. When HubSpot surveyed over 6,200 sellers and marketers , they found that establishing urgency was the single biggest challenge facing salespeople. After all, it’s one thing to convince prospects that you’re selling a great product; it’s another thing to get them to pull the trigger and
CloserIQ
JULY 27, 2018
A large part of being a great sales professional is having a strong network. The network can be used to not only make more sales, but it can help you grow in your field by connecting you to mentors or other business opportunities. These connections don’t happen overnight. It takes time to build an authentic relationship that is beneficial to both parties.
Hubspot
JULY 23, 2018
LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Browse Users Who Have Interacted With Your Posts. Use Boolean Google Search. Create a search alert. For most salespeople, social selling on LinkedIn is a way of life.
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.
Selling Power
JULY 23, 2018
Most salespeople claim they’re proficient at getting meetings with C-level executives.
Sales Hacker
JULY 24, 2018
As sales leaders, most of us assume that many aspects of our sales machine will become inefficient during hypergrowth. As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs. Decreased revenue per rep, High turnover as you scale headcount. “It’s just the price of hypergrowth,” we think.
Engage Selling
JULY 27, 2018
????????????????????????Today, I have a challenge for you. I want you to throw out all notions that all micromanaging is bad because in fact, micromanaging your sales team can be a good thing.
Hubspot
JULY 22, 2018
Are your contacts going with the flow, or are they just sitting dormant in your marketing database? If you don't have any automated email workflows set up, your answer is probably the latter -- which means you're missing out on some major opportunities to nurture and engage your existing contacts. Did you know that B2B marketers who implement marketing automation increase their sales pipeline contribution by an average of 10% according to a report by Forrester ?
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
Membrain
JULY 25, 2018
More than seventy percent of buyers wait until after they have fully defined their needs before contacting a salesperson to discuss a product or service.
Sales Hacker
JULY 24, 2018
The post How to Build an Effective Pipeline and Increase Sales 5x [PART 1: Getting more leads] appeared first on Sales Hacker.
criteria for success
JULY 24, 2018
Need to manage a remote sales team more effectively? Does it seem like information is scattered and processes aren’t aligned? Well, either you don’t have a sales playbook or you aren’t using it effectively. Managing a remote sales team involves a bit of strategy and a lot of accountability. But with the proper tools and [ ] The post How to Use a Sales PlayBook To Manage a Remote Sales Team appeared first on Criteria for Success.
Hubspot
JULY 22, 2018
Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Demonstrate potential return on investment. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Craft a compelling solution. Accurately depict the purchasing process. Connect with prospects personally. Differentiate based on value.
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.
Openview
JULY 26, 2018
Did you know the average win rate for an Inside Sales Team is only 22% ? But elite teams win 50% of their deals. That’s a BIIIG difference. Achieve this as a sales leader and you: Double sales without hiring a single rep. Earn more money with less stress. Impress your boss or CEO. Get Promoted. But, getting there isn’t easy. In fact, I struggled with low win rates for years.
Sales Hacker
JULY 26, 2018
The post How To Build An Effective Pipeline And Increase Sales 5x [PART 2: Closing More Deals] appeared first on Sales Hacker.
criteria for success
JULY 26, 2018
As the manager of a remote sales force, do you have the right processes in place to ensure that your sales team succeeds? Peter Drucker said, “Management is doing things right; leadership is doing the right things.” It’s important that as managers we’re not only doing things right, but that we’re also doing the right [ ] The post Does Your Remote Sales Force Have the Right Processes in Place?
Hubspot
JULY 27, 2018
Freelancing is an attractive way of life. The independence, autonomy, flexibility, and unlimited financial potential are all incredibly inviting, especially for employees who are tired of their mundane work environment. But, there’s still some mystery surrounding the enigmatic career choice. As a freelancer, how do you make money? Where do you find work or jobs?
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.
Openview
JULY 23, 2018
As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. Get this right and you’ll have sales conversations that close significantly more deals. For most sales teams, this isn’t easy to manage. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.
Sales Hacker
JULY 25, 2018
Here are 5 things you can do every day to practice patience and improve your decision making in sales. Remaining patient in today’s chaotic and fast-paced society is next to impossible. With a quick tap of a screen we’re all exposed to an infinite amount of options, all of which promise us a better and more fulfilling life. The opportunities are endless, and the possibilities exhilarating.
criteria for success
JULY 25, 2018
In the past, managing remote sales teams wasn’t a necessary skill for all sales managers. But as the way we work has changed, more and more companies are going virtual or allowing (even encouraging!) employees to work from home. So if you’re not good at managing remote sales teams, it’s a skill you should be [ ] The post 5 Keys to Managing Remote Sales Teams appeared first on Criteria for Success.
Hubspot
JULY 24, 2018
I ended my college baseball career over text. Granted, I didn’t really see eye-to-eye with my coach, and at the time, I didn’t exactly feel like giving him the courtesy of an in-person meeting. But, still, I had respect for him: he gave me the opportunity to continue my baseball career after high school, which lead to some of my fondest college memories.
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.
Selling Power
JULY 25, 2018
If you can’t capture, measure, or manage data related to sales call data, you’re potentially missing major insights that could be leveraged to earn you thousands or even millions more in revenue.
Adaptive Business Services
JULY 25, 2018
For B2B businesses, a good outbound sales script is essential. In this article, we will be sharing some tips that will guide you in creating your outbound sales script. Why do outbound scripts matter? Some experts might differ in their opinion about the same, but after working with various small business and entrepreneurs we have understood one fact; it is vital that your sales reps and your sales materials reflect the fact that they know the pain points your prospects want the solution for.
Jeff Shore
JULY 26, 2018
By Jeff Shore At some point in your sales training you were probably shown a spreadsheet or marketing brochure that demonstrated your significant value advantage over your closest competitor. My guess is that the document contained a point-by-point value contrast that showed how you are the clear winner. Only one problem: you’re looking at the wrong competitor.
Hubspot
JULY 25, 2018
Every sales team and entrepreneur need to know their customer. Who is the ideal fit for your offering? What are their interests and priorities? Answering these questions can help you prioritize the deals you’re most likely to win. But how do you find a target market and what exactly is it anyway? What Is a Target Market? A target market is a group of customers for which your products and services are aimed.
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