Sales Automation, Enablement, Intelligence


Your Sales Demos Will be 9X Better with These 9 Tricks

Lisa Callahan | Summary Sales demos aren't about "wining and dining" target customers.Rather, a good sales demo is built on a solid strategy that takes account of the customers wants, needs and expectations.In this article, Chris Orlob from Hubspot reviews study r... more

Betting Big on AI: How This Intelligence Improves Sales

Hailee Franco | When it comes to the future of sales, AI is sure to play a major role. Learn how in this article from Jonathan Long on Entrepreneur.... more

Burn Baby Burn: Is Your Sales Team Burning Out

Hailee Franco | When it comes to sales, turnover is a big deal. With one study putting the annual turnover rate for salespeople at 20%. So how do you correct it?... more

Staying Positive: How to Overcome Your Sales Anxiety

Hailee Franco | Does cold calling scare you? Are you worried you won't meet this month's quota? Conquer these fears by reading Bill Caskey's article now.... more

How Myers-Briggs Can Help You Manage Your Sale's Team

Hailee Franco | By looking into the various Myers-Briggs personality types, businesses can work to motivate and manage just about anyone. Find out how.... more

Sales Done Right: The Right and Wrong Ways to Sell

John Shieldsmith | Sales - it's a numbers-driven world. But should you be measuring sales performance sheerly by the numbers? Actually, there's a better way.... more

Wine and Dine: Treating Sales Like Dating

John Shieldsmith | Selling is a lot like dating. Both are about building relationships, and both rely on listening. Use these dating tips to drive sales.... more

Ugh, Whatever: Driving Employee Engagement

John Shieldsmith | Do you feel your employees are engaged at work? Or are they just pushing buttons and going home? It's time things get set right.... more

The Future is Now: Tackling the Digital Transformation of Sales

John Shieldsmith | People often talk about the coming changes of sales and commerce. What if I told you those changes are already here? Read on.... more

What on Earth is Sales Enablement?

Madeleine Helme | Sales enablement is a relatively new buzzword, so no one can agree on what it really is. Get the lowdown on sales enablement for your business.... more

Top Tips for Upselling and Cross-Selling

Madeleine Helme | Although upselling and cross-selling are often perceived as sleazy sales tactics, when done right, they actually benefit all parties involved.... more

WINNING: How to be a Winner in 18 Sentences

John Shieldsmith | Do you find your victories are fewer and fewer? It's time to learn how to be a winner. Master these characteristics to make it happen.... more

Kill Your Darlings: Trimming Your Sales Funnel

John Shieldsmith | Your sales funnel is as old as your company. It's also not converting. It's time to update by taking a step back - or two.... more

Questionable Questions: 6 Questions to Stop Asking Prospects

John Shieldsmith | Do you ever get the feeling that you're asking your prospects the wrong questions? Well, stop it. This article has the right ones to ask.... more

How to Spice Up Static Lead Capture Forms

Madeleine Helme | Lead capture forms that are more engaging and interactive can prove to be much more successful than static lead capture forms.... more

Seal the Deal: Closing Techniques

John Shieldsmith | Failing to finish a sale right at the close is like tripping right before you cross the finish line. Don't let that happen to you.... more

The Heming-Way: Using Sales Stories to Sell

John Shieldsmith | Answering the "why" questions of a buyer can be difficult. Have you tried using a story to sell them on your product? Here are four to start you out.... more

Being an Enabler: Mastering Sales Enablement

John Shieldsmith | Your salespeople are your biggest asset. But, are you doing all you can to empower them? Master sales enablement and you will master sales.... more

Ultimate Efficiency: Sales Automation and You

John Shieldsmith | Most sales people spend less than one-third of their time selling. Make sure this isn't your team and implement sales automation today.... more

How to Improve Sales Enablement

Madeleine Helme | Integrating a comprehensive plan to improve sales enablement into the everyday activities of all departments is an effective way of boosting performance.... more

How to Get More Out of Your Sales Meetings

Madeleine Helme | With a definite plan and the necessary preparations, your weekly sales meetings could boost the productivity and motivation of your team.... more

Master Your Sales Skills

Madeleine Helme | Sales and persuasion come into play in many aspects, so we could all do with developing our selling skills. Have a read to become a master salesperson.... more

Bring the Power of Persuasion to Your Sales Presentations

Madeleine Helme | Effective sales presentations are difficult to nail. Without a structure to your presentations your audience will drift off. Jill Schiefelbein has some tips... more

On the Clock, Under Quota: Using AI to Improve Sales Efficiency

Lisa Callahan | Summary Can we get a time-turner for our offices, please? Oh, that's only a Harry Potter thing? Okay, never mind.It turns out that marketing and sales professionals can't actually manipulate space-time. Bummer. But where some use magic, we use hack... more

Perfecting Personalization in Your B2B Relationships

Lisa Callahan | Summary There's a misconception that B2B marketers thrive on cold calls and firm handshakes — a far leap from the "warm fuzzies" of B2C.But don't let the acronym fool you — B2B marketing still requires the same "human touch" as B2C.Because, at... more

Ridding Your Company of Spoiled Salespeople

Lisa Callahan | Summary Dial faster. Call more. Ask less questions. This sales approach makes for great scenes in movies like Wolf of Wall Street . But it isn't realistic. And it undermines the importance of smart prospecting.It pressures salespeople into meeting... more

How Salespeople are the Wingmen of the Business World

Lisa Callahan | Summary Salespeople are the wingmen/wingwomen of the business world. You sell people the promise of a great product like a dating pro would sell the promise of their sadly single friend.In this article, Mollie Bodensteiner from Marketo paints an in... more

Your Go-To Script for Lucrative Cold-Calling

Lisa Callahan | Summary In a time when telemarketers are treated akin to scum, strategizing your cold-calling methods is a must if you want to make sales.In this article, Dan Tyre from Hubspot provides your go-to script to use in cold-calling. Read it, memorize it... more

Sales by the Numbers: When to Talk and What to Say

Lisa Callahan | In this article, Chris Orlob looks at the data on successful vs. unsuccessful sales to illustrate the strategic role that a sales professional must play. ... more

The Future is Now. Prepping Your Sales Team for AI

Hailee Franco | AI gives your business a reason to buy into your company not just to buy from it. It's time to get prepared. Learn how in this article.... more

Pitching In: Sales Pitch Ideas You Need to Know

Hailee Franco | Do you work in sales? Are you pitches not hitting home plate? Learn some tips for creating the perfect pitch in this article from Rob Starr.... more

Get Rich Online: Conversion Rate Optimization Tips and Tricks

Hailee Franco | The difference between getting by online and getting rich could come down to three little words. Conversion Rate Optimization. Learn more in this article.... more

It's Not Sexy, but You Need to Talk to Your Clients About Money

Hailee Franco | Inevitably you will need to have tough conversations with your clients. And talking about money is the hardest of all. Make it easier with this article.... more

Also a great time to work on your skillset

Ricardo Solindro | The slow period is also a great time to reevaluate yourself, your work, and take time to improve your skillset. We should never get complacent about our abilities and should be constantly learning new things. See the summer as an opportunity to... more

Not meeting your sales quota

far san | Hey, new here. Was wondering if anybody wanted to share personal stories on how they recovered from a month of unmet quotas. I run a small home-based business and sometimes the money gets tight. Personally point #4 of working smarter and harder was... more

Get up & try again!

Sarah Thielland | I agree Hailee - I think the most important advice you gave was just to relax a little. In my opinion, nothing substantial has ever been achieved in a state of pressure and worry. The key is to relax, get some fresh air, think and - start over... more

Overcome your sales anxiety

Sarah Thielland | Another good piece of advice would be to not set goals you know you cannot achieve. That would only make your fear of not meeting your goals worse. Also, don't sweat rejection! It's fine falling back a little - the best way to get over that is... more

Is the buyer's or seller's journey more important for sales enablement?

Hailee Franco | When it comes to sales enablement, businesses need to consider not only sales but marketing as well. This got me thinking about creating content for sale-enablement.  That was when I found an interview from Robin Saitz the CMO of BrainShar... more

Is augmented reality the most important tech trend for sales?

Hailee Franco | Anthony Reynolds CEO at Altify recently was asked what he thought the most important trend in technology. His answer may surprise you.  "Augmented Intelligence is the single most important trend that will drive sales and marketing per... more