Sales Enablement Defined

When sales and marketing leaders have a clear understanding of what sales enablement is, the results can be astounding.

Hack #4: Framing & Anchoring

Pre-suasion relies on two key psychological tools: framing and anchoring. Think of anchoring when you see a shirt you like, and the tag has $280 crossed out with the number $95 in red below it. A great deal. You buy it. You saved $185. Or did you? What if the shirt was marked at $95 with no discount – would you have paid $95 without the discount?

21st Century Cold Calling: Why Yesterday’s Approach Is Relevant Today

Not only is cold calling alive and well, it’s more important than ever before. However, performed correctly, a cold call isn't "cold" at all.

Picturing business as a poker hand

Armed with a list of hands her brother scratched out on a napkin, Annie Duke cut her teeth in the world of poker at a daily game with a rogue cast of characters in Billings, Montana. By the time she retired from the professional poker circuit six years ago, Duke had amassed more than $4 million in tournament earnings and a World Series of Poker bracelet.

3 hacks for psychological selling

Recently, I met Robert Cialdini at a conference and told him, “Your work has positively impacted my consulting business. Thank you.” He smiled as if it were the first compliment he’d ever heard. “Thank you,” he said and opened up a conversation asking, “What do you do?” We talked for 20 minutes. I doubt that conversation would have happened at a book-signing event or in a security line at the airport. What made it work was the situation.

5 Secrets to Channel Incentive Success

U.S. companies spend more than $17 billion on channel incentives annually. Distribution channel partners are vital to getting goods and services to market, bt the right program structure is essential to maximizing ROI. Here are five things you need to remember as you develop your channel incentive program.

Stories matter more than ever

I knew in my early teens that I wanted to write for newspapers. Initially, I thought I wanted to be a sportswriter. In college, my interests shifted to general features and becoming a columnist. I worked as a reporter for dailies in Washington state, Colorado and Massachusetts before moving to Minnesota and joining the world of trade publications.

5 Unconventional Tactics of Excellent Sales Managers

Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager.

The Big CRM Question: Why Aren’t Your Sales Reps Using the Software?

Before you implement a new CRM system, make sure you understand what your objective is. Look at what tasks your salespeople need to perform on a daily basis and see how those tasks can be improved by technology.

Here’s How to Hit Sales Numbers

While the landscape is toughening, it’s not impenetrable. To help you stay on track with your 2018 goals and set your sales team up for success, here are four areas of improvement made possible through a few simple tips.

Why Awesome Salespeople Fail to Sell Themselves

Selling is second nature to many salespeople, so why doesn’t this apply to selling themselves?

How to Finally Align Sales and Marketing to Nab Great Leads

Sales and marketing belong on the same side of the negotiating table, but often find themselves staring bitterly across it. To fully bridge the sales-marketing gap, a sense of shared interests must be developed. Such alignment can open sales streams by more than 200 percent.

4 Steps to Motivate an Underachieving Salesperson

More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind.

The Secrets of Sales Success

Why is it some people struggle to sell their products or services no matter how hard they try, while others seem able to sell just about anything to anyone? A core secret that  fuels sales success is a secret Zig Ziglar preached.

The Missing P(iece) In the Sales Enablement Puzzle

Many progressive sales leaders still measure success exclusively in terms of performance or productivity. A third “P,” proficiency, is for many, the most powerful metric of all.

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