Recently I was interviewing Tim, a busy business development rep, as part of my assessment for a new client.  Tim confided in me that his first calls were not going as well as he had hoped. Although he had names and titles of people to call, and did his research, he was not able to ... Read Post

For the past 3 years Dan Bernoske has been in high demand as a sales and marketing consultant with Sales Benchmark Index (SBI), with a focus on helping B2B companies attain their revenue goals. Prior to SBI, Dan held business development, sales, and product management leadership positions at several start-up companies developing Apple iOS platforms ... Read Post

The first time I used this negotiating technique, I made $18,000 in seven seconds. Since then, I’ve used the technique about 20 times, increasing my lifetime income by at least $250,000. Here’s the trick: Keep your mouth shut. The first time I did this was when I was offered a job at a Fortune 100 ... Read Post

In the past year, I’ve seen a lot of hesitation about implementing social selling practices in B2B sales. People notice the long controversial LinkedIn conversations, the quick back-and-forth communication, and the confusing acronyms (DM, RT, MT), and think “This is just way too much to handle on top of selling. The truth of the matter ... Read Post

Over the past year, there has been a dramatic rise in interest about omnichannel sales & marketing, so here is a primer for our blog community. What is “omnichannel”? It’s a total shift in the concept of sales & marketing. An omnichannel approach to marketing means taking a formerly linear process and adapting it to ... Read Post

People often ask us the difference between sales training and sales coaching. Both are critical to the success of any sales organization, but they are not one and the same. They are distinct interactions that must each be accounted for independently within your sales planning. Training is a single event that is focused on new ... Read Post

Report Reveals that CRM Proficiency is the Top Qualification Skill for Sales Director Role Software Advice Industry View: Sales Director Job Listing Report 2014 from Software Advice Editor’s Note: Are you interested in becoming a Sales Director? Software Advice (a digital resource for software buyers) has some very useful information for you. They analyzed 200 Sales ... Read Post

Editor’s Note: Today we are posting Chapter 1 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. John and Matt have collaborated before and have joined forces with this book to provide expertise to help our readers — particularly Sales Managers who effectively manage salespeople in ... Read Post