77 Invaluable Sales Training Resources for 2020

Rob Danna
Rob Danna

I learned to sell from my mom, who was a math teacher.

Math teachers have the hardest sales job in the world. Every day, they’re met with impossible objections that would make even the most seasoned sales pro tense up:

“When am I ever going to use this again?” “How could I possibly use this in real life?” Try selling something that (according to many young students) no one is ever going to use! That’s tough.

Personal finance guru, Dave Ramsey, echoes that sentiment.

“Teachers sell students on learning, parents sell their children on making good grades and behaving, and traditional salesmen sell their products,” said Ramsey.

But, just as teachers must be well-educated in their subject, they must also be adept at how to teach. While you, as a sales leader, know your product inside and out, you must also know how to sell it to those not as well versed on the benefits.

That requires an incredible amount of training. And that sales training is never over.

Share this list of sales training resources with your team to keep them razor sharp this coming year.

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6 Standout Sales Prospecting Techniques (And How to Get Them Started) | ITA Group

Sales prospecting is changing but there are still solid techniques that can be implemented today to attract prospects and boost your sales. Take a look at our top six sales prospecting tactics and how you can get them started right away.

How to Motivate Different Types of Salespeople | ITA Group

Every sales team has four kinds of salespeople: performers, professionals, caretakers and searchers. What traits do they have? What are their challenges? How can you motivate them?

Sales Manager’s Guide to Stress Management | ITA Group

Sales can be a stressful job. But that stress can be beneficial in a lot of ways. It helps drive activity. We talked with our regional sales managers to find out their tips for managing stress—for their team and themselves.

The Top 35 Sales Blogs Every Sales Professional Should Read | HubSpot

This list of impressive sales blogs is a valuable resource for the busy sales professional looking to get the boost of training, strategies and wisdom necessary to breeze past their sales quota. It’s a can’t-miss!

The Secret to Sales Success Lies in the Human Connection | ITA Group

You don’t need to reach superstardom to connect with your customers and prospects. Humanity is in itself a door opener. Are you focused on the numbers, exceeding the next goal, looking for more margin? Or, are you thinking about the best way to help your client solve a business issue that’s hurting her profitability?

What’s Wrong With Your Sales Training Program | Harvard Business Review

Is successful sales training just a huge binder of materials? A stack of books? A long-winded talk from a guy with a big watch? This article reviews four critical elements that are commonly missing from today’s sales training programs and how to get yours on the right track.

Quick Tips to Manage and Engage Your Remote Sales Team | ITA Group

How does a manager effectively engage and manage their sales team member who work in remote offices across the country? Or the globe? Explore three areas to address for optimal remote sales team engagement.

13 Top Sales Training Companies Share Their Best Tips | HubSpot

Sales training companies swoop in when numbers are low, quotas are miles away and morale is on the decline. Each one has a different take on what it really takes to hit numbers. Here are 13 tips from the biggest sales training companies in the country.

50+ Ways to Motivate Your Employees for Measurable Results | ITA Group

Motivation and engagement go hand-in-hand. Our latest ebook outlines how you can effectively motivate even the largest, most complex group of people, featuring insights from social scientist and New York Times bestselling author, Dan Ariely.

Sales Goal Setting and Motivation: One Sales Leader’s Perspective | ITA Group

Every sales leader has their own take on motivation. What works for one leader might not necessarily work for another. For that reason, we wanted to talk to one of our own sales leaders: West Coast Divisional Vice President Greer Bellomy.

Become a Social Selling Superstar: Connect, Build Trust & Foster Sales | Digital Marketing Institute

72.6% of salespeople using social selling as part of their sales process outperformed their sales peers, according to an Aberdeen social selling study. Accordingly, it’s more important than ever to double-down on social media to get sales results. Here’s how to do it.

Sales Coaching Strategies That Empower Your People to Make the Sale | ITA Group

Being a sales leader is tough, especially in today’s ever-changing marketplace. You and your team have to keep up with the way companies are evolving, because what you were selling yesterday might not even be relevant to your prospect today.

How to Motivate a Sales Team to Sell High-Margin Products or Services | ITA Group

There’s one thing that most everyone in sales shares: a quota. And knowing how to motivate a sales team to reach that quota with high-margin products or services is imperative to success.

Amplify Sales Relationships With These No-Nonsense Tactics | ITA Group

The tactics salespeople put into play make customer relationships flourish can make all the difference. But which tactics are the most effective? And how can sales leader put them into play effectively?

14 Rapid-Fire Tips to Improve Sales Performance | ITA Group

Ready to get the most from your people? Follow these quick, actionable tips and you’ll see notable improvement from your sales team’s performance.

How to Use Training Reinforcement to Create a Sharp Sales Team | ITA Group

Nurturing a sales force is not much different than polishing a diamond. Before new sales team members can shine, they must learn about your offerings through rigorous training to familiarize them with your processes and procedures.

The 18 Sales Blogs You Should Be Following | SalesEngine

Between countless media outlets, LinkedIn, Facebook, Twitter and other sources of information, it can be tough to find precisely the news you need to be a better sales leader. These sales blogs are just the thing you need to create a thriving sales team.

Build Up Your Social Selling CHOPS With Sales Incentives | ITA Group

To adapt to the modern way buyers move through the buyer’s journey, smart salespeople need to master the craft of social selling—being present and visible on social media, where buyers and influencers already are. What’s the best way to do that? Just remember CHOPS.

Selling an Idea: 6 Ways to Succeed in Conceptual Selling | ITA Group

Intangibles, such selling services, training, consulting, managed services and so on, can’t be taken home for an overnight test-drive to fall in love with that “new strategy” smell. So, how do you create a connection between a potential buyer and your intangible product? Just remember these six things.

Effective Sales Techniques to Raise Your Close Ratio | ITA Group

Becoming fluent in sales takes time, repetition, a willingness to adapt on the fly and a dedication to improving on a daily basis. And while there are certainly a stable of proven strategies that are widely applicable to growing your sales, that wealth of experience and knowledge takes years to accumulate. Here are some sales closing techniques we’ve picked up so far.

Courting Your Clients: Building a Trusted Sales Relationship | ITA Group

The best relationships are built on trust. A great salesperson understands boundaries around what their product or service can provide to a prospective client, accentuates the positives and, in doing so, forges a trusting relationship with their prospect. Learn how to build those long-term connections.

Sales Hacker

Touted as “the media company for the next generation of sales,” Sales Hacker aims to uncover the innovative and cutting edge sales strategies, tactics and hacks that are being employed by the fastest growing companies in the world. With a range of content (100% user-generated) from ebooks and case studies to podcasts, videos and articles, there’s always resources worth diving into.

Reddit—r/Sales

An organized collection of useful sales threads for sales professionals. Plus, this list is always growing based on new members and new content available. These are all extremely useful whether you are new to the game or an industry vet. Give them all a good read and you'll see results!


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Stunningly Unused Sales Tactics | Jill Konrath

Asking good sales questions is pivotal to your sales success. But what happens AFTER you ask these questions?

How to Teach Business Acumen to Salespeople | Gerhard Gschwandtner

Learn about the importance of being able to talk numbers and finance with business leaders, with guest Julie Thomas, CEO of ValueSelling Associates.

The Commencement Address Graduates Need to Hear, But Won't | Art Sobczak

Art Sobczak is known for his hands-on, practical advice for telephone and inside sales professionals. It rings true, and if you're a new graduate or ever have “experience issues” in the workplace, watch it. 

Closing the Sale: The Definitive Answers You Won't Like | Jeffrey Gitomer

Whenever I do a seminar,” says sales pro Jeffrey Gitomer, “everyone wants to know the fastest way to close the sale, the easiest way to close the sale, and the best way to close the sale. There is no best way. However, there is a better way than thinking of it as closing the sale. And once you understand what that way is, it will change your approach to the sale forever.”

The Science of Persuasion | Dr. Robert Cialdini

In our increasingly busy world, with too much to do and not enough time to do it, there are a few shortcuts to accomplish what needs to get done more quickly and more easily. In this video, Dr. Robert Cialdini goes over these six shortcuts and their stunning results.

4 Essential Body Language Tips From a World-Champion Public Speaker | Dananjaya Hettiarachchi

The way we convey ourselves when we speak in front of others is incredibly important. In this video, Dananjaya Hettiarachchi, the 2014 Toastmasters International World Champion of Public Speaking, talks about the crucial body language you must have to close the sale.

The Hidden Opportunity Behind Every Rejection | Jia Jiang

Sales is all about rejection, and the way we manage it is directly linked to our success. The best way to overcome rejection, argues author Jia Jiang, is to face it head on as often as we can in a process he dubs “rejection therapy.”

Eliminate Excuse Making | Dave Kurlan

Dave Kurlan discusses the impact of excuse making by salespeople and what will happen as soon as salespeople stop making excuses.

6 Inspiring TED Talks to Motivate Sales Professionals in Under an Hour | ITA Group

TED Talks cover an incredible range of topics related to innovation, motivation and achieving more. We put together this list of inspiring TED speeches from around the world to push your people further—and it only takes an hour.

The 34 Best Sales Training Video Channels on YouTube | HubSpot

For bite-sized instruction on making your sales count, YouTube offers second-to-none training. Check out this compilation of sales training channels on YouTube to stay in the know.

How to Prospect like Salesforce: Pro Tips from the Official Sales Trainer with John Barrows | Quotable

A solid foundational structure for prospecting is far more effective than any specific technique. In the age of readily available information, sales techniques carry an extremely short shelf life as they’re quickly rendered ineffective as soon as they become widely known and implemented. John Barrows, who was responsible for training sales teams at Salesforce, shares his thoughts on the subject and why he shifted his training to focus on the structure instead.


man listening to headphones while riding train

Sell or Die Podcast: How is Sales Training Evolving? | Jeffrey Gitomer

Sales training is evolving with the times and with the technology. Sam Caucci, CEO and Founder of 1Huddle, describes these changes and what they mean for the trainer and the trainee.

The Salesmen Podcast | Will Barron

With the tagline, “Learn how to thrive in sales” and daily episodes, it’s no wonder Barron's site reaches more than half a million people each week. Content includes interviews with the world’s leading sales experts to sharing actionable advice you can use right now to close more deals.

The Sales Evangelist | Donald C. Kelly

The message of The Sales Evangelist is simple: Everyone can learn to sell and do big things. Anyone can take control of their life and create a meaningful lifestyle they deserve. Along with the podcast, you can also find resources for training, sales consulting, online courses, keynote presentations, webinars and more.

Make it Happen | John Barrows

Your weekly dose of B2B sales talk, tips and advice. John talks about all things sales, gives actionable tips to close more business, features industry leaders and takes your questions.

Cold Call Hero | Daniel Hill

A brutally honest dive into the world of a salesperson with real recorded sales calls. Sales professional Daniel Hill records, plays and dissects real life cold calls where he's prospecting, discovering, setting appointments, saying the wrong thing, saying the right thing, messing up and winning.

person viewing webinar on a laptop

HubSpot Inbound Sales Certification Course (Free)

This popular inbound marketing software not only helps your marketing team collect impressive leads on your website—they’re experts in the world of sales, too. Take this free inbound sales certification course and master the basics of inbound sales.

ExecVision Call Camp (Free)

Similar to the way a sports analyst might breakdown game film for ESPN, Steve Richard breaks down different types of sales calls for what works and what doesn’t in his webinars. These sessions are all content with no fluff—just real insights on how to better interact with buyers.

Sandler (Free)

Sandler is a global sales training leader and trusted partner for addressing sales and management issues.

Top Sales World Academy 2018 (Free)

Top Sales World is a wonderful online sales course. With near-daily online courses delivered by some of the world’s most impressive sales leaders, Top Sales World “(has) designed the most comprehensive free online sales program ever created.”

FRONTLINE Selling (Free)

Gain a thorough knowledge and understanding on current trends of inside sales and social selling. Their free webinars cover a wide range of topics from prospecting and engaging leads to B2B sales and social selling.

Rapid Learning Institute (Free)

This set of webinars, training videos and ebooks is the perfect tool for the sales leader looking to increase their knowledge.

SalesHacker

The best minds in B2B tech sales show you their playbook. Explode your qualified opportunities, build your Sales Stack and create a high-velocity sales closing team.

Salesforce (Free)

Salesforce, the ubiquitous customer success platform designed to help sales teams achieve their goals, also has an impressive number of resources online to steer teams toward their goals. Whatever your business need, you'll find a wealth of knowledge and business insights.


stack of sales books

Try These Hard-Hitting Sales Training Books to Sharpen Performance | ITA Group

“Excellence is an art won by training and habituation,” said Aristotle. “We are what we repeatedly do. Excellence, then, is not an act but a habit.” That message applies to your sales team, too. Here are some sales training books to boost their development.

Today a Reader, Tomorrow a Leader: Selected Reading From ITA Group’s Executive Team | ITA Group

Who has time to scroll through all that to find the best leadership books out there? Make it a little easier by checking out our executive team’s recommendations for smart books with real-life applications in the workplace that you might find valuable.

Free Sales Training Material | Sales Training Consultancy

With more than a dozen in-depth sales ebooks, this site has an impressive repository of all kinds of information sure to benefit you and your team, from breaking down sales targets to understanding buyer behavior.

Kickstart Your Vacation Reading With These 5 Books on Motivation | ITA Group

Don’t let a beach vacation curb your knowledge of behavioral economics and sales. Take these books to the shore to get even more from your summer reading.

12 Must-Read Sales Books for Beginners | HubSpot

Entering your first year of sales? Pick up these 12 books—that’s a book for each month—and you’ll be selling like a champ by the time you celebrate your one-year anniversary.

The 20 Best Sales Books Elon Musk Is Probably Reading | Salesflare Blog

A hit list of how-tos for salesmen, from sales prospecting, coping with rejection and leadership tips, to honing the right attitude.

Best Sales Books: 60 Elite Picks to Step Up Your Sales Game | SalesHacker

This expert curated list features a diverse set titles that focus on how to build a sales process, sales strategy, sales management, sales acceleration, leadership, inspiration and more—designed to enable sales reps and sales leaders at any experience level to crush their revenue goals!

11 Outstanding Sales Books to Get You Inspired | RightHello

This fun, and well-written article not only features some great titles, the author also looks a little at the excuses for not reading and puts would-be naysayers in their place. Eliminate distractions and focus on growing as a professional with sales books to boost your business agility.

The 22 Most Highly-Rated Sales Books of All Time | HubSpot

Looking to start a resourceful sales library for your team? Look no further than this post, which details the 20 best sales books of all time. From psychology to sales tactics, these books will help you achieve more.

The 9 Best Books about Sales and Selling | Pipedrive.com

No matter the audience you’re trying to reach—the C-Suite, sales champions or others—taking a closer look at these impressive sales books can help you clarify your goals and get closer to real sales growth.

The 14 Best Sales Books Of All Time | Hardcore Closer

Ryan Stewman, the “hardcore closer,” isn’t one to shy away from speaking his mind about sales. And his list of the 14 best sales books of all time is in line with that. These books can help accelerate your sales team to achieve more, too.

10 Best Sales Books Ever Written | SalesLoft

Not only does this quick and digestible article detail the best sales books ever written, it offers excerpts, expert opinions and tips for easily navigating and getting the most out of each.


people in an audience at a sales conference

Hypergrowth

November 18, 2019 | San Francisco

HYPERGROWTH brings together entrepreneurs and business leaders who have built brands, sparked movements, and found ways to unlock unprecedented growth. This conference is a one-day, one-stage event for Sales and Marketing leaders so you don’t have to pick and choose or sprint to catch a breakout before it fills up. If you want to meet and build relationships with the bright minds behind some of the fastest growing organizations, this conference is for you. 

DreamForce

November 19–22, 2019 | San Francisco

Arguably the keystone sales conference of the year, this enormous event features celebrity speakers as well as the top sales professionals in the world. Past speakers include Michelle Obama, Taraji P. Henson, Klaus Schwab and Susan Wojcicki. If you want to be a part of a star-studded event, DreamForce should be on your professional bucket list.

SITE 2020 Global Conference

January 24–27, 2020 | Vancouver, British Colombia (Canada)

SITE has adopted “Limitless” as the theme for their 2020 Global Conference. The exciting agenda includes educational sessions, keynotes, cultural and creative immersions, special events and ceremonies, tours and more. Gather with SITE members from around the world for a thought-provoking deep dive into matters and concerns that we face as humans, as business leaders and as incentive travel professionals.

REV2020

March 9–11, 2020 | San Francisco

Ignite your passion for delighting customers and maximizing revenue with three days of leading-edge insights from the best minds in the industry. Build the network that will be your secret to success for years to come.

Adobe Summit 2020

Attend Adobe Summit 2020 to discover more ways to make experience your business. With over 300 sessions and labs at the 2019 Summit, attendees can learn in focused courses that keep you on top of the latest trends. Summit is the perfect place to get the latest success stories, best practices and practical takeaways.

Unleash 20

April 7–9, 2020 | San Diego

Mix, mingle and learn from your fellow top performers, sales leaders, reps, marketers, ops and more at the fastest growing companies. Unleash boasts a full spectrum of world-class speakers from Ted Talk hosts to Navy Seals. Content is geared toward sales executives, managers, reps, ops and enablement, as well as marketers.

AA-ISP Leadership Summit 2020

April 14–16, 2020 | Chicago

This event brings together 1,000 sales leaders from around the globe for a three-day learning, sharing and networking event. Leaders will learn from sales experts in large-group general sessions featuring case studies, idea exchange panels, impactful technology demos and thought-provoking leadership discussions. Additionally, over 50 small-group breakout sessions off­er leaders the opportunity to personalize their learning experience in a variety of areas.

MarTech

April 15–17, 2020 | San Jose, CA

Struggling to see results from marketing technology investments? Fighting internal resistance to change? Need more training than your company can provide? Designed for senior-level marketers charged with assembling marketing technology stacks that deliver exceptional customer experiences and measurable results, MarTech is a blended, graduate-level curriculum of marketing, technology and management topics that unearths new possibilities, reveals emerging opportunities and affirms the work you do.

Digital Sales & Marketing World

May 14, 2019 | London, England

IMPACT Live has been reborn as Digital Sales & Marketing World in 2020.  Following a morning of inspirational and transformative keynotes and workshops, each afternoon will offer a suite of highly-specialized, deep-dive summits. Every summit has expert speakers, breakout sessions, and specialized hands-on training tailored to the precise goals, needs, and challenges of either your role or your industry.

Pulse

May 13–14, 2020 | San Francisco

Pulse is the biggest customer success and product management learning and networking conference in the world. This annual industry conference brings together the best minds in the business to learn cutting-edge strategies. Learn tactical tips and get inspired by the best in the business to ensure you and your team leave with a competitive edge.

INBOUND 2020

August 18–21, 2020 | Boston

While specifics about the 2020 events aren’t readily available yet, you can at least expect more than 250 interactive breakout sessions featuring from some of the biggest names and brightest minds in sales and marketing.

Connect to Convert

September 16–18, 2020 | Boston

Connect to Convert compasses the ever-changing marketing landscape and reframes the definition of modern marketing with dedicated B2C and B2B content designed around each section of the sales cycle. With competition and customer information at its peak, building relationships and developing leads is the biggest challenge for most businesses. This supercharged event provides roll-up your sleeves education, best practices and trends on the most effective and emerging sectors of the lead generation industry.


woman viewing sales resource libraries on a computer

Seismic

Seismic's Knowledge Center includes white papers, case studies, videos, guides, ebooks, sell sheets, infographics and analyst reports.

SalesHacker Content Library

This collection of webinars, blogs, ebooks and more is a great way of getting up to speed on the tactics and best practices every modern salesperson needs to master.

Highspot

With everything from white papers to marketing tools and ebooks to webinars, Highspot is a great resource for any sales team.

InsideSales Resource Library

White papers, impressive research, exhaustive ebooks and so much more are right at your fingertips in this resource library. Learn about putting data to use to improve sales, social selling and a number of other pressing topics.

JBarrows Sales Resources

This collection of top sales tips and techniques created and curated by expert sales trainer John Barrows offers an unparalleled mix of ebooks, podcasts, videos and much more with one goal in mind: help you get to “yes.”

Sales Management Association

Case studies, webcasts, white papers and management guides in a range of topic areas useful to sales-force management.


Need one more way of putting a fire under your sales team? Put sales incentives front-and-center. Keep your team inspired and aligned toward overarching company goals with incentives to keep them moving and building market share. See how ITA Group helped a technology hardware client continue to stay ahead of the market using certification and training incentives to meet shifting customer expectations.  

Rob Danna

Rob Danna

With a 25-year background in technology and sales management, Rob brings real-world performance improvement solutions to hundreds of large companies. As Vice President of Sales and Marketing at ITA Group, he prides himself by staying on the front lines of performance improvement technology and innovation.