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.
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.
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.
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.
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!
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?
How We Made Our Sales Training More Effective by Making It Harder | Harvard Business Review
At one company, it became increasingly obvious that the haphazard sales training model would lead to inconsistent rep ramp-up time, continued customer expectation problems, customer churn, and employee turnover. But after adopting four new training methods, they increased new sales by nearly 70%.
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.
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.
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.
7 Tactics to Become a Social Selling Pro | Digital Marketing Institute
Today’s consumers look to social media when they want to connect with brands and find information about potential products to purchase. If the brands they support aren't making themselves available on those channels, then they're missing a great opportunity.
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.
While the core motivation of a sales person certainly needs to come from within themselves, sales leadership can and should come alongside our sales team and help spark that motivation to help them be as successful as possible. There are many ways to motivate your sales team—here are few ideas to get you started.
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.
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.
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.
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.
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.
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.
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.
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!
In 2020, sales teams across the globe have been forced to transition to working remotely. For sales enablement managers, the COVID-19 pandemic has meant re-thinking existing training processes and adapting per the new constraints. Follow the link above to learn more.
Why B2B Sales Is Not a Numbers Game | Anthony Iannarino
Best-selling author, entrepreneur, and sales leader Anthony Iannarino has built a successful international career as a consultant and speaker. His YouTube channel features useful tips and information on leadership, prospecting, sales approaches, motivation and productivity.
Why Managers Matter | Victor Antonio
Explore not only the different aspects of the sales process, but also the way customers think, how AI can help sales operations, productivity, metrics and sales goals, and more. They are useful for both beginner and experienced salespeople who want to learn how to refine their skills set and become better at what they do.
Encouragement as You Lead | Mike Weinberg
Weinberg’s YouTube videos are entertaining, informative and insightful. Weinberg has a funny and honest way of communicating simple yet very useful tips and it’s a great help for sales professionals.
3 Fatal Mistakes When Giving Your Price | Mark Hunter
You may not be closing more sales at full price because you are making three fatal mistakes. Mark Hunter shows you how eliminating these three mistakes will be a boost to your sales profits.
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.
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.
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.
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.
Conversations with Women in Sales | Barbara Giamanco
Learn and be inspired by women who share practical advice for adapting to current and future trends in sales, plus how they inspire themselves and others to be at the top of their game every day.
The Sales Hacker podcast was created to help B2B sales professionals get better at their jobs by doing it smarter. It’s your resource for learning and career growth.
B2B Growth | Sweet Fish Media
A daily podcast for B2B marketers. Co-hosted by a braintrust of people that would never use a word like braintrust.
Art of Charm | AJ Harbinger & Johnny Dzubak
Learn top strategies to improve your career, confidence and lifestyle from top experts like life and business-hackers.
Young Hustlers | Grant Cardone & Jarrod Glandt
Cardone and Glandt bring you the tools you need to succeed in the 21st Century. Plenty of you want true freedom, prefer entrepreneurship to 9-to-5 and are hungry for a mentor who gives you the raw and real deal. Grant doesn’t care what your age is, he knows you’re a Young Hustler.
Sell or Die Podcast: How is Sales Training Evolving? | Jeffrey Gitomer & Jen Gluckow
The taxi industry isn't the only industry to be disrupted by technology. 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.
Training your reps in the flow of work is one of the most powerful ways to supercharge your sales training. Research shows 70% of learners feel more motivated when training on a mobile device. Using mobile boosts product knowledge and fluency. That means your sales force can learn faster, practice better, and start selling sooner
Sales Training Webinars | HRDQ-U
HRDQ-U’s sales training webinars equip employees with the skills they need to excel in every part of the sales process—from beginning to end and back again.
Working from home is new to most of us, especially in sales. So, how can sales reps cope with the distractions, remain disciplined and stay on top of their game working at home?
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 is a global sales training leader and trusted partner for addressing sales and management issues.
Top Sales World (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.
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, 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.
10 of the Best Sales Books to Read in 2021 | Knowledge Enthusiast
If you truly want to be a better salesperson, a better leader, a better speaker, a better writer, or a better person, it starts by studying the craft. What better way that read some of the best sales books around?
To find the sales books most relevant to you, first, find the category you’re interested in, then browse the books within that list.
“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.
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.
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.
17 Must-Read Sales Books for Beginners | HubSpot
Entering your first year of sales? Pick up these 17 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.
The 5 Best Sales Books Ever Written | The Sales Coaching Institute
Whether you are an experienced professional looking to beat your current monthly sales record or a rookie just starting out, these books are must-reads that will change your life.
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.
Looking to start a resourceful sales library for your team? Whether you want to ask better questions, prospect more effectively, lead your sales team or become an all-around better salesperson, there's a pick here for you. From psychology to sales tactics, these books will help you achieve more.
28 Books Every Salesperson Should Read in 2021 | Pipedrive.com
The right sales book can unlock your hidden potential. Here, in no particular order, are 28 of the best sales books by our industry’s tastemakers, titans and trailblazers.
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.
B2B Marketing Exchange | February 22–24 | Virtual
B2B brands are moving past the pivots of 2020. Now, they’re refreshing their minds, renewing their creative focus, and are remixing their channel and format mix to reach buyers in a hybrid world.
B2B Online | February 24–25 | Virtual
B2B Online is the only event where the top minds in manufacturing and distribution meet and learn. You’ll receive the most disruptive digital, eCommerce and omnichannel content, and walk away with actionable insights to grow your profits, faster.
Sales 3.0 | February 24–25 | Virtual
The Sales 3.0 Conference will provide executives in sales and sales operations with key insight and strategies to drive improved sales performance and revenue growth. You’ll learn from sales VPs from industry-leading companies, technology influencers, analysts, and management and leadership experts.
MarTech (Spring) | March 16–17 | Virtual
Unlock two days of actionable tactics and proven strategies, empowering, forward-thinking keynotes, and engaging events designed to grow your professional network.
Tech Leadership Series 2021 | March 23–26 | Virtual
The Tech Leadership Series is a virtual experience that brings together the foremost industry experts with executive and technologists to share insights on how our industry is transforming, the techniques applied by organizations who are leading from the front and look and what’s on the horizon.
B2B Marketing Forum | April 7–8 | Virtual
MarketingProfs B2B Forum is more than just a quirky (not-so-little) conference. It’s the place where leaders, innovators, and people who make things happen gather to learn about the latest in B2B marketing and share the secrets to success.
Adobe Summit Influencer | April 27–28, 2021 | Virtual
When you attend Adobe Summit Influencer you will walk away with platform-agnostic insights in marketing, advertising, IT, and client services, diving deep into concepts such as marketing automation, innovation and digital transformation. The marketing conference includes over 300 sessions and a dozen content tracks.
B2B Summit North America | May 3–6 | Virtual
B2B Summit is the only event to leverage the insights, analysis, and experience of the brightest B2B minds to spark your curiosity, shape your strategy, and fuel double-digit business growth. Top analysts, inspirational thinkers and innovative technology providers will come together as a community to learn from each other and stake out audacious plans for success in 2021.
Engage Virtual Marketing Conference | Aug 5–6 | Virtual
Engage Marketing Conference is a two-day digital marketing conference featuring informative learning tracks and panel sessions designed to provide you expert insight into the latest strategies and technological advancements in digital marketing, social media, content, UX/design, creative, advertising, SEO, paid media and more
Gartner Marketing Symposium | XPO | August 17–19, 2021 | Virtual
Join over 1,600 marketing executive peers for an unparalleled program designed for Chief Marketing Officers and their leadership teams. You’ll gain insights into a range of topics, from customer experience to market insights and the marketing technologies that fuel your marketing strategy.
Content Marketing World | September 28–October 1, 2021 | Cleveland, OH
Entering its 10th year, at Content Marketing World you will experience over 100 sessions and workshops presented by the leading brand marketers and experts from around the world are customized to you, our attendees. We have tracks covering every aspect of content marketing so your agenda can be built for you.
Seismic's Knowledge Center includes white papers, case studies, videos, guides, ebooks, sell sheets, infographics and analyst reports.
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.
With everything from white papers to marketing tools and ebooks to webinars, Highspot is a great resource for any sales team.
White papers, impressive research, exhaustive ebooks and so much more are right at your fingertips. Learn about putting data to use to improve sales, social selling and a number of other pressing topics.
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.”
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.