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76 Invaluable Sales Training Resources for 2019

Rob Danna

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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 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 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.

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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Sales Training Blogs and Articles

 

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.

 

The Salesperson’s Guide to Personal Branding | ITA Group

Building and maintaining strong emotional connections to your personal brand, as well as your company brand, can mean the difference between winning business with a client and being kicked to the door. Learn how to develop your personal brand to achieve sales success.

 

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 25 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.

 

How to Scale Employee Motivation in Large Organizations | 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: 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 | 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.

 

Sales Blogs: The 18 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.

 

Inspiring and Informative Videos

 

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. 

 

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.

 

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.

 

 

Overcoming Obstacles | Harvey Mackay

Businessman and author Harvey Mackay shares some pocket-sized wisdom on how to overcome serious obstacles—and the obstacles one important historical figure had to get past to achieve greatness.

 

 

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.

 

The Salesmen Podcast | Will Barron

With the tagline, “Learn how to thrive in sales” and daily episodes, it’s no wonder Barron’s Salesman.Red blog 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.

 

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 33 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.

 

Hootsuite Academy social selling training course on a tablet device

In-Depth Sales Training Courses and Webinars

 

Hootsuite Social Selling Certification Course

This industry-recognized certification course details how social media can boost your sales significantly. After all, social selling is fast becoming a necessity for a modern sales organization.

 

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 Webinars (Free)

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

 

Top Sales World Academy 2017 (Free)

Top Sales World is this summer’s hottest 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.”

 

PeopleLinx (Free)

A go-to spot for insights on social selling, the webinar library also extends into other critical areas of sales development.

 

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. One important webinar: “The Top 5 Sales Coaching Challenges And How to Overcome Them

 

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 Webinars (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.

 

The best sales training books on a laptop computer

Captivating 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.

 

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 Summer 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.

 

Top 10 "How to Sell" Books of All Time | Inc.com

Inc.com contributing editor Geoffrey James details his picks for the 10 most actionable, tactical sales books of all time. His answers might surprise you!

 

Best Sales Books: 30 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 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 20 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.

 

Sales conference registration website

Can’t-Miss Sales Conferences

 

SITE 2019 Global Conference

January 11–14, 2019 | Bangkok, Thailand

SITE has adopted “incentivizing diversity and innovation” as the theme for their 2019 Global Conference. The exciting agenda includes educational sessions, keynotes, cultural and creative immersions, special events and ceremonies, tours and more. Gather with SITE members and incentive travel professionals from around the world.

 

SaaStr Annual 2019

February 5–7, 2019 | San Francisco

This three-day conference brings together B2B SaaS professionals, including founders, senior executives and venture capitalists for the largest non-vendor SaaS conference on the planet. If you're interested in the latest technology that's making waves in the sales industry, this is a must-attend event.

 

Rainmaker 2019

March 11–13, 2019 | Atlanta

The goal of this event is to bring your organization to the "modern age" and update your organization so that your buyers feel that their interactions are totally seamless. This three-day event is an exclusive invitation to gain modern sales insight from the best thought leaders in the industry, and foster relationships that will help your business thrive for years to come.

 

Unleash 19

March 10–12, 2019 | 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

April 16–18, 2019 | 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.

 

Red Hat Summit

May 7–9, 2019 | Boston

Red Hat Summit is the premier open source technology event to showcase the latest and greatest in cloud computing, platform, virtualization, middleware, storage and systems management technologies. All kinds of people come to the summit, from the career IT pro to the open source contributor, attendees represent nearly every industry from all over the world. This year is all about scaling your technology and culture in whatever size or direction you need, when you need to, with what you actually need―not a bunch of bulky add-ons. Red Hat Summit is for anyone preparing for the future of technology―a future built on open source.

 

2019 Digital Sales World

May 14, 2019 | London, England

This daylong event will bring together sales reps and leaders to learn, share and network.​ Digital Sales World London will feature an agenda which focuses on case studies and hands-on learning led by practitioners. The agenda and networking opportunities are built for the advancement of tactical sales skills and leadership development.

 

Pulse

May 20–23, 2019 | San Francisco

This annual conference brings together some of the best minds in the business to learn cutting-edge strategies. Sales doesn't end with a closed deal—a good customer experience is crucial to cross-sells, upsells and a booming referral business. Learn tactical tips and get inspired by the best in the business to ensure you and your team leave with a competitive edge.

 

Traction

August 7–8, 2019 | Vancouver, Canada

One of the newest events to gain a following in the sales conference circuit, Traction is all about getting and keeping customers, and growing their lifetime value. This event brings you actionable strategies and tactics for supercharging your growth, straight from founders and leaders of some of the fastest growing companies like Google, Twentieth Century Fox, Reddit, LinkedIn, Slack, Trello, Github, New Relic, Box, SendGrid, Grammarly, Bumble and much more.

 

INBOUND 2019

September 3–6, 2019 | Boston

While specifics about the 2019 events aren’t readily available yet, INBOUND 2018 featured almost 300 breakout sessions from some of the biggest names and brightest minds in sales and marketing. The event was packed with dozens of new tactics to take your business to the next level—and there’s no sign 2019 will deliver anything less.

 

Hypergrowth

September 2019 | Boston + 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. 

 

LeadsCon's Connect to Convert

September 25–27, 2019 | Boston

This educational conference and expo is dedicated to the most effective and emerging sectors of the lead generation industry: calls, clicks, search and shares. Attendees range from executive to manager and are highly focused on performance marketing to boost their lead counts, and bottom line increasing their conversion and sales. 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.

 

SaaStock

October 15–17, 2019 | Dublin, Ireland

This SaaS-focused event brings all the greats in sales technology under one roof, which means it's a great place to be for a salesperson who wants to impress their boss and make more sales. The main conference is two days with following Saas.City, the 1-day accelerator filled with workshops, boot camps, and other fringe events. If you want to know what Qualtrics, Intercom, Slack and more are cooking up for your team, this is a must. Plus, who doesn't want an excuse for a sponsored trip to Ireland?

 

Marketo Marketing Nation Summit

October 21–24, 2019 | Las Vegas

Hear from the best and brightest minds in the digital transformation of marketing, advertising, IT, services and beyond. Deepen and strengthen your Marketo knowledge by attending University Day, featuring workshops, demos and presentations by Marketo experts. Spend time sharing knowledge and insights with marketing peers from all over the world. All of this learning comes with plenty of opportunities for fun and networking with the most amazing marketers in the world. Come join The Marketo Marketing Nation at the must-attend marketing industry conference of the year.

 

DreamForce

November 19–22 | 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.

 

Sales learning resource libraries

Comprehensive Sales Resource Libraries

 

SAVO

SAVO's Sales Enablement resources including white papers, case studies, videos, checklists, 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. One great example: this infographic about winning sales conversations.

 

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.

 

J. Barrows 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.

Rob Danna's picture

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.

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