Trending Articles

Why CMOs Should Champion Employee Engagement

Sales and Marketing Management

Data and analytics are going to transform the understanding and evaluation of the employee experience. The CMO has a critical role in this transformation. The post Why CMOs Should Champion Employee Engagement appeared first on Sales & Marketing Management. News Featured

How to Get the Most Out of Your Growth Spend

SBI Growth

SBI Chief Operating Officer and Forbes Business Council Member Mike Hoffman wrote a recent article for Forbes digital on how the C-suite can drive growth initiatives, translating strategy into execution.


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Leading a Sales Team: 10 Keys to Success- Part 1

Anthony Cole Training

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success. relationship selling Sales Management Training

Leads 181

One Difference Between Top Sales Reps and You

Mr. Inside Sales

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

She Said My Experience Wasn’t Research — What Do You Think?

No More Cold Calling

She said my research wasn’t real research. I told her I ask my clients if they’ve asked every one of their clients for a referral. That’s each person they’ve met during the buying process. The answer is always no. She said this wasn’t her experience and wanted to know the source of my research.

More Trending

2 Examples of How Sales Confidence Kills Price Objections

Shari Levitin

If you’re like most sellers, you get price objections – lots of them. It’s easy to take the path of least resistance, let your nervousness get the best of you, lower the price, and cheapen your offer.

Weekly Roundup: Returning To The Office, Culture + More

The Center for Sales Strategy

- MOTIVATION -. Innovation distinguishes between a leader and a follower.". AROUND THE WEB -. > > Returning To The Office? Not So Fast. The Case For Remote Sales– Gong. Your team has been working remotely for 2+ years, and you are ready to bring them back to the office. But are they ready?

Sales Talk for CEOs: Improving Sales Discovery with Jody Glidden (S2:E15)

Alice Heiman

People are bombarded with emails and sales messages. Response rates have plummeted. The number of quality interactions with prospects has declined. As a result, each interaction is more valuable than ever before.


Don't Work Harder, Work Smarter

Selling Energy

As effective as time-tested productivity methods can be, there’s always room for new and improved techniques – particularly with the constant advancement of technology.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

Train to Retain

Sales and Marketing Management

Knowing how to attract, develop and retain high-level talent is invaluable amid the current market environment. The presence of a reliable, coach-like manager who displays a commitment to their personal development will make sellers a lot less inclined to seek employment elsewhere.

Customer Engagement Shift | Sales Strategies

Engage Selling

recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More.

Innovative Strategies to Close the Sales Performance Gap and Boost Revenue

The Center for Sales Strategy

The Pareto principle has been applied to everything from farming and land ownership to productivity and employee performance since the Italian economist Vincent Pareto first coined it in 1896. sales performance sales pipeline

Thinking Ahead

Adaptive Business Services

I recently published a post of next step planning in sales. This post is similar, yet different. It’s about thinking ahead. In 2006, I made the decision to go out on my own.

Sales 62

Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

Is putting more content in inboxes really such a great idea?


Nearly every business today engages in some form of marketing automation. We create content, pay for ads or organic search to drive viewers, get people on the website, and then demand their email address in exchange for the content.

SEO Isn’t Always a Required Marketing Channel

Sales and Marketing Management

SEO is an investment that should only be undertaken if it adds value and impact to your acquisition efforts. The post SEO Isn’t Always a Required Marketing Channel appeared first on Sales & Marketing Management.

How to Rock the World with OKRs

Selling Energy

Everyone makes mistakes, regardless of their experience or status. I found it interesting to read an article in which Bill Gates admits to a gaffe he made during the early days of Microsoft.

Talent Acquisition: How Do I Hire Better Talent?

The Center for Sales Strategy

We are always asking our salespeople to prospect and keep their eyes open for new potential clients. As sales managers, we need to treat recruitment the same way. Recruitment will continue to be a buyer’s market in 2022.

Stop Investing in Forgettable Learning Events

Learning isn’t an event, it’s a process. One-time training events deliver low retention and poor results. Providing continuous learning with an online presence boosts sales rep readiness and shortens sales cycles. Learn best practices to upgrade learning and improve ROI.

Leveraging LinkedIn as Part of Your Sales Process

Janek Performance Group

If you are in sales, you are likely on LinkedIn. And if you are on LinkedIn, you’ve definitely seen promotions for LinkedIn courses and coaches. Today, there are plenty of LinkedIn gurus, who have “cracked the code” and want to help average sales reps transform into six and seven-figure superstars.

Number One Virtual Presentation Mistake

Julie Hanson

Like most people you’ve probably attended your share of live meetings where the presenter read from their slides – perhaps even going so far as to turn their back on the audience. Was it engaging and impactful? Did the presenter add value, context and meaning to the content?

Sales Talk for CEOs: Building Your First Professional Sales Team with Lars Grønnegaard (S2:E14)

Alice Heiman

Lars Grønnegaard is the CEO of Dreamdata , a SAAS company that gathers, joins, and cleans revenue-related data to help B2B businesses understand what is driving sales so they can focus on what works.

Data 71

The Small Retrofit

Selling Energy

Have you ever been in a situation where a prospect doesn’t want to approve an energy efficiency project because they think it’s too small? Maybe the prospect says they want to wait until they do a major retrofit of the whole building before making any changes?

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

10 Things Your Clients Won’t Say Out Loud

The Center for Sales Strategy

Creating an environment of trust and becoming a trusted advisor is one of the most important roles of a successful sales professional. That requires a shift from focusing on selling your product or solution to understanding and meeting the needs of the prospect or client in the now, near, and far.

Strategic Account Management: What It Is And Why You Need It

Janek Performance Group

If you are a sales leader and are planning to increase future revenue, you are thinking strategically. If that plan includes increasing revenue from your best clients, you will need a strategic account management plan.

“People buy from people.”


I don’t know how many times I’ve read this mantra about selling. I don’t know how many times I’ve repeated it, myself. Somehow, today, I read it in some post, and the irony caused me to burst out laughing! Sales Management

How to Implement Account-Based Marketing and Why You Should


Imagine your marketing and sales team working in tandem, seamlessly pursuing and closing on the kinds of businesses your company exists to serve. That’s the premise behind account-based marketing (ABM).

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

The Value of Appraisal

Selling Energy

When you’re selling an energy-efficient solution in the built environment, you might consider emphasizing the potential for increased appraised value as an important benefit. Unfortunately, most energy solutions providers don’t take the time to reframe their proposed improvement in this context.


4 Reasons Social Selling Is So Effective

The Center for Sales Strategy

Social selling is on its way to equaling (and possibly overtaking) conventional selling in the near future. One study stated that with more than 3 billion people using social media worldwide in 2021, the customer base is right where social salespeople want them.

The Times, They Are a Changin’: Expanding Buying Groups


Gartner tells us that the average buying group is anywhere from 6-10 individuals (I’ve personally seen as many as 15 or 16 involved in a single decision) which is almost double what we’ve historically seen in enterprise sales just a decade ago. .