Trending Articles

Pull the trigger

Sales 2.0

In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need.

Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations.

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Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day.

Why You Might Need to Quit Your Job

No More Cold Calling

You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and was relieved when she quit.

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

Sales Scrum #Podcast – Episode 2

The Pipeline

Sales Scrum: Guest Warren Shapiro. In this episode, I have the pleasure to interview Warren Shapiro , a seasoned recruiter who helps both employers and employees break through the barriers to success.

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Is Writing Still on the Communication Skills List for Sales Success?


Direct from buyers, a list of grievances about sellers’ communication: Spelling errors. Casual or overly familiar. Run-on sentences with poor punctuation. Rambling thoughts that don’t seem connected. Too much to wade through instead of getting to the point.

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10 Things to Start & 3 Things to Stop When Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.

Incentives and Rewards: A Closer Look

Sales and Marketing Management

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision.

How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

Sales Benchmark Index

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Prospects Don’t Need Salespeople, Setting Goals In The Right Way, And A Quote On Perseverance

MTD Sales Training

Episode 43: Prospects don’t need salespeople, setting goals in the right way, and a quote on perseverance. In this episode we take a look at the fact that prospects don’t need salespeople anymore.

How NOT to Market on Facebook

The Sales Heretic

I regularly receive friend requests on Facebook. Most of them I ignore. And many I report for being spam.)

Why Increasing Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.

Leads 167

Make Your Content Impossible to Ignore

Sales and Marketing Management

Author: Carmen Simon People act on what they remember, not what they forget. The latest scientific research places memory at the heart of decision-making.

ACT 194

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

How a CEO Manages the Speed of Change for Turnarounds

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

5 Transition Statements to Requalify Existing Prospects and Clients

Mr. Inside Sales

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And why would you even want to do this? The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself.

What Your CMO Doesn’t Know About Customer Advocate Programs

Smart Selling Tools

What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year.

Money Won’t Make You Happy, But…

Grant Cardone

How many times have you heard that money won’t make you happy? Next time anybody tells you that, forward them this…. Money won’t make you happy but it will buy: A Good Steak . 5-Star Vacations. Watches. Money won’t make you happy… but it will buy: Food for your pets. A Ski Trip.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

How to stop failing at account management


The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect. Sales Management Sales Terminology

How a CEO Manages the Speed of Change for Turnarounds

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

How to Develop and Share Your Insights to Create Opportunities

Anthony Iannarino

Creating new opportunities in B2B sales means capturing mindshare , shaping the way clients view their business, their challenges, their opportunities.

SalesTech Video Review: @Brainshark

Smart Selling Tools

SalesTech Video Review: Brainshark. Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve.

Video 95

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

The 8 Best Contact Management Software Tools in 2020

Hubspot Sales

In a letter he wrote to Jean-Baptiste Le Roy in 1789, Benjamin Franklin famously wrote, "In this world, nothing can be said to be certain, except death, taxes, and the utility of a shared repository for customer contact information in terms of helping a business's sales efforts — no matter its scale, structure, or industry.". I might have taken some creative liberty with the last part of that quote, but it doesn't make it any less true. Being able to readily access and analyze customer and prospect contact information can make your sales efforts considerably easier and more effective. That's why contact management software is always an option worth exploring. "Contact management software" is a catch-all term that encompasses any kind of software that allows you to track prospect, customer, and vendor contact information and communication. This can include information like addresses, individual employees, associated companies, open quotes, orders, and sales history. It's a resource that can improve your sales efforts by simplifying and streamlining processes like outreach and lead qualification. Here are some of the best free and paid options available for any business looking to invest in contact management software. 1. HubSpot CRM. Source: HubSpot. HubSpot's contact management tools, within the CRM, are designed to remove friction from your sales processes — streamlining your sales efforts and giving your reps more time and flexibility to close deals. The platform automatically enriches your contact records with data from over 20 million businesses and can notify you when individual prospects open your sales emails or visit your website. It also includes other contact management staples like prospecting tracking tools, meeting scheduling, and live chat. HubSpot CRM is free to leverage and suits businesses of any size. If your business is looking for an exceptional, free contact management solution with a host of other features to support your sales efforts, consider choosing HubSpot CRM. 2. Zoho ContactManager. Source: Zoho. The value of Zoho ContactManager is in its simplicity. It's easy to make sense of and operate without sacrificing power or any necessary functionality. It allows you to maintain your contacts in a centralized address book and provides a comprehensive view of any communication you have with them. Emails, tasks, and notes specific to individual contacts are all accounted for and easy to access. It also features tools that allow you to apply the information you gather in those communications to your sales efforts. The most basic version of the platform is free to use and can accommodate 500 contacts for an individual user. That plan is ideal for small businesses, startups, and freelancers. But, Zoho's paid subscriptions are reasonably priced for growing businesses. If you're looking for a free contact management option with an accessible interface, definitely consider Zoho ContactManager. 3. Bitrix24. Source: Bitrix24. Bitrix24's contact management software's suite of features extends beyond what you would typically expect from this kind of platform. It contains standard contact management resources, including a centralized database for collecting and tracking prospect and customer contact information. But, its capabilities extend well beyond that. The software allows you to automatically log and record all phone calls you make to or receive from a specific contact. The same goes for email communications. If you sync your email address with the platform, your entire history of email exchanges will be stored in your Bitrix24 contact manager. If you're interested in a free solution with functionality that generally isn't available with a standard contact management software, Bitrix24 is definitely worth considering. As your business expands and you want more out of your contact manager, Bitrix24's paid options can accommodate your needs at reasonable price points. 4. Streak. Source: Streak. Streak's contact management tools can be entirely integrated within your Gmail inbox, working alongside all other G Suite applications. The software allows you to both maintain and share a timeline of customer contacts and communications. This can include information about email records, call logs, files, notes, and tasks. The platform also offers you custom views of your pipeline. With Streak, you can search, filter, group, and sort your contact data in any configuration. You can also save those results in custom views and share that data with your team. Streak is an accessible software, designed to easily integrate with your Google applications. It's free for personal use but has professional and enterprise-level options for a charge. If you're a freelancer or very small business owner who uses G Suite extensively, Streak is a solid, viable, free option for your contact management needs. 1. Pipedrive. Price: Plans starting from $12.50 per user per month. Source: Pipedrive. The Pipedrive CRM is decidedly sales-oriented, and its contact management resources reflect that. They’re tailored toward enabling hard sales with data and automation. They add a new degree of insight and intelligence to a company’s sales efforts by gathering smart contact data and automatically pre-qualifying leads. The platform includes tools that can retrieve web-data about your contacts from online sources like LinkedIn. Using this information, the platform can give you insight into the viability of pursuing the leads you gather. Pipedrive’s plans start at $12.50 per user per month, and it has options to suit virtually any business in terms of scale, need, or industry. If you’re looking for a quick, intelligent way to qualify leads and streamline your sales processes, consider taking a look at Pipedrive. 2. Nimble. Price: $19 per user per month. Source: Nimble. Nimble CRM’s contact management features allow you to access all your contacts — across any mobile, cloud-based, or desktop records you or your organization maintains — in a single relationship manager. Nimble’s prospecting tool automatically displays all contact information and company details for prospects and customers, including any emails, social interactions, messages, notes, and calendar events you may have exchanged with them. The platform works seamlessly with Google Apps and Office365 and features over 100 app integrations. It’s a powerful, versatile tool for keeping tabs on your contacts, how you reach them, and how they might fit into your overall sales efforts. With plans starting at $19 per month, Nimble is a solid option for businesses in the market for a contact management software that reconciles extensive utility with affordability. 3. Nextiva Customer Relationship Suite. Price: Plans starting from $10 per user per month. Source: Nextiva. Nextiva’s sales CRM’s robust suite of features includes contact management resources — available across all three of their pricing plans. And even the company’s most basic CRM subscription includes tools for maintaining email history, notes, and call logs. Together, these resources can help you easily and effectively track your customers’ contact information and communication history while taking stress out of processes like follow-up and outreach. The Nextiva CRM is available at three reasonable price points — ranging from $10 to $30 per month per user. Each plan includes access to a wide array of features across the company’s CRM, survey, live chat, and analytics infrastructures. If you’re looking for a reasonably priced option to aid with your contact management, follow-up, and outreach efforts — with several other features to boot — consider exploring Nextiva. 4. Nutshell. Price: Plans starting from $19 per user per month. Source: Nutshell. Nutshell provides a central repository for all your company’s customer knowledge. It offers a single location for you and your team to store and reference any contact details, call notes, and email conversations you have with customers. Its contact management infrastructure — paired with its powerful sales automation tools — can help you streamline your sales process and easily qualify leads. The platform is simple to implement, learn, and ultimately use on a consistent basis. The interface is relatively straightforward, so anyone on your team should be able to make sense of it quickly and leverage it long term without much trouble. Nutshell has plans starting at $19 per user per month, integrates seamlessly with applications like Slack and G Suite, and is designed to suit the needs of businesses of every size. Still, its pricing and ease of use make it a better option for small to midsize businesses than large enterprises. No matter how big your business is, what you sell, or how you structure your sales efforts, you're almost guaranteed to have contacts you need to track and manage. If you haven't already invested in contact management software for your business, you should strongly consider some of the options listed above. Nothing in life can be said to be certain, except for death, taxes, and high-quality contact management software making life easier for salespeople. Choosing a CRM

Retain and Grow Top Performers with a Development Plan

The Center for Sales Strategy

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers.

What Should CROs Expect from Their Direct Reports?

Sales Benchmark Index

Most CROs and CSOs (let’s call them Growth Executives or GE’s) have grown into a management position over several management roles, but most of their direct reports have not. What should a Growth Executive expect from direct reports, and how.

Report 181

Sales 101: How to Nail Your Elevator Pitch


An elevator pitch is an invaluable tool for differentiating one’s business from the competition. With a few well-chosen words, entrepreneurs and sales teams can describe their business to persuasively generate interest about their products, services and brand.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.