Expert insights. Personalized for you.
Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. MORE
The world is a very different place than it was two years ago. Many of the changes we’re seeing now will stick around long after the pandemic has ended, including remote work and hybrid office environments. Before COVID-19, remote work was commonly used as a benefit to attract employees. MORE
The days of mailing checks, arguing with Barbara from Collections, and checking the PO box are numbered. Nowadays paying a bill, sending an invoice, receiving a payment, and running a card can be done in an instant. All it takes is a tap or swipe on a touchscreen. MORE
Work is hectic. And there is always more of it to be done. And as much as we’d like to be able to do everything within an eight-hour window, it’s simply not possible. So anything that can offer significant time-saving abilities should be viewed with the utmost importance. MORE
Author: Beth Siegert What are the effects on the health and well-being of our work force during the pandemic? Pre-COVID-19, it was reported that one in four individuals experienced a diagnosable mental health condition annually. MORE
Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. MORE
It's short article Friday. Less is more. My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up. MORE
Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. MORE
InsightSquared’s machine learning-driven sales forecasting platform completely changes the way sales organizations operate. Sales Forecasting no longer requires hours of manual guess-work. MORE
Today's post has nothing to do with selling, but is indirectly related because some of the businesses that have been hurt by the pandemic and the government's shut downs have sales organizations. In the US, the so-called COVID relief bill passed the house and we learned that only 9% of the 1.9 MORE
Some salespeople are just built differently. They demonstrate exemplary tendencies and particularly productive tactics — reps that put another degree of effort and strategic thought into their day-to-day responsibilities. MORE
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency. Sales Management MORE
Our guest this week is Joe Caprio, Co-founder of Reprise. John is consistently talking about how bad most demos are for prospects and Joe’s research proves that the frustration that we experience as demo attendees is often shared by the people that are actually doing the demos. MORE
“It’s not the will to win. that matters – everyone. has that. It’s the will. to prepare to win. that matters.”. –Paul “Bear” Bryant. football coach. You may want to win, want to make more money, want to be in the elite class of closers at your company, BUT: Are you willing to put in the work? MORE
Big data is everywhere around us, shaping the way businesses run. It’s used by companies of all types and sizes for a variety of tasks, ranging from employee benefits administration to cancer research. Big data is vital in the functionality and productivity of an organization’s web presence. MORE
The post WEBINAR: John Barrows and Leslie Douglas host “How to Write Persona-Based Emails” [Coming Soon!] appeared first on JB Sales MORE
Do you want to conduct better interviews and ensure you make smart hiring decisions? Preparing better interview questions to determine talent and fit will help you improve this step in your selection process. MORE
What was a terrible lead yesterday, is a solid opportunity today. What happened?! Businesses change. All the time. Subtle shifts, like the hire of a senior-level employee, or earth-shattering changes, like a merger or a funding round, create a window of opportunity. MORE
The most difficult challenge leaders will face in 2021 is motivating personnel. Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. In this environment, how. MORE
Author: Frank V. Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. MORE
At SBI we strive for all of us to reach our full potential by being diverse by nature, equitable by design, and inclusive by choice. Our curiosity to understand, value, and celebrate our unique strengths will improve outcomes for our people and our clients. This is. MORE
Decision paralysis is a real thing. It’s when your buyers are so overwhelmed with information that they can’t make a decision. Best case, they simply delay. MORE
When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. You become desperate because you believe having someone in the role is better than a vacancy. MORE
Salespeople will input CRM data consistently if there’s value for them as well as management. Here’s how to get there. Before I get started on that, I want to share with you that Sales Manager Now is a Zoho Partner.… MORE
By Tibor Shanto. The customer and their success are central to B2B sales, and the best way to that is with your expertise. It’s not by pandering or pretending that the prospect is always right as many try to do. MORE
Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. Tracking KPIs are effective for unifying goals with quantifiable analysis, as well as celebrating successes. MORE
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril. Sales Psychology MORE
What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? MORE
The Pipeline
MARCH 2, 2021
By Tibor Shanto. The customer and their success are central to B2B sales, and the best way to that is with your expertise. It’s not by pandering or pretending that the prospect is always right as many try to do.
Mr. Inside Sales
MARCH 1, 2021
“It’s not the will to win. that matters – everyone. has that. It’s the will. to prepare to win. that matters.”. –Paul “Bear” Bryant. football coach. You may want to win, want to make more money, want to be in the elite class of closers at your company, BUT: Are you willing to put in the work?
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Anthony Cole Training
FEBRUARY 25, 2021
When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. You become desperate because you believe having someone in the role is better than a vacancy.
Zoominfo
MARCH 2, 2021
Big data is everywhere around us, shaping the way businesses run. It’s used by companies of all types and sizes for a variety of tasks, ranging from employee benefits administration to cancer research. Big data is vital in the functionality and productivity of an organization’s web presence.
Speaker: Matthew Hawk, President of B2bTrainers
The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.
Understanding the Sales Force
MARCH 1, 2021
Today's post has nothing to do with selling, but is indirectly related because some of the businesses that have been hurt by the pandemic and the government's shut downs have sales organizations. In the US, the so-called COVID relief bill passed the house and we learned that only 9% of the 1.9
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Sales Benchmark Index
MARCH 2, 2021
The most difficult challenge leaders will face in 2021 is motivating personnel. Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. In this environment, how.
John Barrows
MARCH 1, 2021
Our guest this week is Joe Caprio, Co-founder of Reprise. John is consistently talking about how bad most demos are for prospects and Joe’s research proves that the frustration that we experience as demo attendees is often shared by the people that are actually doing the demos.
Zoominfo
FEBRUARY 27, 2021
Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time.
Understanding the Sales Force
FEBRUARY 26, 2021
It's short article Friday. Less is more. My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up.
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
Sales and Marketing Management
MARCH 1, 2021
Author: Frank V. Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop.
TechCrunch
MARCH 1, 2021
Membrain
FEBRUARY 28, 2021
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency. Sales Management
Zoominfo
MARCH 1, 2021
Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. Tracking KPIs are effective for unifying goals with quantifiable analysis, as well as celebrating successes.
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“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.
Sales Benchmark Index
FEBRUARY 28, 2021
At SBI we strive for all of us to reach our full potential by being diverse by nature, equitable by design, and inclusive by choice. Our curiosity to understand, value, and celebrate our unique strengths will improve outcomes for our people and our clients. This is.
Sales and Marketing Management
FEBRUARY 25, 2021
Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job.
Engage Selling
FEBRUARY 26, 2021
Decision paralysis is a real thing. It’s when your buyers are so overwhelmed with information that they can’t make a decision. Best case, they simply delay.
John Barrows
MARCH 2, 2021
The post WEBINAR: John Barrows and Leslie Douglas host “How to Write Persona-Based Emails” [Coming Soon!] appeared first on JB Sales
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
Zoominfo
MARCH 2, 2021
The days of mailing checks, arguing with Barbara from Collections, and checking the PO box are numbered. Nowadays paying a bill, sending an invoice, receiving a payment, and running a card can be done in an instant. All it takes is a tap or swipe on a touchscreen.
Membrain
MARCH 3, 2021
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril. Sales Psychology
Sales Manager Now
MARCH 1, 2021
Salespeople will input CRM data consistently if there’s value for them as well as management. Here’s how to get there. Before I get started on that, I want to share with you that Sales Manager Now is a Zoho Partner.…
Vainu
MARCH 1, 2021
What was a terrible lead yesterday, is a solid opportunity today. What happened?! Businesses change. All the time. Subtle shifts, like the hire of a senior-level employee, or earth-shattering changes, like a merger or a funding round, create a window of opportunity.
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.
Hubspot Sales
MARCH 1, 2021
Some salespeople are just built differently. They demonstrate exemplary tendencies and particularly productive tactics — reps that put another degree of effort and strategic thought into their day-to-day responsibilities.
Zoominfo
MARCH 3, 2021
Work is hectic. And there is always more of it to be done. And as much as we’d like to be able to do everything within an eight-hour window, it’s simply not possible. So anything that can offer significant time-saving abilities should be viewed with the utmost importance.
Smart Selling Tools
MARCH 1, 2021
Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling.
The Center for Sales Strategy
MARCH 1, 2021
Do you want to conduct better interviews and ensure you make smart hiring decisions? Preparing better interview questions to determine talent and fit will help you improve this step in your selection process.
Speaker: Sandi Lin & Linda Schwaber-Cohen
In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.
InsightSquared
MARCH 3, 2021
InsightSquared’s machine learning-driven sales forecasting platform completely changes the way sales organizations operate. Sales Forecasting no longer requires hours of manual guess-work.
Hubspot Sales
MARCH 2, 2021
The world is a very different place than it was two years ago. Many of the changes we’re seeing now will stick around long after the pandemic has ended, including remote work and hybrid office environments. Before COVID-19, remote work was commonly used as a benefit to attract employees.
Zoominfo
FEBRUARY 25, 2021
What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation?
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