Trending Articles

Stumbling on Your SEO Efforts? Try Some Video Magic.

Sales and Marketing Management

Video can become one of your most important marketing tools. Here are some best practices to consider as you start producing and showcasing a repository of one-of-a-kind videos to enhance your SEO strategy. The post Stumbling on Your SEO Efforts? Try Some Video Magic.

Video 156

BBQ and Business Acumen

The Center for Sales Strategy

BBQ and business acumen. Traditionally, those two items don't go together, but for this story, one is the key to the other. I started in sales in 1993, straight out of college.

Insiders

Sign Up for our Newsletter

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

Four Questions to Predict Your A-Player Retention

SBI Growth

The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals. type-article

The Pull of Resistive Inertia: One of the Biggest Sales Challenges

Anthony Cole Training

One of the biggest sales challenges to overcome is a prospect who becomes indifferent when they decide that doing nothing is the easiest thing to do. How do you challenge the decision and not the prospect to help them overcome their choice to maintain the status quo?

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

Message to Management: Sales Trends in 2022

No More Cold Calling

There are predictions, and then there’s reality. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time.

Trends 263

More Trending

Content Marketing is More Than Just Leads, It’s Connections

Sales and Marketing Management

Content marketing helps make connections with key members within your industry. Here are four ways to shift from a conversion-focused strategy to connections. The post Content Marketing is More Than Just Leads, It’s Connections appeared first on Sales & Marketing Management. News Featured

Leads 170

7 keys to a successful B2B sales transformation [video]

Prima Resource

Transforming a company's sales may seem like a huge undertaking, but it's not nearly as big as construction in Montreal. All joking aside, any sales transformation project must be well marked out to ensure its success.

Episode 13: A Couple Takes on a Pretty Good Email

Sales Hacker

Want to write sales emails like a pro? Kristina and Will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently.

Finding the Right Mentor

The Center for Sales Strategy

We're used to hearing “ it takes a village ” when we're talking about family, but what if that “village” theory is true in business as well. Well, it sure helps! Finding the right mentor can help you navigate your career and give you a village of knowledge instead of going at it on your own.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

Win/loss analysis – are you learning as much as you should?

Membrain

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost. Sales Management

5 Trends for Marketers from Marketers

Sales and Marketing Management

Isabelle Papoulias, chief marketing officer of sales enablement solution provider Mediafly, asked five peers to pinpoint important aspects of B2B marketing in an increasingly digital world. The post 5 Trends for Marketers from Marketers appeared first on Sales & Marketing Management.

Trends 131

How Time Has Changed in Today’s Sales Landscape

Engage Selling

Today’s sales landscape is a radically different one from just half a decade ago. It’s not just that it’s increasingly digital and that everyone keeps on adapting quickly to the global pandemic. Those are symptoms.

Sales 80

6 Ways to Not Have People Tune You Out

Selling Energy

When you’re giving a presentation or pitching a sale online, you’re always at risk of losing the attention and focus of the listeners. So, what can you do to keep people from tuning out ? sales tips sales sales success Sales Presentations recession selling

Sales 68

7 Keys to Creating Massive Value in Your Sales Meetings

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.

Talking Leadership with Maryann Balbo and Fran Mallace, Cox Media

The Center for Sales Strategy

We hear this question more than ever, " What makes a good leader? ". In the first 2022 episode of Improving Sales Performance, Stephanie Downs joins Matt Sunshine and guests Maryann Balbo and Fran Mallace of Cox Media.

Media 86

Guru + Typeform: A Better Way to Make Knowledge Sticky

Guru

At Guru, we often talk about the 70/20/10 rule of learning. For many people, structured training is the first thing that comes to mind when they think about how learning happens.

62

How Digital Contracts Improve the B2B Buyer Experience

Sales and Marketing Management

Many B2B sales cycles are painfully long as it is. Digital contracting streamlines the entire contract lifecycle, from generation to negotiation to fulfillment, and beyond. The post How Digital Contracts Improve the B2B Buyer Experience appeared first on Sales & Marketing Management.

Buyer 131

Five B2B sales tools you must add to Salesforce

Membrain

If you are considering a Salesforce installation, or are already using it, you may already know that a plain vanilla installation is not going to give you what you need to improve sales productivity.

62

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

Delayed Opportunities

Adaptive Business Services

You hear people talk all the time about “missed opportunities”. This is usually followed by “shoulda, woulda, coulda”. I’ve said this myself. Now I find myself looking at a new opportunity that I should have pursued years ago, but I never saw it until recently. I must have been blind.

62

Weekly Roundup: Increase Employee Engagement, Walking Away from Prospects + More

The Center for Sales Strategy

- MOTIVATION -. Don't find fault, find a remedy.". AROUND THE WEB -. > > Increasing Employee Engagement to Achieve a Successful, Sustainable Organization – The Great Game of Business.

2022 Outlook: An Old School Selling Model Becomes Cutting Edge

Selling Power

Before you go into 2022 with a poor-fitting sales model, figure out where your offer’s buying decision lies on a customer’s “willingness to engage” scale. Sales Process & Methodology

8 Reasons Salespeople Dislike Sales Team Meetings

Sales Manager Now

Sales team meetings can be enjoyed and appreciated by a sales team, or they can be disliked and seen as a waste of time.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

Guru + Slack + Salesforce: Supercharge Your Digital HQ

Guru

What comes to mind when you think about a company’s headquarters? You may think about a glass-and-concrete tower, or an office complex in the suburbs. Chances are you’re not doing most of your work in these environments, if you’ve even been in an office at all in the past two years.

The Light Touch of Selling

Janek Performance Group

In pop culture, salespeople are often portrayed as unscrupulous, money-hungry manipulators. Of course, this is not only offensive; it’s also patently false for professional sellers! However, one lesson of the pandemic is that hard-sell techniques will not work.

Sage 76

Minimizing Internal Roadblocks – Let Your Sellers Sell!

The Center for Sales Strategy

Have you ever heard a seller complain that there just isn’t enough paperwork to be completed? How about that they wish your CRM was more complex? Or that there aren’t enough departments involved in their sales?

62

3 Tips for Staying Productive While Traveling

Selling Energy

Working while traveling has its downsides. When you are constantly changing locations, your routines and habits can be affected by external and unpredictable factors (e.g., lack of acoustic privacy, ergonomic constraints, and so forth).

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

How to Ramp Salespeople Up Fast On New Sales Technology

Sales Gravy

Most sales organizations and sales enablement teams are actively seeking ways to ramp salespeople up fast on new sales technology. Likewise, many sales leaders and executives have experienced the frustration of investing in Sales Tech only to see it go unused by their sellers.

Second Nature Launches AI-Powered Interactive Sales Coaching Solution with $12.5M Investment

Smart Selling Tools

Second Nature Launches AI-Powered Interactive Sales Coaching Solution with $12.5M Investment. Zoom among the companies successfully using the immersive AI simulations to impact sales. Tel Aviv, Israel, January 12, 2021.

RevOps Isn’t a Discipline. It’s Interdisciplinary.

Sales Hacker

Revenue operations is fundamentally interdisciplinary. Without that essential notion about combining disciplines, most people don’t even know what RevOps is.

Data 60