Trending Articles

Turning the Lights On Revenue-Generating Bottlenecks

Sales and Marketing Management

Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.

How CEOs Maximize Value Creation

Sales Benchmark Index

On today’s show, serial entrepreneur Jeron Paul, Cofounder and CEO of Spiff, explains how he started, grew, and exited 3 successful ventures. Jeron and SBI’s CEO, Matt Sharrers, talk about the elements needed to drive a growth culture, including a Revenue.


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Do You Have a Sales Action Plan?

Anthony Cole Training

A goal without a plan is only a wish. An effective sales action plan starts with collecting, measuring, and inspecting key success metrics that directly impact the end goal. sales metrics sales action plan

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The Sales Compensation Plan from Hell and How to Improve It

Understanding the Sales Force

Have you ever attempted to complete a jigsaw puzzle when the entire puzzle is a solid color? You dump all the pieces on the table and say to yourself, WTF? Have you ever come to a strange intersection and the signs are pointing in every possible direction?

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.

Sales Talk for CEOs: The Importance of Understanding Sales with Steve Benson (S1:EP7)

Alice Heiman

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Steve Benson, the CEO of Badger Maps , the #1 route planner for field sales. Steve and Alice discuss the importance for CEOs to have a background in sales when starting out and growing their company. .

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Sales Leadership Series with Bernie Weiss, President at iHeartMedia New York and Author

The Center for Sales Strategy

What do selling and tennis have in common? Bernie Weiss, President at iHeartMedia New York and Author of Ace It! How Sales Champions Win New Business answers that question, plus offers some sales performance tips. Tune in now or keep reading for a brief overview. sales performance

How To Build Your Salesforce For The First Time

Predictable Revenue

Doug C. Brown, CEO of Business Success Factors, explains the process to avoid common mistakes when building your sales organization for the first time. The post How To Build Your Salesforce For The First Time appeared first on Predictable Revenue.

Stop wasting time prospecting!


95% of our prospecting is just wasted time, so just stop it! It’s too much time to find that 5% who want to talk, and if they really do, they’ll reach out to you anyway, inbound is so much easier. Sales Management

Weekly Recap, September 19, 2021

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs. sales tips sales performance sales success

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

Turning the Lights On Revenue-Generating Bottlenecks

Sales and Marketing Management

In this podcast transcript, Citrix executive Barry Magee explains how Dun & Bradstreet's Rev.Up ABX software program transformed his team's go-to-market approach. The post Turning the Lights On Revenue-Generating Bottlenecks appeared first on Sales & Marketing Management.

New Research Now Available on Improving the Hybrid Work Experience


What have we lost in replacing the office-first approach with a remote-first one? Two years ago, we might have assumed that a fully remote or even heavily remote hybrid work environment would be a productivity and company culture death knell.

Value Is Not A Destination

Partners in Excellence

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution.

How I Reduced My Sales Team’s Objection Rate by 254%

Sales Hacker

Most sales coaching is a waste of time. I’m sorry, but it is. Sales managers pick topics at random and jump between reps without much thought or planning. But I’m not blaming managers. The problem is that old-school sales coaching is designed to fail.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

Mediafly Launches Unique Revenue Intelligence Solution to Drive Deal Confidence

Smart Selling Tools

Mediafly Launches Unique Revenue Intelligence Solution to Drive Deal Confidence. Sales enablement leader launches Revenue360, becomes the first provider to combine content engagement & sales activity insights for a comprehensive view of pipeline health. CHICAGO – Sept 15, 2020.

Remove the Mystery from Cold Calling

Sales and Marketing Management

The myth of cold calling is that persistence wins out. In reality it simply burns people out. Timing cold calls properly opens up more opportunities for conversations as well as conversions. The post Remove the Mystery from Cold Calling appeared first on Sales & Marketing Management.

How To Achieve Financial Freedom

Grant Cardone

Most people will tell you that to become financially free you have to either win the lottery, inherit a large sum of money, or receive a massive windfall from a big investment. All those approaches sound great, but they’re simply not true.

Slow Down the Sales Process So You Can Speed Up the Sale

The Center for Sales Strategy

Everybody wants to sell faster! No matter your industry or product, every organization is in a hurry to close more business. And on the surface, that sounds like a good idea — but it's not.

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.

Applying the lessons of mycorrhizal fungus to the problems of sellers and buyers


Ever since my son told me about how mycorrhizal fungi work with trees to exchange nutrients, I have been fascinated by the parallels between fungi and the sales profession.

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Selling Semantics

Adaptive Business Services

Let’s start with CRM (acronym), Customer Relationship Management. We used to call them Contact Managers, but should we really be managing our contacts? No, we should be managing our relationships. . Apparently managing is now a bad word. Instead we should be leading. Leading where?

Is Your Closing Ratio Suffering?

Selling Energy

If you have a lousy closing rate, what are you doing wrong? It's usually a combination of talking to the wrong people and saying the wrong thing in your proposals. Perhaps you’re not addressing objections or really asking for the sale. sales tips sales sales process sales success recession selling

Better Together: Vainu and Salesforce


With more than 100,000 concurrent customers, and a host of accolades to their name, Salesforce is a giant within the CRM software industry.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Top Development Trends and Tips

The Center for Sales Strategy

Does your organization have a turnover problem? Do you worry that your top talent will leave for another opportunity? It may be time to refocus on people development and revisit employee growth plans.

6 [CRITICAL] Tips on How to Close the Sale

Marc Wayshak

Of all the sales opportunities you’ve had in the past couple of months, how many of those deals have just slipped away? And how many have gone into a really long sales cycle —so long, you don’t even remember exactly where they are in the process ?

PODCAST 179: Cultural Insight on Operating a Regional Office with Paula Shannon

Sales Hacker

In this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership. powered by Sounder.

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Motivating Salespeople in a Hybrid Environment

Sales Readiness Group

Many companies are wrestling with the question about what their future work environment looks like as they emerge from COVID-19 restrictions. Preferences are mixed, but many employees want to keep working from home at least part of the time. Sales Management Sales Coaching Managing Performance

Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

Upselling through Customer Analysis with Internal and External Data


Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers?

Weekly Roundup: Enough Pipeline to Meet Quota, Importance of Candidate Feedback + More

The Center for Sales Strategy

- MOTIVATION -. Don't worry about failure. You only have to be right once.". Drew Houston. AROUND THE WEB -. > > Does Your Sales Team Have Enough Pipeline to Make Quota? Selling Power.

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What Value Can You Bring to the Table?

Selling Energy

Most people plan their pricing from the perspective of cost when they should be pricing their offerings based on the value they create. Perhaps you’ve heard the story about a guy who takes his car into the shop, watches the mechanic as he fixes his engine in a jiffy, and says, “Wow, that was easy.