Trending Articles

One Great Close You Should Be Using

Mr. Inside Sales

How do you handle the following two big objections? Your price is too high.”. “I I can get a better deal/rate/price using XYZ”. Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Create More Sales Opportunities with These 5 Activities

Anthony Cole Training

Business planning as a sales professional has several components. But, there isn’t a component that is more important than using your calendar to plan for your “green” activity. planning for success sale accountability increase sales sales planning traits of successful people


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How Sales Teams Can Tap Into the Power of Asynchronous Communication

Sales and Marketing Management

Managers can improve the impact of in-person communications by supplementing them with asynchronous communication that can be viewed and shared wherever and whenever the salesperson needs it.

Building, Retaining, and Developing a Modern Salesforce

Sales Benchmark Index

To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual world, but your teams also need the time and attention dedicated to reaching their full potential now more than.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

There Is No Need To Lie

The Pipeline

By Tibor Shanto. There has always been an uneasy dance involving selling and buying when it comes to trust and honesty. While it is natural to be guarded or cagey when you first meet someone new, but this goes a bit further, by both sides.

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More Trending

Referral request reluctance


Gaining referrals can seem harder than cold calling. It’s something I’ve recently noticed. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. I know that I struggled with it previously in my career.

Mike Carroll On Why Sales Forecasting Is Vital

Sales and Marketing Management

Inaccurate sales forecasts slow down decision-making and frustrate sales managers. A look at the cause and how to fix it. The post Mike Carroll On Why Sales Forecasting Is Vital appeared first on Sales & Marketing Management. Sales & Marketing Podcasts

Monitor and Manage Six Areas to Improve Your New Initiative Implementation Success

Sales Manager Now

FTI or Failure to Implement (initiatives or ideas) is a killer in business and can make it more difficult to convince your troops the next time you introduce change.

WEBINAR: Morgan Ingram hosts “The Ultimate Masterclass to Become a Cold Prospecting Expert” [Coming Soon!]

John Barrows

The post WEBINAR: Morgan Ingram hosts “The Ultimate Masterclass to Become a Cold Prospecting Expert” [Coming Soon!] appeared first on JB Sales

The Best Sales Forecasting Models for Weathering Your Goals

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!

How to Make Sure New Hires Know Their Stuff

The Center for Sales Strategy

Only 12% of employees agree that their organization does a good job with employee onboarding — a process where new hires acquire the necessary skills and knowledge in order to become effective and efficient employees. When it comes to onboarding employees, first impressions last forever.

Allego Launches Enhanced Conversation Intelligence Product

Smart Selling Tools

Allego Launches Enhanced Conversation Intelligence Product, Adds Significant New Artificial Intelligence Technology. Needham, MA - May 11, 2021 - Enhanced Conversation Intelligence.

3 Properties and a Report: A Smarketing Love Story

Sales and Marketing Management

If you’re looking to use the HubSpot CRM for sales and marketing (smarketing), this story is for you. The post 3 Properties and a Report: A Smarketing Love Story appeared first on Sales & Marketing Management.

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Create a Successful B2B Sales Experience in 16 Steps


What is B2B Sales Experience. B2B sales experience is the experience that a business-to-business customer has while they work with you. This can include the process of how to buy, when, and what type of support they get, as well as any other interactions from your company.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“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.

WEBINAR: John Barrows hosts “How To Be A Better Closer And Increase Your Close Rate By 20%” [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows hosts “How To Be A Better Closer And Increase Your Close Rate By 20%” [Coming Soon!] appeared first on JB Sales

Sales Leaders: What Tools and Tactics Are You Using to Grow and Develop Your People? [VIDEO]

The Center for Sales Strategy

At The Center for Sales Strategy (CSS), our mission and reason for being is to Turn Talent into Performance. Talent is foundational, but it’s not the only element. It starts with talent, but you must also develop.

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Customer Reference Management that’s 100% Salesforce Native @PTofRef

Smart Selling Tools

SalesTech Video Review: Customer Reference Management. Customer references are critical for high-value B2B deals. Yet many companies still let salespeople fend for themselves.

Why Sales Teams Need to Use Video

Sales and Marketing Management

Salespeople are increasingly leveraging video to prospect, as well as communicate their value messages. Because buyers are purchasing more products and services remotely and on demand, it's imperative that salespeople position themselves as subject matter experts.

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The Revenue Leader's Guide to Prospecting

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.

At Its Base, a CRM Is Just a Database: Here’s How to Build One

Sales Hacker

CRMs are simultaneously the most necessary system for a sales team – and the most hated. They are also often under-utilized and improperly implemented. This not only causes headaches for daily users, but wastes resources – primarily money and time.

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This Is the #1 Reason Lead Generation Doesn’t Work

KLA Group

By Kendra Lee The number one reason b2b lead generation doesn’t work is not what you think. As a business owner, you want to get more leads from your email campaigns, events and webinars, SEO, and Google Ads. That’s to be expected. You’re investing time and resources.

How To Immediately Improve A Salesperson’s Performance

The Center for Sales Strategy

When you focus on a natural strength, magic happens. They say that when you spend time practicing and honing a strength you have, you can grow in that area by as much as 10xs! Investing that same effort in an area that’s not a natural strength pays little return.

The first sales meeting isn’t about selling


Awww… first dates. They’re a mixed bag—you never quite know what you’re going to get. One day, sparks fly and you feel like you’re on the cusp of a whirlwind fairy-tale romance. On another day, you feel your heading for disaster. Sales Process

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.

What B2B Sales Enablement Looks Like in a Post-COVID Environment

Sales and Marketing Management

What does the pandemic-induced digital shift mean for the future of B2B sales? Here are three key takeaways. The post What B2B Sales Enablement Looks Like in a Post-COVID Environment appeared first on Sales & Marketing Management.

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Let’s Talk Talk Tracks: 15 Sales Enablement Leaders Share What Works (and What Doesn’t)

Sales Hacker

Are talk tracks just a fancy new tech take on sales scripts? Not according to these sales and sales enablement experts. Software tools are constantly improving their platforms with new features, new product lines and new uses cases.

Why All Virtual Sales Calls Should Start Full Video

Performance Sales and Training

Got ONE MINUTE? And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls? Always start with full video. 90% of the salespeople I coach are making the mistake of starting a video call already in a PowerPoint.

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DEI Update: Fundraising and Community Outreach


Diverse teams perform better. That’s not an opinion; it’s a fact —and it’s one that we at Guru have focused on for years. As we started to see our headcount grow quickly in the aftermath of our Series A round, we realized it wasn’t just enough to hope for a more diverse company.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

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.

Weekly Recap, May 16, 2021

Selling Energy

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

Conversation Intelligence: What It Is and How It Improves Productivity Among Sales Reps

Hubspot Sales

Think about how many conversations one salesperson has with leads and prospects over the course of a quarter. Now think about how many conversations a team of salespeople has over the course of a quarter.

The Power of Personal Branding: How to Create a Meaningful Career Through the Magic of You

Sales Hacker

Get ready to embrace the inner social media star in you. But thankfully you don’t have to eat a ghost pepper or anything like that (unless you want to).