Trending Articles

Hosting a Virtual Kickoff: 5 Keys to an Engaging Event

Sales Benchmark Index

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

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The Real Purpose Of Discovery

The Pipeline

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions.

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How Business Services CEOs Are Responding to Industry Disruption

Sales Benchmark Index

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.

Best Motivational Book Recommendation for the Holidays

Mr. Inside Sales

It’s been a challenging year with Covid, and as cases skyrocket it seems as if it could be a rough winter…. With the holidays and the end of the year just around the corner, I think it’s time to give your attitude a boost.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.

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Sales Scrum Episode #25 – Guest Jason Helfenbaum

The Pipeline

Sales Scrum Episode #25 – Guest Jason Helfenbaum. Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company.

Podcast 175: Sam Dunning On Selling Like A Marketer

John Barrows

Our guest this week is Sam Dunning, Sales Director and Co-Owner of Web Choice. Sam and John talk about marketing and sales alignment, positive impressions, and the future of the SDR role. They also discuss the term “thought leader” and why it’s not always the best term for some professionals.

I’m Most Thankful for Our Human Connection

No More Cold Calling

This isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling.

How to Fix What’s Missing from Your Sales Training Program

Sales and Marketing Management

Author: C. Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees.

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!

The Plain English Guide to Neuro-Linguistic Programming (NLP) Sales

Hubspot Sales

I've always loved hypnosis — like I'm a huge fan of those local "hypnotist" performers who do those shows where they bring up volunteers at kid's birthdays or on cruise ships and make them do jumping jacks or pretend they're turtles or something else along those lines. They always fascinate me.

Salesforce is acquiring Slack. and that's a good thing

Troops

“Did you see the news that Salesforce is acquiring Slack?”. Troops Slack Growth Remote Work Salesforce Customer Success Product Roadmap future of work

Practicing sincerity and honesty in your professional endeavors

Nutshell

“If the only prayer you said in your life was ‘Thank you,’ that would suffice.” ” —Meister Eckhart (1260-1328). 2020 has been weird. For nearly a year, the pandemic has kept people mostly sheltered in their homes.

Forecasts are about the deals, not the number!

Membrain

This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales. Sales Pipeline Management

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.

A Marketer's Peek at 2021

Sales and Marketing Management

Author: SMM Staff News of promising COVID-19 vaccines has many people anxious to kick what remains of 2020 off their heels. But that requires planning for a new year. Jim Kruger, chief marketing officer at Veeam Software , a developer of disaster recovery and intelligent data management software, predicts three key . . Virtual events started out of necessity, but are here to stay because of ROI and accessibility.

How to Respond to 'Just Tell Me the Price,' According to HubSpot Sales Reps

Hubspot Sales

As a salesperson, you're bound to be confronted with it at some point — what HubSpot SMB Growth Specialist Vajra refers to as "the most dangerous question." By his account, it's the statement that shows "a prospect is qualifying you instead of you qualifying them. ".

How to Identify Where Your Sales Team is Struggling

The Center for Sales Strategy

2020 has been a strange year for everyone. Successful teams who are used to winning find themselves struggling. And managers, who are used to leading successful teams, are trying to coach and help reps who aren’t used to struggling.

WEBINAR: Morgan Ingram and Devin Reed host “Words and Phrases Top Performers Use to Win More Deals”

John Barrows

The post WEBINAR: Morgan Ingram and Devin Reed host “Words and Phrases Top Performers Use to Win More Deals” appeared first on JB Sales

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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.

Are you frustrated with your technology Frankenstack?

Membrain

Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in six months. At least some of those apps… maybe dozens of them… are work tools you never log into. Sales Enablement

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How to Raise Your Game in Business and Life

Pipeliner

The elements that accelerate our performance lead to success faster than any technical skill. In this Expert Insight Interview, Nathan Farrugia discusses how to raise your game in business and life.

How to Sell Value in a Transactional Industry

Hubspot Sales

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process.

7 Ways to Develop a Successful 2021 Revenue Plan

The Center for Sales Strategy

Let's start by agreeing that simply hoping that things will go back to the way they used to be is not a strategy you can count on. Revenue growth is still obtainable even in the most uncertain and challenging of times.

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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

7 Best Sales Training Techniques [Quick Course!]

Marc Wayshak

The best sales training techniques don’t have to be complicated. Some of the most effective strategies are the simplest. Follow these 7 quick tips to kick your sales into high gear, fast. The post 7 Best Sales Training Techniques [Quick Course!] appeared first on Sales Speaker Marc Wayshak.

What is customer experience? 8 CX experts share their definitions and best advice

Nutshell

Customer experience can make or break a brand. If buyers have a positive experience with your company, they’ll turn into repeat customers, and generate steady referrals for your business. The opposite is true, of course.

Automatizer: The Revolution for CRM

Pipeliner

It’s no secret that the covid19 pandemic has pushed the digital world many years ahead—I would say at least 5 years, perhaps even more. We now see (whether you believe it or not) that with the “3rd wave” of covid19 we need to prepare ourselves for this to be an ongoing situation.

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The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going

Hubspot Sales

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true.

[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.

Is Your Organization Ready to Work from Home Permanently?

The Center for Sales Strategy

It’s been quite a year of change for many salespeople and managers. What at first seemed like a temporary situation has slowly evolved into the potential for a new reality — working from home.

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Are You a Sales Professional or a Sales Prostitute?

Keith Rosen

Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? I’m not just talking about discounting or sweetening the deal, but compromising your personal values and integrity by taking on a customer who you know simply isn’t a fit.

Productivity: Why We Changed Up The Show | Donald Kelly 1376

Sales Evangelist

Change is the only constant in this world and The Sales Evangelist Podcast is no exception. TSE has changed over the years and another is on the horizon. Listen to this episode as Donald talks about what you can look forward to doing with The Sales Evangelist podcast.