Trending Articles

Is Your Incentive Plan Driving Activity or Performance?

The Pipeline

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions.

5 Money-Saving Tips for International Companies

Sales and Marketing Management

Author: Peter Palladino Going international is a huge achievement that comes with hefty benefits for any business. For starters, finding reliable sources for products overseas helps businesses cut costs that come with manufacturing locally.

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How a Software CMO Has Led COVID Recovery Efforts

Sales Benchmark Index

For years, the evolution of Marketing leaders has transformed drastically. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will.

The Psychology Behind Unexpected Rewards

Sales and Marketing Management

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning.

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!

Call Me the %&#$ Back

The Sales Heretic

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more.

More Trending

Do I Want To Be Seen Or Heard?

The Pipeline

By Tibor Shanto. Being approachable and easy to deal with is key to helping prospects open up and share their real objective. We are social creatures, so video seems like a natural. But it may not be when it comes to prospecting.

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How a Digital Sales Culture Drives Revenue in Key Accounts

Sales Benchmark Index

There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.

A Reminder to Isolate the Objection

Mr. Inside Sales

Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it….

PODCAST 117: The Tools You Need If You Want to Succeed at Scale with Michael Coscetta

Sales Hacker

Today on the show, we are incredibly excited to have Michael Coscetta. Michael is a member of Revenue Collective, but perhaps most importantly, he’s the chief sales and strategy officer for Compass, that fast-growing real estate behemoth.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

The Sales Industry Needs a Henry Ford Assembly Line

The Center for Sales Strategy

History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America".

Survey Results: How Market Leading Companies Plan to Make the 2020 Number

Sales Benchmark Index

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

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4 Strategies To Effectively Scale Your Sales Team

Sales and Marketing Management

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. .

Office or Remote Selling – Managing Effort and Effectiveness

Adaptive Business Services

In the last few weeks, many sales managers are deciding whether their teams should return to the office or stay home. No matter today’s decision, tomorrow brings new information that completely alters yesterday’s point of view. Professionals each have an opinion on what to do.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

5 Ways to Uncover Hidden Revenue in Strategic Accounts

Smart Selling Tools

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging.

Statistics That Will Help Convert Sales Leads Quickly

The Center for Sales Strategy

How fast does your team move when a lead comes in? A lead response study of 2,241 US companies showed that the average first response time of B2B companies to their leads was 42 hours. A quality lead degrades over time.

WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman

John Barrows

The post WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman appeared first on JB Sales

Answering your customer’s three critical questions

Membrain

In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects unless they see them as being strategically relevant, tactically urgent, and capable of delivering rapid time-to-value. The rest can wait.

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.

Conquer Cross-Departmental Deals With These 6 Key Questions

Sales Hacker

Sellers are having to work harder, get more “yeses,” and get more company stakeholders on the same page about ” why you?” and ” why now ?” than ever before. And that last part is the hardest aspect of just about any sale. In B2B sales, getting multiple decision makers on board is a dream.

Guru App for Microsoft Teams: Keeping You Connected, Engaged, and Aligned

Guru

If you squint hard enough at the original whiteboard, you can still see it: “ Not another destination. These words were written in 2014 by Guru’s founding team in a modest two-story loft in Old City, Philadelphia.

Trust-Building Questions to Ask in the Workplace

The Center for Sales Strategy

Have you ever participated in a trust building exercise? They have been the craze for years. There have been a few fun ones, like Escape Rooms, but there have also been a few you wish to forget, like “trust fall.” Seriously, who enjoys blindly falling backwards hoping someone will catch us?!

Executive Interview with Nick Mason, CEO & Founder of @Turtl

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. NICK: I’m a big believer in the power of a great experience in almost any context be it a software user interface, physical product design or pretty much anything else.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

The 15 Best Contact Management Software Solutions for Nonprofits

Hubspot Sales

Be honest for a moment — are you still using spreadsheets to keep track of contact information for your nonprofit? How has that been working out?

Sales Reps: How to Deliver Insanely Impactful Disco/Demo Calls

Sales Hacker

The post Sales Reps: How to Deliver Insanely Impactful Disco/Demo Calls appeared first on Sales Hacker. Closing Sales Development Webinars

How to create outstanding sales growth with channel partners

Membrain

Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll. Account Growth Planning & Execution

Beyond the Curve: 5 Ways to Reorient Your Sales Team During COVID-19

Pipeliner

As the country starts to open up again, sales teams around the country are tentatively reaching out to customers to test their receptiveness. The art of selling products/services involves building a connection with potential buyers.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Weekly Roundup: Go Fourth with Knowledge

The Center for Sales Strategy

- MOTIVATION -. Freedom is nothing else but a chance to be better.". Albert Camus. AROUND THE WEB -. > > 7 Enduring Trends Defining the Future of Sales– LinkedIn. Sales organizations adapted quickly to the new reality brought by COVID-19.

Down-Selling: the Art of Strategic Compromise and Salvaging Sales

Hubspot Sales

Mick Jagger said it perfectly, "You can't always get what you want.". The world around you is going to throw you curveballs. Nothing is promised, and in many cases, you're going to have to adapt to situations that don't go according to plan.

6 Quotes to Stimulate Productivity

KO Advantage Group

Sales Business quotes productivity

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