Trending Articles

Sales Goal Setting

Anthony Cole Training

Sometimes that means just go do the work! Early on in our business, I established rules for our sales success. One of my rules was No Cold Calling.

Unlocking the True Potential of Digital Selling

Sales and Marketing Management

Here is the right approach to increase revenue by optimizing the experience of the digital buyer (first) while achieving more productivity with sellers. The post Unlocking the True Potential of Digital Selling appeared first on Sales & Marketing Management. News Featured


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Surviving a Downturn: 5 Things Every Salesperson Needs to Know

Sales and Marketing Management

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know. The post Surviving a Downturn: 5 Things Every Salesperson Needs to Know appeared first on Sales & Marketing Management.

The Annual Revenue Plan - A CEO’s Roadmap to Value Creation

SBI Growth

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Why Do Sellers Leave Winning to Chance? [Q3 Referral Selling Insights]

No More Cold Calling

Your sales strategies are annoying your prospects. Sales leaders, it’s time to put a stop to this madness. Your over-dependence on technology to drive sales has gone too far. It isn’t filling your pipeline, it’s just filling people’s inboxes. And annoying prospects is not a winning strategy.

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Top 5 SKO Considerations for Sales Leaders During Economic Change

Force Management

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

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Sales Process or Customer Journey—What Matters Most in 2023

Sales Hacker

Customers are coming into the sales process more and more educated, but many organizations are stuck running the same play for everyone.

Rebate and Incentive Tips, Part One

Selling Energy

Utilizing rebates and incentives can be key in getting your efficiency projects approved. Over the course of the next three days, we’ll cover some tips and tricks of rebates and incentives. All Sales & Marketing

Are Your Sellers Prepared for an Economic Slowdown?

The Center for Sales Strategy

Unprecedented times call for different strategies. While there’s no real consensus as to what state the economy is in currently, signals point towards a potential economic slowdown either on the horizon or seeping its way into your industry.

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

How to Measure and Optimize the Success of Your B2B Digital Content

Sales and Marketing Management

You should regularly monitor your content’s performance using the right KPIs. The resulting findings can help you concentrate production on strategies that will yield greater ROI and identify harmful shortcomings within your company’s messaging.

There Is No Such Thing as Quiet Quitting in Sales

Engage Selling

 There is no such thing as quiet quitting in sales! And as a sales manager, your job is to make sure 100% of your team is accomplishing 100% of … Read More. The post There Is No Such Thing as Quiet Quitting in Sales first appeared on Colleen Francis - The Sales Leader.

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Level Up Your Soft Skills: It’s Not Too Late to Bring Buyers to the Table and Hit Q4 Quota

Sales Hacker

The data is in, emotion sells, not just logic. Join us to learn how you can level up your EQ. Leverage your soft skills to make more meaningful connections with your buyers to bring more revenue across the line in Q4 and beyond. Moderator: Leslie Venetz – Founder of Sales Team Builder LLC.

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Qualifying, a Primer


I’ve been writing a series of posts about selling basics. Too often, we take for granted that people understand these. We toss the words around, assuming people understand what we are talking about, what it means, and how it works. In reality, people don’t understand. The link to the series is here.

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

You Have An Open Position, Now What?

The Center for Sales Strategy

Selection is defined as the action or fact of carefully choosing someone or something as being the best or most suitable. It's Monday morning, and a seller has just told you that they are resigning.

Measuring and Personalizing Customer Experience with Conversational Analytics

Sales and Marketing Management

With the need for faster and more flexible solutions, companies are employing conversational artificial intelligence (AI) and self-service channels to enhance the customer experience.

Sales Mindset – The Way Top Performers Think

Marc Wayshak

When it comes to selling like a top performer , it’s all about sales strategy. But what’s going on between our ears— our sales mindset —affects everything, including whatever strategy we use to sell. And so, at the end of the day, mindset is actually what drives success in sales.

Focus Mode

Selling Energy

There are a wide variety of things that can derail your productivity, but one of the biggest and most common culprits is distractions. Staying focused on the task at hand is not always easy, particularly if it’s mundane work that you’d rather not be doing in the first place. productivity All

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Is It Time for a Little Fall Cleaning in Your Sales Organization?


My wife decided to clean up the “storage room” in our basement this weekend. A small room with lots of (rarely used) stuff. Old shoes, jackets, bags, rackets, books, etc. Needless to say, we got rid of a lot of stuff that was just taking up unnecessary space.

Uscreen Pricing 2022: What’s the Right Plan For You?

Sell Courses Online

Are you interested in Uscreen but unsure of its pricing and plans? Uscreen is undoubtedly one of the best video membership … Uscreen Pricing 2022: What’s the Right Plan For You? Read More →. Membership Sites Pricing Guide

Sales Talk for CEOs: A Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce Stuart (S3:E8)

Alice Heiman

Do you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partners’ success?

Selling in a Downturn

Janek Performance Group

Headwinds. That’s the term that the CEOs of Salesforce and HubSpot describe the macroeconomic conditions for the second half of 2022. I’m not a sailor, but in the words of Franklin D. Roosevelt, “Smooth seas do not make skillful sailors.”

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Weekly Recap, October 2, 2022

Selling Energy

Here are our sales-enhancing tips from this week's Selling Energy Blogs. All Top Blogs

Build Trust and Confidence in a Sales Negotiation in 5 Steps

Sales Readiness Group

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone.

The Sales Leader’s Guide to Using Mutual Action Plans

The Spiff Blog

The B2B buyer’s journey is a slog. Lengthy sales cycles, expansive buying committees, and competing priorities can easily derail buyers and sellers alike, preventing both parties from achieving their goals.

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Episode 45: Job Seeking 101

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. Join Kristina Finseth (Sr.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

How the Psychology of Sales Gamification Improves Workforce Retention

Closer's Coffee

Harvard Business Review estimates the annual turnover among U.S. salespeople runs as high as 27%—twice the rate in the overall labor force.

Rebate and Incentive Tips, Part Two

Selling Energy

Verify accurate input by third parties: Several years ago, a national retailer needed to file hundreds of incentive applications in the context of a planned portfolio-wide lighting retrofit campaign.

What’s The Best Way To Prepare For A Negotiation?

The Accidental Negotiator

To get the deal that you want, you have to take the time to prepare Image Credit: Photo Monkey. When you enter into your next negotiation, what is it that you really want? I’m willing to say that your answer is “a deal” – after all, isn’t that what we all want?