Trending Articles

How to Be a Leader

Mr. Inside Sales

A boss says, “Go!”. A leader says, “Let’s Go!”. This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example.

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Quarterly Business Reviews – Drive Sales Performance

Steven Rosen

Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans.

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3 Critical Factors to Include in Your New Hire Onboarding Program

Anthony Cole Training

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

How to Leverage a B2B Sales Advantage in a Post-COVID World

Sales and Marketing Management

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management. News Featured

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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.

An Interesting Way to Drive More Sales

Jill Konrath

It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm.

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How to Become More Successful One Day at a Time

Understanding the Sales Force

You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book?

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5 Ways Market Leaders Are Driving Revenue Growth in 2021

Sales Benchmark Index

What is your plan for achieving your revenue target in 2021? With new logo acquisitions increasingly scarce across industries, market-leading companies have had to reimagine how to go beyond the install base to optimize revenue generation. SBI hosts multiple client advisory.

Content Marketing Can Enhance Your Salespeople’s Personal Brands

Sales and Marketing Management

In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image. The post Content Marketing Can Enhance Your Salespeople’s Personal Brands appeared first on Sales & Marketing Management.

Your Lead Gen Is Broken (Here’s How to Fix It)

No More Cold Calling

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe.

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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!

ZoomInfo Returns to Office with Hybrid Remote Work Model

Zoominfo

“I still believe wholeheartedly that an in-person work environment allows us to work together to invent, collaborate, and learn most effectively. But I’m also not someone who sticks my head in the sand and doesn’t listen to the change that’s happening around us.” — Henry Schuck, CEO, ZoomInfo.

31 Conditions That Predict Your Sales Opportunity is in Trouble

Understanding the Sales Force

Long article for the weekend. In December I took delivery on my all-time favorite new car and I've been driving my Genesis GV80 for four months now.

It Really Is Time To Stop

The Pipeline

By Tibor Shanto. It’s no secret we exist to consume, choose your lens, B2B or B2C , the system survives on consumption. Out with the old, even if it works, and in with the new long before it truly does. But one can’t go on consuming without discarding things to make room for the new.

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Structuring an Initial Face-to-Face Meeting with a C-Suite Executive

Sales and Marketing Management

Senior executives are often wary of salespeople in any case, so being credible, compelling and concise all apply for this initial face-to-face interaction. The post Structuring an Initial Face-to-Face Meeting with a C-Suite Executive appeared first on Sales & Marketing 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.

Podcast 193: Melanie Fellay On Making Funding Decisions And Building A Team

John Barrows

Our guest this week is Melanie Fellay CEO and Co-Founder of Spekit. From the management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what they are today. And now a new milestone has been reached.

“I Am Willing to Learn” vs. “I Want to Learn”

Adaptive Business Services

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment!

Improving Sales Performance | Target Drives that Improve Revenue Performance

The Center for Sales Strategy

Regardless of the industry you work in; every company ultimately has the same goal: to increase revenue and grow business. To set your organization up for long-term success, you need more than just a goal. You need a strategic plan, and that’s where target drives come in.

7 ways to develop managers into world class sales coaches

Membrain

Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board. Sales Coaching

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.

Guru On Guru: The How and Why Behind Our Employee Onboarding Process

Guru

Employee onboarding is too important to leave to a handful of meetings and a slide deck. We don’t just encourage our users to make the most out of the onboarding experience with Guru, we practice what we preach in-house.

Use a Sales Dashboard to Track Sales Activity

Sales Manager Now

In today’s Sales Leadership Quick Tip video, we’re going to be talking about sales dashboards.

Succeed Without Selling | Diane Helbig & Jeb Blount | Part One

Sales Gravy

This Sales Gravy Podcast episode is part one of Jeb Blount's (Virtual Selling) conversation with Diane Helbig (Succeed Without Selling) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn't about selling. We want to hear from you.

How Online Courses Help Ease the Transition for New Sales Hires

The Center for Sales Strategy

When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure.

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.

Ditching the ’Itch to Pitch’

Membrain

Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in complex B2B sales environments often find themselves having to make a large number of contact attempts in order to get a single new conversation started.

Objections Increased Our Win Rate by 30% — Here’s How

Sales Hacker

Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes.

The Top 10 Sales Hunting Skills

KLA Group

There are 10 critical sales hunting skills every successful hunter possesses. When you are hiring a salesperson to hunt, you want to be sure your candidate has these skills before you hire.

Key Account Planning Checklist

RAIN Group

According to our research of sales, enablement, and company leaders: 64% prioritize increasing business with existing accounts. 62% prioritize improving customer retention, repeat business, and renewals. Despite this, only 8% of executives rate their account planning process as very effective.

[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.

The Center for Sales Strategy Appoints Elissa Nauful, Successful Sales Leader and Entrepreneur, as Director of Sales

The Center for Sales Strategy

press release

How Terrapinn Increases Visibility and Engagement with Microsoft Teams & Troops

Troops

Terrapinn is a global events company set on promoting innovative ideas and technology across the globe. Through niche exhibitions and conferences, Terrapinn introduces end users to cutting edge resources that make lasting differences in a variety of industries.

Your Sales Cycle is (Probably) Too Long. Try This Instead.

Sales Hacker

Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess.