Trending Articles

The Ultimate Outcome Right At The Start

The Pipeline

By Tibor Shanto. For a tribe that fixates so much on the close, salespeople are way too reluctant to reveal the outcome. Preferring instead to take the buyer on an unnecessary journey. If prospects like the outcome they will take interest in the process.

Are You Focused on Results Generating Activities?

Steven Rosen

Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails?

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4 tips on how to stay resilient and successful in times of permanent change

The Pipeline

A Guest Post – by Michael Wigge. I always find changing the filters helps bring different often valuable perspectives, I have enjoyed Michael’s approach to challenges. I wanted to share it with you all and help you learn from his experience, and apply it to your selling. Michael Wigge.

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Stop Telling and Start Asking!

Mr. Inside Sales

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Underwriting to a Growth Thesis: The 4 Quadrants of Value Creation

Sales Benchmark Index

While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.

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The Importance of VoIP in a B2B Sales Strategy

Sales and Marketing Management

Author: Seamus Dunne How is your business performing regarding its current sales figures? Have you met your target margins or is there much to be desired in terms of success?

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Are Sales Managers Coaching More Frequently Now That Everyone is at Their Desks?

Understanding the Sales Force

Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic.

Survey Results: How Market Leaders Respond to a 33% Drop in New Logo Revenue

Sales Benchmark Index

Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to.

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Don’t Miss This Event: The Gatekeeper Died

No More Cold Calling

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show?

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!

Grant Cardone on Net Worth & Billionaire Status

Grant Cardone

Grant Cardone on net worth & billionaire status. One of the most searched categories of successful and famous people is the term “net worth”. People are fascinated with peoples supposed net worth. .

Video: The Future of Sales and Marketing

Sales and Marketing Management

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind.

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New Movie Has 3 Great Lessons for Salespeople and Sales Managers

Understanding the Sales Force

Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies.

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Podcast 181: Victor Antonio’s Thoughts On 2020 And Predictions For 2021

John Barrows

Our guest this week is Victor Antonio of Sellinger Group. Victor and John talk about reaching levels of experience that make sales easier, recognizing our sources of anxiety, selling in other countries, and more!

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.

Three steps to improved negotiation and sales success


What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy

How to Crush Any Cold Calling Objection

Marc Wayshak

If you’re making cold calls—or any type of prospecting call, for that matter—chances are you’re dealing with a lot of objections. And that resistance is perfectly fine. In fact, cold calling objections are just a natural part of making dials.

Is It Time For A Talent Checkup? Three Tips For Hiring and Developing Top Sellers

The Center for Sales Strategy

Can you say yes to each of these statements? We hire much better salespeople than our competitors. Our sales management team is a clear strength of our organization. Every member of our team is a solid performer…a keeper. We have a clear succession plan for every person for whom it is appropriate.

7 Confidence-Killing Habits to Avoid in Sales

Hubspot Sales

Think of an experience you had when you were trying to make a purchase, and the salesperson helping you lacked confidence. Perhaps they weren’t sure of the product’s features.

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.

Recap Emails: Better Follow-Up for More Wins

Sales Hacker

You’ve just had a great discovery call with a qualified prospect. You’ve both agreed to meet next week for a demo, and your champion has agreed to invite the economic buyer to the call.

How Relationship Maps Put the “R” Back Into CRM


In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. How Does CRM Tackle the Relationship and What’s Missing?

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How to Adapt Your Cold Calling for 2021

KLA Group

Cold calling in a pandemic has taken on a new meaning, and you need a new strategy. When the pandemic will “end” depends on whom you ask – spring, winter, sometime in 2022 – your guess is as good as mine. At this point lockdown feels “normal.” Frustrating and stressful, but normal. We’ve acclimated.

Let’s Get Real About How Many Contacts It Takes To Get An Appointment

The Center for Sales Strategy

There's certainly a lot of banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take, and why? sales performance Sales 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. 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.

Women in Sales: Common Challenges and Common Sense Solutions

Hubspot Sales

Fortunately, most high-performing companies have moved beyond the days when overt discrimination was tolerated; they rightly base hiring and promotion on business performance.

Join Us Wednesday, January 20th to learn how to Question Your Way to New Clients


We all know we should ask questions of our prospective clients. But what questions will uncover the real motivators for them to DO something about their situation? Question Your Way to New Clients: How the Questions You Ask Can Build. Credibility and Increase Conversions.

How to Strengthen Your Company Through Sales-Marketing Alignment

Predictable Revenue

Marketing and sales teams may work for the same company, but they behave like enemies way too frequently. Learn how to prevent that! The post How to Strengthen Your Company Through Sales-Marketing Alignment appeared first on Predictable Revenue.

Looking for Ways to Sell Value? Start with These 29 Questions

Sales Readiness Group

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that impact value for the buyer. That’s unfortunate because the best way to offset pricing pressure is by identifying, quantifying, and presenting value.

[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 Roundup: How Sales Pros Are Adapting to Remote Work, Mastering Virtual Communication + More

The Center for Sales Strategy

- MOTIVATION -. The secret to getting ahead is getting started.". Mark Twain. AROUND THE WEB -. > > How Sales Pros are Adapting to Remote Work – Sales Hacker. Nearly a year in and we’re still not ready to call it a new normal just yet.

7 Ways to Encourage Sales Accountability

Hubspot Sales

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching.

Uncover Compelling Prospect Motivators to Get the “Yes”


Have you heard of Nik Wallenda the famous high-wire artist? He is a seventh-generation member of the famous “Flying Wallendas,” who perform high-wire feats of excellence.