Trending Articles

How To Tell Your Story As a Leader

Score More Sales

People follow people, not plans. Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following. B2B sales leadership profession of sales

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Deal Optimization—A Key to Business Survival During COVID-19

Sales Benchmark Index

Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders. CEOs and CFOs see the negative impacts of poorly optimized deals on the P&L – when.

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Pushing Pause During the Pandemic


Here at People First Productivity Solutions, we're taking a break


Sales Scrum #Podcast – Episode 5

The Pipeline

This Week’s Guest – Laurent Amar. We sat down with Laurent a little before the outbreak of COVID 19, but I think you’ll find his comments and insights useful in the current climate. Laurent Ama r is VP of Sales at CMiC, and a consummate solution seller and leader.

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Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

4 Top FAQs About Remote Selling During COVID-19

MTD Sales Training

You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic.

More Trending

15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

Understanding the Sales Force

What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.

The Market Is Uncertain, But Your Demand Gen Strategy Shouldn’t Be

Sales Benchmark Index

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Normal Is Just Another Word For Yesterday

The Pipeline

By Tibor Shanto. You don’t need to look far today to see someone going off about the “new normal.” While it is easy to understand why people choose this lens, I find it a bit self-serving and potentially risky in the current environment.

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Sales Pipeline Dried Up? The #1 Way to Land Top Prospects Now

No More Cold Calling

Don’t panic—here’s how to get your phones actually ringing again. It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Why Is Today’s Revenue Process Stuck in the Pre-Industrial Age?

Sales and Marketing Management

Author: Evan Liang You've probably seen me. I'm that guy standing in line looking slightly annoyed. Not that I mind waiting my turn, mind you, but because often I can spot a faster, better process to get everyone through. .

29 Ways to Improve Your Virtual Presentations

The Sales Heretic

The current “Social Distancing” and “Shelter at Home” requirements have resulted in millions of people conducting virtual presentations for the first time. And it shows. Which is understandable. Our first attempts at most things leave a lot to be desired.

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Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

Sales Benchmark Index

CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and.

Podcast 142: What’s Changed? With The JB Sales Executive Team

John Barrows

We’ve moved away from the usual format for this episode of the podcast and pulled in the JB Sales leadership team to discuss what’s going on right now. Christopher Merrill and Meghan Forgione have been through economic downturns before and are using what they learned before, right now.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

5 Secrets for Successfully Working from Home

Mr. Inside Sales

So how is working at home going for you? Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday? Oh, and don’t forget to actually work!

A Failure to Launch?

Sales and Marketing Management

Author: Tom Pisello Many new campaign and product launches fail because sellers don’t understand the new solution or didn’t even know about the launch in the first place.

Avoid Sending The “Just Checking In” Email—Do This Instead

The Center for Sales Strategy

At the core of every successful workforce management practice is communication. As managers and sellers adapt to this new normal, clear communication and scheduled talk time is more important than ever before. Talk time comes in forms such as: Manager to seller talk time.

Why CEOs Are Standing Up a Revenue Operations Function

Sales Benchmark Index

With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Enablement’s Responsibilities: Own, Define, Communicate!

Smart Selling Tools

Enablement’s Responsibilities: Own, Define, Communicate! Recent studies have shown that (Sales) Enablement is on the rise with over 60 percent of organizations having (Sales) Enablement established in their organizations.

Podcast 141: Getting Through This With Michael Sadeghpour

John Barrows

We’ve broken away from our usual format with this episode of the podcast, because the world is totally different right now compared to how it was literally weeks ago. Michael Sadeghpour is helping a ton of people keep their mindset in check, even in the most testing times.

Improving The Customer Experience With Behavior Modelling for Sellers

Sales and Marketing Management

Author: Sean Broderick Modern buyers are seeking trusted advisors and not vendors, which is why simply knowing the product or service being offered is no longer enough for sellers.

5 Reasons Excellent Salespeople Can Be Bad Sales Managers

Hubspot Sales

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Give to Give: Investing in Your Customers’ Success During a Crisis

Sales Benchmark Index

You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind. And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure.

The 8 Must Have Traits that Will Improve Your Sales Success

Anthony Iannarino

In the first half of The Only Sales Guide You’ll Ever Need , I cataloged nine attributes (character-traits) one must develop to be exceptionally good at B2B sales, especially the consultative selling necessary now for a modern sales approach.

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3 Reasons to Update Your Marketing Strategy

The Center for Sales Strategy

Amidst the worldwide pandemic and historic economic shift, sales managers and business leaders everywhere are busy trying to adjust business models.

5 Ways to Close the Credibility Gap When Your Prospects Don’t Already Know You

Sales Hacker

Selling often means speaking to people who’ve never heard of you. But as you’ve probably experienced, there’s usually a credibility gap — and until it’s filled, they’re not likely to move forward with you. The obvious solution, of course, is credibility.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

How the next generation of sales managers are being trained


Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business. Sales Training

The Mindset of Market Leaders – A Message from Our CEO

Sales Benchmark Index

This time has allowed us to adjust to a new normal with our teams. Not only on a human level where we have met families through video conferences, but also how we have been getting deals across the line.

Brainshark’s Sales Enablement Magazine: Spring 2020


This issue of Sales Enablement Magazine features a customer success story with Wrike, an introduction to data-driven readiness and best practices for enabling remote workers