Trending Articles

Why Prospects Are Like Fruit: Targeting Your Ideal Client

Anthony Cole Training

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline.

How Sales Leaders Avoid a Talent Exodus in Challenging Times

Sales Benchmark Index

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next.

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Hosting a Virtual Kickoff: 5 Keys to an Engaging Event

Sales Benchmark Index

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

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The Real Purpose Of Discovery

The Pipeline

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Best Motivational Book Recommendation for the Holidays

Mr. Inside Sales

It’s been a challenging year with Covid, and as cases skyrocket it seems as if it could be a rough winter…. With the holidays and the end of the year just around the corner, I think it’s time to give your attitude a boost.

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What Sales Leaders Can Learn From Franchise Business Owners

Sales and Marketing Management

Author: Scott Greenberg Quick quiz: John gets paid when he makes a sale. Each day he prospects for new customers. He builds relationships with these customers, assessing and meeting their needs. He also makes suggestions for add-ons that might enhance their life.

Sales Scrum Episode #25 – Guest Jason Helfenbaum

The Pipeline

Sales Scrum Episode #25 – Guest Jason Helfenbaum. Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company.

Podcast 175: Sam Dunning On Selling Like A Marketer

John Barrows

Our guest this week is Sam Dunning, Sales Director and Co-Owner of Web Choice. Sam and John talk about marketing and sales alignment, positive impressions, and the future of the SDR role. They also discuss the term “thought leader” and why it’s not always the best term for some professionals.

I’m Most Thankful for Our Human Connection

No More Cold Calling

This isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling.

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!

How to Fix What’s Missing from Your Sales Training Program

Sales and Marketing Management

Author: C. Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees.

How Business Services CEOs Are Responding to Industry Disruption

Sales Benchmark Index

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.

The Plain English Guide to Neuro-Linguistic Programming (NLP) Sales

Hubspot Sales

I've always loved hypnosis — like I'm a huge fan of those local "hypnotist" performers who do those shows where they bring up volunteers at kid's birthdays or on cruise ships and make them do jumping jacks or pretend they're turtles or something else along those lines. They always fascinate me.

Save a Life, Save a Sale – Same Smart Strategy

Anne Miller

This story started out badly but ended well. What happened in between contains a lesson for anyone in sales. I’m Not Going! A friend called 911 when her husband, who was home recuperating from knee surgery, fell and could not get up from the floor.

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.

Salesforce is acquiring Slack. and that's a good thing


“Did you see the news that Salesforce is acquiring Slack?”. Troops Slack Growth Remote Work Salesforce Customer Success Product Roadmap future of work

A Marketer's Peek at 2021

Sales and Marketing Management

Author: SMM Staff News of promising COVID-19 vaccines has many people anxious to kick what remains of 2020 off their heels. But that requires planning for a new year. Jim Kruger, chief marketing officer at Veeam Software , a developer of disaster recovery and intelligent data management software, predicts three key . . Virtual events started out of necessity, but are here to stay because of ROI and accessibility.

Top 5 Recent Insights for CEOs

Sales Benchmark Index

Here are the most popular posts read by our Go-to-Market subscribers. Article: Proper 2021 Planning Will Require a New Level of Focus. Exiting one of the most challenging years many companies have faced, 2021 is the year to capitalize on the market. Article


How to Respond to 'Just Tell Me the Price,' According to HubSpot Sales Reps

Hubspot Sales

As a salesperson, you're bound to be confronted with it at some point — what HubSpot SMB Growth Specialist Vajra refers to as "the most dangerous question." By his account, it's the statement that shows "a prospect is qualifying you instead of you qualifying them. ".

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.

How to Identify Where Your Sales Team is Struggling

The Center for Sales Strategy

2020 has been a strange year for everyone. Successful teams who are used to winning find themselves struggling. And managers, who are used to leading successful teams, are trying to coach and help reps who aren’t used to struggling.

Practicing sincerity and honesty in your professional endeavors


“If the only prayer you said in your life was ‘Thank you,’ that would suffice.” ” —Meister Eckhart (1260-1328). 2020 has been weird. For nearly a year, the pandemic has kept people mostly sheltered in their homes.

Forecasts are about the deals, not the number!


This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales. Sales Pipeline Management

WEBINAR: Morgan Ingram and Devin Reed host “Words and Phrases Top Performers Use to Win More Deals”

John Barrows

The post WEBINAR: Morgan Ingram and Devin Reed host “Words and Phrases Top Performers Use to Win More Deals” appeared first on JB Sales

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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.

How to Sell Value in a Transactional Industry

Hubspot Sales

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process.

Improving Sales Performance: From Team Engagement to Overall Performance

The Center for Sales Strategy

Is it possible to drive sales performance and keep an amazing company culture during these challenging times? And Taja Graham, Vice President of Sales for Emmis Communications Indianapolis, provides the proof in her interview with Matt Sunshine.

What is customer experience? 8 CX experts share their definitions and best advice


Customer experience can make or break a brand. If buyers have a positive experience with your company, they’ll turn into repeat customers, and generate steady referrals for your business. The opposite is true, of course.

Are you frustrated with your technology Frankenstack?


Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in six months. At least some of those apps… maybe dozens of them… are work tools you never log into. Sales Enablement

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[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.

What could Salesforce do with Slack?


“This is a match made in heaven,” — Marc Benioff. As someone who has been embedded in the collision of CRM and messaging for over five years, I could not agree more.

The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going

Hubspot Sales

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true.

7 Ways to Develop a Successful 2021 Revenue Plan

The Center for Sales Strategy

Let's start by agreeing that simply hoping that things will go back to the way they used to be is not a strategy you can count on. Revenue growth is still obtainable even in the most uncertain and challenging of times.