Sales and Marketing Management

5 Proactive Ways to Increase Sales Online in 2021

Sales and Marketing Management

Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space.

Employers Engage Recovery Coaches to Achieve Workforce Sobriety

Sales and Marketing Management

Author: Beth Siegert What are the effects on the health and well-being of our work force during the pandemic? Pre-COVID-19, it was reported that one in four individuals experienced a diagnosable mental health condition annually.


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Getting More Implementation From Your Outstanding Training Programs

Sales and Marketing Management

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job.

How Real Sales Learning Happens

Sales and Marketing Management

Author: Frank V. Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop.

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Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

How to Build an Inside Sales Culture that Rocks Your Revenues

Sales and Marketing Management

Author: Sabrina Ferraioli What makes a great company? Its products? Its customer service? Its sales expertise? The management team? While each component is essential, we need to look beyond individual elements to something all-encompassing that drives a company to achieve. It's the culture. .

4 Ways Virtual Events Are Reimagining Themselves

Sales and Marketing Management

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun.

7 Skills You’ll Need in Marketing for 2021

Sales and Marketing Management

Author: Jim Ewel With 2020 behind us (thankfully), how should we prepare for 2021? If you’re a marketer, here are seven essential skills marketing leaders will need in the new year. . 1: Able to adapt. .

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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Know When to Hold ‘Em: Drawing Lessons in Negotiations from Poker

Sales and Marketing Management

Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Negotiation principles rely on strong habits, relationship building, and being able to adjust strategies on the fly. .

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 Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations.

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Activating Your Virtual Sales Force: Inspire, Educate and Connect Your Sellers Remotely

Sales and Marketing Management

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. This shift to virtual selling required new technology, new skills and new ways of selling.

The Shifting Sands of Selling Tech

Sales and Marketing Management

Author: Mandy Truong With 2021 in full swing, marketers are making their plans for recovery and business growth. Some will be more aggressive than others, depending upon the sector and the funds available. Regardless, 2020 will have an indelible impression on business operations for quite some time.

3 Reasons Why Sales Coaching Should Be Your Top Priority

Sales and Marketing Management

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door.

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.

The Right Way to Build a Strong Sales Function

Sales and Marketing Management

Author: Larry Prince, CEO, PrinceLeadership While there is a secret to sales success, it’s not a mystery. Business owners and leaders frequently ask, “How do I increase sales?” or “Why is my sales team not performing better?” Before we tackle the how, we have to address the why.

What’s Next?

Sales and Marketing Management

Author: Paul Nolan We asked what’s trending in digital marketing. Here’s some of what we heard back. Think Long-Term. B2B digital marketing has usually been focused on rational, short-term activity.

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Expand Your Use of Digital Channels to Hit Quota

Sales and Marketing Management

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails.

Getting Customers to Fall in Love With You

Sales and Marketing Management

Author: Raul Perdigão Silva This Valentine’s Day, those in B2B sales should take a cue from these dating behaviors, as they’re similar to how you should approach customers to make them fall in love with your product, no matter what you’re selling. Courting a customer can feel like dating.

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.

Digital Is Spared from Sweeping Budget Cuts

Sales and Marketing Management

Author: Paul Nolan How important is digital marketing spend?

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How to Improve Your Remote Hiring Process For 2021

Sales and Marketing Management

Author: Brad Wayland Over the past five years, remote working has grown by 44%, and COVID-19 pandemic has pushed many companies to operate remotely or at least offer hybrid options. .

How to Scale Your Engagement Strategy to Optimize Messaging and Maximize Sales

Sales and Marketing Management

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. .

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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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.

Marketing Automation and Why You Need It

Sales and Marketing Management

Author: Manoj Kumar The new year comes with all the anticipation and hope one can muster. The pandemic year has left many business leaders in a state of “what next?”.

Responding to the Digital Sales Shift

Sales and Marketing Management

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak.

Training Incentives Are Vital in the Digital Sales Era

Sales and Marketing Management

Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate.

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.

[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.

Overcoming Pandemic Challenges by Streamlining the RFP Process

Sales and Marketing Management

Author: Ray Meiring As the pandemic marches steadily on, it is vitally important that companies streamline efforts that help combat the fractured processes of remote work.

Why Texting Has a Place In Your Event

Sales and Marketing Management

Author: Staff Meg Scales is chief marketing officer of SlickText , which helps businesses market through short message service (SMS), aka text messages. In this Q&A, she speaks to the effectiveness of text messaging incorporated into events, virtual or live.

5 Signs You’re Ready to Expand Your Business

Sales and Marketing Management

Author: Christian Kruse Deciding to expand a new business is pretty obvious and straightforward.

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New Year’s Resolutions for Sales Teams

Sales and Marketing Management

Author: Thiago Sá Freire To say last year was challenging is an understatement. We’re probably all feeling some type of exhaustion, but I truly believe in a brighter future. Perhaps this new year can be a turning point, and something we can look forward to.

How to Redirect Your Indirect Channels by 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. Join Jay McBain from Forrester as he unpacks these future trends.

3 Steps to Keep Buyers Engaged During Your Virtual Meetings

Sales and Marketing Management

Author: Andy Springer Remember when we could hold meetings in person? In those times, a seller’s dynamic personality was all that was needed to keep buyers focused. In this new world we find ourselves in, distractions are everywhere.

TikTok-Like Videos Have Multiple Applications

Sales and Marketing Management

Author: Paul Nolan While Zoom and Teams have proven useful for video meetings, businesses are adopting other means of incorporating video into their everyday communication and workflow. Wyzowl, a provider of animated explanation videos, reports that 86% of businesses use video as a marketing tool.

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Marginal Gains Can Boost Overall Performance

Sales and Marketing Management

Author: Paul Nolan Neil Patel, a leading voice for more than a decade on how to use digital marketing to help grow your business, says the secret is there is no secret.

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Your Social Media Strategy Is Missing One Critical Element

Sales and Marketing Management

Author: Steve Watt Imagine if cars came without engines. They would look nice, but they wouldn’t do much. You could wash and wax the car all day. Admire how good it looks in your driveway. But there would always be a voice in your head questioning why you bought it. Why you maintain it.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.