Mon.Sep 21, 2020

The Crucial Step Missing from Most Sales Training Programs

Understanding the Sales Force

Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization.

Sales Scrum Episode #20 – Guest Scott Gillum

The Pipeline

Sales Scrum Episode #20 – Guest Scott Gillum. Scott Gillum is the founder of Carbon Design and a fellow member of CEB’s Sales & Marketing Thought Leadership Roundtable.

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4 Ways to Make the Most of Virtual Sales Meetings

Sales and Marketing Management

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video.

Selling in the New Gig Economy


One of the most profound changes we’ve seen in business and labor in recent years is the growth of the gig economy. According to a Gallup study, about 36 percent of U.S. workers derive some or all of their income through independent gigs. While the U.S.

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.

6 Ways to Make Change Management Less Excruciating

Sales Benchmark Index

To say that change is difficult is an understatement. It explains why some of us are still proudly wearing the hole-ridden t-shirt they’ve had since college (guilty as charged). In a work environment, change is even harder. Especially when you’re.

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Worst Practices for Sales

Anthony Iannarino

Many fields establish best practices: when professionals have pursued an outcome over a long period of time, they often find the best way to achieve that result. In sales, the best practice may depend on the type of sale you’re making.

3 Ways to Boost Sales Performance with Effective Feedback

The Center for Sales Strategy

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority.

Your Roadmap to Go from SDR to CRO (and How to Succeed at Every Step Along the Way)

Sales Hacker

There’s no single path to the top in Sales. In some ways, it’s kind of like selling deals — you have playbooks and guides on how to win, but at each step of a deal, you have to ask the right questions and pick a next move that’s specific to that deal.

SDR’s: Cold Callers or Strategic Partners? (David Dulany)


David Dulany, Founder of Tenbound discusses the evolution of the SDR (Sales Development Representative) role from cold caller to marketing’s strategic partner, and how aligning with the SDR team can make or break the success of your next marketing campaign. Source.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Behind the Scenes of a Major Product Launch: Keys to Success


I’m James Davison, Chief Product Officer here at InsightSquared taking you behind the scenes of our Revenue Intelligence Platform launch. . Let’s start with the obvious. Product launches are HARD. There are a million details, months of work, huge investment in both capital and resources.

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Susan Finch Buys the Funnel Media Group Podcast Agency

Sales Lead Management Association

The twelve-year-old Funnel Media Group (FMG) that produces live-streaming internet radio programs and follow-on podcasts has been sold for an undisclosed sum to Susan Finch of Beaverton, OR.

InsightSquared Unveils Industry’s Most Complete and Flexible Revenue Intelligence Platform, Now with Conversational Intelligence



TSE 1345: How to Reach Decision-Makers When Selling to Enterprises

Sales Evangelist

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

Business Financing Options for People with Bad Credit

Nimble - Sales

As explained by FICO, bad credit is a credit score of 300 to 629. Generally, bad credit is a typical reason that creditors turn down small-business loan applications. Consumers with bad credit scores are deemed at higher risk or more chances of defaulting on a loan.

The Qualities of a True “Superboss”

Selling Energy

What are the qualities in a boss that you admire the most? Is it how they set an example? How they drive you to do better? How they utilize your strengths while making you work on your weaknesses? sales book recommendation sales success recession selling

Why Sales Analytics Is Essential to Navigating an Uncertain Market

If there’s one thing of value that hasn’t been changed due to the current market downturn, it’s data. In fact, data has become more valuable and even more important since the COVID-19 outbreak caused such a change in economic conditions.

How to Build Leaders Who can Build Other Leaders (video)


The leaders serve as a model for those who are following them. In this Expert Insight Interview, Julie Winkle Giulioni discusses how to build leaders who can build other leaders.

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

Getting Finance Behind Your Digital Transformation Project


Chief Financial Officers (CFOs) and finance departments in general are critical to the success of almost any digital transformation project. After all, in the world of business, support for a project can be quantified in terms of dollars made available for that project.

Smart Hacks To Build Brand Awareness Without Investing A Fortune


The competitive business landscape makes it essential for brands to pay extra attention to generating awareness about themselves. But brand awareness sounds daunting, considering that you will need to beat a large number of rivals to achieve it.

3 Metrics That Matter for Today’s Data-Driven Sales Coach


Which sales management metrics matter? The most progressive sales organizations understand that the mark of a highly-effective sales manager is not whether they make their number, but the percentage of reps they get to theirs. But what managerial activities drive those results?

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Four can’t-miss customer panels at TRANSFORM 2020


Summer is officially over. And in many parts of the world, the temperatures are starting to drop. That can only mean one thing: TRANSFORM, the world’s largest sales enablement event, is just around the corner. In fact, TRANSFORM is next week!

4 Data-Driven Steps To Drive Successful B2B Demand Generation

Fact: Good data lives at the core of every successful B2B demand generation strategy. Without quality data, it’s nearly impossible to identify and segment your target audience and create messaging that speaks to their values and interests. Whether you’re stepping into a new position or you’re new to demand generation, learning the tricks of the trade can be, well, tricky. In this eBook, you’ll discover how to improve your demand generation program—and your bottom line.

5 Benefits of Sales Enablement Software That You Can’t Ignore


A well-trained sales rep is one of the most important investments your team can—and should—make. The better-trained someone is, the better they’ll perform. Period. In fact, we’ve found that the top sales training programs improve rep engagement, retention, and productivity.

7 Benefits of a Salesforce Native Sales Engagement Platform

Sales engagement platforms (SEPs) are known for increasing the productivity and effectiveness of sales and customer-facing teams, but they also play an essential role in helping organizations increase the adoption and value of Salesforce?.