Tue.Jul 14, 2020

Telephone Prospecting By The Numbers

The Pipeline

By Tibor Shanto. Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done.

We Need New Sales Ethics


Greed Has Damaged Our World—We Need New Sales Ethics. We can easily see, and it is shown by the Austrian School of Economics, that trade (and therefore sales) has a peacekeeping component. If two parties, or two countries, are engaged in trade, it’s impossible to engage in conflict or war.

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Why Sales Organizations and Leaders Must Take a Stand on Racism

Miller Heiman Group

Here in the United States, we’re facing two pandemics: one, the coronavirus, has been with us for a matter of months, while the other, systemic racism, has been with us for more than 400 years.

Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another

Understanding the Sales Force

Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context.

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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.

Improving Your Effectiveness in the Sales Conversation

Anthony Iannarino

There are very few who would argue that B2B sales hasn’t undergone a radical change, especially when it comes to consultative selling , where two of the primary variables to success is providing the context that would help a prospective client see something invisible to them and the advice as to what they should do to produce better results.

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How to Lead an Effective Sales Team Meeting

Sales Readiness Group

Sales managers play a critical role in the psyche and success of their sales teams and that's especially true during the Covid-19 pandemic.

PODCAST 118: Building a Crisis-Proof Sales Culture to Weather Any Storm with Ernest Owusu

Sales Hacker

This week on the Sales Hacker podcast, we speak with Ernest Owusu , Senior Director of Sales Development at 6sense. A former professional football player, Ernest transitioned to sales when he realized that process and commitment matter just as much in tech sales as in sports.

Re-establishing growth: when to scale, and how fast?

Predictable Revenue

Should we re-establish growth and, if so, when and how fast? Driving revenue growth at your company and what to expect at each stage is quite measurable through a data-driven approach. The post Re-establishing growth: when to scale, and how fast? appeared first on Predictable Revenue.

Transitioning Toward Bite-Sized Knowledge Sharing and Product Adoption


Yoni is a marketing manager at Cincopa and a guest blogger for Guru. It might be ironic, but the race towards cutting-edge, forward-thinking learning methods seems to be spearheaded by those far-removed from traditional classrooms and lecture halls.

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!

What is Cold Calling? | Funnel Clarity

Funnel Clarity

An actionable cold calling definition: an unsolicited call made by a salesperson to a person that hasn’t expressed interest in the product or service being offered.

Reinforce Positive Behavior in the Workplace Through Employee Recognition

The Center for Sales Strategy

The benefits of employee recognition are far-reaching. When employees receive recognition for a job well done, they want to repeat the positive behaviors that led to that success, increasing productivity and performance.

How to Build an Online Presence as a Sales Industry Influencer, According to Notable Sales Experts

Hubspot Sales

Hear me out for a moment — we’re going to take our salesperson hat off and are going to tap into our marketing alter-egos (briefly, I promise).

Hitting the Forecasting Bullseye with Machine Learning


Your forecast is just a number. People say this all the time, but it completely misses the mark. Just a number implies that your forecast holds no real value — no purpose behind it. If that’s the case, why do it at all? Why spend all the time and effort to arrive at a useless number?

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.

Ways to Follow-up with Prospects Without Being Annoying

Selling Energy

Recently I was asked about my favorite ways to follow-up with customers. Considering how many touches it takes to make a sale, it’s both a delicate and rigorous process. Statistics suggest it takes eight touches to get an initial meeting and an additional ten to close the deal. So, 18 touches in all.

Your Competition Isn’t Who You Think It Is

Partners in Excellence

I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition.



The onslaught and massive outbreak of Coronavirus causing COVID-19 in the past few months has plummeted the world into chaos and turned it upside down. Economies have tanked and the DOW has seen the most highs and lows since the 1930s.

8 ways to use pop-ups to generate more sales


When most people think of pop-ups, they think of unrelated advertisements that appear while they’re in the middle of reading something. But that’s not all they can be! Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively?

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.

The Future of Remote Work


While some sales roles include the highly mobile sort of work that require practitioners to spend a great deal of time outside of the office, we know that doesn’t apply to SDRs!

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CEO Yuchun Lee on Leadership in Learning


At Allego’s S3 Virtual Showcase , I shared the company’s vision for leadership in the learning and enablement market, as well as my thoughts on how going remote and being virtual have forever changed the rules of the game for all.

Sales Manager Strengths and Weaknesses

Accent Technologies

The post Sales Manager Strengths and Weaknesses appeared first on Accent Technologies. Uncategorised

How to Review Your Outbound Sales Process and Drive More Meetings


When was the last time you as a Co-Founder, Sales, Marketing, or Revenue Leader actually took the time to review your outbound sales process? Have you just set it to “forgot about it” and whenever a top of funnel lead reaches out, you exclaim, “we’re all good!”?

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Announcement: Badger Maps Now Integrates with Zoho CRM

Badger Maps

Badger Maps, the #1 route planner for field salespeople, now integrates with Zoho CRM, one of the leading CRMs in the industry

An Independent Review Of, and Training On, “Smart Calling”

Smart Calling

I had never spoken with the well-known sales trainer and author (and former reality TV show host) Victor Antonio. During the launch of the new Third Edition of Smart Calling a few weeks ago he reached out to me and said he would like to review it on his “Sales After Dark” livestream.

The Top 6 B2B Platforms That Can Help Your Business Grow Globally

Nimble - Sales

Even though B2B operations and functionings are not new, technological innovations and how the ecosystem moves is constantly changing. Digitalism has brought a sharp shift in how businesses reach out to their users.

How to create a sales meeting agenda that improves your conversions


If you are running a business, a lot hinges on your ability to close a deal through a sales meeting. Preparation will play a big part in your success. By following a sales meeting agenda that you know is effective, you will have a consistent framework to turn leads into clients. .

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

5 ways to manage a remote sales team effectively


The remote work culture has been a growing trend for the last few years. In the past five years, remote work grew 44%. Moreover, the unexpected COVID-19 pandemic led many businesses to shift to an entirely remote work culture in 2020. No commuting, no traffic, and you can work comfortably from home.

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6 Ways to streamline your eCommerce store with automation


Before inventory and before staff, time is your most valuable resource. With so many different tasks, like stocking the right products, taking orders, and managing payments, pulling you in every direction, staying on top of it all is incredibly challenging.

5 Things Downhill Skiing Taught Me About Sales Coaching


Why is sales coaching important? Just months ago, I jumped into my first sales development job ever here at Lessonly. To say that I was fearless of my transition into a completely new career and industry would be a lie.