Fri.Mar 20, 2020

5 Outcomes to Expect When You Implement Effective Sales Coaching [New Research]

Hubspot Sales

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program.

COVID-19: It’s Not Time to Stop Selling!

Engage Selling

With everything going on the world with coronavirus, remember that it’s not time to stop selling! I understand at the moment, depending on where you are in the world, your situation may not allow for selling like you normally do.

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Guest Post: Now More Than Ever, It’s Time to Help Each Other


Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. You’re home now, not in the office. Remote work is here for the foreseeable future. You’re used to having people right next to you to get advice.

Keeping the Lights on Through the Crisis – What Do We Do Now?

Sales Benchmark Index

An executive team sits in front of their computers watching the concerned and, in some cases, confused faces of one another. They have completed the gut-wrenching discussion about who stays and who goes, either permanently or temporarily, to provide some.

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.

Covid-19 Email Responses to Use Now

Mr. Inside Sales

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into.

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Top Sales Hacks that Will Give You the Edge in 2020 (Summit Replay)

Sales Hacker

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of #samsales Consulting, Samantha McKenna, shows you 4 crucial sales hacks to give you the edge in 2020. What You’ll Learn. The importance of urgency. What to do when you lose a deal.

You Are In the Middle Chapters Now

Anthony Iannarino

Imagine a story that follows this path. Boy meets girl. Boy falls in love with girl. Boy marries girl. Or how about this story. Girl goes into the wild. Nothing happens. She goes home. Our stories follow a particular, easily recognized pattern. The protagonist is a rube, one who is innocent, unaware.

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How to Dig Yourself Out of a Hole | Sales Strategies

Engage Selling

We’re a couple of months into the year and maybe you’re behind. Maybe January and February didn’t start out as strongly as you would like. It’s not the end of the world.

Sales Brief: Resources for navigating your company in crisis

The current Coronavirus is changing the sales landscape at break neck speed. Companies are faced with the challenge of having to quickly adapt their sales strategy, work environment, and business finances to pull through this crisis.

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.

3 Tips from the Storytelling Circle

Selling Energy

When most people think of a PowerPoint presentation, the first word that likely comes to mind is “boring.” This is unfortunate, and it absolutely does not have to be the case.

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How to Succeed at Sandler Rule #11 – Money does grow on trees, referral trees

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

COVID 19 Lessons For Current And Better Times

Partners in Excellence

The COVID 19 crisis is forcing all of us to deal with issues few of us have ever faced. The risk, complexity, uncertainties, fear are profound. It impacts every individual, organization, society.

Measuring Value Levels in a Customer Journey

Sandler Training

In order to combat this frustration and fear of product obsolescence, producers offer you over-the-air updates that upgrade your product’s software to perform new tasks and make your user experience in general more satisfying.

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.

CRMs for Accountants: 15 Best Practices When Choosing the Right One

Nimble - Sales

Finding customers for your business, establishing and maintaining strong relationships with them is not easy. However, you can easily tackle all these challenges with the help of a CRM system for accountants that allows you to optimize and streamline your communications with current and new clients.

The New 3-Step Buyers Journey

Atlatl Software

A new three step buyer’s journey has emerged to encompass this simplified yet impactful buying experience powered by visualization. Buyers going forward will search and select product from the convenience of their chosen device.

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What Does it Mean to Qualify a Lead?

Funnel Clarity

If a prospect shows any level of interest, it’s tempting to get excited and start thinking about the potential sales opportunity. All sales people should be focused on opportunities that they can win. This is what sales leaders and sellers both want but it’s not so easy to achieve. Qualification

Sales Compensation Plan Design - Methodology & Steps


There are many things that go into your sales operations, and compensation planning can be one of the biggest challenges. With the right sales compensation methodology, you can get your operations right the first time.

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?

Inspirational Quote by Gary Vaynerchuk

criteria for success

Today's quote from Gary Vaynerchuk is all about the importance of storytelling. Read on to learn more about this week's Let's Talk Sales inspiration! Gary Vaynerchuk Quote. Gary Vaynerchuk is an American entrepreneur, New York Times best-selling author, speaker, and internet personality.

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Aligning Your Brand and Product Stories


Have you ever been very excited about a product or service based on the advertising you’ve seen, only to be extremely disappointed and confused when you actually became a customer?

Executives Must Execute!

Sandler Training

You are the executive, the leader of your organization. Executives make decisions all day, every day. The decisions you make affect everyone and everything in your organization. The post Executives Must Execute! appeared first on Sandler Training.

?? Aligning Your Brand and Product Stories


Have you ever been very excited about a product or service based on the advertising you’ve seen, only to be extremely disappointed and confused when you actually became a customer?

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.

The Absolute 25 Best Sales Podcasts to Improve Your Sales Skills [with download links]

Badger Maps

Here’s a list of the 25 best sales podcasts that will help you improve your sales skills

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Sales Manager’s Secret Weapon: the Power of Effective 1:1s (REMOTE edition)

Sales Hacker

The post Sales Manager’s Secret Weapon: the Power of Effective 1:1s (REMOTE edition) appeared first on Sales Hacker. Ambition Choice Partner Sales Management Webinars

Get out your snorkel! Selling in the time of Coronavirus

Performance Sales and Training

My first job was selling advertising for KBPI (Rocking the Rockies for 50 years!) In radio, your success was closely tied to your ranking in the quarterly audience ratings.

6 Important Metrics for SaaS Business

Nimble - Sales

At this current economic rate and the challenging market which is full of competition, it is an uphill task to grow a profitable business. As with other industries, the task is equally, or say, even more difficult, for SaaS businesses. That is caused by the operational model of this industry.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

What to Do if you can’t focus while working remotely


No going to and from work. No sudden meetings. No dress code. Remote work can seem to be very convenient until our personal life gets in the way. It can be easily ignored while sitting in an office, but at home, it can be difficult to distinguish between personal and working time.

Beware: 7 sales call mistakes that you shouldn’t commit


History repeats itself. The same dissatisfying sales result again. As per the sales reports, you’ve made many calls. However, the question is how many out of them were successful? Sales call failures are the root causes of many lost deals.

So Just Exactly How Are We Supposed To Get To Yes?

The Accidental Negotiator

Getting to “yes” is a journey that you need to know how to navigate Image Credit: Photo by Jon Tyson on Unsplash. As negotiators, there are a few books that I’m guessing that we have all pretty much read.

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