Tue.Sep 14, 2021

The Chainsaw Massacre and Building Sales Teams

Understanding the Sales Force

I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create a hinge and made the final cut in the back to take it down. Only it didn't go according to plan.

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Why (and How) We Started Asking Our AEs to Source 30% of Pipeline

Sales Hacker

It was like the earth just stopped spinning. Time froze. Pipeline disappeared out of thin air, like it was never there to begin with. COVID-19 pandemic changed everything. In a matter of days, hundreds of billions of dollars of our customers’ pipelines simply vanished across the globe.


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Recruitment Trends Shaping the Future

The Center for Sales Strategy

Most companies scale back recruiting in response to a financial crisis. Did you know that but 1 of the 3 most effective responses is to hire top performers from the competition?

How To Have A Successful Career In Tech: 3 Decisions That Will Pay Off Long Term


Most of what our aunts and uncles, friends and family members tell us about having a successful career is incorrect. You should make an effort to progress in your career quickly.”. You should find a good profession for life.”. You should get a job that pays the most.”.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Overcoming the “We Don’t Have the Money” Objection

Selling Energy

Most prospects are spending money on an overly large utility bill when they could be making principal and interest payments on new equipment that would save the difference and more. Nevertheless, you’ll hear the same objection, “We don’t have the money.”.

More Trending

Does Your Sales Team Have Enough Pipeline to Make Quota?

Selling Power

To ensure your reps have enough pipeline to hit quota, you need a strategic prospecting strategy that separates the shoppers from the buyers. Prospecting

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Stay Interviews and How to Do Them Right

Sales Pop!

Conducting exit interviews has long been part of the ‘best practices handbook’ for HR professionals.

What Is Facebook's Marketing Strategy


Facebook is a social media platform where people share their ideas, thoughts, and opinions. But for business owners and companies, Facebook has become an essential tool to reach their marketing goals.

Are You Important To Your Customer?

Partners in Excellence

I have to admit, and apologize to a few folks, I lost it in a meeting today. We were talking about an account strategy. The sales person wanted to meet with the top executives of a very large corporation.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

How to Build a Book of Business to Carry Through Your Sales Career

Sales Hacker

Get valuable insight from our panelists as they discuss how they’ve grown their books of business through relationship building, gratitude, and commitment to their customers. The post How to Build a Book of Business to Carry Through Your Sales Career appeared first on Sales Hacker. Revenue Operations Community Events

How To Shorten Your B2B Sales Cycle With Buying Signals


This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Activity Tracking Tips to Reach Your Prospecting Goals

One of a Kind Sales

Even when you are on the top of your game, you will hear ‘NO’, many more times than you will hear ‘YES’ when prospecting. Here are some activity tracking tips to help you reach your prospecting goals, by staying motivated and on track. Here are some #tips on how to keep #motivated and stay on track when #prospecting.Click To Tweet If you know me at all, you know that […]. The post Activity Tracking Tips to Reach Your Prospecting Goals appeared first on One of a Kind Sales.

WEBINAR: Morgan Ingram hosts “What to Do When Your Prospect Ghosts You (And How to Avoid It First)”


The post WEBINAR: Morgan Ingram hosts “What to Do When Your Prospect Ghosts You (And How to Avoid It First)” appeared first on JB Sales

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

Introducing Readiness Index: The Best Way to Set & Track Sales Performance Benchmarks


Imagine all the time we spend in sales and marketing developing ideal customer profiles, or as the acronym goes, ICPs. Sales leaders spend a lot of time and effort to: Ensure the leadership team agrees upon and documents the ICP.

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80% Of Prospects Use One Of Five Common Objections

Tibor Shanto

By Tibor Shanto. Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While it may not be pleasant, it is a fact, so we need to learn to manage things.

You Have an Ideal Customer Profile. But Do You Have an Ideal Rep Profile?


There are two sides to every sale. Each side must meet certain criteria if a deal is to move forward. On one side is the buyer. Of course, not all accounts are of equal value to your organization.

Intelligent tax reporting in financial services


Leverage intelligent tax reporting to address global tax reporting requirements in financial services. All Posts CBCR enterprise performance management Finance global minimum tax Global tax reporting intelligent tax reporting OECD BEPS 2.0

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.

Introducing Asset Hub: The First Sales Content Manager Built for Sales


As marketers, we tend to think pretty highly of our content and the role it plays in helping generate revenues, but drawing a direct line between content and results is misleading. After all, salespeople close the business, not us.

An Exciting DemandTools Announcement at Dreamforce 2021


Validity has had a long, storied history at Dreamforce, dating back to the CRMfusion days when DemandTools was still in its infancy. We’ve come a long way in two decades, and in parallel, have seen Salesforce grow in unprecedented ways. The evolution of Salesforce and DemandTools.

Mindtickle Launches Readiness Index and Asset Hub to Complete Its Readiness Vision


“Sales is both an art and a science.”. “It’s It’s more about the attitude.”. “We We need more reps with the ‘it’ factor.”. We’ve heard it all.

Better coaching conversations can be as easy as 1-2-3

Selling Essentials RapidLearning Center

Few things are more frustrating than trying to coach an employee, only to have the person passively resist the conversation. You’ve done everything to draw him out, but he gives only formulaic, terse responses. Maybe a nod of the head here and there.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

🎧 How Your Mind and Body, Can Overcome Any Obstacle


Through vigorously training your mind and body, you can overcome almost any obstacle. In this Expert Insight Interview, we welcome Trent McEntire, who has helped people gain back their mobility for more than two decades. Visit us on Apple Podcast You can also find SalesPOP!

Best Practices for B2B Email Deliverability


Despite the increasing popularity of integrated chat apps, social media, and messenger apps, email has remained central to digital communication. When it comes to B2B, email is still the quickest and most effective channel of communication for receiving and transmitting data.

Health, Performance, and Energy (video)


In this Expert Insight Interview, Olly Wood discusses health, performance, and energy. Olly Wood is the Head Coach, Nutritionist, and Exercise Specialist at The Meta Project. This Expert Insight Interview discusses: The rise of fitness-related awareness throughout the pandemic.