Tue.Sep 10, 2019

Let’s Not Confuse Pipeline Trends with Individual Opportunities

The Pipeline

By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations.

The Two Truths and a Lie of Prospecting

Anthony Cole Training

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

What Is A Perfect Voicemail for Prospecting?

The Sales Hunter

First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail.

30 Growth Hacking Tools Your Sales Team Will Love You For

Hubspot Sales

As a sales professional, the rate at which you’re expected to guide prospects through the sales process and drive revenue for your company is likely increasing. Many companies create ambitious targets requiring growth, scalability, and hustle. How do you achieve these goals? Through growth hacking.

Tools 112

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.

The Powerful Beliefs of a Successful Sales Manager

Anthony Iannarino

There are all kinds of beliefs a sales management or sales leader might hold, some healthy, many more unhealthy. If you want to turn in your best performance, those results will start with your beliefs, your mindset. Here is a good set of beliefs to consider. Everything Is My Fault.

More Trending

31 MORE Inspirational Quotes to Motivate Your Sales Team this Month

The Center for Sales Strategy

It’s the time of year where competition is in the air. Not only is a little fantasy football floating around the office, but we’re about to tackle the end of another fiscal year. We’re all going for the “Hail Mary” pass with, what feels like, only seconds remaining on the clock.

“Managers Think They’re Good at Coaching. They’re Not.” according to Harvard Business Review


This article originally appeared on hbr.org. Authors: Julia Milner and Trenton Milner. Julia Milner is a professor in leadership, academic director of the Global MBA program at EDHEC Business School in France and an honorary professorial fellow with the Sydney Business School in Australia.

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success

Smart Selling Tools

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success.

SAP 83

The 5 Biggest Sales Enablement Takeaways from #Inbound19


Didn’t make it to Inbound? Find out what speakers said about recruiting, onboarding, project planning, and more

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.

Account Planning: Why You Can’t Afford Not To

Sales Hacker

Single-threaded selling simply won’t cut it in today’s sales world. If you want to successfully grow and retain accounts, you need the strategic, cross-functional approach facilitated by account planning. The post Account Planning: Why You Can’t Afford Not To appeared first on Sales Hacker.

Five Ways to Improve Communication with Current Customers

Sandler Training

As sales professionals, we sometimes run the risk of over-focusing on the close.

How Salesforce Does Sales Development w/Shahan Prashad @Salesforce


??? What does Salesforce do to manage their Sales Development team? Read on to learn all about it from Salesforce’s VP of Sales Development himself, Shahan Prashad.

The 7 best CRMs for non-profits


Whether you have only a handful of donors or a database overflowing with them, each and every one is essential to the success of your non-profit. But nurturing new donors to be long-term supporters of your organization is easier said than done.

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.

The Customer Support Stats You Need to Know When Creating a Strategy


A great customer support experience can be the difference between a one-time customer and a customer for life. How can your team maximize the chances of a return customer? Here are the stats to keep in mind as you craft something that can work for you. customer support

30 Customers in 30 Days: Generating Online Leads as a Realtor


Competitions and prizes. When organized well, contests and prizes will provide your marketing team with strong leads. Digital Marketing Social Selling Tools Social Selling

Opening Yourself to Constant Learning


In the last article in this series , I made the point that today, you must constantly be learning—there’s no other way to survive in the 21st century. How do you practically do that? Data Bombardment.

Film 63

What Millennial Sellers Need to Know to Succeed in Manufacturing

Miller Heiman Group

Sellers in all industries win fewer than half of the deals they forecast to close, according to CSO Insights’ 2018-19 Sales Performance Report. The report also found that sales leaders consider their sellers to be less effective at the vast majority of common selling activities today than they were five years ago.

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?

The Power of 12

Selling Energy

How do you gain access to the influencers and decision-makers when approaching a new organization with an efficiency project? I like to say, “Use the power of 12.” Why 12? Because 12 is the biggest number I can think of that's a single syllable.

3 Steps To More Accurate Revenue Forecasting

Funnel Clarity

Revenue forecasts remain elusive - CEOs report that their pipeline forecasts are about 50% accurate. This is a real shame considering the fact that teams with accurate sales forecasts are 10% more likely to grow their revenue year-over-year.

Nailing the Essentials of Data Migration for Small Businesses

Nimble - Sales

Data is important for more types of organizations than ever before. No longer are giant corporations the firms that depend the most on big data for decision-making. Small businesses and even nonprofits rely on their data for support in nearly every aspect of their operations.

Learning From Our Failures

Partners in Excellence

As much as we want to, and should, focus on our sales successes, a large part of sales has to do with failure. We win some, we will always lose some. We try a certain approach, say a prospecting program, or a new sales initiative, or a deal strategy.

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.

Are You a Visionary Sales Leader?

Closer's Coffee

Photo by Riccardo Annandale on Unsplash. In a world where the majority of people have become salespeople, it takes more than a title to be a sales leader, especially a visionary one. And no, multiple years of experience selling does not cut it. Neither does marshalling the operations of a sales team.

Are You Fully Appreciated?

Smooth Sale

Attract the Right Job Or Clientele: Three events have me asking, are you fully appreciated?’ ’ The stories share answers ranging from ‘not really’ to a ‘resounding yes!’ ’ As we attempt to build a business and our networks, we need to monitor our credibility.

How Deal Win Videos Inspire Teams To Sell More


Deal win video stories are a great way to institutionalize sales knowledge and close more sales. Why do many companies wait until a kickoff event to invest the time to prioritize capturing win stories?

Video 52

?? Turning Cold Calling into Smart Calling


Art Sobczak is the author of the book Smart Calling: How to Eliminate Fear and Rejection from Cold Calling. Let’s face it, when most of us hear the phrase “cold calling” they normally do associate it with fear and rejection, and generally a horrible experience.

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.

The Breakthrough Guide to Building and Managing a Sales PlayBook

criteria for success

These days, Sales PlayBook is a pretty common term. For some people, it describes a sales manual. For others, it’s a sales bible. The truth is, a truly great Sales PlayBook is everything you want it to be. There is no set of criteria that makes something a Sales PlayBook or not. It all depends [.].

The Hidden Influence That “Price Anchors” Have on Your Prospects

Hyper-Connected Selling

Is $200,000 a lot for a house? The answer depends a lot on where you were living when you first looked into buying a house. Your opinion of what a house should cost will be shaped differently depending on the first prices you saw.

?? Building Trust in Sales


The stereotype of the shady car salesman doesn’t fit the majority of salespeople. Most salesmen and women are honest people who are professional and decent, the stereotype isn’t withstanding. However, just because the seller is honest, does not mean that they have built trust with their client.