Thu.Apr 02, 2020

The Market Is Uncertain, But Your Demand Gen Strategy Shouldn’t Be

Sales Benchmark Index

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Are Small Businesses Prepared to Work from Home? Maybe not, Data Suggest


As the coronavirus pandemic has continued to worsen, large companies like Amazon, Microsoft, Google, and many others have either encouraged employees to work from home or mandated it.

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Sales Training Aligned to Your Buyers Journey

The Digital Sales Institute

In a world where it is increasingly difficult to separate out one offering from the next, sales training aligned to your buyers journey can be a key competitive advantage as it will allow you to deliver relevant experiences matched to each step along the process. For you to truly understanding your own buyer’s journey will mean embracing the many turns in the path towards a buying decision. You must acknowledge that success comes from a dynamic approach to selling.

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Normal Is Just Another Word For Yesterday

The Pipeline

By Tibor Shanto. You don’t need to look far today to see someone going off about the “new normal.” While it is easy to understand why people choose this lens, I find it a bit self-serving and potentially risky in the current environment.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

5 Secrets for Successfully Working from Home

Mr. Inside Sales

So how is working at home going for you? Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday? Oh, and don’t forget to actually work!

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Schools & Non-Profits: Stay Healthy, Use Brainshark for Free


To help ease the burden created by COVID-19, Brainshark is inviting any school, university or non-profit to use our award-winning content authoring solution - at no cost.


Make the Right Call Now to Win Business Later


Have you heard the saying, “People don’t care how much you know until they know how much you care?”.

Ignore Advice from Anyone Who Would Disempower You

Anthony Iannarino

Some people write, record, and publish ideas designed to empower you to act. There are others, however, who use the same mediums to disempower you to tell you that you cannot do something, suggesting that you shouldn’t even try.

Finding The Good in Today’s Climate

Engage Selling

Despite everything going on right now with COVID-19, it is possible to find the good in today’s climate. I’ve spoken extensively about the coronavirus outbreak recently.

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.

How We Show Up Virtually impacts Client Experience

Babette Ten Haken

Consider that how we show up virtually impacts client experiences: today, tomorrow and moving forward. Think about it. These days, with no other option but to meet up virtually, both the concept and context of the word “meeting” are in transition.

“How Can I Help?”

Partners in Excellence

One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted.

New Study: Customer Experience Best Practices

Miller Heiman Group

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance.

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How to Overcome the Top 3 Pains of Virtual Training


Many training managers are scrambling right now. In-person sessions have been canceled. Teams are working remotely. We all need to find the best ways to stay productive in the middle of what otherwise feels like a really chaotic time.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

1 Minute Remote Working Tips #9: Team Dynamics


Welcome to SalesPOP “ 1-minute remote working tips ” video series. This is the 10th video in the series. #8: 8: Empower & Get Out of the Way! If you missed the other 9 videos in the series you can find them below. Introductions. #1 1 Expectations. #2 2 Sales Manager as Role Model #1. #2

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The Outbound Assist — How Outbound Tactics Make Inbound Leads Grow


In 2015, HubSpot published the result of their traffic research , stating that 46% of traffic that B2B companies across all the industries get to their websites is direct. However, according to Paul Koks and Online Metrics , direct traffic over 20% is a sign of incorrect Google Analytics settings.

Companies Are Turning To eCommerce—Here’s How To Find Them


When the going gets tough, the tough test new ideas. In the recent weeks of economic downturn, many business owners have been forced to look for alternative ways to bring in revenue.

Remote sales team? 4 ways to close more deals with video calls

We're all looking for a sales approach that'll close deals during this crisis. We want something that distinguishes us from all the messages, emails and noise of other sales professionals doing outreach of their own.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

7 Email Ideas to Boost Customer Relationships

Nimble - Sales

A recent study showed that 77% of brands could disappear and nobody would care. It sounds pretty harsh, like something Regina George from Mean Girls would tell you if she was your business advisor. But, the truth is many brands fail to make meaningful connections with their customers.

How to avoid building a big sales infrastructure and still grow your company

Predictable Revenue

Part of growing a company is growing a sales team. But, what about those organizations that never plan to build and grow a robust sales infrastructure? How do those companies grow their bottom line?

How life changes after you get Xactly (Process Improvement)


Processing sales commissions and getting payroll out the door can be a difficult task each month. This is especially true if you are not using any software to help! Inserting Xactly into your sales commission process helps improve your existing process but also creates unexpected value!

Webinar: 5 Take-Aways to Bust Through Today’s Selling Barriers

Paul Cherry's Top Sales Techniques

Wednesday, April 22, 2020 — 11:00 am (Eastern Time) Paul Cherry interviews Steve Schiffman, legendary sales trainer of more than 500,000 of sales professionals and author of 70 books, as he shares with you five key ideas you can put into action immediately to bust through the today’s barriers.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Business Acumen for Sellers, from Andy Paul


A couple important thoughts about Business Acumen for sellers. #1: 1: Business acumen for sales is not about recognizing how one sales situation is similar to others you’ve encountered. Acumen is about understanding how it’s different. That’s how you uncover real opportunities in sales.

Q&A: Remote selling during the COVID-19 crisis

Everybody is wondering what to do during this crisis. We’re all going through a completely new experience, and we’re facing challenges that many of us have never faced before. That’s why I’m here to help answer your questions and give you some direction during this global pandemic.

Udemy Review: Is Udemy Worth It for Course Creators?

Sell Courses Online

The post Udemy Review: Is Udemy Worth It for Course Creators? appeared first on Sell Courses Online. Udemy is one of the most popular online learning platforms out there with a user base of 40 million+ students.

The Ultimate Guide to Sales Operations: What It Is and How to Implement It


Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Effective Sales Development with David Dulany of Tenbound


David Dulany is the Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to sales development, performance, and improvement. They provide cutting edge research, high-quality events, consulting, training, and coaching for all levels of the sales development team.

Your Greatest Vulnerability?


by: Rob Jeppsen. 10 min read. Quarantines. Social Distancing. People wearing sanitation masks to the grocery store. Inability to purchase hand sanitizer. The handshake may never be part of business ever again.

Active Listening over the Phone Tips, Part 1

Selling Energy

“A good listener has the ability to better understand and process information. A great listener has the ability to use this information to negotiate, to influence, and avoid misunderstandings and conflicts." – Christopher Pappas. communication active listening sales performance