Mon.Jun 29, 2020

Technology the Sales Enabler


In my last article, we talked about the fact that technology, practically since the beginning of time, has been replacing repetitive tasks. While everyone wants some repetitive activity replaced in their lives—actually as much as possible—we’ll stick to our subject of sales and CRM.

Stillness is Key

Selling Energy

In our culture, action seems to be the answer to everything. Why has it become taboo to put aside some time to be quiet and still? Cultural habits aside, this all too often overlooked practice can be an asset to your health and success.

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The Pros and Cons of Charging Customers to Beta Test Your Product

Hubspot Sales

Say you have a bold, innovative, new product that's almost ready for launch. You have a feeling it's going to change things — your life, your industry, "the game," the world, the very fabric of society as we know it.

Sales Scrum Podcast Episode #14 – Guest Andrew Steane

The Pipeline

Sales Scrum Podcast Episode #14 – Guest Andrew Steane. Want to know who to hire the best candidates? You need to learn about Andrew Steane’s Give A Damn Metre. Andrew Steane is a Senior Director of North American Sales Channels for business software leader, SAP.

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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!

Group travel is down, but not out

Sales and Marketing Management

Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%.

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More Trending

The right kind of help is not what you think

Sales and Marketing Management

Author: MARIA BOULDEN, EXECUTIVE PARTNER IN GARTNER’S SALES PRACTICE After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take, nor which point we are at within it.

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What It Means to Be 'Money Motivated' (& Should You Be?)

Hubspot Sales

The default answer for incentivizing salespeople is often money. Need to launch a new product? Start a sales contest. Need to upgrade more customers? Gamify it with financial incentives. But is money the ultimate motivator for salespeople?

Are you digital-ready?

Sales and Marketing Management

Finding Sales Talent to Fill Your Talent Bank

The Center for Sales Strategy

With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article.

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.

6 steps to adapt effectively

Sales and Marketing Management

Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel

Adapter’s Advantage Podcast: Episode 1 Featuring Adam Scully-Power


Welcome to Allego’s new podcast–Adapter’s Advantage: Breakthrough Moments that Lead to Success. In this episode, endurance athlete and business leader Adam Scully-Power describes his transformational health journey from out-of-shape executive to ultramarathoner.

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How to sell to leads during and after COVID-19

Sales and Marketing Management

Author: RYAN SHAPIRO Let’s face it: The novel coronavirus upended life in a lot of different ways. Economies nosedived, entire cities shut down overnight and most employees have been forced to work remotely until further notice. But humans adapt quickly.

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SaaS Sales 101: Your Guide to The Perfect SaaS Sales Strategy

Sales Hacker

Software as a service (SaaS) has become extremely popular due to its scalability and ability to address almost any individual or business need. But having the wrong strategy can mean losing subscribers and leaving large amounts of money on the table.

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Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Firing up the revenue engine post-crisis

Sales and Marketing Management

Author: STEVEN KELLAM While government and business leaders around the globe debate when and how the economy will turn back on, waiting for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage.

What If You Played Offense and Not Defense?

Anthony Iannarino

There are a few times in my career in B2B sales, an endeavor in which I am still engaged, when I have made a very serious error. It forced me to operate on my back foot, defending, instead of selling on my front foot , playing offense and causing my competition to defend what was already theirs.

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How COVID-19 could reshape sales

Sales and Marketing Management

Author: LIZ PULICE The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether). And yet, as is so often the case, with disruption comes opportunity.

Getting Back to Basics with Chad Glauser

criteria for success

Happy Monday, Let's Talk Sales listeners! Today's featured guest is Chad Glauser. He is the founder & portfolio manager at Alpine Quantitative. He’s also the former president of 3 family-run Mercedes-Benz dealerships and has extensive experience in selling & sales management.

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.

Hiring B2B Sales Professionals During and Post COVID-19

Sales and Marketing Management

Author: Kelly Barcelos Many B2B companies are seeing sales decline as buyer behavior has changed due to the coronavirus pandemic. While adapting your B2B sales hiring strategy to the new normal of life, you need to set clear hiring objectives. The post-pandemic world will need employees with a different set of skills, such as digital skills, design thinking, entrepreneurship and innovation. So, before you start hiring, set smart recruiting goals.

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#105: Morgan Ingram, Director of Sales Execution and Evolution — Playing Offense Without Being Offensive


Morgan Ingram, Director of Sales Execution and Evolution, JB Sales Training joins us on Episode 105. Are you an action-oriented leader, or just a big talker? Morgan shows us how to be an action leader, not merely a thought leader.

How To Lose A Year’s Worth Of Business (And Why You Should Try It)

Shari Levitin

Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled.

A Straightforward Guide to Missionary Selling [+ Examples]

Hubspot Sales

While there are some common techniques that are used and adopted by successful salespeople, there is truly no one-size-fits-all approach to mastering sales. Take a moment to reflect on your sales process, and some of the recent deals you’ve closed. Has each deal followed the same steps?

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Sales Managers: Live Office Hour with Becc Holland and Ralph Barsi

Sales Hacker

The post Sales Managers: Live Office Hour with Becc Holland and Ralph Barsi appeared first on Sales Hacker. Career Development Sales Management Webinars

Use Your Virtual SKO to Invest in Your Salespeople

Force Management: The Command Center

If you decide to move forward with a virtual sales kickoff event, it will have its benefits. You can forego the hefty budget required for hotel stays, travel expenses and other in-person provisions.

Just Promoted, New Sales Manager!

Partners in Excellence

You’ve just gotten promoted. You’ve moved from being an individual contributor to managing a team. As you reflect on what do you do in your new role? How do you transition from being a great sales person into being a great sales manager.

Leverage Your Core Sales Skills During This Pandemic

Selling Power

Today’s post is by Justin Zappulla, managing partner at Janek Performance Group. While many states and countries are gradually in the process of re-opening, there remain restrictions and a need to navigate a new sales normal. Additionally, an economic crisis is clearly part of the COVID-19 fallout. All of this has created a business environment where sales can be achieved, but through a different process than we are used to.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

AliExpress Dropshipping Center: Guide To Selling Hot Products


The AliExpress dropshipping center has proven to be a valuable resource for anyone looking to start a dropshipping business with the popular AliExpress. And in this article, we’re going to be exploring how it works and how beneficial it can be for your business.

How to Break into Tech Sales Development in 2020


Recruiters still struggle to fill an undeniable shortage in the tech sales industry as qualified candidates are becoming even more difficult to fit the needs of the specified role. This ubiquitous trend stretches across the tech industry as a whole.

Tips to Investing in Tools That Teams Will Actually Use


With a plethora of enterprise technology solutions in a time of intense budget scrutiny, how do you know which tools your teams will love and adopt? It turns out we might have been spoilt for choice. New Tools, New Challenges.

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