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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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.

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

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.

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.

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?

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

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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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.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

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

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.

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.

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?

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

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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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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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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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.

4 Data-Driven Steps To Drive Successful B2B Demand Generation

Fact: Good data lives at the core of every successful B2B demand generation strategy. Without quality data, it’s nearly impossible to identify and segment your target audience and create messaging that speaks to their values and interests. Whether you’re stepping into a new position or you’re new to demand generation, learning the tricks of the trade can be, well, tricky. In this eBook, you’ll discover how to improve your demand generation program—and your bottom line.

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.

#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.

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.

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.

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

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

10 Remote Productivity Tips to Better Work from Home

Nimble - Sales

Our homes serve as our place of comfort where we can spend time alone with families and friends without the physical image of running into our boss or having to submit a file or even going for a board meeting. However, as time lapses there is more need to work from home. Have you wondered […].

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.