Mon.Oct 14, 2019

How Effective Listening Helps Build Customer Relationships and Close Deals

Sales and Marketing Management

Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data.

The Implications Of Integrative Negotiation

MTD Sales Training

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level.

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One Question to Close More Demos

Mr. Inside Sales

Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take?

Podcast 120: Future Proofing Your Sales Career With Anita Nielsen

John Barrows

This week we have Anita Nielsen on the podcast. The Author of “Beat The Bots” has lots of thoughts on how sales is changing and the increasing role of technology in the profession.

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!

3 Tips to Increase Productivity and Improve Sales Performance

The Center for Sales Strategy

Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should.

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Productivity May Not Be What You Think It Is

Anthony Iannarino

One of the reasons you might not be as productive as you want to be is because the idea isn’t well defined. Many people who believe they are productive, are not. Not To-Dos. It is not crossing off tasks off a to-do list.

Develop Storytelling Confidence to avoid Shapeshifting Stories

Babette Ten Haken

Do you have storytelling confidence? You know, telling stories consistently, time after time. And, telling the stories in which you are professionally invested. When you take those actions, you move away from describing someone else’s stories, as a third-party narrative. Think about it.

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11 Insanely Effective SaaS Sales Secrets Right From The Salesforce Playbook

What’s the secret to succeeding in SaaS sales? It’s a question I’m asked a lot, so keep reading to find out more.

The Truth About Gamification (The Good, the Bad, & the Ugly)

Sales Hacker


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 to Succeed at Asking for Referrals

Sandler Training

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals. The post How to Succeed at Asking for Referrals appeared first on Sandler Training. Blog Posts Sales Process customer relationships networking sales process sales training

How Sales Compensation Plans Have Changed and What You Need to Do

Selling Power

Here are some of the sales compensation trends we’ve seen in recent years, and some best practices for building a high-performing compensation plan. Sales Compensation and Motivation Sales Management

How the Right Questions Help Your Customers Realize What They Want

Miller Heiman Group

More than half of B2B respondents to the CSO Insights 2018 Buyer Preferences Study said they found value in discussing their situations with salespeople, while only 2.6% preferred to avoid sellers entirely. The remainder fell in the middle: they found some sellers helpful, while others wasted their time. It’s no wonder, then, that buyers often don’t view sellers as a valuable resource when making a purchase decision. That’s because most sellers meet—but don’t exceed—buyers’ expectations.

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Learn Anything Quickly, Stack Your Skills, Dominate

Selling Energy

For many of us, honing a particular skill or owning a niche is the key to making it. However, the path to success is rarely the same for everyone in sales. Some of us are more adept when we focus on “specialties,” which involves honing skills in different areas and linking them together.

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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.

#68: Jake Dunlap of Skaled — Building A High-Growth Sales Team That Scales


This week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies reps have, and by creating common messaging that is customized to each business. Then, use technology to reinforce these skills and behaviors. podcast 1:1 onboarding process

?? Sales and Marketing Alignment


Sales and marketing alignment is a challenge that has come about in recent years. Especially as the sales industry has undergone a technological revolution, it is even more critical than ever to unify the sales and marketing teams.

11 Insanely Effective SaaS Sales Secrets Right From The Salesforce Playbook

What’s the secret to succeeding in SaaS sales? It’s a question I’m asked a lot, so keep reading to find out more. RELATED: Enterprise-Class SaaS: Stability, Security, Reliability. In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results. Obsess over Customer Service.

5 Benefits of Content Marketing and How it Can Help You Sell

Closer's Coffee

In today’s digital age, customers are becoming smarter and more conscious about the products they buy. In fact, recent statistics from GE Capital Retail Ban reveal that 4 out of 5 of buyers will conduct extensive online research before committing to any kind of purchase.

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.

?? The Pitch Whisperer


Most people associate “sales pitch” with a pushy salesperson trying to manipulate you into buying something. In reality, this isn’t a very accurate description, but the fact remains that a pushy message isn’t often well received.

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3 Success Factors for Prospering During Economic Uncertainty

The Brooks Group

There’s been quite a bit of noise around the prospect of an economic downturn, if not a full-blown recession, based on forecasts from many economists.

Four Ways to Empower Your Reps and Drive Results for Your Organization


Let’s be honest, the job of a Sales Development Representative can be overwhelming.

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The Science of Sales: How to Improve Performance by Moving the Middle

Moving the middle 60-70% of your sales team — your core, average performers — is the best way to maximize overall organizational performance.

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.

How to Build a Prospect-Friendly Qualifying Process

Consider the following: When eating at your favorite restaurant, do you want to receive your order fairly quickly or are you satisfied waiting for an hour? And before you can have your order, do you want to answer a lot of seemingly unnecessary questions from the restaurant staff?

Let’s Talk Sales! Assessing your CRM with Adam Honig – Episode 195

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Adam Honig. Adam is the Co-Founder and CEO of, a company dedicated to helping sales teams spend more time selling using artificial intelligence! He has worked in the CRM and technology space for over 20 years, having previously founded Innoveer, one of the [.]. The post Let’s Talk Sales! Assessing your CRM with Adam Honig – Episode 195 appeared first on Criteria for Success.

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The 3Cs of Content Scoring

The ROI Guy

You've likely heard of lead scoring, but how about content scoring?

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How to Design a Leadership Training Program

Carew International

We have all met a natural leader. Whoever this person is for you, you can likely feel their presence from a mile away. There’s something about this person that makes you want to be around them and listen carefully to the words they say. Natural leaders seem to get along with everyone they meet. They are skilled decision makers and they always know what to say, when to say it and how to act.

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!

5 B2B Sales Strategies to Win Customers


Strategy is essential to success in B2B Sales. Having a defined roadmap for reaching goals will ensure your company’s Marketing and Sales efforts are targeted, measured, and highly effective. . Yet the B2B Sales landscape is always changing.

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Bought In or Sold Out? – The Importance of Training


Time for some stats—as of the writing of this blog, there are 7.5 million unfilled job openings in the United States. On top of that, at any given time, nearly half of the millennial workforce plans to leave their current job in less than two years. With a tight labor market and frequent job switching, it’s becoming increasingly difficult for companies to find the workers they need. This problem manifests in phrases like: “We just can’t find people to do the work,” or.