Tue.Apr 06, 2021

Stop Selling Like You’re In Stockholm

The Pipeline

By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. So, how does this apply to sales?

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Sales Training: Why You May be Struggling to Deliver

Smart Selling Tools

Sales Training: Why You May be Struggling to Deliver. By John Moore, The Collaborator. Are you struggling to deliver training that leads to positive, measurable outcomes? You are not alone. Most training fails to deliver long-term impact.


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March Round Up: In Case You Missed It…

Shari Levitin

Spring has sprung…and so has the time of year when people turn to “spring cleaning” to remove clutter from their homes while re-emerging from the glum of winter. But what if I told you that spring cleaning isn’t just for your personal space?

Why Your Revenue Pipeline Has Run Dry


It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities. Here’s a real-world example of what I’m talking about. Newsletter Sell Higher Retain & Renew Accounts Measure & Manage Sell Remotely #VoV

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Overcoming the Top 4 Challenges of Sales Content Strategy


When Janelle Fortelny started as director of global sales enablement at Logz.io , she had a clear-cut goal: provide her sales team with accessible, relevant, and timely content that would empower them to meet their goals.

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10 Ways InsightSquared’s Activity by Day Improves Sales Execution


When it comes to sales execution strategy and overall forecast accuracy, understanding exactly what steps have already occurred on an account is key. . Did the prospect respond to the last email quickly? . What was the time period between demo and meeting 3? Is the champion engaged?

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Are You Training the Way People Want to Learn?


Mountain climbers make sure they have everything they need to attempt a summit. Because mastering their craft could mean the difference between life and death. Salespeople on the other hand, may not be so inclined to pay close attention to their training.

The Science to a Winning B2B Sales Message

The Digital Sales Institute

A B2B sales message is about grabbing attention. So, what do all successful businesses have in common? They have a distinguished brand. Branding your businesses puts your name out there. Build brand recognition in your industry, and you will be able to attract new clients with less effort.

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Simple Payback Is Thinking Too Simply

Selling Energy

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. As many of you already know, I am not a big fan of SPP. In most cases, it’s far too simple a tool to evaluate proposed projects accurately.

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!

How to Capture Leads Like One of the Pros

Nimble - Sales

Lead capturing is as much a creative process as it is technical and mundane. You need to be able to write a copy that both raises eyebrows and makes one feel inspired simply by reading it. Pick a visual that entices the viewer and reveals the value of the offer.

The Next Big Thing is…


It may be considered cliché, but 2020 taught us there’s truth behind the expression “necessity is the mother of invention.”.

GetAccept vs DocuSign: 2021 comparison


Electronic signatures are the cornerstone of any strong document workflow, but finding an excellent service provider can be difficult. There are a ton of options on the market today, and each one of them offers a slightly different set of features for potential customers.

Introducing Workflows: The Data-Driven Automation Solution


Automation is at the core of all business innovation today, and data is the commodity that fuels it. Marketers and sales reps can automate email campaigns, sales plays, meetings, and much more.

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.

The Scoop: Breaking Down Silos and Mobile Optimization


Our quarterly release is a satisfying moment at SugarCRM; not only are we are thrilled to show you the hard work our team accomplished over the quarter but it’s a step further to continue delivering both innovation and our promise of a lifetime commitment to customers.

PODCAST 155: How to Improve Your Sales Process with Pouyan Salehi

Sales Hacker

If you missed episode 154, check it out here: Guided Selling with Neil Ringers. powered by Sounder. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:49]. Lessons learned from owning a Domino’s franchise [6:33].