Thu.Jul 09, 2020

What’s Your Margin On That Discount?

The Pipeline

By Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? Let’s worry about the future when it gets here – if we can still afford to. link]. The post What’s Your Margin On That Discount? appeared first on

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8 Tips to Advance Your Sales Career in Uncertain Times

Sales Hacker

No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales , everything is changing fast. Approximately 50% of B2B companies have reduced their budgets.

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A List of the Best Prospecting Strategies

Anthony Iannarino

You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that getting a meeting is rarely easy, and it is something that takes time and an effective approach.

Are Client Retention Folks the Best Salespeople in Your Company?

One Millimeter Mindset

It just could be that client retention folks are the best salespeople in your company. You know. Professionals involved in the post-sale care and feeding of newly-acquired customers.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

It’s Not The Customer’s Job To Figure Out How You Help!

Partners in Excellence

I am looking for some software tools to help our team. After listening to about 4 suppliers, I’m about to give up, it’s probably easier, cheaper to do nothing. As I reflect on our conversations: We’ve talked about our needs, what we are looking for, and what we hope to achieve.

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The Most Important Sales Metrics to Track


With the latest tools available in the market, one can measure almost everything. Right from the number of your reps using CRM and cohort retention rate to the sales velocity and average time required to hire a new team member, there is an endless list of metrics, reports, and data points to track.

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Three Ways Marketers Can Measure the Impact of Sales Content


Marketers are often challenged with understanding which metrics matter, how to measure them, and where this data lives within their tech stack. Luckily, the solution to these problems can be found within a tool you likely already have: your sales enablement platform.

8 Essential Elements of Virtual Sales Training


Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey.

Selling On Video: Will Your Team Make the Cut?


By Julie Hansen. 4 min read. Over the last few months, most sales teams rose to the challenge of connecting with customers in a virtual world. But let’s be honest, initially, that bar was pretty low: Got a decent background? Camera on? Know your platform? Fantastic!

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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!

4 Tips on Escaping the Price Driven Sale

Selling Energy

Considering our current economic situation, customers are always looking for a deal. So how do you prevent a situation where the sale is price-driven? Selling sales performance Business tips Recession

How to create an enablement team and prove its return on investment

Predictable Revenue

Discovering the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. The post How to create an enablement team and prove its return on investment appeared first on Predictable Revenue.

How to Deal with Negative Pushback

No matter how impressive your sales skills, most customers are still going to say no or at least put up a hell of a fight when you give them your pitch. Knowing how to deal with negative pushback like that is what separates bad salespeople from great ones.

How to build a personalization at scale playbook

Predictable Revenue

In-the-trenches reps no longer have to choose between scale and personalization. There are tips and tricks to handle both – and get results! The post How to build a personalization at scale playbook appeared first on Predictable Revenue.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

11 essential sales pipeline metrics you should be tracking


Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. While revenue is a good indicator of success, it only measures what’s coming out of the pipeline – in other words, the result.

Three Examples of Situational Enablement in Action

Corporate Visions

The post Three Examples of Situational Enablement in Action by Tim Riesterer appeared first on Corporate Visions. This article describes three examples of Situational Enablement in action. What is Situational Enablement?

Solution Selling

Accent Technologies

The post Solution Selling appeared first on Accent Technologies. Uncategorised

Why Virtual Selling Skills are Critically Important for Commercial Bankers


Commercial banking is facing a period of transition. In only a few months, the global pandemic has begun to reshape the industry. Responding to this upheaval has proved difficult because the challenges consist of three key parts.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

How Email Marketing Can Grow Your Business


Permission-based email marketing is a well-known marketing tool, but how to differentiate it from other marketing tools? In this Expert Insight interview hosted by John Golden, Tom Kulzer talks about how email marketing can help grow your business.

A Complete Guide to Rethinking Your Brand Identity

Nimble - Sales

Every day, we interact with numerous businesses across different platforms. From social media to television ads and even in our inbox, we’re constantly interacting with various brands knowingly or unknowingly.

The Data Behind Sales Process Changes

Watch the Video. This week, Jim was joined by Joe Booth , the VP of Sales Operations for SecureAuth to discuss how the security segment has adapted their sales process and strategy based on the changes in the market.

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Managing Loneliness and Isolation as a Solopreneur

Nimble - Sales

Remember the first time the thought of becoming an entrepreneur entered your mind? Remember the rush of fear and excitement coursing through your veins as you imagine yourself as the ruler of your own kingdom, a realm that lets you thrive and grow, and provides endless motivation?

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.

41 Expert Opinions on Data Hygiene Best Practices


Long before cloud-based CRM systems, companies largely relied on manual data entry and cleanup processes. But this can leave your contact and company data fraught with errors and inconsistencies.

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5 Tips to Get Yourself in Vacation Mode Even if You Can’t Take a Vacation

Carew International

And just like that, the days have become longer and hotter, and we’re in the midst of summer. In what seems like the blink of an eye, it’s already July and workers across the nation are likely noticing that this summer doesn’t feel quite like usual.

Seek to Serve Spotlight: How HireBetter Remained Relevant During a Worldwide Talent Upheaval


Once COVID-19 hit in early 2020, companies around the world pushed pause on hiring. In fact, for many the situation demanded downsizing, dismissals and layoffs.

The Importance of Training in Both Super Bowls and Contact Centers


Take a moment to compare the two professions below and try to guess what they are. Hint: one might be about how to manage training programs, and the other works on Sundays… Profession 1. Quick to Process. Wears a Headset & Helmet. Completion Percentage. Interceptions. Touchdowns.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

CIOs and IT Reclaim Their Seat at the Table


How this Critical Department is Driving Innovation throughout Organizations. With a continual onslaught of changes rapidly affecting industries and companies worldwide, businesses are bracing for what is next in most areas.

It’s About Quality, Not Quantity: What An Olympic Skier Taught Us About Grit, Patience, and Practice


“ It’s easy to get comfortable in what you’re doing… but a reset is what you need. ” —Morgan Schild. Friends, we’re ecstatic to welcome Morgan Schild, a professional freestyle mogul skier and Olympian, to the Practice First podcast!

How to Calculate and Apply Sales Volume Variance [Infographic]

Hubspot Sales

Every company wants its sales to exceed its expectations. No organization wants to fall short of its projections, so it's vital that every company consistently refines its forecasting methods and ensures that each facet of its business is working to the best of its ability. That's no secret.