Wed.Apr 28, 2021

4 Keys to Unlocking B2B Sales Growth in Uncertain Times

Sales and Marketing Management

Gartner identifies four areas where the traditional approach to selling is impeding sales growth. The post 4 Keys to Unlocking B2B Sales Growth in Uncertain Times appeared first on Sales & Marketing Management. News Featured

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How to build account plans in Salesforce - the easy way


Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.


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How the Right Sales Team Structure Can Maximize Revenue Performance [VIDEO]

The Center for Sales Strategy

Increasing sales productivity and performance is a top challenge for any sales leader. One study even found that it surpasses the obstacles of recruiting, hiring, and onboarding. Data suggests that salespeople spend as little as 23% of their time actually selling.

Creating an Online Course – No Skills Required

Adaptive Business Services

At least that is what I had hoped since … I have none. I’m about to bare my soul. Approximately ten months ago, I decided to set about creating an online course. I have since worked on this 7 days a week every week. Now, I’m about as dumb as a box of rocks in this particular endeavor. I still am.

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.

Do You Need to Negotiate Differently with Procurement?

RAIN Group

If you’re like most sellers, you find yourself negotiating deals with a buyer’s procurement team at least some of the time.

More Trending

5 Steps to a Customer Retention Strategy

Integrity Solutions

What actions can you take to both increase employee engagement and create a customer retention strategy that moves more of your customers from “satisfied” to “loyal”? A 5-step roadmap to get you started.

Here’s How to Generate Leads at Events

KLA Group

Before you grab that overpriced water bottle at the airport on your way to a conference, answer this question: Do you know how to generate leads at events? You might think you do. After all, you’re a pro at networking.

It’s Not Always About Price

Selling Energy

I sometimes get questions regarding how to price products and services. That always reminds me of someone asking their accountant if something is possible and they reply, “It depends.”

Avoid these 5 mistakes when talking ROI with execs

Gong Labs’ previous research shows that it’s not a great idea to send executives cold emails with lofty ROI promises (see chart below for a sneak peek). How on earth can that be a bad idea, when all customers care about is ROI?

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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!

What’s Next?

Partners in Excellence

We spend our day in meetings. We talk to prospects/customers. We meet with managers or our people. We meet with colleagues working deals with us. We meet with partners. In these meetings, sometimes we talk about important things. What the customer is trying to achieve, or what they might achieve. Goals, problems they may have. Changes they may want to make. Where they are in their problem solving and buying journeys. Internally, our meetings may be about a lot of things.

Start Asking Stupid Questions | Donald Kelly - 1439

Sales Evangelist


Wondering about a new FP&A platform? Check out what customers say


Anaplan was recognized as a Customers’ Choice in the Gartner 2021 Peer Insights Voice of the Customer for Cloud FP&A Solutions report, based on user reviews and Gartner evaluation. Finance Cloud FP&A customers FP&A Gartner reviews ROI

How Healthcare Organizations Can Create a Healthy Work Environment (video)


We all heard stories of bullying at the workplace. Thus, in this Expert Insight Interview, Dr. Phyllis Quinlan discusses her new book Bringing Shadow Behavior Into the Light of Day: Understanding and Effectively Managing Bullying and Incivility in Healthcare.

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.

For Return Path Users, Now’s the Time to Check Out Everest


Are you a Return Path user who bought your license through Salesforce? If so, we have some great news: for your email deliverability and inbox placement reporting needs, there’s no better time than now to plan your move to Everest. Return Path isn’t going anywhere.

CRM is the Enabler of Customer Experience


There are shared experiences throughout the world that share a universal lament regardless of language or country, and most recently, for me, that was car repair following a minor collision.

Cycling Through Trust, Data, and Engagement with WiggleCRC’s Ed Tibbitts


The pandemic has highlighted the importance of messaging relevance and brand trust, and the email channel has been well-positioned.

You’ve Got a Friend in Me: Why Sales Competencies and Sales Readiness Are Best Buds


Sales competencies and sales readiness. Two big ole’ buzzwords that we throw around here in the office like a bunch of tennis pros warming up for a match (and by “office,” of course I mean our personal remote offices). But what do they mean and why are they important?

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.