Wed.Sep 15, 2021

Applying the lessons of mycorrhizal fungus to the problems of sellers and buyers


Ever since my son told me about how mycorrhizal fungi work with trees to exchange nutrients, I have been fascinated by the parallels between fungi and the sales profession.

Buyer 85

How I Reduced My Sales Team’s Objection Rate by 254%

Sales Hacker

Most sales coaching is a waste of time. I’m sorry, but it is. Sales managers pick topics at random and jump between reps without much thought or planning. But I’m not blaming managers. The problem is that old-school sales coaching is designed to fail.


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Value Is Not A Destination

Partners in Excellence

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution.

Sales Talk for CEOs: The Importance of Understanding Sales with Steve Benson (S1:EP7)

Alice Heiman

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Steve Benson, the CEO of Badger Maps , the #1 route planner for field sales. Steve and Alice discuss the importance for CEOs to have a background in sales when starting out and growing their company. .

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with Second Nature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

New Research Now Available on Improving the Hybrid Work Experience


What have we lost in replacing the office-first approach with a remote-first one? Two years ago, we might have assumed that a fully remote or even heavily remote hybrid work environment would be a productivity and company culture death knell.

More Trending

Selling Semantics

Adaptive Business Services

Let’s start with CRM (acronym), Customer Relationship Management. We used to call them Contact Managers, but should we really be managing our contacts? No, we should be managing our relationships. . Apparently managing is now a bad word. Instead we should be leading. Leading where?

Timely Follow-Up

Selling Energy

Too many salespeople fail to appreciate the importance of timely follow-up. They don’t realize it’s what truly gets the job done. It’s often said that it takes seven touches to make the sale, and it’s tough to execute seven touches without an intense appreciation of follow-up.

Cold Calling is Not DEAD

KLA Group

The hot topic in sales recently is that cold calling is DEAD. The lead generation landscape has changed. Publish good campaign content and people will flock to you. Engage on social media to begin prospecting conversations. Don’t bother with calling. Nobody picks up their phone anyway.

Busting the myth! B2B social media marketing isn’t effective


Social media is an integral part of every marketing strategy. However, there’s a myth that says B2B social media marketing isn’t effective.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

CPQ: SAP, Pricefx, or a Hybrid Approach?


We thought it might be interesting to look at how Pricefx and SAP approaches to Configured, Price, Quote (CPQ) compare and how they can best be aligned for success. The approach for considering where solutions align, differ, and complement one another is based on recent interactions with companies across multiple industries, market research, and Canidium’s first-hand insights as an implementation partner of both SAP and Pricefx solutions.

SAP 52

Artesian + DueDil merge to tackle FSI’s biggest client lifecycle challenges

Artesian Solutions

London, UK, 15 th September 2021: There have been several milestone moments in the evolution of Artesian and DueDil; moments when we believe we opened the door to a new era of opportunity. Today we are truly excited to announce our biggest shared milestone to date – the merger of our two companies!

7 Top Sales Tips for Medical Device Sales Teams


Working in or leading medical device sales teams is not for the faint of heart. You are called upon to be a masterful communicator, collaborator, orchestrator, and relationship-builder.

Why You Need Content Experiences for Sales to Improve Productivity and Accelerate Deals


In 1996, Bill Gates famously penned an article titled “ Content is King.” Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success.

SME 66

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.

Create Stronger Coaches with New Coach Insights for Scorecards


It is important to create a coaching culture in your organization. Reps are relying on their coaches to give quality, actionable feedback that’s more than a thumbs up or a “great job

2021 Gartner Market Guide for Sales Enablement Platforms


B2B selling is changing so quickly, it’s a bit like riding a rollercoaster. Buyer preferences for digital interactions with sellers—a shift long in the making—accelerated last year in the pandemic.

Should You Do What You Love or Love What You Do?

Go for No!

This is a hotly debated topic in “work life.” ” And a bit of a chicken and egg conundrum, too. Some people say, “do what you love and you’ll never work a day in your life.” ” Others say that’s bad advice and that the pushers of passion are wrong. Author and speaker Cal Newport argues against following your passion. He says it’s terrible advice and that there is no pre-existing passion.

Study 50

Laying a Foundation: The Importance of Rock-Solid Customer Service Skills on Customer Relationships


Confession time: I’m a little bit obsessed with home design shows. House hunters complaining about paint colors, cheesy couples competing over who can get the last laugh, designers dramatically revealing their hard work—I’m here for it all.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

The Breakfast For Champions Podcast Special – Sell Different! book discussion

Tibor Shanto

This week Lee Salz released his latest book, Sell Different! I invited Lee to sit down and break down the book for our listeners. I would recommend getting the book, listening to the interview, and taking advantage of the specials offered.


Make the Hard Things Easy with Sugar


With 64% of companies considering CRM technology to be either impactful , CRM has become critical as it empowers companies with a unified and clear customer view. It also allows everyone involved in business development efforts to know where a prospect stands in real-time.

Churn 28