Wed.Feb 19, 2020

Why Your Talent Pipeline Is the Key to Making Your Number

Sales Benchmark Index

Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any.

Don't Forget Non-Verbals When Working on Your Sales Communication Skills


Imagine your body has a straight vertical line running from the top of your head to the tips of your toes. We’ll call this your midline. soft skills for sales professionals Sales Communication Skills

Sales 167

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Podcast 136: How SDRs Can Hit 225% of Quota With Armand Farrokh

John Barrows

Armand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game.

Quota 107

Self-Employment Productivity Guide: How to Be Productive When You Don't Have a Boss

Hubspot Sales

Being your own boss is great. You have final say in decision making; you get to choose your team, have the potential to earn limitless revenue, and in general, have more freedom than a typical nine-to-five job.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Top 5 Sales Conferences You Should Attend in 2020


Are you ready for your best year yet? The selling process, especially in B2B, is complex. Knowledgeable buyers and sophisticated solutions have made the job of a salesperson more demanding. Staying up to date in an era of change means that you must continuously refine your sales practice.

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Why You Need to Take Time Off for Big Picture Thinking

Alice Heiman

If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. That is working in the business and not on it. What do I mean by that?

Stop your churn and grow faster with a customer success mindset


Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion. Sales Process Sales Management

Churn 71

Speed Up Your Sales Cycle With Lead Scoring: 4 Simple Steps

Sales Hacker

Whether you have too many leads or too few, prioritizing leads is a gamechanger. It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount.

4 Tips to Sustain Your Sales Kickoff Momentum


You’re going on a road trip. Do you A. review the maps step-by-step weeks in advance or B. turn on your GPS when you step in the car? In today’s digital age, few people travel anywhere without their GPS. The ability to get in-the-moment guidance has become a must-have.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

The 7 personality traits all great salespeople have


What makes a great salesperson? Are some sellers blessed with supernatural selling abilities, and destined to close more deals than you and I could ever dream of? Or are there specific personality traits that can be intentionally developed to boost your sales numbers?

Industry news: @ZuantApp Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth

Smart Selling Tools

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. Zuant , the award-winning mobile lead capture cloud solution, announces record client growth and event set-ups year-over-year since it’s launch in 2010.

Customer Service vs Customer Success


To create best-in-class support , you have to start with an established understanding of the evolving industry terminology and nuanced differences between customer service, success, and experience.

Get these 8 free sales enablement templates to help your team drive more revenue

What do you get when you take the top enablement tactics from today's best sales teams and bake them into a collection of FREE templates? Supercharged sales messaging that closes more deals. Scalable, repeatable, and predictable revenue—that's what the right sales enablement approach can get you.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.


Sales Result

Velocity. Sales Strategy CRM Sales Team Enablement Sales Consulting Sales Tools Sales Planning Sales Funnel Sales Leadership Forecasting

The Higher NOI

Selling Energy

Selling Performance Business tips residential Multi-Family Condo Multi-Tenant


How To Measure Contribution To Sales Pipeline From Events


?. Subscribe to Modern Marketing Engine on your app of choice. . Events have been a notoriously difficult marketing channel to measure when it comes to adding qualified leads to the sales pipeline.

?? How to Write Better Business Proposals


Today podcast we are interviewing Adam Hempenstall who is the founder and CEO at Better Proposals – proposal management software that helps you close more sales, faster.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

3 Simple Things Marketers Can Do to Support Sales


You might be kept awake at night wondering how to ensure your content converts prospects into leads, or how to support your sellers in moving deals through the funnel.

?? Insight Into Empowered Sales Training


Today podcast, we are interviewing Kevin Graham who is an author, speaker, and expert on empowerment, sales, and leadership. As managing director of Empowered Sales Training, Kevin works with organizations to empower sales success.

How Often Do Sellers Cave on Price?

RAIN Group

Seller: “Based on your requirements X, Y, and Z, with setup and 90 days of consultation time, the price for the project will be $475,000.”. Buyer: “Is this the best you can do? It’s more than I was expecting. While I’d prefer to go with you, [competitor] said they can do it for less.”.

Transition From Military to Civilian Leadership


When you think of leaders, one of the examples that might come to mind is those serving in the military. Robert Pizzini was a leader in the military for a number of years before retiring to creating his own businesses and being a civilian leader.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

4 Step Opportunity Qualification Template

criteria for success

The better your sales process, the more qualified opportunities in your team's pipeline. For effectively managing a pipeline, we creating this 4-step opportunity qualification template.

?? The Pipeliner Manifesto Chapter #7


The Pipeliner CRM Unique Selling Propositions Wheel. This wheel demonstrates the powerful factors that make Pipeliner CRM completely unique and unequaled in today’s CRM market. At the center of the wheel is the customer, simply because the customer is the hub of our efforts.

Hire The Sales Team of Your Dreams: 10 “Tried & True” Interview Questions

Sales Hacker

The post Hire The Sales Team of Your Dreams: 10 “Tried & True” Interview Questions appeared first on Sales Hacker. Marquee Outreach Partner Sales Hiring Webinars

Sales 47

?? The Pipeliner Manifesto Chapter #6


The Pipeliner Philosophy Wheel. We think it is crucially important to describe our philosophy because our customer, our partner, the user engaging with us, should understand the underlying concepts that drive Pipeliner.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

How to Improve Your Selling with Neuroscience

Sales Hacker

The post How to Improve Your Selling with Neuroscience appeared first on Sales Hacker. Choice Partner Sales Psychology Salesforce Webinars

?? The Pipeliner Manifesto Chapter #1


Pipeliner: A Truly Global Mission for Prosperity. Why is it that companies that fail to adopt technology fade away? As stated in the introduction, our business model is radically different from, and far ahead of, our competition.

The Competitive Intel Playbook for B2B Sales: How to Win a Deal Before It Starts

Sales Hacker

The post The Competitive Intel Playbook for B2B Sales: How to Win a Deal Before It Starts appeared first on Sales Hacker. Sales Enablement Webinars