Mon.May 18, 2020

Revising Your GTM Structure During the Shift to Cloud

Sales Benchmark Index

IDC predicted that “By 2020, 70% of enterprises will integrate cloud management—across their public and private clouds—by deploying unified hybrid/multi-cloud management technologies, tools, and processes.”

Sales Scrum Podcast Episode #10 – David Priemer

The Pipeline

Sales Scrum Podcast Episode #10 – Guest David Priemer. My guest this week on the Sales Scrum podcast is David Priemer. You all know David from his published material in Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines, and more.

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Podcast 148: When Prospects Say “I Need To Think” With Devin Reed

John Barrows

Have you ever had prospects say “I need to think”? Chances are, you’ve heard this a lot.

7 Common Virtual Networking Mistakes to Avoid

Hubspot Sales

Whether you are settling into your first entry-level role or are a seasoned professional, you don’t need me to tell you building a strong network is essential for your career — chances are you’ve already been positively impacted by a professional relationship in some way.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

5 Ways to Stay Connected While Working Remotely

The Center for Sales Strategy

Telecommuting, flexible work environments—both fancier terms for working remotely —is the new normal for many of us. By now, you’ve gotten a taste for what working from home entails.

More Trending

The New Sales Hacker Community: Ask Questions, Get Answers, Learn More

Sales Hacker

We founded Sales Hacker in 2013 to give sales practitioners – the folks in the weeds who are responsible for driving revenue – a platform to share their knowledge with a broad audience.

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A New Hire’s POV: 7+ Ways My Employer Kept Me Engaged While Onboarding


TL;DR. While many organizations have hit pause on hiring plans, others are still onboarding and hiring during these uncertain times. SalesLoft is one of those companies onboarding new employees remotely. Technology’s role in onboarding and ramping up employees is more pronounced than ever.

How to Create a Compelling Sell Sheet That Gets Results

Hubspot Sales

Imagine you need to relay information about the most compelling benefits of a product to a prospect with a waning attention span within a fixed amount of time. Those circumstances might seem familiar. They generally surround one of the most fundamental concepts in sales — the elevator pitch.

Marketing & Mindfulness with GV Freeman

criteria for success

Happy Monday, Let's Talk Sales listeners! Today's featured guest is GV Freeman.

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.

#99: Alain Hunkins, Managing Director of Hunkins Leadership Group — Cracking the Sales Leadership Code


Alain Hunkins, Managing Director of Hunkins Leadership Group, shows us that success or failure is often a result of the environment we create, and sales leaders have the responsibility to shape environments that lead to success.

Who Is Your Customer?

Partners in Excellence

Knowing our customers, focusing on defining who they are, what they are trying to achieve, how we help them is critical to our success. Staying focused on these customers–the one’s we help the most, and with whom we are most successful, our ICP is critical.

3, 2, 1, Action! Why You Need to Flip the Video On

KLA Group

In-person meetings have gone by the wayside, and it’s necessary to embrace video to stay connected. While the phone is still important, being on screen makes your prospect feel more connected to you.

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Big (Inbound) Changes Ahead

Selling Energy

Part of our new Selling in a Recession online curriculum addresses how the nature of sales is changing at a rapid rate. One of the most notable changes is the elimination of in-person face time between a sales professional and a prospect.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Women are on the Front-Lines of the Pandemic. What Does this Mean for Their Careers?


We’re trying to keep our heads above water. We’re trying to fight for everyone else’s life, but we also fight for our lives as well. Dr. Arabia Mollette, an emergency medicine physician. This is a preview of a post published on our Medium page. Read the full article.

10 Good Habits of a Natural Salesperson For Your Business

It doesn’t matter how good a product is if you don’t have a great salesman to market it. To help you prepare for this fact, we’ve prepared a list of the 10 most important habits of a salesperson that gets the job done. RELATED : 5 Must Read Sales Books for Inside Sales Reps .

How to Ensure Your Virtual Sales Initiative Gets Results

Force Management: The Command Center

When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training. Sales Transformation

Leading From the High Road


When you hear the expression, “taking the high road,” what comes to mind? The first reactions that many people have to the saying involve taking a more elevated, or ethical approach to something. Leading from the high road definitely has an ethical component, but it’s much more than that.

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

While We’re All In This Alone, The Direction to Reconnection Is Moving Forward Together – Mindful Monday Video

Keith Rosen

#MINDFULMONDAY – While we’re all in this alone, moving forward is the only direction to reconnection we can take together. So, what act of random kindness will you make today to support someone who needs it? Most important, what are you going to do today to take care of you?

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?? Leading From the High Road


When you hear the expression, “taking the high road,” what comes to mind? The first reactions that many people have to the saying involve taking a more elevated, or ethical approach to something. Leading from the high road definitely has an ethical component, but it’s much more than that.

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The Daily Briefing: May 18, 2020

Watch the Video. Jim Benton started the week with Anthony Cessario , the VP of Enterprise Sales at Clari , on this morning’s Daily Briefing. Excited to start the day, they jumped right into the data. Meeting volume up 4% Less risk language on calls Gradual return to net-30 payment terms.

5 Best Practices on How to Use Veterinary Software & CRM for Vet Clinics

Nimble - Sales

The October 2019 Veterinary Software – Market Analysis, Trends, and Forecasts report reiterates what we already know: more humans will make pets part of their lives, and technology keeps developing to cater to the demand.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Why now is the time for CSOs to prioritize sales enablement


The bar has been raised for salespeople. As buyer expectations and barriers to productivity have become higher and more pronounced, so too has the need for sellers to captivate, engage and nurture prospects and customers.

10 Best Practices of Effective Sales Coaching


Reading Time – 4 minutes Table Of Contents1. Effective Sales Coaching10 Best Practices to Effective Sales Coaching2. Why Sales Coaching Matters3. Why Effective Sales Coaching is Important 3.1) Good Salespeople want to be Great Salespeople3.2) There is no quick fix3.3)

It’s Time for a Little Relationship Advice


No, we’re not going “Dear Abby” on you. We’re talking about your relationship with your CRM provider. It’s a tale you’ve heard before with the message of caveat emptor. Everything starts fine, the whole thing seems like a promising partnership between you and your chosen CRM vendor.