Mon.Jan 13, 2020

New Year, Same Challenge: Helping Sales Teams Break Through Their Three Biggest Roadblocks

Sales and Marketing Management

Author: Julia Petre Today’s sales process has evolved beyond the days of door-to-door salespeople armed with a Rolodex.

CRM 181

3 Actions CEOs Take to Capture Market Share From the Competition

Sales Benchmark Index

The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.

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The Deal Breaker That Prevents you From Hiring a Great Salesperson

Understanding the Sales Force

One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat.

Course 209

For Top Sales Performance, Treat Your Salespeople Like Clients

The Center for Sales Strategy

At The Center for Sales Strategy (CSS), we teach a very specific process that is customer-focused and designed to help sellers identify a prospect or client’s needs. We teach concepts like: Active listening. Asking questions.

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!

B2C Sales: A Comparison With B2B and How to Do Them Right

Hubspot Sales

Picture two different salespeople, Ryan and Reana. Ryan works on the sales floor of a novelty electronics store and sells eerily lifelike sleeping puppy dolls that breathe (for legal purposes, I can’t actually link to their online retail page, but they exist and are terrifying; look them up.).

More Trending

The Coming Death of the Cold Sales Call (2 Reasons Cold Outreach Is Changing Forever)

Sales Hacker

Audio cassettes. CRT TVs. Typewriters are all extinct. Unless they’re displayed as novelties, these achievements of communication have all disappeared from their once prominent role. Soon, there will be one more you can add to that growing dustbin of history: The cold sales call.

Here's how a sales lead tracker will boost your sales game

The sales process is about refinement: you take raw material and turn it into valuable, long-lasting customer relationships. Leads are that raw material.

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How to Improve Sales Productivity


In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output.

“Videoify” Your New SDR/BDR Onboarding to Unlock a Speed-to-Revenue Superpower

Sales Hacker

The post “Videoify” Your New SDR/BDR Onboarding to Unlock a Speed-to-Revenue Superpower appeared first on Sales Hacker. Partner Platinum Sales Process Training & Coaching Vidyard Webinars

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.

Don’t Be Afraid To Ask

Selling Energy

communication book recommendation sales performance

Sales 63

Josh Allen: Your Ability to Handle Failure Determines Your Success

Why must we all get more comfortable with being uncomfortable? How can you select for grit and tenacity when hiring? What’s the biggest hiring mistake to avoid?

#81: Max Altschuler of Outreach — Setting Goals That Work in 2020


Max Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset.

Podcast 92: How to Be a More Influential Leader w/ Jay McGrath

Sales Hacker

This week on the Sales Hacker podcast, we speak with Jay McGrath , the Area Vice President for UiPath. Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the Northeast team; and Canada.

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.

What is Customer Centric Selling? [and how to use it]


Nobody likes being sold to. The sooner you accept that the sooner you’ll learn what you need to know to be better at sales.

Why The Question Is More Important Than The Answer

Sales Result

Sales Process Sales Success Sales Discovery Sales Consulting

9 Tips for Managing Low Performers on Your Sales Team

The Brooks Group

How you manage your lowest performing sales team members has a significant impact on the overall effectiveness of your sales organization. Here are 9 ways to help low performers win more deals and better meet their goals. Ask Them What They Want.

?? Psychology of Success and Significance


Podcast interview with Rachel Lynn Cipriano who is the CEO at Magnificent Resilience and plays the role of a Speaker, Advisor, Coach, Author, and Leadership Catalyst. She speaks to organizations committed to building leaders of excellence and deeper significance.

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.

How to Navigate Salary Negotiations During the Hiring Process


After running the gauntlet of the interview process, you’ve finally found the perfect candidate. You know you’re going to start salary negotiations at some point—and the candidate might not be the only one who is nervous about it. Negotiation is a delicate part of the B2B recruiting process. You want to hire great talent, but […]. The post How to Navigate Salary Negotiations During the Hiring Process appeared first on ZoomInfo Blog. B2B Recruiting

?? What is the importance of Empathy


Podcast interview with Nicolas Vandenberghe who is the co-founder & CEO Chili Piper.

How to Execute Stellar Events With the Help of CRM

Nimble - Sales

Today, Most event agencies are smaller businesses. Small companies can provide services to customers of various sizes, having different needs, with high efficiency and flexibility. However, maintaining effective operations, in this case, requires qualitative tools.

CRM 59

Comment on How to Find Decision Makers in a Company & their Contact Info [Fast & Accurate] by Scott Brinker


Few years ago, the manual way of finding decision makers & their business email addresses, phone numbers etc. are once you have a company name, literally you go to their website, and hit the “about” tab or “team” or anything that looks like it would show who works there. 99% of the time the HEAD of the business / owner / decision maker will be on that page. Yes, their full name, yes their bio and a lot of info about them.

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.

Use These Two Questions to Close Perfectly

Smart Calling

You’ve probably experienced the amateur salesperson or the cheesy, hard sell, shady huckster spring the “closing technique” on you, right? Think of all the negative emotions that flooded over you when you heard it. Including thinking, “I gotta get out of here.”

If You Didn’t Bring It, You Ain’t Gonna Find It Here: 2 Training Methods to Catapult your Sales Team Today


Legendary sales trainer, David Sandler, tells a story about a golf pro-am he once played in. Before the round started, he was on the driving range, hitting dozens of balls, using several of his clubs to get warmed up. At one point, the pro of the club stood in the stall next to him, put three balls on the ground, hit them all with the same club, and got ready to walk away. Stunned, Sandler said to him, “Is that all you’re going to hit?”