Bernadette McClelland

NOVEMBER 28, 2021

I am privy to the secrets of many sales leaders who have reasonable expectations for the performance of their team (aka results) and face the reality of underperforming team members (aka relationships). What to do? When you consider one of the key functions of a sales leader’s role is to build relationships that achieve results, then one of the key competencies must be to have the tough conversations.

Scale 221

Scale Face-to-face Account Sales Leadership 221

Membrain

NOVEMBER 28, 2021

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation.

Journal 131

Journal Sales Opportunity Strategy 131

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier.

CRM 123

CRM Strategy How To Loyalty 123

Vainu

NOVEMBER 28, 2021

Succeeding in sales in the 21st century is not an easy job. In addition to needing empathy, grit, and drive, you also need to know your potential and existing customers intimately to be relevant at every touchpoint. Sales professionals who leverage sales technology outperform their peers. In this article, we'll introduce you to the eleven sales software categories that we think are the most important for you to be acquainted with.

Sales Tools 118

Sales Tools Tools Software Software 118

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Showpad

NOVEMBER 28, 2021

Technology Leea uses: Showpad, Outreach, and ZoomInfo. Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We had to adapt in a very short period of time to our new normal,” Leea said.

Face-to-face 98

Face-to-face Decision Maker Pivotal Distribution 98

Pipeliner

NOVEMBER 28, 2021

In this Expert Insight Interview, Dr. Laura Penn discusses the power of authentic presence in leadership speaking. Dr. Laura Penn is the founder of the Leadership Speaking School, where she trains global leaders and changemakers how to speak in public. This Expert Insight Interview discusses: Why authenticity matters and what it means. The fact that you can’t “hack” authenticity.

Video 52

Video Social Selling Lead Rank Lead Scoring 52

Selling Energy

NOVEMBER 28, 2021

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 73

Energy Sales 73