Wed.Jul 01, 2020

5 Ways to Uncover Hidden Revenue in Strategic Accounts

Smart Selling Tools

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging.

How To Be More Collaborative With Your Data


Trying to communicate with someone who speaks a different language can be difficult. When we find ourselves in these kinds of situations, we often rely on commonalities — things that are fundamentally true across cultures.

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Do You Have a People Problem or The Wrong Sales Structure?

The Center for Sales Strategy

How do you know if you have a sales structure problem? Too often, sales organizations are evaluated single-handily by their results. If your company isn’t hitting targets and sale goals aren’t being achieved, the blame falls on not having the right salespeople.

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Survey Results: How Market Leading Companies Plan to Make the 2020 Number

Sales Benchmark Index

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Some customers are more important than others.


In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry. Account Growth Planning & Execution

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6 Key Strategies Used by Every Shrewd Negotiator

Hubspot Sales

Negotiations come in various shapes, sizes, and scales. The term can cover everything from haggling at a flea market to hashing out a fair price for a new car to finding common ground for billion-dollar deals. The process is a pillar of all things business, and sales efforts are no exception.

How to Adapt & Succeed When Pivoting to an Inside Sales Strategy

Sales Hacker

One of the professions that’s seen the most pandemic upheaval due to COVID-19 is outside sales. Sellers who typically meet with clients and customers face-to-face have been forced to sell remotely. And this can be a difficult adjustment to make.

6 Ways Poor Leadership Impacts Your Business

criteria for success

Poor leadership has devastating effects on any team. Because a leader is so much more than just a figurehead. Anyone who holds a position of authority has the responsibility to ensure all team members are working together towards a collective goal.

Five Tips for Selling to SMBs


If you’re going to sell to small and medium-sized businesses, you have to do it as an intentional part of your strategy, and tailor not just your pricing but your entire approach, which might include your process, product, training and support. . SMB is a segment in its own right; to be successful selling to this audience, you need to remove barriers, understand why and how they buy, and adopt the right mindset to ensure success with this market. . With 30.7 million small businesses in the U.S.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The Changing Nature of Qualification in Sales

Anthony Iannarino

A lot has changed in sales over the last couple of decades. One of them is how we think about qualifying prospective clients. Recently, I have seen comments suggesting that one should not use cold calls to schedule a meeting but to qualify a potential client instead.

How to Plan a Successful Virtual Sales QBR


Sales QBRs may look a little different these days. With sales and client-facing teams working from home, here are some tips for planning a successful virtual sales QBR.

Be Responsive But Busy – Sales 101

Adaptive Business Services

Anybody who has spent anytime around me knows that I am of the strong opinion that nowadays the bar has been set so incredibly low that any salesperson can set themselves ahead of any competitor by only doing one simple thing … return calls and answer emails. Be responsive. You don’t believe me?

Beer Sales And Merchandising Tips From an Industry Expert


Selling beer is easier said than done - you know that. Your team works hard to brew delicious beer and build a unique brand image. Your sales reps fight tooth and nail to get your cases in as many stores as they can. Unfortunately, that’s only half the battle.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Animal Style Personality


For any relationship, whether it’s an emotional or a business one, knowing each other’s personality styles is very important and beneficial.

Virtual Training Best Practices: How to Get and Keep Attention and Engagement

RAIN Group

Engagement Threshold (noun): The point at which attention is captured and maintained, and below which is lost. We teach the concept of the engagement threshold to sellers that need to hold buyers’ attention in virtual sales meetings.

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Are You Planning To Lead?


Success comes to those willing to leave the crowd behind while planning to lead. The learning curve with hurdles included will slow us down. But when we seemingly move slower than a turtle, we pause to ask, is today the day we cut our losses? Subconscious thinking commands our actions.

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16 Songs To Get Your Sales Reps Pumped

We have a list of 16 great pumped up songs for your sales representative teams. There are well known sing-a-long classics, along with some to get you thinking. We even included a few to get those feet tapping. RELATED: How To Keep Your Sales Team Motivated During The Holidays.

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The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Our Latest Podcasts: Keeping Pipelines Moving

Force Management: The Command Center

The goal of this month's episodes was to highlight the key things sales leaders, managers and reps should be focusing on to improve pipeline health and increase margins. Check out our rundown of episodes below. Use them as ways to keep yourself and your sales teams motivated.

10 Books Every Sales Leader Should Read This Summer

“Think before you speak. Read before you think.” – Fran Lebowitz. Every great leader is constantly striving to improve and be a thought leader in their industry. To be a truly effective leader, you must also be an effective learner.

RightBound 3×3 -> Tenbound Market Map double click!


Tenbound Market Map double click! 3 facts in 3 minutes with RightBound RightBound Value Proposition Competitive differentiator Case study. Source. Blog Leadership Operations

9 Strategies to Accelerate Your Sales Revenue

In times of high productivity, you may turn your focus to KPI’s to manage and monitor the flow of sales through your business. However, even in times of growth, it remains an important key factor of all businesses to keep strategizing for the potential growth of sales revenue.

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.

Frequently Asked Questions About Xactly Connect


Learn what Xactly Connect does for your sales process, how much it costs, and how you can use it by watching this short video by Chrissy Johnson, Canidium's Xactly Technical Practice Lead! Xactly

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Success Stories

Selling Energy

Telling a story about helping another customer is a great sales strategy. It not only demonstrates your willingness to be a Good Samaritan; it also proves that “this is not your first rodeo.”

7 proven prospecting techniques to add rocket fuel to your growth


Creating new sales opportunities and achieving stable growth is the goal of every company. Precision prospecting is the first step towards reaching new revenue heights.

How a CRM Can Help You Cash In on Hyperlocal Marketing

Nimble - Sales

Customer relationship management (CRM) software is all about building business relations with your current and potential customers. A CRM tool can help you offer more appropriate help to people based on their stage in the sales journey, needs, budget, and more.

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How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Allego Interview: George Donovan on Managing High-Performing Virtual Teams


Technology has the potential to exponentially improve sales performance, especially now that sales and many other teams are working remotely. To dive into this topic, we sat down with George Donovan, chief revenue officer of Allego.

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How to Use Nimble CRM to Search for a New Job

Nimble - Sales

Looking for a new job is a job in itself. It takes an incredible amount of time and effort. You spend hours and hours on research, making adjustments to your resume, tailoring cover letters, applications, and sending follow-ups after your interviews.

How B2B SaaS companies can use SEO to boost sales


B2B SaaS vendors that frequently appear at the top of Google’s search results often use SEO. Their top ranking helps them generate traffic from buyers likely to buy their product. SEO also makes it easier for SaaS companies to convert searchers into leads and customers.