Wed.May 27, 2020

4 Metrics to Measure the Health of Your Sales Organization

Sales Benchmark Index

With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue.

How and when to leave Salesforce CRM

Membrain

So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.

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Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales

Predictable Revenue

With the arrival of the COVID-19 crisis and trade shows and conferences being cancelled left and right, many B2B businesses are now left scrambling to figure out how to survive without their best weapon.

BREAKFAST FOR CHAMPIONS – Bob Apollo

The Pipeline

Wednesday, May 27, 2020, 7:30 AM – LinkedIn Live. Live Today – Breakfast For Champions. Bob Apollo, . Reprioritizing your target accounts Focusing your energies on high-impact opportunities. HOW TO VIEW.

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 Best Way to Triage Your Sales Pipeline

Alice Heiman

Right now, it can be tough for salespeople to know what’s really going on with customers and prospects. And there’s a good chance no one else in your company knows, either. Any CEO who wants to keep sales strong during tough times needs insight into customer problems and priorities.

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The Truth About These 10 Sales Training Myths

Anthony Iannarino

Selling is a complex, dynamic, human interaction. Most people—including most salespeople—don’t find it to be easy, starting with the first commitment, the commitment for time to explore change.

Coaching the Sales Process: Overlooked Points in the ADVISE Step

The Center for Sales Strategy

Based on HubSpot research, only 3% of buyers trust sales representatives. If your sales process follows the cookie-cutter pattern of simply selling a product or service, the chances of you reversing that statistic are slim to none.

Psychological Pricing and the Big-Time Boost It Offers Businesses

Hubspot Sales

It goes without saying, but setting your prices can't be an arbitrary process.

COVID-19: Leverage Loneliness to Lead Your Life Mindfully

Pipeliner

With COVID-19 becoming pandemic globally, the discussion on loneliness has hit the limelight once again. Loneliness has become an epidemic globally with an increased number of people especially elders encountering this challenge.

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.

Remote Learning: 5 Tips for Improving Engagement for Sales Teams

BrainShark

Training sales teams in a remote setting isn’t always easy. Check out these creative ways to improve engagement with remote learning

10 Salesforce Alternatives That Will Enhance Your Sales Process

Hubspot Sales

Note: This article is authored by HubSpot. Every weekend my husband and I face a difficult decision: What movie should we watch and what should we order for dinner? As a sales leader, deciding which CRM to use can be just as challenging a decision.

The Most Effective CRM Tricks Every Entrepreneur Should Use

Nimble - Sales

One of the most important tools in the toolbox of every business out there is its CRM software. But, most companies still aren’t getting the most out of their CRM apps.

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This (surprising) cold email CTA will help you book A LOT more meetings

Gong.io

It’s time to hit Send. . Your email is air-tight. . You’ve done your research. . The opening line is personalized. You even have a crisp “why you, why now” line. . You’re about to let it fly, but something still feels off …. And it’s your CTA. Should you ask for a specific time to meet?

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Why Revenue Enablement Is the Secret to Boosting Business Outcomes

Highspot

To sustain and even grow in today’s business landscape, companies have to provide real value to retain existing customers and engage cautious buyers. That’s where revenue enablement comes in.

39 Stats About Diversity In Entrepreneurship

Hubspot Sales

If you regularly read the HubSpot Sales Blog, you know we talk a lot about entrepreneurship. We have covered everything from how to start a business to the ins and outs of social entrepreneurship and everything in between.

Guru Customer Q&A: Via Transportation

Guru

Via is a transportation network and real-time ride sharing company. Unlike other ride sharing options, Via Transportation places a major focus on their drivers, offering hourly wages instead of the per-trip model.

6 Sales Role Play Exercises to Try with Your Reps

BrainShark

Sales role play exercises can be very effective for preparing reps for various selling situations. Here are 6 role plays that can be conducted no matter where your teams are working.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

What Market Narrative Are You Shaping To Help Your Customers?

Partners in Excellence

The pandemic is impacting everyone and everything in profound ways. Few of us have seen this level of disruption in our life times, something that impacts every individual, in every country, and every business and community in the world.

From Steady to a Sudden Stop

Atlatl Software

Since late Q1, most of the global workforce has been secluded inside their homes. The only outlets to maintain “business as usual” are the digital connections through their devices. To no surprise, this unexpected and sudden deviation from “normal” has led to some interesting adaptations.

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What’s The Purpose Of A Pipeline Review?

Partners in Excellence

I sit in dozens of pipeline reviews. They all tend to have the same format, someone displays a pipeline chart–sometimes a standard report in the CRM system, too often, an excel extract.

What You Need to Know to Win at Virtual Selling

Selling Power

At ASLAN, we’ve spent over 20 years training reps to sell remotely. Salespeople who take the right steps can absolutely learn to influence, engage customers, and close sales virtually. Selling Skills

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

How to Answer the “What Do You Do for a Living?” Question

Selling Energy

It’s common to hear the question, "What do you do for a living?" It’s also common to launch into the usual bits, bytes and blinking lights of your job, which would be ill-advised. It’s important to present what you do in a humanistic way that invites conversation.

9 Sales Tools to Increase Productivity

InsideSales.com

When it comes to increasing sales productivity, the simplest answers are still the best. Productivity tools are a great way to work smarter. In this article: Productivity Tools. Dialer. Template Emails. Screen Sharing. Automated Proposals and E-signatures. Social Media. Lead Generation.

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Step-by-Step Guide to Use Lead Scoring to Make Faster Sales

LeadFuze

These stats highlight the importance of identifying which leads are actually qualified to be able to take them through a nurture and sales funnel. Enter: lead scoring – an effective tool for marketing and sales teams to sort through their coldest and warmest leads.

Are You a Leader or Manager of Your Team?

InsideSales.com

Leader or manager; what is the difference, and what traits do each have? The roles of managers and leaders are both critical within an organization. Excellent leaders aren’t always great managers, and being a phenomenal manager doesn’t necessarily mean being an exceptional leader.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

The Top 5 Personality Traits for Problem Solving in Sales

criteria for success

What does it take to be a great problem solver? What personality traits does one need to develop in order to excel in sales? If you want to be a successful salesperson (and problem solver), it is critical that you work on the following traits. Top 5 Personality Traits for Problem Solving in Sales.

Re-engaging Customers During the COVID-19 “New Normal”

Cincom Smart Selling

How Can Companies Re-engage Customers in the Midst of the Coronavirus Pandemic? Many companies have been hunkering down and operating with a minimal number of active employees and a reduced number of business processes. Now companies are beginning to re-emerge and start the re-engagement process.

Booking sales follow-Up calls: 7 tips for success

Salesmate

For sales reps, one of the most gratifying feelings is getting a prospect on a call after weeks (sometimes even months) of chasing. However, if you’ve worked in sales long enough, you know by now not to get too excited. Statistics show that 80% of sales require 5 follow-up calls in order to close.