Thu.Jul 30, 2020

GTM Motions Part I: How ZoomInfo Responds to Every Lead Within 90 Seconds


Realizing that there is such a small gap between good and great can either be terrifying or empowering. . It’s not uncommon to hear about horse races where the second place jockey is behind by two-and-a-half lengths.

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How to Add Impact to Numbers

Anne Miller

A friend sent me the following, which is a great example of how to take large abstract numbers and make them real for your viewers, clients, or readers. .


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A Simple Test for Distinguishing Features From Benefits

Hubspot Sales

Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use?

You’re One Degree Away From Another Sale or Another Sales Slump

Keith Rosen

“Maybe we should stop coaching and be more directive so we can accelerate results now.” Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

10 Ways to Keep Your Sales Team Motivated Through The End of Summer

Hubspot Sales

Even your top performers can lose focus during the summer. Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. This is a toxic combination for sales reps and their managers.

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Advice From Barry Rhein On Selling During A Pandemic


We asked Barry Rhein, CEO and Founder of Selling Through Curiosity, to share insights and advice about how to sell and build relationships with our customers during a pandemic. Barry never fails to deliver.

Nobody Buying? 3 Data-Backed Steps to Pivot Your Sales Strategy

Sales Hacker

The post Nobody Buying? 3 Data-Backed Steps to Pivot Your Sales Strategy appeared first on Sales Hacker. Choice Closing PandaDoc Partner Webinars

Dismantling the Stereotypes of Sales and It’s Leadership

Anthony Iannarino

There is a certain variety of sales experts who write as if salespeople, sales managers, and sales leaders are all from central casting for movies like Glengarry Glenn Ross or Boiler Room , movies that define the sales stereotype of self-oriented, manipulative, and high-pressure sales.

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Closing Multi-Threaded Deals: Know Who You Should Be Talking To By Asking 3 Important Questions

Sales Hacker

It’s important to understand what you bring to the table and the real value you provide. But none of that will help you if you’re talking to the wrong person. As solutions become more complex and budgets become more restricted, more and more people are involved in the sales process.

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!

Building a sales team: What you need to get right early on with Zach Barney

Predictable Revenue

The benefits of thinking about sales growth early on, and the decisions CEOs and sales leaders need to make to get growth right from the get-go. The post Building a sales team: What you need to get right early on with Zach Barney appeared first on Predictable Revenue.

“Yes – And” How to Increase Sales With Improv

Sales Gravy

Mastering the "Yes - And" Sales Improv Framework Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales.

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How to Verify Email Address Before Sending Cold Emails?


No one loves email bounce backs, primarily when SDRs conduct cold email campaigns. According to a recent report by Constant Contact , the average email bounce rate is 7.75%. But the good email bounce rate is less than 2%. Anything above 2% is considered critical.

3 Dimensions for Finding the Right Contacts

Selling Energy

There are many dimensions to finding the right prospects to approach. Here are three for starters. sales tips sales performance Business tips recession selling

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.

Get AI Guidance From Your Phone with the New AvisoAI Mobile Experience


With mobile app usage up 40% year-over-year in the second quarter of 2020, even hitting an all-time high of over 200 billion hours during April, we are thrilled to announce a refresh of Aviso AI’s mobile application.

Do You Have the Right Sellers on Your Sales Bus?


by Colleen Stanley. 4 min read. Warren Buffet’s oft-quoted phrase, “Only when the tide goes out do you discover who’s been swimming naked,” is quite timely for sales managers leading during a pandemic.

Proving the Power of Situational Enablement

Corporate Visions

The post Proving the Power of Situational Enablement by Tim Riesterer appeared first on Corporate Visions. Situational Enablement has tremendous benefits for your organization.

The Problem With Account Planning

Partners in Excellence

I was asked to sit in on a number of account plan updates. It’s mid year, so it’s time to pull out the account plan, blow off the digital dust, and update it. you might be getting an idea of what I think about most account planning processes.).

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.


Sales Lead Management Association

The research report on Customer Relationship Management (CRM) Lead Management market provides a thorough assessment of this industry vertical and comprises of data regarding the current trends and their impact on the profitability graph.

Digital Transformation in Estate Planning


How did the digital transformation impact financial services? In this Expert Insight Interview hosted by John Golden, Carter Wilcoxson discusses the digital transformation in estate planning. This interview discusses: The Ever-changing plan. How to Build Foundation. Ever-changing Plan.

Ask Me Anything About: Sales Management & Leadership

Sales Hacker

The post Ask Me Anything About: Sales Management & Leadership appeared first on Sales Hacker. Sales Management Webinars

Can a Sales Process Help Sell Value?

Braveheart Sales

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

7 Keys to Creating Massive Value in Your Sales Meetings

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

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Our Latest Podcasts: Tactics That Get Results

Force Management: The Command Center

The goal of this month's episodes was to share key strategies sales teams can implement right now to close opportunities. Each episode covers timely tactics sales leaders, managers and reps can use to make an impact on the live deals in the pipeline. Review our rundown of episodes below.

How to Create Facebook Video Ads that Actually Convert

Nimble - Sales

Facebook has over 2.6 billion monthly active users, but trying to reach them solely through organic methods would be a huge mistake. As Facebook’s reach for organic posts is extremely low. The only way to combat this is with ads. And not just any ads, video ads.

3 Ways the Pandemic has Rewritten the Future of Healthcare Sales


Today, numerous COVID-19 vaccines continue their progress to phase III trials. In the meantime, it is becoming increasingly clear that the eventual return to normalcy will be a version of normal rather than a perfect representation of the pre-pandemic world.

#657: Use “Content Prospecting” To Connect With More Potential Buyers With David Dulany


David Dulany is the CEO and founder of Tenbound which is a research and advisory firm focused to sales development performance. On today’s episode of The Salesman Podcast David shares his lead generation strategy of “content prospecting” and how it can help fill your pipeline.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

How Sales AI Improves Pipeline Management 

Accent Technologies

The post How Sales AI Improves Pipeline Management appeared first on Accent Technologies. Uncategorised

?? Selling Through Culture


Expert Insight interview guest is George Papades, COO of the HOTH, a company that helps businesses grow with SEO, content marketing, and PPC.

What is Content Automation Software?

Accent Technologies

The post What is Content Automation Software? appeared first on Accent Technologies. Uncategorised