Tue.Oct 13, 2020

Why Typical Customer Discovery does not deliver on Client Needs

One Millimeter Mindset

Typical customer discovery involves speaking with current and potential customers. Often to determine whether their stated and unstated needs marry up with your current products, services and capabilities. And then decide whether opportunities exist for new product development and innovation.

The Calm In The Storm

The Pipeline

By Tibor Shanto. Leading from the front is not always easy, especially in times of turmoil. One way to get your people to follow is to present a state they want to emulate. In turmoil, that state would be calm. Being the calm in the storm allows you to get people’s attention and mind share.

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SDRs Catching Lightning In A Bottle

AJ Alonzo

Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time


PODCAST 131: Data, Set, Match: How to Build a Two-Sided Marketplace to Drive Revenue with Ryan Walsh

Sales Hacker

Today on the show we’ve got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. Actually, it’s first party, objective information from reps themselves about how much people make at different companies.

Data 76

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.

Is There Such a Thing as a Born Salesperson?

Nick Kane

Ive always held the stance that talent and skill are two distinct, separate things. Recently, I came across the perfect illustration of what I mean when I saw the American Idol audition of garbage man Doug Kiker


More Trending

Why You Need to Sell on Value, Not Price

Justin Zappulla

Imagine you’re a manufacturer whose sales approach has been to compete on price, and that’s worked well for you. Then, due to a change in economic conditions, a critical raw material you can’t substitute for has skyrocketed in price.

Vendor 141

Cold Email Grader: Send Better Emails With AI

Sales Hacker

With a cold email, you can either drive hundreds of thousands in pipeline or send your prospects running for the hills. . We have plenty of resources on writing effective cold emails at Sales Hacker.

ROI 73

4 Steps to Implement a Winning Sales Engagement


With a large portion of your buyers’ journeys online (especially in industries with longer sales cycles), continuously engaging prospects with your brand is more important than ever

How to Train your SDR Team, According to HubSpot Managers

Hubspot Sales

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. Did you know that most SDRs require 4.1

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!

Why is More Important than How

Andy Paul

Sales reps and sales managers would benefit from more sales education and less sales training

How to Succeed at Better Selling through Storytelling [PODCAST]

Sandler Training

Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling.

Sales Lesson: Are You Worth Your Prospect’s Time?

Andy Paul

A Simple Lesson

How to Succeed at Rule #40 – Fake It ‘Til You Make It [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

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.

Skillfully Combining Leading and Lagging Indicators


The use of KPIs (Key Performance Indicators) to measure a sales team’s growth or contraction have been used for many years. Some examples include gross sales, net revenue, products sold, and others that demonstrate how a company has succeeded (or not) through a particular period (quarter or year).

Leads 67

Sales Professionals: What is on the Horizon for 2021?

Sandler Training

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021?

Digging Into Customer Churn Data: A Guide to Better Retention


The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? When does churn become a problem?

Churn 61

Real vs. Virtual Backgrounds. Which is Best for your Zoom Call?

Performance Sales and Training

In more ways than one, business professionals are now faced with considerable change – offices are closed, meetings are remote, and the professional handshake has been replaced with a virtual wave from the other side of the screen – often in front of a virtual background!

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.

Does Social Media Really Generate Revenue?


Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more.

Sales Enablement vs. Content Marketing: Why You Need Both


Dedicated to creating high-value content for every stage of the customer journey, a content marketer’s role is well-defined.

How to Choose Your B2B Lead Generation Target Market

KLA Group

By Kendra Lee The foundation of all B2B lead generation strategies, regardless of the activities you choose to use, is your target market.

The “Silver Lining” Behind What We Are Experiencing

Partners in Excellence

In the past 6+ months, the world has turned upside down. We have never faced simultaneous health, economic, social crises at the global scale that we are currently experiencing. We long for things to get back to normal. I dream of sitting in an airport–going to visit a client.

B2C 74

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! <

Accurate Sales Forecasting

Accent Technologies

The post Accurate Sales Forecasting appeared first on Accent Technologies. Uncategorised

The Difference Between Adversarial, Collaborative & Consultative Sales Negotiations


Many believe that negotiations succeed or fail as a result of the numbers discussed. That is, people believe that the outcome is a function of what one is willing to pay and what the other person is willing to accept. This purely economical perspective is too narrow.

Build Your Competitive Advantage

Selling Energy

Knowing your particular niche is essential. In our trainings we often refer to Michael Porter’s arsenal of competitive advantage , which provides a template that helps you determine in what ways you might excel in your field. Where do you excel? What is your specialty?

Mistakes Will Be Made….

Partners in Excellence

Too often, we live in fear of failure. We live in fear of making mistakes. In spite of this, mistakes will be made. Too often, bad leaders punish those that have made mistakes, never tolerating failure. In spite of this, mistakes will be made.

[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.

8 Smart Tips to Promote Your Small Business on Instagram

Nimble - Sales

Having millions of daily users, Instagram has turned out to be one of the most popular social media networks all over the globe. Right now, most of the big brands and eCommerce monsters have an account on Instagram, advertising their products, and promoting their business.

How to Give Your New Sales Hires the Perfect Ramp-Up Period


So, you’ve vetted the state of the current job market in the midst of COVID-19, seen that there’s still plenty of available talent to add to your sales team, and made a new sales hire.

Success Never Permeates Upwards!

Jonathan Farrington

During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?” I had the group whiteboard the […]. Motivation Sales Leadership