December, 2020

Embracing New Sales Traditions in 2020

Zoominfo

Covid has changed everything. From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic.

Adapting to the Realities of Remote Sales

Integrity Solutions

As customers get more comfortable with buying virtually, their expectations are going to continue to go up. And that means, when it comes to remote sales, your team needs to keep raising its game. Remote sales is the reality for most companies now, and likely will be for the foreseeable future.

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Hedgehog Your Sales Organization

Membrain

Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot. Sales Management

Our Award-Winning Article

Mr. Inside Sales

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!”

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.

Responding to the Digital Sales Shift

Sales and Marketing Management

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak.

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How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

You’re about to get that hot lead on the phone. You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase.

Hosting a Virtual Kickoff: 5 Keys to an Engaging Event

Sales Benchmark Index

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

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Increasing Sales: The G2 Formula

Anthony Cole Training

Lots of people talk about goals and having a plan to achieve said goals. And there is lots of information out there about how important it is to have an tracking system in place to make sure you execute your plan effectively. But what about the GRIND required to increase sales and achieve success?

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Holiday Sale!

Mr. Inside Sales

Still hoping you’ll get what you want this holiday season? Why risk it? Give yourself the gift that will keep on giving in 2021 and beyond: A proven way to make more money, with less rejection, selling over the phone!

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!

Training Incentives Are Vital in the Digital Sales Era

Sales and Marketing Management

Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate.

Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.

ZoomInfo’s 12 Best B2B Tips for Holiday Season

Zoominfo

The holidays are here, and the new year is just around the corner…. Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up.

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How to Update Your Pricing and Packaging for Digital Selling

Sales Benchmark Index

There’s no doubt that the pandemic has permanently impacted daily life in every way. It’s also clear that corporate digital transformation is accelerating in every way. After all, in 2019, many enterprise sales calls absolutely had to be in person.

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.

Identifying and Hiring Top Sales Talent

Anthony Cole Training

Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.

A Christmas Story For You

Mr. Inside Sales

Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago.

Why Texting Has a Place In Your Event

Sales and Marketing Management

Author: Staff Meg Scales is chief marketing officer of SlickText , which helps businesses market through short message service (SMS), aka text messages. In this Q&A, she speaks to the effectiveness of text messaging incorporated into events, virtual or live.

My Dog Has Better Listening Skills Than Most Salespeople and I'll Prove It

Understanding the Sales Force

Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either.

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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.

Why Are You Neglecting Your Customer Relationships?

No More Cold Calling

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” ” That’s what a client recently asked me, and I was baffled by his revelation.

The Future of Wholesale Distribution

Sales Benchmark Index

Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers. On today’s show, Grant.

Why Prospects Are Like Fruit: Targeting Your Ideal Client

Anthony Cole Training

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline.

Most Popular Post of the Last Two Years

Mr. Inside Sales

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going.

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.

4 Forever Changes Transforming B2B Revenue Activities

Sales and Marketing Management

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. That means they are engaging with your content further down the funnel.

The $225,000 Selling Mistake Most Salespeople Make

Understanding the Sales Force

I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.

Your B2B Database: Having A Very Data New Year in 2021

Zoominfo

Even though it’s tradition at this time of year to reflect on old New Year’s resolutions, and draw up new ones — we can make a pass for 2019’s. Who knew what surprises awaited us in 2020?).

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A Proven Planning Framework From Market-Leading CEOs

Sales Benchmark Index

Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity.

[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.

The Real Purpose Of Discovery

The Pipeline

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions.

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The Secret to Sales Success

Anthony Cole Training

In this article, we cover the basic principles of control in sales and how the little things are actually the big things when it comes to selling effectively and separating yourself from the competition. key to sales success improve sales sales prospecting sales success increase sales

7 Steps and 3 Tools for a Complete SEO Analysis

Sales and Marketing Management

Author: Staff One of the surest ways to advertise your business online is through search engine optimization (SEO).