December, 2021

Key Sales Statistics That'll Help You Sell Smarter in 2022

The Center for Sales Strategy

The past decade has radically changed the way consumers learn about, research, find, and buy a product. Now, more than 90% of consumers research online before buying a product. If your company is going to stay relevant, you have to understand the trends of sales data for 2022.

Preview: Top Trends in B2B Go-to-Market for 2022

SBI Growth

As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams. type-article

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Cracking the Sales Compensation Code

Sales and Marketing Management

Companies with low turnover rates are led by executives who understand that money alone is no longer an effective recruitment and retention tool. The post Cracking the Sales Compensation Code appeared first on Sales & Marketing Management. Special Report Featured

Who Stole Your Prospect?: Holiday Edition

Anthony Cole Training

If you consider the tactics that are generally covered in sales skills training, you can probably think of a handful of happenings that can steal, or make you lose, your prospect. prospecting skills developing sales skills sales skills training

Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, and marketers want to deliver. But how do you break through the digital noise? Download Sendoso’s new eBook to discover new ways to engage the enterprise buyer with strategic ABM gifting.

Can You Find The Perfect Sales Candidates for Your Sales Team?

Understanding the Sales Force

Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit for key roles.

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More Trending

Relationships Always Rule [Q4 Referral Selling Roundup]

No More Cold Calling

Find out what you might have missed from No More Cold Calling in recent months. The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients.

Building a B2B SalesTech Stack for Growth

SBI Growth

Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency.

B2B 283

What B2B Marketers Can Expect in 2022

Sales and Marketing Management

B2B marketing and media relations in 2022 will continue to focus on rich storytelling, but it will include new voices, prioritize emerging mediums and approach thought leadership in new ways. The post What B2B Marketers Can Expect in 2022 appeared first on Sales & Marketing Management.

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5 Reasons to Run a Sales Blitz for Sales Prospecting

Anthony Cole Training

We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons. sales prospecting Sales Activities

Demystifying Intent Data to Drive Demand in B2B

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

My Most Popular Sales Article of the Last Ten Years

Understanding the Sales Force

This is my annual nutcracker post. I first wrote the article in 2011 and people loved the analogy between the Nutcracker and a sales call. I make minor modifications to the article each year as current trends, best practices, and recent data dictate.

Do This Before January…

Mr. Inside Sales

Has your mind moved toward January yet? It should have. 2022 will be here before you finish that last piece of pumpkin pie over the holidays…. If you haven’t done so yet, you should do this immediately: Decide on the exact amount of money you’re going to make next year.

A 10X Christmas Story

Grant Cardone

The holidays are a cutthroat time in the marketplace. Between companies being closed and your clients being distracted by what the kids want for Christmas , it’s hard to do any kind of business. I used to not be the biggest fan of this time of year for those very reasons.

Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

SBI Growth

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market.

Why Gifting is the Secret to Successful ABM Campaigns

The digital landscape is getting crowded, and marketers are looking for new ways to reach their prospects. Download Sendoso’s guide to learn the key ingredients of successful ABM campaigns, and how to deliver brand affinity with proven ROI through gifting.

Selling Into the Headwinds of Today’s Unique Environment

Sales and Marketing Management

Conquering an uncertain economy, supply shortages and the constraints presented by a global pandemic requires creativity and aligning incentives to desired outcomes. The post Selling Into the Headwinds of Today’s Unique Environment appeared first on Sales & Marketing Management.

Why Selling is Part of a Great Client Experience

Anthony Cole Training

There are specific traits that skilled salespeople possess in order to build strong relationships with prospects or clients. They create a great client experience by providing value, asking the right questions, listening to understand, and demonstrating patience. relationship selling customized sales training

Sales Selection Tools: Do You Get What You Pay For?

Understanding the Sales Force

Perhaps you've heard the advertisement while listening to a SiriusXM radio station. It's for Home Title Lock.

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Mediafly Announces Definitive Agreement to Acquire InsightSquared


Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams. Mediafly & InsightSquared join forces to help revenue teams improve forecast accuracy, enhance buyer engagement and increase revenue production.

Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

The most popular Membrain blog posts from 2021


Almost since the inception of our company, Membrain has posted to our blog consistently every week. Usually, I post something of my own as well as a guest post by an industry leader. Every year, a few posts seem to hit a chord and get passed around and talked about more than others

How Omicron Is Impacting SKO Plans

SBI Growth

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback. type-article

Simplify Sales Reps’ Lives With Voice AI

Sales and Marketing Management

AI-enabled conversational recording increases ROI of CRM systems while eliminating tedious and time-consuming data entry requirements. The post Simplify Sales Reps’ Lives With Voice AI appeared first on Sales & Marketing Management. News Featured

Showing Gratitude and Relationship Selling

Anthony Cole Training

Working with clients can sometimes be difficult. But in successful relationship selling, it's critical that you are regularly showing gratitude and thanks. client experience relationship selling building sales relationships

Buyer Enablement: The Key to B2B Sales Success

B2B sales reps who are product champions can help simplify the buying process and win big. Learn how.

Top 10 Sales and Sales Leadership Articles of 2021

Understanding the Sales Force

There are two articles that I post each and every December. This is the first - the top articles of the year - and later this month I will post my annual Nutcracker edition which I have been doing since 2011.

6 essential skills for responding to sales objections


Six Essential Skills for Responding to Sales Objections. By Randy DeHaan, Director of Sales, Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows.

What are Priority Issue Profiles - and why do you need them?


Many of you will be familiar with the idea of having an Ideal Customer Profile - and if you’re not, you should be.

How Are Buyer-Seller Relationships Changing

Engage Selling

Having long studied the habits of top-ranked sellers and the changing nature of the marketplace, I’ve seen a steady shift in the power in buyer-seller relationships.

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The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Making Business Connections Through Gifting in the New Year

Sales and Marketing Management

How companies connect with their customers in the new year will reflect the changes and shifts of the last two years. Companies that have paid attention to their clients' habits and reactions and that get more personal in their messaging as a result will perform better than competitors that do not. The post Making Business Connections Through Gifting in the New Year appeared first on Sales & Marketing Management.

Four Activities of Top-Performing Banks

Anthony Cole Training

According to the Objective Management Group, there are four critical things that separate high-performing banks from others in the industry in terms of their sales and revenue growth. Sales Process sales skills assessment

3 Tips for Showing Gratitude in Sales

Sales Hacker

Showing gratitude isn’t just a nice thing to do – it also makes an impact. . According to a study by Harvard, “expressing gratitude helps people feel positive emotions, relish good experiences, improve their health, deal with adversity, and build strong relationships.” .