September, 2022

When to Start Prospecting for 2023?

No More Cold Calling

It’s time to start your sales prep for 2023. Try these tactics. There’s an old adage in sales: “If you’re on time, you’re late.” If you’ve just started prospecting for 2023, you’re already late. There’s only a few months left to go, and your pipeline won’t fill itself.

What Sales Leadership Style is Required to Succeed?

Steven Rosen

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive.


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10 Sales Attributes That Don't Differentiate Top Salespeople from Bottom Salespeople

Understanding the Sales Force

Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game.

Why We Don’t Say ‘NO’? Enough and Why Maybe We Should

Bernadette McClelland

‘I’m so sorry girls but I’m out!’ ’ No sooner than those words came out of my mouth I felt feelings of conflict. On one hand I was concerned about spoiling an experience for others and on the other hand I was concerned about my own health.

The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

How Account-Based Marketing and Sales Work Together

Sales and Marketing Management

Account-based marketing is a B2B strategy that focuses on select high-value accounts rather than trying to reach as much of your market as you can. These six proven ABM strategies can help increase sales at your company.

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How Strong are Your People at Sales Negotiation?

Anthony Cole Training

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. In the world of selling, both of those definitions are relevant and important.

The 5 Secrets of Motivating Your Sales Team

Mr. Inside Sales

Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning.

How Your Sales Team Can Double its Win Rate in a Recession

Understanding the Sales Force

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!

Found: A Great Article About How Important Salespeople Are

Understanding the Sales Force

Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it.

6 Steps to Optimize Your Media Buys

When making media decisions, marketers need to get — and show — results for everything they do. See the 6 steps you can take right now to start optimizing media planning and pacing with a data-driven approach. Get the guide now!

Surviving a Downturn: 5 Things Every Salesperson Needs to Know

Sales and Marketing Management

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know. The post Surviving a Downturn: 5 Things Every Salesperson Needs to Know appeared first on Sales & Marketing Management.

Make The Leap from Good to Great

Steven Rosen

Make The Leap from Good to Great. Are you a good sales leader or a great sales leader? Do you want to make the leap from good to great? What makes a great sales leader?

How to Prospect in Sales – It’s an A Priority

Anthony Cole Training

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else.

Book notes: SPEAR Selling

Sales 2.0

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection.

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

“Can You Email That to Me?”

Mr. Inside Sales

What’s the number one blow off prospects use these days? Can you email something to me?”. If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later….

How Future Growth is Dependent on Your Current Fact Base

SBI Growth

Taking a focused approach to value creation in the upcoming months will be the strategy for companies looking to maintain and accelerate growth during uncertainty. Now is not the time to be agile; it’s a time for clarity among the chaos.

Sales Quotas: The Harm of the Annual Start-Over

Sales and Marketing Management

Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team.

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How Many Authors Does it Take to Screw in a LightBulb Highlighting Selling Skills?

Understanding the Sales Force

A few years had passed since the last time I wrecked an (Harvard Business Review online) article about sales. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs.

New Ways to Reach, Influence, and Close More Deals with Intent Data

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.

The Power of Open-Ended Questions in Sales & Sales Management

Anthony Cole Training

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

5 Steps to Leading a Sales Force Restructuring

Steven Rosen

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? There are several best practices for preparing for a downsizing/restructuring.

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A Simple Idea to Help You Improve Sales

Mr. Inside Sales

I’m sure you’ve heard that practice makes perfect, right? Do you believe that’s true? For those of you who said yes, I’ve got some good news and some bad news. Bad news first…. Practice doesn’t make perfect; it only makes permanent.

The Annual Revenue Plan - A CEO’s Roadmap to Value Creation

SBI Growth

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Stop Losing Deals Due to Poor Presentations

Sales and Marketing Management

If your team's sales presentations follow the same tired formula that everyone else uses, you won't stand out, you won't be remembered, and you probably won't close enough deals. This eight-step presentation structure will solve that.

Is 28 Years Long Enough for a Sales Assessment Trial ?

Understanding the Sales Force

The Sony PlayStation, Gorilla Glue, Aquafina, and The George Forman Grill were all introduced in 1994. You've heard of those but have you heard of Vamp Nail Polish or KoronaPay? They were also introduced in 1994.

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Strategies for More Effective Sales Enablement in 2023


Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers.

How to Be Different From Your Competition

Engage Selling

????????????? How can you stand out and be different from your competition? Sitting in on sales team meetings is one of my favourite things to do. I love watching the … Read More. The post How to Be Different From Your Competition first appeared on Colleen Francis - The Sales Leader.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Be Grateful for No

Mr. Inside Sales

So many sales reps hate hearing NO. In fact, constant rejection is the number one reason most sales reps dislike sales.

How Growth-Minded CEOs Clearly Define a Focused Set of Imperatives

SBI Growth

Leadership teams tend to activate multiple growth levers and ultimately cause friction in the business—a common problem. For CEOs wanting to create clarity and drive growth amidst uncertainty, they need to get on their front foot and drive relentless focus on a short set of key growth imperatives.


How to Measure and Optimize the Success of Your B2B Digital Content

Sales and Marketing Management

You should regularly monitor your content’s performance using the right KPIs. The resulting findings can help you concentrate production on strategies that will yield greater ROI and identify harmful shortcomings within your company’s messaging.