March, 2021

One in Six Companies Plans on Investing in IT Security Initiatives

Zoominfo

The effects of the pandemic wield lingering influence on 2021 budgets. To better understand what companies are spending money on, ZoomInfo surveyed over 400 CEOs, IT professionals, and marketers to understand patterns of near-term investment and cost cutting.

Is Your Pharmaceutical Sales Team Ready to Execute?

Steven Rosen

3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well.

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Make your SELF Indispensable!

Steven Rosen

Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves.

Confirming the Role and Expectations When Hiring Sales Talent

Anthony Cole Training

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked. sales talent acquisition hire better salespeople sales onboarding assessing sales talent

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.

A Lesson on Being Decisive: COVID, Trade Shows, and Lead Generation in 2020

Sales 2.0

This is a guest post from David Kreiger, the President and Founder of SalesRoads, a conversation-based lead generation service that generates uniquely-qualified sales opportunities.

More Trending

Customer-Centric Selling – Understanding and Embracing the Heart of Your Customers

Sales and Marketing Management

Author: Mary Beth Addison During 2020, we all dealt with unprecedented change, both as customers making buying decisions and as B2B and B2C sales and marketing professionals working to engage prospects and customers in new ways.

The Demand Generation Strategy Guide

Zoominfo

Messaging, distribution, reach and optimization. These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation?

Sales Is About Changing Habits, Start With Yours

The Pipeline

By Tibor Shanto. Salespeople’s primary goal is to deliver positive change, for their clients and employers, perhaps even in the other order. More often than not that includes changing the habits of buyers and users. Changing habits involves changing beliefs and or viewpoints.

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11 Common Mistakes When Interviewing Sales Talent

Anthony Cole Training

In previous articles , I have talked about the things you should do during the hiring process to improve your success when sourcing sales talent. Today, I will specifically address things you should refrain from doing during the interviewing 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!

What is Executive Coaching?

Steven Rosen

So What is Executive Coaching? The New Trend in Executive Development is Coaching.

5 Questions for Influencers

Mr. Inside Sales

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake.

How to Avoid Wasting Time on the Wrong Target Market

Sales and Marketing Management

The wrong target market is not limited to a sales problem. The damage starts with your lead generation system, then spreads to your entire business. Idioms about salespeople like “she could sell sawdust to a sawmill” have a fundamental flaw.

40 Marketing KPIs Your Team Needs to Track

Zoominfo

Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. Tracking KPIs are effective for unifying goals with quantifiable analysis, as well as celebrating successes.

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.

How’s That 80/20 Working For You?

The Pipeline

By Tibor Shanto. The key difference between a tribe and a herd is that the former walk on two legs. Herd mentality persists in both. Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality.

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Recruiting and Hiring Salespeople: The 5 Minute Interview

Anthony Cole Training

How important is it that your new salespeople be great on the phone? Assuming the answer is "very important" then your candidate screening process must begin with the 5-minute interview. Interviewing 5 minute interview hire better salespeople assessing sales talent

Lack of Business Acumen?

Steven Rosen

Is a Lack of Business Acumen Impacting Your Sales? Expectations on salespeople have undergone enormous change. The number of sales reps has declined significantly over the last four years.

Four Ways to How to Handle: We Already Have Someone

Mr. Inside Sales

Prospects are good at blowing sales reps off the phone. Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.”. This is an easy stall to get around—if you know how.

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.

Employers Engage Recovery Coaches to Achieve Workforce Sobriety

Sales and Marketing Management

Author: Beth Siegert What are the effects on the health and well-being of our work force during the pandemic? Pre-COVID-19, it was reported that one in four individuals experienced a diagnosable mental health condition annually.

3 Key Takeaways From Scott Brinker: The Man Behind the Martech Supergraphic

Zoominfo

If you’re in MarTech–or know someone who is–you’ve likely come across a somewhat dizzying supergraphic portraying the MarTech landscape through categories and logos (around 8,000 to be exact).

Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

No More Cold Calling

Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker.

eBook 215

How to Make a Job Offer the Candidate Can't Refuse

Anthony Cole Training

Making a job offer that a candidate can’t refuse, needs to think over, or can use to get a better deal from their current employer can be a difficult task.

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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.

Pandering Is Easy – At One Point You Need To Sell

The Pipeline

By Tibor Shanto. The customer and their success are central to B2B sales, and the best way to that is with your expertise. It’s not by pandering or pretending that the prospect is always right as many try to do.

Two Simple Words to Open More Doors—and Close More Sales

Mr. Inside Sales

The first word is “please.”. This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Instead, they just barge in and ask if so-and-so is available. Or they just say they’re trying to reach so-and-so.

Embrace a Proven Framework for Sales Coaching Success

Sales and Marketing Management

Sales coaching can significantly improve the performance of a sales force. Sales coaching success can turn your managers into force multipliers that boost the results of your sales force.

How to Use SEO to Increase Your SaaS Website Traffic

Zoominfo

Having increasing website traffic is a great indicator that your business is growing organically with online visibility. More traffic means a greater likelihood of conversion, and possibly a sale. The best way to achieve increased traffic is through effective search engine optimization (SEO).

[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.

Celebrating 7 Trailblazers on International Women’s Day

No More Cold Calling

Even slow progress is worth celebrating. Today is International Women’s Day, and I’m reflecting on women pioneers—trailblazers who paved the way for women in sales, entrepreneurship, engineering, law, and other male-dominated professions. And that includes women in my own family.

My Simple COVID Relief Plan Actually Provides Relief

Understanding the Sales Force

Today's post has nothing to do with selling, but is indirectly related because some of the businesses that have been hurt by the pandemic and the government's shut downs have sales organizations. In the US, the so-called COVID relief bill passed the house and we learned that only 9% of the 1.9

One Quarter Down – How To Get To Goal?

The Pipeline

By Tibor Shanto. It has been said that a manager should know how their year will go by the end of Q1. Well, Q1 is almost over, how is it going? Part of your answer may come down to your role, but for the most part it will come down to how well you prospect in Q1 and year-round.