Sat.Sep 05, 2020 - Fri.Sep 11, 2020

How to Get Your Sales Team to Actually Use CRM Software

Hubspot Sales

You’ve decided you need customer relationship management (CRM) software. Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. Or not.

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The Only Reason Anyone Ever Buys Anything

The Sales Heretic

We buy things. We buy lots of things. And we buy those things for lots of different reasons: • We’re hungry • We’re bored • We’re sick • We want our employees to be more productive • We need to go places • We want the people we care about to feel loved • [.].

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Navigating the Digital Disruption to Your Sales Channel Strategy

Sales Benchmark Index

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and.

3 Ways to Handle: “I Don’t Have Time for the Presentation”

Mr. Inside Sales

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. I’ve got another meeting in 10 minutes, OR. How long will this take?” What to do?

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.

An Alternative Objection Handling Method

The Pipeline

By Tibor Shanto. Objections are an emotional thing, meaning it is better to use a counterintuitive approach. You can take that even one step further by involving the prospect in handling their own objection. Try this alternative objection handling method: [link].

More Trending

Brand Promise vs. Brand Experience: How to Deliver a Frictionless Customer Journey

Sales Benchmark Index

Brand Experience and Brand Promise often get grouped into one category when considering how buyers interact with your company, when in fact, the two are separate elements that need to be working in tandem for a frictionless and memorable customer experience. In his.

Most Companies Can Boost Sales From 30-100% in Just One to Two Years

Understanding the Sales Force

Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She's already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months.

From Sales Science to Sales 3.0 Come Along

The Pipeline

By Tibor Shanto. Big day today, thanks to our new virtual comfort, I am presenting at two different events, sharing best practices. From Sales Science to Sales 3.0, come along.

5 Secrets to Writing Sales Emails

Marc Wayshak

Think it through from the POV of your prospects. Visualizing how much of it they are actually going to view tells your exactly where to focus your efforts. Fire off some boilerplate with just a name change? Game over

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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!

How to Create an Unmatched Employee Experience to Drive Engagement

Sales Benchmark Index

Companies are constantly competing for their own employees’ mindshare. The world is so digital that it is frighteningly easy for employees to get lost in headlines throughout their day.

Podcast 163: Daniel Frohnen On Account Based Marketing

John Barrows

This week on the podcast, we talk to one of the very best out there in the account based marketing world. Daniel Frohnen from Sendoso joins us to explain what “ABM” is, how it works and where people go wrong with it. This was a great episode… Follow the podcast: Subscribe on iTunes.

Sales Scrum Episode #19 – Guest David Masover

The Pipeline

Sales Scrum Episode #19 – Guest David Masover. David Masover and I take on an often asked question in the trade, “is there such a thing as a natural-born salesperson?” David is the president David Masover Sales Consulting and shares how he leverages the sales process to drive success.

Are You Obsessing Over the Wrong Outbound Marketing Elements?

Sales and Marketing Management

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. Intense, self-driven passion promotes innovation, creativity, and motivation. However, focusing on the wrong elements can leave a campaign stalled by the side of the road.

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.

3 Ways to Understand the Difference Between SEO and SEM in Digital Marketing


Are you looking to find the perfect digital marketing strategy for your business? Search marketing can work well for you if you want to raise brand awareness, boost website traffic, and increase your revenue.

Rediscovering the “Art” of Prospecting with Jeff Hoffman: 5 Takeaways You Need Today

John Barrows

John Barrows wasn’t born a “great sales trainer”. The skills he teaches and the processes he implements into sales teams have an origin. Early on in his entrepreneurship, John attended many sales training sessions from several organizations. One that stood out was BASHO.

New Course Added at The Club

The Pipeline

By Tibor Shanto. We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! And it’s not just any course. It is a course you’ll be able to leverage immediately and profitably.

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60 Stats to Know About Entrepreneurship in 2020

Hubspot Sales

As 2019 came to a close, entrepreneurs and small business owners held a strong sense of optimism. In fact, 82% of small business owners surveyed in the Bank of America Small Business Owner Snapshot expected to end 2019 bringing in more revenue than the year before.

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.

How to grow your accounts the sunflower way


As we prepared to build our new account growth module within Membrain earlier this year, I thought long and hard about what visual images I wanted to accompany the launch and represent this aspect of our platform. Account Growth Planning & Execution

3 Ways to Understand the Difference Between SEO and SEM in Digital Marketing


Are you looking to find the perfect digital marketing strategy for your business? Search marketing can work well for you if you want to raise brand awareness, boost website traffic, and increase your revenue.

Selling into Startups 101: What You Need to Know to Find a Unicorn

Sales Hacker

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees.

How to Be Your Best on a Video Call | Sales Strategies

Engage Selling

Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.

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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! <

Becoming a SalesTech Entrepreneur: One Man’s Journey with Ankesh Kumar

Smart Selling Tools

Becoming a SalesTech Entrepreneur: One Man's Journey with Ankesh Kumar. An intro by Nancy Nardin, Founder, Smart Selling Tools. I met Ankesh Kumar around this time last year. What immediately struck me was his enthusiasm and confidence. It wasn’t hubris.

Your 6-Step Action Plan When You're Getting Zero Sales

Hubspot Sales

It’s every salesperson's nightmare — you start a new job, and right off the bat, you're excited to close some business! You love your new company and buy into its mission. You work hard during training, and after 30 days, you understand quite a bit about your industry.

Maximizing Virtual Selling for Prospects and Clients

The Center for Sales Strategy

Remote selling, virtual selling, more communication via emails, and phone calls — it’s all the new normal. And these new normal tactics require a significant shift in skills to create a more engaging buyer experience. Conducting business over Zoom is tricky.

4 Sales Books That Will Help You Grow

Alice Heiman

More books! In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I hope they read a few. I’d love to hear their thoughts on the books if they did! .

[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.

10 Customer Follow-Up Mistakes Experts Make


Jeffery is a guest contributor to the Guru blog from MoneyCrashers. customer support

Critical Elements of Proactive Client Retention

Sandler Training

Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention. The post Critical Elements of Proactive Client Retention appeared first on Sandler Training.

The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – August


In “The Monthly Rundown” series , I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Stay tuned for an updated list each month and get a jump on the competition. Howdy! Looking to end Q3 on a strong note?