Sat.Apr 18, 2020 - Fri.Apr 24, 2020

Sales Intelligence: What to Expect When You’re Prospecting


Business leaders understand that data is the critical heart of growth and expansion. It’s the genesis of thousands of downstream processes and millions of actions. But there’s data, and then there’s data.

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It’s a great time to start upgrading your clients

Sales 2.0

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases.

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Leveraging Data to Revise GTM Strategy and Coverage

Sales Benchmark Index

These are truly challenging times. To adapt to this new normal, COVID-19, you are likely rethinking your go-to-market strategy. Companies need to reallocate go-to-market resources (people, money, and time) in order to capture opportunities in the short-term, as well as.

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How to Build Sales & Marketing Pipeline During the Coronavirus


As we approach May, the ongoing economic stress caused from the COVID-19 pandemic still has every company in the world asking themselves the same question: “What can we do to be successful this quarter ?”.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

How To Conduct A Virtual Meeting

MTD Sales Training

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”.

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How to Use Data to Power Your B2B Sales Strategy

Sales and Marketing Management

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights.

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How to Cater a Sales Strategy to Millennials

Hubspot Sales

As a Millennial, I’ve spent the past decade rolling my eyes at the media’s portrayal of our generation.

7 Leadership Risks You Should Be Taking

criteria for success

The following leadership risks are what set apart the great from the good. At Criteria for Success, we work with a lot of different companies. They operate in different industries, countries, states, and marketplaces.

Why Good Salespeople Do Bad Things. And How to Avoid the Trap


Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice daily with these words.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

WFH and Sales Managers

Score More Sales

Will all your sales team go back to working out of the office? sales leadership sales coaching

The Deal Desk Is Not Enough – Why a Commercial Management Cadence is Critical

Sales Benchmark Index

Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.

Talent is the Key to Winning Sales Growth Teams

Anthony Cole Training

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

Why Asking for Help Isn’t a Sign of Weakness

No More Cold Calling

You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. Definition, informal : a weak, cowardly, or ineffectual person; a wimp.)

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

26 Ways to Keep Your Stress Down and Your Energy Up

The Sales Heretic

In my last post, I discussed the dangerous physical and mental effects of elevated cortisol levels and how laughter can lower them. As awesome as laughter is, though, it’s not the only way to reduce cortisol levels. There are a lot of things you can do to combat cortisol.

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How a Global Sales Executive Effectively Manages a Disrupted Partner Ecosystem

Sales Benchmark Index

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.

Why Reopening the Economy Won't Be Enough To Turn Things Around

Understanding the Sales Force

They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn't it? It's sure as heck much better than what we have today, but will it work? In this article, I'll explain why it won't work like they hope, and what must occur for the economy to thrive again.

Podcast 144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley

John Barrows

This pandemic has impacted many people in different ways. Tons of people in sales and all professions are facing lay-offs, struggles to hit targets and a range of very serious issues. The sales rep at any level is the closest job in the world to being your own boss, to being an entrepreneur.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

How to Keep Sales Strong in Tough Times

Alice Heiman

In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home , this also isn’t the first down market we’ve ever seen.

Bob Layton

Sales Benchmark Index

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.

A new normal for meetings and events

Sales and Marketing Management

Author: Paul Nolan The COVID-19 outbreak has changed the world’s concept of gathering. What does it mean for business events and incentive travel programs? Have things been permanently disrupted?

How to Maintain Relationships with Clients When Business is Slow

The Center for Sales Strategy

Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling , but they can easily be seen as an opportunity.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

A Sense of Hope and a Negativity Fast

Anthony Iannarino

An optimist is occasionally disappointed when things don’t turn out the way they believed they would, something that has little impact on them because their disposition allows them to think things will somehow still work out.

How to manage your remote sales teams


The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic. Sales Management

Tackling Low Morale Among Remote Workers

Sales and Marketing Management

Author: Tanner Corbridge, Senior Partner, Partners in Leadership While a lot of us have worked from home in the past, the numbers now doing it are unprecedented. Culture is never more needed than at a time of crisis. Morale becomes strained as outside influences push in.

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3 Not-So-Obvious Shifts You MUST Make to Sell in Uncertain Times

Sales Hacker

I have two skills that I haven’t needed to bust out for a long time. The first? I can ride a unicycle. I’ve actually never had a need for that skill. The second?

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Eliminating Sources of Negativity Is Under Your Control

Anthony Iannarino

In a post two days ago, I mentioned the idea of a Negativity Fast , something I have personally used to lessen negativity’s hold on me. The News Media. If you want to feel a whole lot better, the first thing you might eliminate is the news media.

The 5 Best Tips to Sell Remotely

Marc Wayshak

To sell remotely requires the right technology, tools—and a lot of discipline. In this video, you’ll learn the 5 best tips to sell remotely in today’s unpredictable climate. Check it out. The post The 5 Best Tips to Sell Remotely appeared first on Sales Speaker Marc Wayshak. Blog Sell Remotely

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SalesTech Video Review: ReferenceEdge

Smart Selling Tools

SalesTech Video Review: ReferenceEdge. ReferenceEdge is a complete customer reference management platform that is 100% Salesforce Native. It’s an automated solution that centralizes customer reference accounts and content and makes both easy to find, approve, and update.

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