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. It’s not hard to find data: a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. But long, complicated sales cycles need more than just names and numbers.

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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. Deals are stuck in the pipeline and new opportunities are in short supply. A time to plan. Conversely, this slow time is a great time to plan for the future. What happens after this crisis is over?

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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 ?”. Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. …But what about next quarter? Or the one after that?

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.

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.”. In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”.

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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. In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business. They need data. Lots of data.

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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. Whether depicted as participation trophy-holding underachievers who prioritize avocado toast over homeownership and carelessly destroyed various industries or constantly being mistaken for Gen Z , Millennials haven’t been portrayed in a positive or even neutral light. In 2019, Millennials became the largest generation in the U.S.

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. And, the best part of working with so many different businesses is that we get the opportunity to interact with their dynamic leadership teams. Selling Through Uncertainty. The world is experiencing unprecedented levels of uncertainty.

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. Unfortunately, companies worshipping at the Maximize Shareholder Value altar have trashed and trampled this ideal. Wells Fargo, VW, and Purdue Pharma come to mind. They’re not alone.

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!

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. Here are 26 proven ways: 1. [.]. Sales business cortisol COVID-19 energy stress success

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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.

WFH and Sales Managers

Score More Sales

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

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. upgrade the sales force increase sales assessing sales talent recruiting sales talent top sales performers eliminating variability hiring top salespeople building sales team

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.

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.) It felt like asking for a favor or pleading with prospects for business. Yep, wimpy. Good news: The mood around asking for help has done a complete 180.

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.

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. grow sales revenue Economy reopen stimulus spending freeze

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? We spoke with Carina Bauer, CEO of IMEX Group, which connects meetings and events businesses with customers through annual tradeshows in Germany and Las Vegas.

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.

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. But sales reps now are pivoting how they are working, who they’re talking to and what they’re trying to help prospects with.

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.

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. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future. With no meetings or sales conferences taking place, how can you genuinely maintain relationships with clients and prospects?

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. Many proven leadership principles will be the first to go by the wayside. Leaders can maintain morale by moving remote workers to a place of optimism. But that won’t happen on its own. .

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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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

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. As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end.

Part 1: Why You Have All of the Answers Sitting in Your CRM


“We’re going to target recession-proof industries!”. — every SaaS sales team right now. Don’t do this. I can only imagine how many teams are cold calling into $ZM right now. There’s no doubt that every sales team is scrambling. The easy way to overcome the objection of: “I no longer have a budget for this” is to go after recession-proof industries that would hypothetically have the budget. Right? Maybe.

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The Value of Digital Sales Transformation Right Now

Selling Power

During the COVID-19 pandemic, it’s urgent for sellers to change our communication habits and embrace the digital world to stay connected with colleagues and customers. Here’s exactly why you should embrace your digital sales transformation now. Sales Technology

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Communicate to connect

Sales and Marketing Management

Author: Paul Nolan As this issue’s content came together, it seemed more appropriate than ever to use questions for headlines and introductory paragraphs. The COVID-19 outbreak has left most of us with more questions than answers, and the answers we get change weekly or even more rapidly. The synonyms for “uncertainty” provided at include “anxiety,” “concern,” “confusion” and “uneasiness.” Those resonate. But leaders are called to rise to meet the demands of a crisis.

[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.

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? I happen to have a knack for combining behavioral science with sales methodology to successfully help companies shift during times of uncertainty. Fortunately, that’s a skill I haven’t needed to use for twelve years, but here we are. When asked, “What are the top three recommendations would you give your sales team today?”

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. It also measures and tracks the identification and usage of customer references to facilitate winning new deals. Sellers spend Less time hunting for a reference Program managers can build and maintain references easily.

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How to be Empathetic with Prospects and Customers


COVID-19’s drastic economic impact has forced sales and customer teams to adapt in a multitude of ways. Economic uncertainty makes it even more challenging for salespeople to hit their quotas, and requires customer-facing teams to promptly and effectively respond to the needs of their customer base. As the situation continues to evolve, it’s increasingly important that sales and customer teams adjust their strategies and approach conversations and interactions with empathy.