Sat.Feb 06, 2021 - Fri.Feb 12, 2021

Improving Sales Performance | Media Sales Report | Effects of COVID-19 on the Media Sales Industry

The Center for Sales Strategy

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report.

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How to combine agility and resiliency to drive business


Looking back on 2020, every company was forced to be more agile to quickly respond and adapt to unprecedented conditions. For example, almost every retailer rapidly offered curb-side pickup; shifted inventories for consumers working-from-home; started selling masks and hand sanitizer; and more.


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Getting Go-To-Market Teams on the Same Page


I’ve found that those strategic initiatives don’t fail because they don’t have the right people, the right processes, or the right technologies – but because the leaders entrusted to drive initiatives cannot get on the same page.

31 Seconds That Make a Prospecting Call

The Pipeline

By Tibor Shanto. There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. Many would have you believe it does not work, which may be true for them but not for others. The view that modern selling is different, the phone is a relic.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Solution vs Budget: The Great Dilemma

Anthony Cole Training

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running.

More Trending

Size Affects How Companies Fare During and After The Pandemic


Going into 2021, medium-sized businesses may find themselves at a disadvantage compared to larger or smaller firms. This post is part of ZoomInfo’s 2020 Annual Report series. It has little to do with staffing, pandemic-related revenue difficulties, or fluctuations in the market.

How to Build an Inside Sales Culture that Rocks Your Revenues

Sales and Marketing Management

Author: Sabrina Ferraioli What makes a great company? Its products? Its customer service? Its sales expertise? The management team? While each component is essential, we need to look beyond individual elements to something all-encompassing that drives a company to achieve. It's the culture. .

The Baseball Experience That Continues to Generate a 28% Increases in Sales

Understanding the Sales Force

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience.

Preparing Your Sales Organization For Success in a Hybrid Workplace

Sales Benchmark Index

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

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 Calculate Your Customer Lifetime Value (CLV) for Revenue Success


Gaining new customers isn’t the only way to improve your business — your existing clients are an underrated revenue source. Customer retention is an excellent method to increase customer lifetime value (CLV).

Will TikTok Work for B2B?

Sales and Marketing Management

Author: Jake Rheude Getting in early on a good idea can play a big part in future success. Ask the people whose families sailed on the Mayflower or those who bought Bitcoin when it was valued at $8 (at least the ones who held it rather than spending it on pizza ).

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How Overthinking the Turnover Problem Impacts Hiring Salespeople

Understanding the Sales Force

When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill.

How Fast-Growing Companies Build Revenue Plans

Sales Benchmark Index

Regardless of your industry, the number of employees, annual revenue, or any other characteristic, SBI has seen several similarities in how market-leading companies build their revenue plans. These companies are defined as the top 9% of organizations that grow organically.

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.

Three Forces Drove Venture Capital Trends in 2020


Looking back on 2020, it surprised some to see that VC funding remained strong despite economic, social, and political uncertainty. For many venture capitalists, 2020 was an opportunity to invest in the tools and technology that accelerated due to the pandemic.

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Expand Your Use of Digital Channels to Hit Quota

Sales and Marketing Management

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails.

How Diversity, Equity and Inclusion Impacts Hiring Salespeople

Understanding the Sales Force

When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill.

Five Things We Learned About Leadership From Tom Brady

The Center for Sales Strategy

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL.

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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.

Email Subject Line Spam Words to Avoid in Your Next Campaign


There are certain words you don’t, can’t, shouldn’t, and mustn’t use within your email subject line if you want to pique people’s interest while avoiding spam blockers.

Getting Customers to Fall in Love With You

Sales and Marketing Management

Author: Raul Perdigão Silva This Valentine’s Day, those in B2B sales should take a cue from these dating behaviors, as they’re similar to how you should approach customers to make them fall in love with your product, no matter what you’re selling. Courting a customer can feel like dating.

Podcast 184: Chris Voss On Negotiations And Tactical Empathy (Replay)

John Barrows

This week we’re replaying one of our most impactful episodes that we’ve ever produced on Make It Happen Mondays.

Different Types of Sales Organizational Structures

The Center for Sales Strategy

Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is or trying to identify the problem within your current structure?

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.

5 Reasons Why Your Prospect Hates Your Proposal

Sales Hacker

Proposals are often the least favorite parts of the sales process for many people – partially because they are a pain, and partially because they’re a mystery. There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again.

Digital Is Spared from Sweeping Budget Cuts

Sales and Marketing Management

Author: Paul Nolan How important is digital marketing spend?

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Is Your Solution Easy To Buy?


We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them. Sales Strategy

3 Ways Technology Can Increase a Salesperson's Productivity

The Center for Sales Strategy

By embracing technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information so it's shared across the organization.

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[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.

Customer References & Buyer Confidence

Smart Selling Tools

Customer References & Buyer Confidence. By David Sroka, Point of Reference. I can’t think of a more humbling, stressful purchase decision than the one we go through when buying a home.

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What’s Next?

Sales and Marketing Management

Author: Paul Nolan We asked what’s trending in digital marketing. Here’s some of what we heard back. Think Long-Term. B2B digital marketing has usually been focused on rational, short-term activity.

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What Does FEAR Mean To You And How Do You Face It?

Grant Cardone

What does FEAR mean to you and how do you face it? Everyone feels fear. You do. Everyone. The only difference is how we each react to fear. I’ve always thought that fear has two meanings which sum up the two basic ways people deal with this unique and complicated emotional state.