Sat.Oct 10, 2020 - Fri.Oct 16, 2020

5 Minute Interview – Hire Salespeople Who Will Sell

Anthony Cole Training

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone? If your salespeople have to be like most salespeople, they must: recruiting sales people Interviewing 5 minute interview hiring better sales people

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Aligning Customer Communication Styles With Your Own

Integrity Solutions

The Behavioral Styles ® model is an easy-to-use tool for assessing the behavioral characteristics that fall within four distinct customer communication styles: Talker, Doer, Controller and Supporter. Does communication style matter when it comes to sales? More than you might expect.

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Make time for sales “magic”

Sales 2.0

“Win the day by noon”. I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for. I take my exercise primarily in the form of running. I’ve found the only way I can consistently run is to do it first thing in the morning. If I leave it any later in the day, something inevitably comes up.

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Avoiding the Generic Sales Pitch


growing business sales success sales pitch value based selling

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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 Software Leaders Pragmatically Prepare for 2021

Sales Benchmark Index

The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.

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COVID-19 Has Changed Everything About Selling. Here’s How We’re Handling It

Sales and Marketing Management

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . COVID-19 swept me and our company’s 50 salespeople into uncharted waters. A growing market suddenly became an uncertain one.

New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

Understanding the Sales Force

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS.

Data 185

How Leading CMOs Develop a Strong Messaging Architecture

Sales Benchmark Index

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey.

The Calm In The Storm

The Pipeline

By Tibor Shanto. Leading from the front is not always easy, especially in times of turmoil. One way to get your people to follow is to present a state they want to emulate. In turmoil, that state would be calm. Being the calm in the storm allows you to get people’s attention and mind share.

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!

Re-energizing sales efforts in a virtual world

Sales and Marketing Management

Author: Paul Nolan Is your sales team disengaged? This year, it’s hard not to be. We’ve quickly adapted everything in our work and personal life to respond to and survive within a COVID-19 environment. According to Gallup, the U.S.

SDRs Catching Lightning In A Bottle

AJ Alonzo

Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time


Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day

Understanding the Sales Force

Oh no, another post on the political climate. Don't worry, I'm not taking sides, I'll be right down the middle, and very critical of both sides. And stay with me for the pivot to the good stuff - my sales analysis. Here goes!

Winners Have Great Sales Coaches

Alice Heiman

No matter what industry you are in , the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers.

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.

Operating Your Sales Team Remotely

Sales and Marketing Management

Author: Jeff Kalter Several months into working remotely during the COVID-19 shutdown, many employees have awakened to the possibility to continue working from home. Others have discovered they prefer working in an office and being around colleagues.

The eight prospecting paradoxes that cause selling schizophrenia


As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception. Sales Psychology

Is There Such a Thing as a Born Salesperson?

Nick Kane

Ive always held the stance that talent and skill are two distinct, separate things. Recently, I came across the perfect illustration of what I mean when I saw the American Idol audition of garbage man Doug Kiker


Getting Virtual Communication Right

Engage Selling

Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.

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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.

Technology can improve your recognition efforts

Sales and Marketing Management

Author: RICHELLE TAYLOR An estimated 42% of the work force is currently working from home. How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees.

Without Data, We’re Just Salespeople with an Opinion


Sales make the business world go ’round, but data is the gravity that holds everything together to be cohesive and coherent. Data teaches us the most important lessons: what went right or wrong, what can be improved, and what path forward we should take.

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Why You Need to Sell on Value, Not Price

Justin Zappulla

Imagine you’re a manufacturer whose sales approach has been to compete on price, and that’s worked well for you. Then, due to a change in economic conditions, a critical raw material you can’t substitute for has skyrocketed in price.

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6 Tips to Help You Secure a B2B Sales Appointment

The Center for Sales Strategy

Just securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal?

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.

5 Ways Corporate Values Benefit Your Company

Sales and Marketing Management

Author: Aaron McClung It’s become trendy in recent years to develop core values or corporate value statements and then share them with your constituencies, but to what end?

Saving and Creating Business Together

Grant Cardone

We need to be saving business and creating new businesses together which is exactly what I plan to do in my 3-day 10 X Bootcamp Interactive. . Whether we’re talking about your life or your business they both belong to you so only you should decide the path they take.

4 Steps to Implement a Winning Sales Engagement


With a large portion of your buyers’ journeys online (especially in industries with longer sales cycles), continuously engaging prospects with your brand is more important than ever

Turn Stale Leads into New Business and Re-Engage Old Leads

The Center for Sales Strategy

Are you one of the 63% of businesses that have problems getting traffic and leads? Or are your salespeople part of the 44% that give up after one rejection? It happens to everyone in sales.

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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.

Keeping close to channel partners

Sales and Marketing Management

Author: Paul Nolan As with everything else in 2020, many B2B companies’ relationships with channel partners, which are critical to their success, have been disrupted.

5 Strategies That'll Make Deal Reviews 5X More Successful

Hubspot Sales

Predicting the outcome of a deal is like predicting a tornado. If you say, "There’s a tornado coming — I know because I can see it," no one’s impressed. The same is true for a deal that’s obviously very close to closing.

Why is More Important than How

Andy Paul

Sales reps and sales managers would benefit from more sales education and less sales training