Sat.Jun 20, 2020 - Fri.Jun 26, 2020

A Lack Of Transformational Leadership

The Pipeline

By Tibor Shanto. “We We are living in interesting times, with multiple transformations triggers all present at the same time, all equally intense,” said Robert T. Vanderwerf, Transformation Strategy Leader, KPMG LLP.,

Sage 219

Navigating the Biggest Growth Challenges of SaaS Companies

Sales Benchmark Index

Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.

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Why Are My Salespeople Not Perfoming as Expected?

Anthony Cole Training

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

Your B2B Lead Generation Sucks … 5 Reasons Why

No More Cold Calling

How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”?

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!

Prospects Are Not Buyers

The Pipeline

By Tibor Shanto. There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect.

Buyer 196

More Trending

How Much Has Video Impacted the Way We Sell?

Understanding the Sales Force

Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this." And for years when you needed a tissue you would have asked for a Kleenex. And when you wanted to clean your ears you would have asked for a Q-Tip.

Video 225

4 tips for more engaging remote sales presentations

Sales and Marketing Management

Author: TIM RIESTERER Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about remote sales calls versus in-person presentations? Not good.

Survey 216

Smart Calling – Art Sobczak’s Classic Updated

The Pipeline

By Tibor Shanto. Want to split a room of salespeople, just bring up cold calling. Most will tell you it doesn’t work. Which immediately tells you who doesn’t cold call routinely. If they did, they would be singing a different tune.

Enhance Your Partner Marketing ROI at Each Stage of the Partner Journey

Sales Benchmark Index

When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are.

ROI 173

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.

Podcast 153: Greg Segall On Prospecting Personalization

John Barrows

This week, a friend of the JB Sales team joins us on the podcast. Greg Segall , CEO of Alyce joins John to talk about what real personalization looks like.

Is COVID-19 messaging fatigue real?

Sales and Marketing Management

Author: Paul Nolan Melissa Sargeant is chief marketing officer at Litmus, a marketing company that helps businesses create emails that convert. It’s been about three months since the start of the pandemic. How have you seen marketers shift messaging in that time?

Retail 191

New Data Reveals Interesting Differences in Salespeople's Ability to Work From Home

Understanding the Sales Force

You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be.

Data 156

The Market Has Changed—Is Your Sales Team Aligned to New Opportunities?

Sales Benchmark Index

How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Can you Walk Your Story Talk or just Spiel the Blah-Blah-Blah?

Babette Ten Haken

Do you credibly walk your story talk through every phase of each project? Not only to create a compelling business case or project narrative. End of story. But also, to build strategic relationships throughout the breadth and depth of your own and your clients’ organizations? The never-ending story.

Improving the Post-Sale B2B SaaS Customer Experience

Sales and Marketing Management

Author: Kaveri Kalavath Implementing enterprise software has never been easy. And this hasn’t changed, even with software as a service (SaaS) and cloud-based technology.

B2B 191

Sleep and Productivity: The Best Way to Boost Sales Performance

Sales Hacker

Even before the uncertainties of COVID-19, Americans were underslept. And there’s a lot of research that shows we’ve been quite unproductive as a result. The current crisis has introduced even more threats to our sleep and productivity.

Energy 102

SMS sales: How B2B sellers can close more deals with text messages


Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too.

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.

5 Tips to Building Rapport on a Cold Call

Predictable Revenue

On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time?

Pricing challenges posed by a pandemic

Sales and Marketing Management

Author: Paul Nolan. Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it. These are anything but normal circumstances.

Margin 182

How to survive the pandemic as a sales trainer


Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do. Sales Training

Stop Talking about Products and Start Talking about Problems

Alice Heiman

At many companies, salespeople and marketers focus on products when talking to customers – not business problems. . The challenge is to get your sales and marketing team to focus on your c ust omer ’s business problems.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

The Power of We: Getting Sales and Marketing on the Same Page

Sales Hacker

We were caught in a perpetual struggle between Sales and Marketing. Sales blamed Marketing for not attracting enough high-quality leads , and Marketing claimed Sales wasn’t nurturing leads enough. There was a stark disconnect between one end of our pipeline and the other.

Pandemic selling by the numbers

Sales and Marketing Management

Author: Paul Nolan Almost half of small and medium-sized business owners (48%) have experienced a severe decline in demand or have stopped operations altogether in response to the COVID-19 pandemic, while 56% have pivoted to a new business model to survive.

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask

Smart Selling Tools

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancellations have put quotas at risk. Even with some states reopening, in-person meetings are rare.

What's Your 'Sales Animal'?

Hubspot Sales

Every salesperson has a unique selling style. To better understand what type of salesperson you are, it’s helpful to determine which animal (yes, as in animals from the animal kingdom ) represents your selling style.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Elevate Employee Engagement— Engagement Elevator: Earned Trust

The Center for Sales Strategy

Highly engaged employees describe their company as authentic because they are who they say they are. They live their core values , rewarding those who demonstrate them and not tolerating those who don’t.

COVID-19 accelerates expected B2B sales trends

Sales and Marketing Management

Author: Paul Nolan The way companies buy and sell from each other looks very different than it did even six months ago. McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories.

Trends 156

How to Get Better at Active Listening

Anthony Iannarino

Of the many sales skills you need to succeed in consultative sales, the first ones on the top of any list will be listening skills. The stereotype that salespeople are good at speaking is true and accurate, but the best salespeople have listening skills that exceed even their power with words.