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

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”?

How To Build Your Go To Market Strategy


It’s the day of a new product launch. You’ve got butterflies, your team is excited and you know your customers are going to be impressed. Launching a new product stirs excitement for any company, regardless of size.


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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.

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 243

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.

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 236

More Trending

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

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 232

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 225

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.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

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 190

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.

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.

How Marketing Can Drive Revenue Through an Optimized Channel Partner Program

Sales Benchmark Index

Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your.

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

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 190

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.

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 109

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 181

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

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 181

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

How to Onboard Remote Employees

Hubspot Sales

Successfully onboarding new employees is critical for any employer looking to retain talented team members long-term. Turnover is costly and disruptive, and nearly 20% of employee turnover happens within the first 45 days of employment.

How To 105

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.

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

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.

Executive Interview with @ECalnan, CRO & Co-Founder of Seismic

Smart Selling Tools


Buyer 102

7 Marketing KPIs to Keep in Mind When Aligning With Your Marketing Team

Hubspot Sales

Smarketing — the practice of integrating your sales and marketing efforts to foster closer collaboration between the departments that carry them out. It's a cool buzzword that encompasses processes with some very practical and effective applications.

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.

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

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

Customer experience management – sustaining symbiotic value


Client loyalty can eventually span a lifetime, but to make it more attainable, we should take it one step at a time.

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.