Sat.Oct 31, 2020 - Fri.Nov 06, 2020

Cross-selling and Upselling in 2020


Interesting tidbit: The probability of selling to a new prospect is 5–20%. The probability of selling to an existing customer is 60–70%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines.

Sales Leaders: Set Realistic Goals for 2021

The Center for Sales Strategy

Do you remember projecting 2009 revenue as we stared into the abyss of the Great Recession? We all knew it was coming as it started with plenty of notice in the Fall of 2008. Many businesses projected negative sales growth, while others simply would not accept it.

How to click click click your way to failure


I wonder what would happen if we could aggregate all the time we spend clicking around inside our various sales apps, or between sales apps, and measure it. How much time would it add up to?

5 Signs You’re Ready to Expand Your Business

Sales and Marketing Management

Author: Christian Kruse Deciding to expand a new business is pretty obvious and straightforward.

Trends 216

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Earn Buyer Trust by Staying Available


building buyer relationships growing business availability buyer trust

Buyer 196

More Trending

Not All Customer Touchpoints Are Equal

Sales Benchmark Index

In a world of uncertainty, market leaders are sure which customer touchpoints require prioritization. As a result of a highly volatile year, has your customer journey map been altered? As a sales operations leader, you must be confident in your. Article Sales Strategy

I looked It Over and We’re Not Interested

Mr. Inside Sales

I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back.

Team Leads & Sales Professional Development at ZoomInfo


We talked a bit about how Zoominfo focuses on growing from within. We hire promising SDRs with all different backgrounds and have them selling at the top of their game in under a year. Today, we want to dive a bit deeper into what happens next.

Leads 173

Seek Understanding in Building Relationships

Sales and Marketing Management

Author: Charles Brennan Jr. In a previous article, I talked about self-reflection and taking inventory of one’s skill set. Specifically, what skill we possess today that has already or will soon become obsolete; and what skill we need to improve upon or develop to replace the lost skill.

Travel 170

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 a Software CEO Recharged the 2020 Strategy

Sales Benchmark Index

For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment.

Value By Any Other Name

The Pipeline

By Tibor Shanto. There is no doubt that VALUE is central to sales success. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value.

Getting Personal Part 3: Personalized Recruiting


It seems weird that the recruiting and hiring processes can often feel so impersonal, especially when it involves highly personal, highly human decision making. Yet in the sea of job descriptions and generic recruiter emails, it all starts to feel a little ingenuine.

3 Principles of Effective Crisis Communications for Agile Marketers

Sales and Marketing Management

Author: Nick Chasinov The ongoing COVID-19 pandemic has left millions unemployed, as businesses in nearly every industry have been forced to close up shop – and many won’t be reopening. Despite the economic damage this crisis has caused, it has also created opportunities, especially for marketers.

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.

First Steps to Generate More Sales Opportunities Today

Understanding the Sales Force

I experienced a number of firsts this week! Dave Kurlan prospecting scheduling sales appointments

Sales Scrum Episode #23 – Guest Alice Heiman

The Pipeline

Sales Scrum Episode #23 – Guest Alice Heiman. Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by, as being among the world’s leading experts on the complex sale.

Groups 228

Why ZoomInfo Acquired EverString


At ZoomInfo, we see a future where our software and intelligence power a closed-loop go-to-market cycle from data, to decision, to action.

Data 151

How to Avoid Call Reluctance

Mr. Inside Sales

Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects. The solution to this is to reframe rejection. And here’s how—answer this question: how many calls do you need to make before you speak to a potential prospect? Twenty-five, thirty? And how many prospects do you need to speak with before you get a “lead”? Twenty-five, thirty?

How To 142

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 171: Scott Yorke On Positive Impact

John Barrows

On this week’s episode we’re talking with Scott Yorke of Proposify. Proposify does a great job of recognizing exemplary employees because of the positive impact they have had on the team and Scott is talking to us today about the impact he’s had. Follow the podcast: Subscribe on iTunes.

How Gong’s Head of Enterprise Sales Uses Sales Analytics to Drive Decisions & Speed Deals

Hubspot Sales

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up.

Getting To Know GIDI Part 1: Origin Story


Diversity and inclusion(D&I). We’ve all heard some iteration of the phrase before. And we’ve all wondered what that actually means. In theory, it’s something everyone supports, but what does it mean for a company to actually be diverse and inclusive? If you ask any HR professional or corporate executive, they’re quick to say they have no problem embracing D&I initiatives. But policies are only phase one. Diversity does not equate to inclusivity.

Groups 140

Introducing Sales Hacker’s New Community Leaders

Sales Hacker

At Sales Hacker, our Community Leaders help build relationships with our members. They are a part of every conversation that is had on our site, and they help bring other experts into the discussions.

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.

A next gen sales methodology


Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. Sales Methodology

SalesTech Video Review: @Turtl Content Personalization

Smart Selling Tools

SalesTech Video Review: Turtl. Easily create personalized versions of all kinds of documents – from sales brochures to proposals – to make a deeper impression on your prospects.

Video 96

How to Keep Morale High While Working from Home

The Center for Sales Strategy

For some, the benefits of working from home are plenty. However, working from home is not for everyone, and experts say there are potential negative side effects to consider, such as feelings of isolation, loneliness, and disconnect.

Get More Meetings & Close More Deals in Q4 With These 4 Sales Email Tips

Sales Hacker

It’s that time of year: the fourth quarter. For many of us, this is when budgets get set, deals get drafted, and your commission gets solidified. And for many salespeople desperate to fill a pipeline in the fading months of the year, that means turning to email.

[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.

What a Client Intake Form Is & What It Should Look Like [Template]

Hubspot Sales

Not everything is meant to be. Sometimes, you might find yourself pursuing something that doesn't materialize — no matter how badly you want it to or how hard you try. Not every minor league baseball player makes it to the MLB.

On-Demand Webinar: How Redis Labs Scales Discovery Call Coaching with

Smart Selling Tools

On-Demand Webinar: Manager-led Coaching for Perfecting Discovery Calls. In this on-demand webinar with Jerry Pharr, we get into detail on how he’s created a successful Manager-led sales coaching program for better discovery-call outcomes.

#WhyWeTrain: On Launching Your Career


But like any other skill, the ability to successfully navigate the world of work can be learned. Year Up, an organization dedicated to closing the Opportunity Divide, and one of our community partners, knows this well.