Sat.Dec 12, 2020 - Fri.Dec 18, 2020

Critical to B2B sales success - stakeholder assessments


One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach. Sales Methodology

B2B 101

Salesforce Sync: What, Why & How?


As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Let’s start with a reminder: CRMs have a purpose.


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4 Ways Tech Can Support Sales During Conversations (Not Distract)

Smart Selling Tools

4 Ways Tech Can Support Sales During Conversations (Not Distract). December 15, 2020. By Hans Fuller, CEO StorySlab. Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger.

Our Award-Winning Article

Mr. Inside Sales

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!”

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

How Leading CMOs Build Teams That Make the Number

Sales Benchmark Index

CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data.

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More Trending

Identifying and Hiring Top Sales Talent

Anthony Cole Training

Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.

A Christmas Story For You

Mr. Inside Sales

Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago.

Why Sales Leaders Should Care About DEI

Sales Benchmark Index

Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, 86% of women achieved their set.

Sales Scrum 26th and Final Episode Guest – Tony Morris

The Pipeline

By Tibor Shanto. A Note about Sales Scrum. Sometimes things work out, at times they don’t; but it is when you achieve both that things get interesting. And so it is with our podcast Sales Scrum.

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!

The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers

Understanding the Sales Force

Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker. At the same time each year I repost a seasonal favorite, an article I first wrote in 2010 with 3 great sales lessons from the Nutcracker.

Sales 204

Responding to the Digital Sales Shift

Sales and Marketing Management

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak.

Travel 203

Podcast 177: Vrahram Kadkhodaian On The Importance Of Agility In Selling

John Barrows

Our guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ.

Seven Sales Leaders on the Challenges They Overcame in 2020 & Their 2021 Predictions

Hubspot Sales

If you’re struggling as the year comes to a close, you’re not alone. Ask any salesperson if they’ve had a tough 2020, and you’ll get a resounding “ Yes.”.

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.

How to create a virtual SKO your team will LOVE

Your annual sales kickoff (SKO) is ALMOST HERE. . Groans from the planning committee. Excitement from sales reps!) . SKOs have long held significant value for sales organizations.

Film 95

Why Texting Has a Place In Your Event

Sales and Marketing Management

Author: Staff Meg Scales is chief marketing officer of SlickText , which helps businesses market through short message service (SMS), aka text messages. In this Q&A, she speaks to the effectiveness of text messaging incorporated into events, virtual or live.

Podcast 177: Vrahram Kadkhodaian On The Importance Of Agility In Selling

John Barrows

Our guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ.

Stop Fighting Your Prospects: Overcoming the ‘Objection Handling’ Mindset

Sales Hacker

Focusing on overcoming sales objections is likely holding you back and poisoning your customer relationships. This may seem backward. Afterall, objection handling is often considered one of the foundational pillars of sales — one of the critical elements necessary to win more deals.

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.

What Is Sales Transformation?

Hubspot Sales

Business growth often comes from internal changes. While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes.

Training Incentives Are Vital in the Digital Sales Era

Sales and Marketing Management

Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate.

How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST]

Sandler Training

Mike Montague interviews Alea Homison on How to Succeed at Organization-Wide Effectiveness Using Sandler. The post How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST] appeared first on Sandler Training.

We Don’t Create Value By Discounting It!

Partners in Excellence

I was doing a deal review. We were in the final stages of closing a big deal. The team had worked really hard. It’s the end of the month/quarter/year. They not only wanted the deal, but they needed the deal. Then it happened.

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.

How to Build a Positive Sales Culture in 2021

Sales Hacker

How do you keep a positive sales culture while some teams are transitioning from yoga pants to work pants, while others aren’t? When you’ve dealt with so much this past year, how do you support your teams best for a successful 2021?

4 Forever Changes Transforming B2B Revenue Activities

Sales and Marketing Management

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. That means they are engaging with your content further down the funnel.

What Sales Leaders Can Learn from Successful Entrepreneurs Under 30

Hubspot Sales

The entrepreneurial spirit isn't ageist. Anyone who has the passion, business acumen, creativity, and critical thinking skills necessary to found and operate a business of their own can take on the challenges and responsibilities that come with entrepreneurship. It has no minimum age.

Why Storytelling Helps Attract and Recruit Top Talent

The Center for Sales Strategy

What are your most effective recruiting tools and strategies? As a hiring manager, you’ve witnessed first-hand that simply posting a job listing is not enough to attract top talent to your organization.

[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.

How to Create a Mutual Action Plan (MAP)

Alice Heiman

What is a Mutual Action Plan? . A Mutual Action Plan (MAP) is a coordinated, strategic plan that smooths the way for buyers to make a purchase from you. .

Buyer 81

The Path to Better Virtual Interactions

Sales and Marketing Management

Author: Paul Nolan Remote selling has an information gap, says Liston Witherill, founder of Serve Don’t Sell, a provider of remote marketing and sales training for service-based businesses and independent consultants.

Video 156

How Sales Enablement Can Drive Revenue Growth in 2021 According to Crayon's Director of Sales

Hubspot Sales

How did your leadership priorities change in 2020? If you started paying more attention to the sales enablement needs of your organization, you’re not alone.