Sat.Apr 25, 2020 - Fri.May 01, 2020

Do you need an Enterprise Selling Plan (ESP)?

Sales 2.0

Don’t panic. We will return to normalish, at some point. We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic.

Leads Generation Ideas for Trade Shows & Corporate Events


Events and trade shows are expensive, even if you’re not a sponsor. Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation.

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What Are Your Pandemic Priorities? [April Referral Selling Insights]

No More Cold Calling

It’s time to get rid of your sacred cows. A young girl watched her mother prepare dinner. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why.

10 Critical Best Practices for Your Sales Force in This Crisis

Understanding the Sales Force

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

The Right Kind of Help Is Not What You Think

Sales and Marketing Management

Author: Maria Boulden After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take nor which point we are within it.

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More Trending

How to Get Back on Track During Tough Times

Jill Konrath

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility. Working Smarter

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How to Make a Sales Pitch that Stands Out and Gets Results (in 6 Steps)

Sales Hacker

Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen.

How Empathy Can Get People to Respond to More of Your Sales Emails

Hubspot Sales

Prospecting emails are the arch nemesis of many sales reps — they don’t enjoy the process of pitching via email, particularly because, these days, people feel more bombarded than ever by their inboxes.

18 Inspirational Quotes to Motivate Your Sales Team

criteria for success

Looking to motivate your sales team? Now more than ever, sales people need support and encouragement. We've collected some of our favorite quotes on perseverance and success to help you keep your sales team inspired and motivated.

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.

Become a Radically Agile Organization to Create Nimble, Sustainable Products

Sales Benchmark Index

The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this.

Sales Scrum Podcast News! & Episode #7

The Pipeline

Sales Scrum Podcast Episode #7 – Guest Karthi Mariappan. Karthi Mariappan is the Co-founder and CEO of Hippo Video. While video as a sales tool, was very much on the rise prior to current events, COVID has made it a must.

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Podcast 145: Learning & Continuous Development For Sales Reps With Melanie Fellay

John Barrows

Learning and continuous development for sales reps is vital. Every prospect interaction is different, it can be hard to remember your training or pick the right approaches every single time.

From Crises Come Creativity

Sales and Marketing Management

Author: SMM Staff An extended quote about creativity in a crisis is circulating around the internet more in these times. It is most often attributed to Albert Einstein, but there is some debate whether that is accurate. In the end, it doesn’t really matter. The insight is what’s important.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Realigning KPIs During the Crisis: 10 Metrics That Matter

Sales Benchmark Index

In the midst of the COVID-19 crisis, market leaders have been searching for answers on how to approach the challenge of not only protecting the existing revenue base but also and continuing to grow revenue. They are seeking ways to.

Covid-19: 5 Long Term Strategies for Sales

Mr. Inside Sales

Question: When will things get back to normal? Answer: When there is a safe and effective vaccine. Questions: When will that be? Answer: 12 – 18 months, hopefully. Whether you want to hear it or not, you could be working from home for the next 18 months.

Get Critical Mass Influence Working for You Now

Engage Selling

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.

Now is a Great Time To…

The Sales Heretic

Right now is a terrible time for most businesses. Sales have plummeted, doors are closed, and employees have been laid off by the tens of millions. And yet… There’s always a positive in every negative situation. I don’t want to sound like a Pollyanna (because I’m definitely not one), but it’s true. And if you’re [.]. Sales business coaching free keynote marketing opportunities social media speech training

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Accelerating Revenue by Improving the Sales Team’s Agility

Sales Benchmark Index

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.

Handling Covid-19 Stalls via Email

Mr. Inside Sales

Do any of these email responses from prospects or customers sound familiar? Everything is on hold right now.”. Due to the circumstances, we just don’t have the budget right now.”. “We’re We’re not making any decisions right now.”. This just isn’t a good time for us—I’m sure you can understand.”.

Email Tone: It Can Be Louder Than Words

The Center for Sales Strategy

The remote workforce offers opportunities and challenges that we may not have considered when working in a common location. We take for granted proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions.

Empathy: The Most Underrated Sales Skill & How To Build It Fast

Sales Hacker

Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Lead Scoring: How to Identify Your Best Leads and Fill the Pipeline

Sales Benchmark Index

What is your sales and marketing organization doing to not only maximize your leads but also put your team in a position to make their number? In my last blog post, The Market Is Uncertain, But Your Demand Gen Strategy. Article Marketing Strategy Uncategorized

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The Power of Emotion in Driving Customer Loyalty

Miller Heiman Group

Two decades ago, customer interactions were all business. Providing good service was sufficient to keep customers loyal and maintain buying relationships. Businesses all but ignored the occasional upset customer.

Will We Ever Meet Again?

Sales and Marketing Management

Author: Paul Nolan Are companies less likely to embrace meetings and events or is there a pent-up demand for getting together? When will you feel comfortable flying again? When will you not hesitate to attend a conference where you will file into a room with hundreds of other people?

Stop Being Controlled by Things Out of Your Control

Anthony Iannarino

You can give control of some part of you to things over which you have no control , allowing them to control your mood, your attitude, your outlook, as well as the actions you take—or don’t take—as a result of some external stimuli.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Top 5 Insights for Marketing Leaders This Month

Sales Benchmark Index

This past month will have lasting implications for years to come. And what will resonate with businesses is how they chose to respond to the COVID-19 crisis. While new executive orders are put in place, and governments contemplate “opening” their. Article

Never Waste a Good Crisis

The Center for Sales Strategy

Given the sudden health and economic crisis created by the COVID-19 pandemic , the phrase, “Never waste a good crisis,” has surfaced quite a few times. Noted public figures ranging from Machiavelli and Winston Churchill to Barack Obama have all invoked the phrase in times of trouble.

The Wealthy and Everyone Else

Grant Cardone

It’s not a secret I have always been interested in wealth. Since I was a little kid and watched my mother worry about money I have been interested in learning what the wealthy knew that we didn’t know.