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. One of these lessons I believe is that big customers are good. Big fish have big wallets. One reason you may forget this lesson is because big customers are not easy to win. You may go back to what is easy.

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. You can find lots of tips online for generating more leads at trade shows and corporate events: spend more money on better real estate on the event floor, spend more money on prizes and giveaways, send more people, etc.

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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. She said her mother always did it that way and told her daughter to phone her grandmother. The grandmother’s answer was priceless. “Of Of course, I know why,” she said. “My My pan was too small.”.

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. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business. Forget uncertainty! Where we are right now is downright scary.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

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. For some, the commercial impact of COVID-19 has meant a surge of demand: consumer products such as toilet paper and toothpaste, cloud services and any company selling products that support a home-based workforce.

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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

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. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.

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. That's why many reps have developed tactics for optimizing their email open rates with the help of tools and software — but, another impactful and effective tactic for improving sales email response rate is the use empathy.

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. We love to share quotes on social media, so we’ve also made them shareable. Click on the Twitter logo next to the text to share any quote via Twitter. And, we've also added our quotes into a neat video for you, too. Check it out below.

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!

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.

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

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. While there is no replacement for a face to face or handshake, video allows you to make up for distances, and travel restrictions. Karthi unpacks core best practices for using video for remote interactions, and more specifically sales.

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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. Oh, I know, businesses are opening, your own company has a “re-open” date for…oops, it’s been pushed back now till May 15th, um, end of May….

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.

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.

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. Just-In-Time learning is the closest thing a sales manager can have to getting their sales reps to use their sales training as much, and as regularly as they can. That is why Melanie Fellay , CEO of our new partners Spekit has joined us on this podcast episode.

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 quote states: Let’s not pretend that things will change if we keep doing the same things. A crisis can be a real blessing to any person, to any nation. For all crises bring progress.

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.”. What all these responses have in common is that they are just common stalls. Oh sure, the circumstances might be new (the Covid-19 pandemic is certainly new!),

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.

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.

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.

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. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.

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. In our new uncertain normal , there’s one constant that everyone can agree on… Empathy Is Good. Of course, empathy has never been a bad thing.

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.

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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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? It’s a question without an answer at this point. And when there is an answer, it will likely be different for different people.

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. It’s often viewed as an opportunist looking to advance an agenda during an unfortunate circumstance.

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. I have spent a lifetime studying the differences and been lucky enough to adopt some of the principles that separate the wealthy from almost everyone else.

[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.

Top 5 Insights for Sales 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

The Last Gap Selling Virtual Training

A Sales Guy

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come to an end.

Hiring Sales Reps: 3 Tips for Better, Faster & More Profitable Sales Hires

Sales Hacker

What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. There are drawbacks, though. While you can teach people about your product, you can’t teach them how to sell. OK, that’s an exaggeration. But only slightly.