Sat.Jan 01, 2022 - Fri.Jan 07, 2022

6 Ways to Build Trust Quickly in Post-COVID Sales

Janek Performance Group

Of course, we are all familiar with how COVID-19 changed sales. From new environments to new skill sets and processes, our comfort zones were upended as our personal and professional lives entered a state of flux. As much as this was true for sales teams, it was also true of buyers.

How to Identify the Needs of Your Sales Team

The Center for Sales Strategy

With the new year here, many sales managers and executives are planning to make certain they have a plan in place to equip and prepare their sales teams for a good year.


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Has Buying Changed and Has B2B Selling Adapted?

Understanding the Sales Force

My articles begin with analogies so we'll start by asking, has baseball changed? Dave Kurlan Consultative Selling sales process closing crm inbound buyer journey outbound

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Selling Value vs Price

Anthony Cole Training

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price. value based sales process value-based selling business value selling

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

Using VR to Onboard Your Sales Team at Lightning Speed

Sales and Marketing Management

Onboarding new B2B sales reps using virtual reality may become the norm as companies start another year with virtual teams. The post Using VR to Onboard Your Sales Team at Lightning Speed appeared first on Sales & Marketing Management. News Featured

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More Trending

Creating Your Roadmap for Sales Success: Staging Your Sales Process – Episode 2


“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot!

So You’ve Hired Some “Green” Salespeople. Now What?

The Center for Sales Strategy

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people.

How Document Automation Improves Your Sales Process

Sales and Marketing Management

A lot more than productivity is lost when salespeople have to devote their time to manual document creation. The post How Document Automation Improves Your Sales Process appeared first on Sales & Marketing Management.

Strategic Account Planning: How to Plan for Maximum Sales


Strategic account planning is incredibly powerful! Effective account planning not only helps close bigger deals faster but most importantly, helps establish amazing relationships with customers that will carry on for years.

How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom was struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! Find out how they achieved success in Second Nature’s Customer Case Study!

Eurotainer enjoyed an outstanding year - thanks in part to the “Membrain Effect”


I love it when a client coins a phrase for us. We are extremely proud to be the sales platform for Eurotainer , a global provider of intermodal equipment for lease, based in France with offices on four continents. Case Study

How to Update Your Sales Process for 2022

The Center for Sales Strategy

In his book The Goal —author and business management guru Eli Goldratt—focuses on a concept called the theory of constraints. This theory states organizations have constraints (or bottlenecks) that negatively impact performance.

Your Most Important Sales Kickoff Is the Next One

Sales and Marketing Management

Sales kickoffs must be used to activate each salesperson's sense of purpose or companies risk getting lost in an endless cycle of onboarding. The post Your Most Important Sales Kickoff Is the Next One appeared first on Sales & Marketing Management.

4 Straightforward Sales Goals | Sales Strategies

Engage Selling

There are four straightforward sales goals that I would like to share with you. They are simple, effective and will help you set the right targets and keep you on track throughout the year. The 4 Straightforward Sales Goals 1.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

An Agile Approach to Sales Enablement Content

Sales Hacker

Content is the cornerstone of sales enablement, but creating it is a massive headache. In order to create quality content , you need talent, tools, and time – lots of it. Those are resources that most sales teams do not have, and resources that most marketing teams need to protect.

Sales Leaders: Five Steps for Instilling a Growth Mindset

Sandler Training

How do you help salespeople, who may be underpforming, to instill a mindset of abundance and growth? Here are five steps we follow. The post Sales Leaders: Five Steps for Instilling a Growth Mindset appeared first on Sandler Training. Blog Posts Customer Relationships growth mindfulness mindset

The Importance of Pitching the Perfect Sales Presentation

The Center for Sales Strategy

Sometimes, showing, more than telling, is a better way to pitch ideas and new products to potential customers and investors. This way, you can give them graphic images and pictorial representations of your pitch, which is a more engaging way to sell yourself.

Leadership, Management and Development: Reading Suggestions for 2022

Prima Resource

Our year 2021 was filled with readings that made us think, that pushed our ideologies in new directions and that opened our eyes to the hidden potential of the companies we work with.

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.

Our Latest Podcasts: Sales Tips for a Record-breaking Quarter

Force Management

If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates.

Strategies for Selling in a Recession

Selling Energy

As challenging as prospecting and marketing might seem in these new COVID-19 climate, keep in mind that not all is lost. Aside from talking to current customers and networking on LinkedIn, you can make a cold call warm, even hot, by doing your homework and noting which markets are flourishing.

Weekly Roundup: Sales Quotes, Signs Your Sales Demo is Boring Buyers + More

The Center for Sales Strategy

- MOTIVATION -. Real listening is a willingness to let the other person change you.". AROUND THE WEB -. > > 22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet – LinkedIn. A new year. The ultimate clean slate, a fresh piece of white paper, awaiting your pen.

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Empathy Is Insufficient!

Partners in Excellence

We know empathy is important in working with others, whether it’s our customers, our peers, or our people.

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Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

What’s Your Salesperson Daily Schedule? [Sales Habits!]

Marc Wayshak

What is the most valuable resource you have as a salesperson or business owner? The answer, of course, is your time. You’ve only got 24 hours in a day, and you’ve got to sleep a little…so your time is really the most valuable resource you have.

Reassessment or Resignation: Using Culture and Knowledge to Combat the Great Resignation


Cyndi Lauper put it best, Money changes everything. According to a PwC survey , the Great Resignation is centered around employees wanting an increase in compensation. PwC found that out of the 65% of employees who are looking for a new job, most of them cite compensation as a top factor.

8 Sales Books to Kick Off a Year of Growth in 2022


This post appeared originally on Sales & Marketing Management. It’s natural to wonder what the new year has in store for us.

Success Stories

Selling Energy

Telling a story about helping another customer is a great sales strategy. It not only demonstrates your willingness to be a Good Samaritan; it also proves that “this is not your first rodeo.”

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

2 questions that will end every request for a better price


I was thinking about all the things we pay for that used to be free and are still free, yet we pay for them anyway. How many can you think of? Sales Methodology

Your New 3-Part Framework for Cold Calling with Jason Bay

Sales Hacker

In this episode of the Sales Hacker Podcast, we have Jason Bay , Chief Prospecting Officer at Blissful Prospecting , a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework.

5 Metrics to Include in Your Goal Setting Playbook

Sandler Training

When you set goals for yourself, do you follow a clear process? Most people don’t. As a result, their ability to act on and achieve their goals is diminished. The post 5 Metrics to Include in Your Goal Setting Playbook appeared first on Sandler Training.

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