Sat.Dec 21, 2019 - Fri.Dec 27, 2019

Increase Team Accountability With These 4 Simple Hacks

Sales Hacker

Do you ever wonder if your reps are on track to hit their quota ? How many times a week do you ask your reps: . Where are we?” . How’s your call number?” . What’s entered the pipe ?” . Are you on track to hit your quota?”.

The Harder the Questions; The Easier the Sale


Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing? Sales Process Sales Management

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How to Human: Key Tips for Humanizing Your Sales Strategy


The average person sees around 5,000 advertisements a day. Whether it’s online, on a billboard, on the radio, or on television, we’re inundated with marketing techniques from the moment we wake up until the moment we fall asleep. People have adapted.

How Your Good Intentions Compromise Your Sales Culture

Anthony Iannarino

There are times when an operations team can become overwhelmed by the volume or the difficulty of their work. They fall behind, and sometimes, they fail their clients or customers.

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!

Your Objections Archive

Selling Energy

Creating and maintaining an Objections Archive™ is just as important as creating and maintaining a Success Story Archive™. These are indispensable items to have at your disposal when you’re discussing potential solutions with a prospect.

More Trending

Unboxing Days

The Pipeline

By Tibor Shanto. For many, Thursday will be Boxing Day , a good time for salespeople to think about how they will break out of their box next year? The New Year brings hope and new quotas, you know the drill, more expected in the same exact amount of time.

A Deal Desk Is the Secret to Maximizing Efficiency for Your Sales Teams

Sales Benchmark Index

As a sales leader, you are always looking for ways to make your team more productive. At the end of the day, you want your sales team to be data-driven, you want them to react in real-time, and you want. Article Sales Strategy Uncategorized

The Benefits of Critical Thinking When Engaging with Buyers


This is what you can expect when you work to build your mental might and eradicate lazy thinking. critical thinking in sales critical thinking skills the benefits of critical thinking

Is There A Good Time To Offer Discounts? What To Do In A Stalling

MTD Sales Training

Episode 41: Is there a good time to offer discounts? What to do in a stalling. In this episode we look how giving discounts can actually be beneficial. Our Skillspill takes a look at what to do if you find your negotiations are stalling at any point. And our Inspire Me quote comes from Maya Angelou.

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.

If You Want Your Sales Team to Be Effective, Focus on Business Acumen

Sales and Marketing Management

Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. Sellers need business acumen: a customer-specific grasp of business objectives and the metrics a customer uses to measure success. .

What Your CRO Needs From Revenue Ops for SKO

Sales Benchmark Index

Sales Kickoffs are right around the corner. It’s the culmination of months of strategic planning and the catalyst for next year’s revenue growth plan. It’s a tremendous opportunity to align your commercial organization and energize reps about this year’s new.

Happy Holidays!

Mr. Inside Sales

Just a quick holiday greeting to all our readers: We hope you have a very merry Christmas (if you celebrate), and a wonderful and safe New Year. It’s our pleasure to post a tip once a week, and we sincerely hope it helps make your selling careers easier and more enjoyable.

What Is Sales Enablement?


Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes.

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.

5 Things to Regularly Review On Your B2B Website

Sales and Marketing Management

Author: Susanna Kemp Whether you’re a startup or an established B2B enterprise, a powerful company website is crucial for success. It’s the hub of all marketing activities and often provides the first impression of your company to potential customers and partners.

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A Superior Strategy to Refusing an RFP

Anthony Iannarino

On one end of the spectrum, there are those who believe they should passively wait for a Request for Proposal as the single best way to acquire clients. On the other side, some refuse to respond to RFPs altogether, believing it is a waste of their time unless they helped write it.

Gap Selling Delivers BIG Results

A Sales Guy

I love the success stories I get from people who’ve read Gap Selling.

How Badly Do You Want It?

Grant Cardone

This story will leave you with NO excuses going into 2020. Maria Da Conceicao is a Portuguese woman who came from NO money but today supports a school in Dhaka, Bangladesh. As an orphan at a young age, she was adopted and raised by a house cleaner. By 15, Maria was also cleaning houses.

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.

Do You Make Leadership Mistakes Like Freddie Kitchens?

The Center for Sales Strategy

We often use sports to relate to management behaviors to avoid. Reflecting back to 2011, there’s How to Build a Winning Team for your Sales Organization, then there's, Do You Onboard New Sellers Like the Cleveland Browns Onboard New Quarterbacks?

The Ultimate Improvement to Your Morning Routine

Anthony Iannarino

The idea of a morning routine is growing more popular, as more people become aware of the value of setting yourself up for success.

19 sales articles we published in 2019 that will help you win in 2020

Another year is in the books—so it’s time to ready your sales game-plan for 2020. In this post, we look back at the sales posts and topics that sparked the most engagement in 2019.

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To Facilitate Peer-to-Peer Learning, Trainers Must Sometimes Step Aside


It’s time for all of us who no longer spend our day in “the arena” cold calling prospects and venturing out on sales calls to accept a reality: when it comes to sales readiness , no sales trainer or enablement professional can command the same level of engagement among an audience of salespeople as a rep can.

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.

Sell like a Psycho(Therapist): 3 Counseling Techniques to Crush Your Quota

Sales Hacker

Top salespeople do a LOT of listening ? so much, in fact, that sometimes it can start to feel like a therapy session. We poured over the American Psychological Association’s 14 qualities of an effective therapist and found something kinda crazy (pun intended).

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7 Things You Should Resolve To Quit In The New Year

Anthony Iannarino

Around this time of year, people start making resolutions, which is not the same thing as actually committing to something and building the discipline to sustain it long enough for it to transform you. Mostly, people commit to stop doing something they believe in some way harms them.

Be Shameless


Sales isn’t for the faint of heart. If it were easy everyone would do it. To truly excel you need to listen, ask direct questions and be diligent in your follow up. When a hot prospect goes dark or you need to hit quota, this is the time to be shameless. I don’t mean to be needy or appear weak.

Improve Your Company Culture in 90 Days or Less: Part 3

The Center for Sales Strategy

In part one of this three-part blog series, we addressed the overall power of employee engagement. In part two, we learned how transparency could be used to boost overall employee engagement.

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!

Take a Step Back at the End of the Year | Sales Strategies

Engage Selling

December is truly a great time to stop and think about ourselves and our businesses from a marketing perspective as a salesperson, which we often don’t do.

The Value Of Love Expressed As Compassion

Anthony Iannarino

The woman who lived in the apartment behind ours was raising three kids by herself, two boys who were about my age, around thirteen, and their younger sister. She had married an American soldier who brought her to America, and not too many years later, he left her with their three children.

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Tis’ The Season


While anyone that isn’t in sales is enjoying the common stresses of the holidays, outside salespeople are fearing missing their quota for the year. The pressure is on to close, close, close. For salespeople that focus on building relationships and not burn and churn, the pressure is a lot less.

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