Sat.Jun 06, 2020 - Fri.Jun 12, 2020

Companies Are Building Outbound Sales Muscles During COVID-19 Pandemic


Like it or not, COVID-19 has forced businesses to adapt. . Video conferencing and cloud-based technologies are seeing a massive uptick in usage since mid-March. As companies do what needs to be done to survive, they turn to solutions they’ve never used before.

New Legs On An Old Stool

The Pipeline

By Tibor Shanto. Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. The idea is to establish contact and some relationship with people across both the buying and selling organizations.


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

The Prospecting Problem: Balancing Inbound and Outbound Sales Strategies

Sales Hacker

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. What you actually need is a strategy that incorporates both. Prospecting is something every sales organization needs to master. Without it, there would be no deals to close.

Call a Sales Audible!

Anthony Cole Training

In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.

Course 190

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.

Coaching the Sales Process: Overlooked Points in the GROW Step

The Center for Sales Strategy

Grow, t he sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients.

More Trending

Remote Selling Tips for B2B Sales Teams


Many sales teams have been working at home for an extended period of time. Here are 6 tips for B2B sales reps to succeed with remote selling

B2B 68

67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement.

Sales 286

Prospecting, Mistakes You Need to Avoid Now

Mr. Inside Sales

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. You know, that desperation sales people have when they finally get someone on the phone.

How to use account planning to improve customer success


When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor. Sales Management

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

The Real Reason Why So Many Salespeople are So Bad at Selling

Understanding the Sales Force

Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm.

How a CRO Balances Growth from Legacy and New Products

Sales Benchmark Index

For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.

67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement.

Sales 156

ZoomInfo Data: Schools & Churches May Dump Video Calls After the Pandemic


This is a preview of a post published on our Medium page. Read the full article. For many, it’s a familiar experience by now: Thumbnails of a dozen or more people staring back on a computer screen, digitally discussing the matter at hand.

Data 151

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

We are the sum of our actions, not our words

Sales and Marketing Management

Author: Paul Nolan Editor’s Note: Just as I resolved to live with the unending loop of coronavirus-themed commercials from the Walmarts and Amazons of the world praising their frontline employees (whom they had to be pressured into paying something close to a livable wage), the George Floyd murder and subsequent protests happened.

What a World-Class Customer Onboarding Process Looks Like

Sales Benchmark Index

Customer Onboarding is a crucial activity for customer success teams. In fact, within SBI’s 4-Step Customer Success (CS) Strategy, successful Customer Onboarding is the #1 factor in ensuring that customers achieve their desired outcomes. Yet, if you were to ask.

One Word Changed His Sales Results

Anne Miller

Can one word really make the difference between engaging or losing a customer? Roger Weisman, Solar Energy Consultant, knows it can and when I heard his story, I knew I had to share it with you. .

Podcast 151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company

John Barrows

Like everything in the world over the past few months, business has been tough. Leading a company and multiple teams is not easy, but it’s certainly been tougher to do both of those things of late.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

How Sales Leaders Can Motivate Younger Employees through Purpose-Driven Incentives

Sales and Marketing Management

Author: Leeatt Rothschild Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce , and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too.

The Business Case for Diversity & Inclusion

Sales Benchmark Index

The best leaders will tell you that they don’t want a bunch of “yes men” on their team. They encourage new ideas and debate because they understand that innovation happens not when people agree, but when there’s a difference of.

6 Key Communication Skills You Need to Succeed in Sales

Sales Hacker

It’s easy to see communication skills as a gift — either you’ve got them or you don’t. But communication skills can make or break your success. If you’re a skilled communicator, you’re more likely to be perceived as an expert.

Groups 101

When Is the Best Time to Make a Cold Call?

Anthony Iannarino

There can be no doubt that making an effective cold call isn’t easy. It isn’t easy to get the contacts that work for your dream client’s company to answer the phone, let alone agree to a meeting. When people ask this question, they are looking for help in two areas.

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

Banish farmers and farming!


No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. Sales Management

Is Your Partner Marketing Strategy One-Size-Fits-All?

Sales Benchmark Index

Companies often sign up channel partners without considering how they fit into a holistic go-to-market strategy. As a result, Marketing leaders often find themselves trying to deliver one-size-fits-all marketing support to a complex web of channel partners that bear no.

The Most Opportune Time Ever For Changing Organizational Culture

Integrity Solutions

There’s never been a better time to step up to more transformative culture change — to increase transparency and shift the culture with a greater focus on customers, employees and the community. By Bob McCarthy.

Powerful Virtual Sales Conversations: Preparing Yourself Before the Conversation


With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity?

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

The Difference Between an Objection and a Heckle | Sales Strategies

Engage Selling

In this week’s Sales Leader, I examine the difference between an objection and a heckle. Objections Versus Heckles An objection comes after a substantive discussion. It’s a legitimate question you have to answer.

The What, Why and How of Trigger Events in Outbound Sales


In sales, being lucky is in your hands. Your expertise, your networks, and your contacts will boost your luck-o-meter, but when the stars are not aligned—and usually they aren't, tapping into modern technologies and data will undoubtedly increase your chances of closing a deal.

Are You An Order Taker or An Order Getter? Here's the Difference

Hubspot Sales

Question for you — what makes someone a good seller? Is it their ability to prospect, how they can deliver a sales pitch, or being a master at the upsell? All of these traits and more can make you a better salesperson.