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.

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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 193

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!

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.

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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 282

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

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.

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.

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.

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.

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. .

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

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.

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.

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.

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.

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.

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.

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.

Professional Development Books to Help Build Your Business Library

The Center for Sales Strategy

Whether you’re a veteran in your career or just starting out, one of the most helpful things you can do is continue your professional growth. Our team enjoys many forms of professional development , and we find one of the quickest ways to grow is by reading.

11 Points of Failure in the Sales Conversation

Anthony Iannarino

Selling is a conversation, albeit a complex, sometimes difficult one. There are a lot of different ways you can fail throughout the conversation. Here are 11 ways you can fail during the sales conversation. Failure to Convey Value.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

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 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.

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

How to Create Your New Normal

Anthony Iannarino

Over the last three months, we’ve been living with—and through—extraordinary events like none we have ever experienced. Our response to these events has been equally remarkable, even though we made mistakes along the way. It can take time to learn what you need to know to adjust your response.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Use a Scorecard to Qualify Leads and Improve Your Remote Sales Strategy (Part 1)

Miller Heiman Group

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all.

PODCAST 113: Secrets to Great Leadership During a Pandemic and Beyond with Barrett Boston

Sales Hacker

This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet. A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company.

Networking for Success or Who’s In Your Room?


Our next Sales expert insight interview with Dr. Ivan Misner and hosted by John Golden go over the in’s and out of networking for success – who’s in your room, the secret to creating your best life. Our Host.