Sat.Apr 03, 2021 - Fri.Apr 09, 2021

Stop Selling Like You’re In Stockholm

The Pipeline

By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. So, how does this apply to sales?

SME 199

Virtual Selling: Is this as good as it gets?

Performance Sales and Training

According to Gartner, 80% of B2B sales are expected to take place virtually by 2025. Don’t believe me?! Check out their projections here. Very few sellers I know will be applauding this news.

Tools 72

Sign Up for our Newsletter

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

The 3 Layers of Sales Questions and How to Use Them

Hubspot Sales

Lasagna. It’s a family favorite that’s full of flavors. With each layer of pasta, sauce, and cheese you uncover more deliciousness than the layer before. But what’s all that got to do with selling to people? I’m glad you asked. See, your prospects are a lot like lasagna.

Buyer 104

Managing 80/20 Prospecting Time to Increase Sales

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Your Martech Stack Isn’t Complete Without This Tool

Sales and Marketing Management

Marketers have an opportunity to make their stack smarter and more innovative by adding tools that spark and empower creativity. The post Your Martech Stack Isn’t Complete Without This Tool appeared first on Sales & Marketing Management. News Featured

Tools 156

More Trending

MUST READ: Are Assessments as Evil as the Persona Movie Suggests?

Understanding the Sales Force

Suppose you made a movie about cars and decided to feature the 1970's era Ford Pinto, arguably the most dangerous car ever made.

Film 199

Qualifying Prospects: Can We Just Kill BANT?


Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process.

5 Things to Know About Using Video for Sales

Sales and Marketing Management

Use of video in sales presentations will rapidly increase in 2021. It’s time your sales team learns how to benefit. The post 5 Things to Know About Using Video for Sales appeared first on Sales & Marketing Management

Video 131

How Market-Leading CROs Are Using AI to Outpace Their Competitors

Sales Benchmark Index

Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to.

Leads 181

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!

How to Get Your Audience to Fall in Love With Your Virtual Event

Understanding the Sales Force

Do you remember April 1, 2020? The entire world was in lockdown and at Objective Management Group (OMG) we had just ten days to figure out how to convert our annual four-day international conference for sales experts to a three-day virtual event over Zoom.

Podcast 192: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company

John Barrows

Our guest this week is Brian Gil, SVP, Operations at Articulate. Brian shares how growth and trajectory dramatically changed for Articulate when he joined over eight years ago, and what it’s like to break ground on a new product, a new process, and a new vision.

Sales Calendar: 3 Reasons You Need One

The Center for Sales Strategy

You mean well. You want to do it better this year. But, somehow every year, it gets away from you. We all have good intentions each year to do a better job planning, selling, and tracking all of the major sales opportunities for our organization.

Sales Training: Why You May be Struggling to Deliver

Smart Selling Tools

Sales Training: Why You May be Struggling to Deliver. By John Moore, The Collaborator. Are you struggling to deliver training that leads to positive, measurable outcomes? You are not alone. Most training fails to deliver long-term impact.

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.

6 Ways to Get Fired Up for Your Next Sales Call

Hubspot Sales

As a natural introvert, I had some trouble setting my sales career in motion. During my first month or so as a BDR, I rolled zeroes for quota every week. It took a lot out of me, but as much as I struggled to find my bearings on my calls, I didn't let my nerves get the best of me.

Quota 97

Don’t Be One of “Those” People


If you’re not nurturing relationships, you’re throwing away good business and hot referral leads. Sales Methodology

Solving the Marketing/Sales Attribution Problem Once and for All

Sales Hacker

If you’ve worked at a B2B company that uses an ABM strategy for their Go To Market and has an SDR team you have inevitably run into the problem of lead attribution. In B2C or e-commerce these problems exist, too. Was it the Facebook ad that helped us drive the sale? Or was it the blog, or the TV ad?

March Round Up: In Case You Missed It…

Shari Levitin

Spring has sprung…and so has the time of year when people turn to “spring cleaning” to remove clutter from their homes while re-emerging from the glum of winter. But what if I told you that spring cleaning isn’t just for your personal space?

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.

Weekly Roundup: Good Onboarding Leads To Better Employee Retention, Grow Your Local Brand As A Media Company + More

The Center for Sales Strategy

- MOTIVATION -. Don't watch the clock; do what it does. Keep going.". Sam Levenson. AROUND THE WEB -. > > Why Good Onboarding Leads To Better Employee Retention – TinyPulse. The process of hiring and retaining employees is never easy.

What is anchoring bias and what do salespeople need to know about it?


Have you ever watched a home shopping network? I don’t have a lot of time to sit around watching other people hawk made-for-TV items, but I find it fascinating that these are such effective sales tools. Sales Psychology

The top 10 skills every digital marketer should have


Like driving a manual transmission or anything theremin-related, there are tons of skills that go out of style. However, in the world of digital marketing, there are plenty of skills that withstand the test of time too.

God Uses Broken Things | How to Grow From Adversity

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount focuses on brokeness and the two common mindsets of highly successful people and how to grow from adversity. This past week I stumbled on this quote passage from Vance Havner.

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.

Why Your Salespeople Need a Cold Calling Playlist (Playlist Included)

The Center for Sales Strategy

Scientists say music changes mood, motivation, cognitive processing , and the ability to retain informat ion. Additionally, music just make s work more fun and time fly!

How I Try to Hire Without Bias

Sales Hacker

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. For the first time in my life, I was in charge of vetting and hiring new team members at scale. This was a big challenge for me because I am very passionate about hiring without bias.

Churn 84

10 Laws for Planting Seeds of Personal and Professional Growth

Sandler Training

While planning our Summer harvest, let’s consider 10 Laws for Planting Seeds of Personal and Professional Growth. The post 10 Laws for Planting Seeds of Personal and Professional Growth appeared first on Sandler Training.

6 Entrepreneurship Myths to Leave Behind in 2021, According to Successful Founders

Hubspot Sales

Perform an online search for 'advice for entrepreneurs' and over 149 million results pop up. Sprinkled among those tips are hundreds of entrepreneurship myths that don't hold true for today's founders. Even worse, the advice is often vague and lacks in-depth insight. Challenge yourself.". "Do

Sage 81

[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.

Improving Sales Performance | Targeting a Vertical Market

The Center for Sales Strategy

Vertical targeting is one of the most effective ways to capture a focused, intent-driven audience. You can use specific messaging tailored for that segment and curate the content to cater to your target market’s unique needs and interests.

There is No Excuse for Being Blindsided | Sales Strategies

Engage Selling

I’ve been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn’t see it coming.

Play Pepper and Practice Sales Skills

Sales Manager Now

In this Sales Leadership Quick Tip video, I want to share a game you can play in your sales meeting called “Pepper”. Pepper is a game I use to practice sales skills in sales meetings. Or it can be used… The post Play Pepper and Practice Sales Skills appeared first on Sales Manager Now.

Video 78