Sat.Jun 26, 2021 - Fri.Jul 02, 2021

How To Improve Your Inbound Lead Qualification


“The perfect qualified lead is someone who fills out a form with a great decision-making title, who understands the pain points that their company is experiencing, and is doing some kind of outreach that we could help them with.” – Morgan Schuler, inbound sales development manager at ZoomInfo.

What a Thought Leader Does

The Center for Sales Strategy

We’re all guilty of throwing around the terms “thought leader” and “thought leadership.” These days the terms are so often used that we forget what they actually mean. In fact , Inc Magazine states that the term "thought leader" is one of the most misunderstood titles in business.


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Improving Sales Performance - IMPACT Your Sales Process: Sales Structure

The Center for Sales Strategy

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. Is your current sales structure designed for the results you want?

Sales Success: Declaring Independence from Your Personal Obstacles

Anthony Cole Training

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire. Qualifying skills How to Increase Sales sales commitment increase sales

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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.

5 Ways to Save Time Recruiting Passive Candidates


You’re five months into your recruiting cycle. The position you’ve been assigned — Director of IT for a highly specialized but unknown software company located in rural Minnesota — is proving impossible to fill. . You sit at your desk on a warm summer day, browsing LinkedIn for the umpteenth time.

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Why I’m Grateful for Referrals—and for YOU [Q2 Referral Selling Roundup]

No More Cold Calling

Plus, what you might have missed from No More Cold Calling. I learned a lot more about gratitude after recently celebrating the 25th anniversary of No More Cold Calling. People told me how much I impacted their lives and businesses.

3 Things Your Prospects Aren’t Telling You

Shari Levitin

Since the Covid-19 pandemic, people everywhere have learned to swap the physical world for the virtual world in a matter of months. I’ll bet you have, too. No doubt you’ve changed the way you shop, exercise, eat, travel, watch movies, and more.

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Recruitment Productivity: Where Are You Wasting The Most Time


Recruitment is an art and a science. It’s also complex and time consuming. One badly sourced candidate can set recruiting back months. But the reward for finding the right candidate? It’s a feeling of triumph. What’s Eating Up Your Time?

Cut through the Clutter with Text Message Marketing

Sales and Marketing Management

Text messages invoke strong customer engagement, don't compete with spam, and reach prospects where they're at. The post Cut through the Clutter with Text Message Marketing appeared first on Sales & Marketing Management. News Featured

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.

Sales Initiative Implementation Traps

Sales Manager Now

I want to discuss two sales initiative implementation traps you can get into when you’re implementing a new sales initiative.

Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021

Sandler Training

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.

Recruitment Productivity: Where Are You Wasting The Most Time


Recruitment is an art and a science. It’s also complex and time consuming. One badly sourced candidate can set recruiting back months. But the reward for finding the right candidate? It’s a feeling of triumph. What’s Eating Up Your Time?

Why B2B Marketers Should Embrace E-Commerce

Sales and Marketing Management

B2B e-commerce does more than create a path for your customers to buy your products online. The post Why B2B Marketers Should Embrace E-Commerce appeared first on Sales & Marketing Management.

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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.

Be A Change Agent

Sales Manager Now

Change is Inevitable, Simple, But Not Easy. For salespeople, to change is no different for us than anyone else. It’s hard. Really hard. And it is especially hard when you don’t want to change. You’ve heard the phrase “change agent”.

How to stop dropping the ball and start engaging more effectively


Keeping track of, and nurturing, key relationships is critical to growing business within key accounts and selling to new customers in a complex b2b environment.

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What is Conversational Marketing?


Conversations have always been at the heart of our most authentic relationships. Whether it’s a business deal or a personal connection, they are a driving force to solidify a foundation of trust.

The Reverse Sales Coaching Model Builds Ability & Confidence

Sales and Marketing Management

From prospecting to closing, getting results from training requires a comprehensive understanding of the actions necessary to facilitate the behaviors you're after. The post The Reverse Sales Coaching Model Builds Ability & Confidence appeared first on Sales & Marketing Management. Sales & Marketing Podcasts

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!

Remote Selling Viewpoints with Greg Keshian of Brainshark; a Sales Readiness Platform

Smart Selling Tools

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling.

Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies

Engage Selling

I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition.

A Conversation With Arjun Pillai: What You Need to Know about ZoomInfo Chat


Imagine a chatbot that identifies your website visitors and their company, qualifies them based on your criteria, engages them based on data-driven insights, sets up meetings, and even notifies your sales team when they are ready for a conversation.

The New World of Hybrid Sales Requires Brushing Up On Some Old Skills

Sales and Marketing Management

Shawn Channell of Just Launch Training and Consulting says the pandemic revealed to sales managers and their reps that they need to fine tune their skills in communicating with prospects other than face-to-face. The post The New World of Hybrid Sales Requires Brushing Up On Some Old Skills appeared first on Sales & Marketing Management. Sales & Marketing Podcasts

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.

Here’s What Happens When Your Sales Forecast Tactics Are Flawed

Sales Hacker

Everyday business leaders attempt to understand and predict when revenue will land. But the reality is that human-based forecasting is subjective and error-prone. A miss in a sales forecast creates pessimism in your market and might impact how your company allocates resources.

Your Sales Team Should Be Leading Your Company’s Digital Transformation


This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Don’t Buy In to These 5 Virtual Selling Myths


What separates great sellers from average performers? Their mindset. In the final analysis, it’s what people think that ultimately matters more than anything else, in my experience. So, why am I diving into the myths of virtual selling ? The thing is these myths can impact your thinking.

Financial Freedom Starts With You

Grant Cardone

July the Fourth is a celebration of independence and freedom for the citizens of the United States of America. We come together to bask in the glory of freedom and how it has changed our lives over the years. Free to live, work, and play; to dream and follow our goals. .

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 Dreaded RFP: Where Value Selling Goes to Die?


I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?”. Sales Management

You’ve Worked Too Hard to Have Your Content Stolen

Fill the Funnel

Before you head out for the July 4th holiday, I wanted to get this into your hands if you have a WordPress website. In the video above I share a recent, real-life example of a colleague of mine that has experienced a huge loss in his business. A thief has taken all of his award-winning […].

The End of One-Size-Fits-All Sales Enablement


2020 was a transformational year for sales organizations. The challenges caused by COVID-19 launched a boom in virtual selling and an estimated 90% of B2B sales are now virtual. > > Watch Now: How to Use Rep-Centric Sales Enablement to Future-Proof Your Revenue Engine.