Sat.Sep 11, 2021 - Fri.Sep 17, 2021

3 Keys to Virtual Sales Success

Alice Heiman

FACT or FICTION: Virtual Sales are HARD. . A recent Gartner research study cited that “An overwhelming 93% of sales reps are experiencing significant virtual sales challenges.” ” . My friend Lauren Bailey posted about this on LinkedIn, and I responded with utter disbelief. .

The Choice is Yours.

Sales and Marketing Management

Choose Success for Your Sales Incentive Program. The post The Choice is Yours. appeared first on Sales & Marketing Management. Special Report


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Do You Have a Sales Action Plan?

Anthony Cole Training

A goal without a plan is only a wish. An effective sales action plan starts with collecting, measuring, and inspecting key success metrics that directly impact the end goal. sales metrics sales action plan

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The Chainsaw Massacre and Building Sales Teams

Understanding the Sales Force

I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create a hinge and made the final cut in the back to take it down. Only it didn't go according to plan.

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Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with Second Nature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

Building Remote Relationships and the Broken Virtual Communication Loop

Julie Hanson

If you’re finding it difficult to build remote relationships with customers, partners and teams and – you are not alone. Of course, there are the ongoing challenges to virtual relationship building – lack of eye contact, missed (or mixed) signals, and inattentiveness, to name a few.

More Trending

Sales Leadership Series with Bernie Weiss, President at iHeartMedia New York and Author

The Center for Sales Strategy

What do selling and tennis have in common? Bernie Weiss, President at iHeartMedia New York and Author of Ace It! How Sales Champions Win New Business answers that question, plus offers some sales performance tips. Tune in now or keep reading for a brief overview. sales performance

The Sales Compensation Plan from Hell and How to Improve It

Understanding the Sales Force

Have you ever attempted to complete a jigsaw puzzle when the entire puzzle is a solid color? You dump all the pieces on the table and say to yourself, WTF? Have you ever come to a strange intersection and the signs are pointing in every possible direction?

Your best accounts – getting more from less


For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%.”. Account Growth Planning & Execution

Money Doesn’t Always Change Everything

Sales and Marketing Management

Continued remote work, a tight labor market and increased employee burnout have made companies’ non-cash recognition efforts more important than ever. The post Money Doesn’t Always Change Everything appeared first on Sales & Marketing Management. Special Report

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

How To Build Your Salesforce For The First Time

Predictable Revenue

Doug C. Brown, CEO of Business Success Factors, explains the process to avoid common mistakes when building your sales organization for the first time. The post How To Build Your Salesforce For The First Time appeared first on Predictable Revenue.

Why (and How) We Started Asking Our AEs to Source 30% of Pipeline

Sales Hacker

It was like the earth just stopped spinning. Time froze. Pipeline disappeared out of thin air, like it was never there to begin with. COVID-19 pandemic changed everything. In a matter of days, hundreds of billions of dollars of our customers’ pipelines simply vanished across the globe.

Applying the lessons of mycorrhizal fungus to the problems of sellers and buyers


Ever since my son told me about how mycorrhizal fungi work with trees to exchange nutrients, I have been fascinated by the parallels between fungi and the sales profession.

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September 2021 – Merchandise

Sales and Marketing Management

Marine Star Automatic The Marine Star collection’s classic styling features bold accents, automatic movements and iconic dial patterns, all with a minimum of 100 meters water resistance. Sailing watches designed with functionality and style in mind available in a variety of designs.

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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.

Weekly Roundup: Enough Pipeline to Meet Quota, Importance of Candidate Feedback + More

The Center for Sales Strategy

- MOTIVATION -. Don't worry about failure. You only have to be right once.". Drew Houston. AROUND THE WEB -. > > Does Your Sales Team Have Enough Pipeline to Make Quota? Selling Power.

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Marketing Accountability: Can Sales Afford Not Knowing the ROI on Marketing Spend?

Sales Hacker

COVID-19 the catalyst for profound and sustainable changes in marketing’s way of working. The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past.

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Improve your Sales performance: The Importance of Tracking & Analyzing Sales Metrics


Publish by: Sagar Pradhan, Growth MarketerPublish date: 16th Sept 2021 The importance of analyzing and tracking sales cannot be ignored. Hence, making it a preference, the sales companies can achieve the following things. So, let’s begin the article to explore more.

September 2021 – Incentive Solution Providers

Sales and Marketing Management

Let’s Rally! Quality Incentive Company (QIC) creates and administers recognition and incentive programs that motivate people, inspire higher performance and deliver results. Let’s rally. Contact QIC at 800-621-9745, email or visit

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Value Is Not A Destination

Partners in Excellence

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution.

How I Reduced My Sales Team’s Objection Rate by 254%

Sales Hacker

Most sales coaching is a waste of time. I’m sorry, but it is. Sales managers pick topics at random and jump between reps without much thought or planning. But I’m not blaming managers. The problem is that old-school sales coaching is designed to fail.

Get More Qualified Sales Prospects And Stop Chasing Your Tail

Predictable Revenue

An efficient sales process that consistently gets qualified prospects can quickly hone in on the prospects that are more worthwhile to chase. The post Get More Qualified Sales Prospects And Stop Chasing Your Tail appeared first on Predictable Revenue. Blog Sales & Marketing Strategies

Remove the Mystery from Cold Calling

Sales and Marketing Management

The myth of cold calling is that persistence wins out. In reality it simply burns people out. Timing cold calls properly opens up more opportunities for conversations as well as conversions. The post Remove the Mystery from Cold Calling appeared first on Sales & Marketing Management.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Sales Talk for CEOs: The Importance of Understanding Sales with Steve Benson (S1:EP7)

Alice Heiman

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Steve Benson, the CEO of Badger Maps , the #1 route planner for field sales. Steve and Alice discuss the importance for CEOs to have a background in sales when starting out and growing their company. .

Motivating Salespeople in a Hybrid Environment

Sales Readiness Group

Many companies are wrestling with the question about what their future work environment looks like as they emerge from COVID-19 restrictions. Preferences are mixed, but many employees want to keep working from home at least part of the time. Sales Management Sales Coaching Managing Performance

New Research Now Available on Improving the Hybrid Work Experience


What have we lost in replacing the office-first approach with a remote-first one? Two years ago, we might have assumed that a fully remote or even heavily remote hybrid work environment would be a productivity and company culture death knell.

Experiences Will Always Motivate People to Excel

Sales and Marketing Management

Polls show people want to travel again, but on their terms and timeline. The post Experiences Will Always Motivate People to Excel appeared first on Sales & Marketing Management. Special Report

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The Blueprint for Better Sales Onboarding

Onboarding – every company does it, but a shockingly few do it really well. So the question is – how do you break the cycle and onboard salespeople in a way that actually works? This exclusive eBook provides 6 steps to better sales onboarding. Download the eBook today!

10 Tips for Creating a Stellar LinkedIn Profile

Selling Energy

Unlike Facebook and Twitter, which can be a chaotic blend of personal and business content, LinkedIn is the perfect social media channel for business professionals. sales tips sales sales success Social Media recession selling

Sales Proof of Concept (POC): 5 Ways to Drive More Revenue

Sales Hacker

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal.

Sales Lessons From Nick Saban

Janek Performance Group

“Winning isn’t everything, it’s the only thing,” is a quote you will never hear Nick Saban say. Because Saban is committed to the process, not the outcome. The secret that Saban learned and sales teams can benefit from is that a process-focused team will outperform an outcome-focused team.