Sat.Mar 20, 2021 - Fri.Mar 26, 2021

Why Artificial Intelligence is the Best Way to Score Leads for Sales

Sales and Marketing Management

The customer acquisition funnel is the beating heart of any business, which is why all marketers know they have two primary objectives: getting as many potential customers into the top of the funnel as possible, and efficiently converting them into purchasers. To do this well, marketers prioritize their efforts by scoring each lead and analyzing […]. The post Why Artificial Intelligence is the Best Way to Score Leads for Sales appeared first on Sales & Marketing Management.

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Why You Should Be Delivering Value-based Stories

Hubspot Sales

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story.


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Tackling Bad Data: How Poor Data Quality Impacts Your B2B Bottom Line


You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. Wait, are they working with bad data? Businesses depend on data to fuel business growth. However, if that data isn’t clean, your marketing and sales efforts take a hit.

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Confirming the Role and Expectations When Hiring Sales Talent

Anthony Cole Training

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked. sales talent acquisition hire better salespeople sales onboarding assessing sales talent

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.

Is Your Pharmaceutical Sales Team Ready to Execute?

Steven Rosen

3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well.

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Embrace a Proven Framework for Sales Coaching Success

Sales and Marketing Management

Sales coaching can significantly improve the performance of a sales force. Sales coaching success can turn your managers into force multipliers that boost the results of your sales force.

Sales Is About Changing Habits, Start With Yours

The Pipeline

By Tibor Shanto. Salespeople’s primary goal is to deliver positive change, for their clients and employers, perhaps even in the other order. More often than not that includes changing the habits of buyers and users. Changing habits involves changing beliefs and or viewpoints.

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Make your SELF Indispensable!

Steven Rosen

Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves.

5 Questions for Influencers

Mr. Inside Sales

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake.

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 the Pandemic Has Changed Email Engagement

Sales and Marketing Management

There was a massive upswing in email volume at the start of the pandemic, and send volume continued to rise throughout 2020, according to Validity’s latest research report, “Disruption: How the 2020 Pandemic Changed Email.”

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Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

No More Cold Calling

Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker.

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What is Executive Coaching?

Steven Rosen

So What is Executive Coaching? The New Trend in Executive Development is Coaching.

Why All Digital Marketers Should Learn to Code


Technology has become a ubiquitous aspect of human existence. And a deep understanding of how technology works have become crucial for competing in the professional world. People seeking to add value through innovation depend on applications or data to achieve their objectives.

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.

Paul Nolan Interview With Michael Patrick Smith

Sales and Marketing Management

Author Michael Patrick Smith shares lessons learned from the oil fields of North Dakota on motivation, managing others and making work matter. The post Paul Nolan Interview With Michael Patrick Smith appeared first on Sales & Marketing Management. Podcast

A New Rep Profile: How Sales Leaders Are Evolving A-Players in 2021

Sales Benchmark Index

Current State. The number of A-Players an org has can make or break a sales leader’s ability to make their number. This, of course, has remained constant through the pandemic (80/20 rule). Leaders grapple with not having enough A-players in their.

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Podcast 190: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers

John Barrows

We’re keeping it in house for this week’s episode! JB Sales CRO Chris Merrill takes over and talks with Leslie Douglas, Director of Sales Training, and Meg Holsinger, Director of Customer Success.

What psychology tells us about being a better sales leader


As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details. Sales Psychology

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.

Mike Carroll: Sales Manager or Sales Coach

Sales and Marketing Management

In this episode Mike Carroll discuss is the difference between being a sales manager and a sales coach. The post Mike Carroll: Sales Manager or Sales Coach appeared first on Sales & Marketing Management. Podcast

Finding, Growing, and Keeping Effective BDRs

Sales Benchmark Index

If you are not using BDRs, you probably have at least considered them. I have worked with many clients who have deployed them to marketing to qualify leads and to sales to prospect ideal target accounts. But what separates BDRs.

Buyer Personas: Tips to Make Them Work Better for Your Sales Team

Sales Hacker

“This is Terry the Tech Exec. 54 and married with two kids. Terry hates Twitter, eating at his desk, and traffic jams. But Terry does love a good game of golf, eating Smarties, and hanging out with his two labrador retrievers.”. Newsflash: buyer personas are useless.

21 Pieces of Advice from All-Time Great Entrepreneurs

Hubspot Sales

Entrepreneurship might seem like the business equivalent of trying to navigate uncharted waters — and in some respects, that's accurate. Entrepreneurs are assuming tremendous risk, putting a lot of faith in themselves, and paving a lane within whatever industry they're trying to crack.

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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.

How CEOs Can Improve Sales Leadership

The Center for Sales Strategy

Did you know that there are over 195,000 CEOs employed in the United States? Most people start their own business or work their way to the top to be their own boss. Even as the boss, you have major responsibilities to handle.

What is Key Account Management? [+ Checklist]

RAIN Group

Your team just won a new logo! Congratulations! This one has buzz.

6 Roadblocks and Solutions for Better Marketing and Sales Alignment

Sales Hacker

The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients.

6 Revealing Sales Follow-Up Questions to Use on Your Next Call

Hubspot Sales

If you've done your pre-call prep work, you probably put together a list of sales questions to ask your prospect an hour or two before your appointment. That's good -- preparation is an important key to success in sales.

[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 | Media Sales Report | Company Culture and Employee Engagement

The Center for Sales Strategy

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 Media Sales Report.

Three steps to improved negotiation and sales success


What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. Sales Process

WEBINAR: John Barrows and James Buckley host “How to Increase Win Rates When Selling to Decision Makers” [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows and James Buckley host “How to Increase Win Rates When Selling to Decision Makers” [Coming Soon!] appeared first on JB Sales