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

6 Reasons Accountability is Missing in a Sales Team

Sales Manager Now

Most salespeople are fine with being accountable. However, a sales manager might see it differently. It seems the team does not hold themselves accountable or meet expectations. There are reasons for that.

Stop Freezing Out Leads: Tips to Warm Up Your Cold Calls

Sales and Marketing Management

As consumer privacy regulations get tighter, sales and marketing teams will have to work together more closely to warm up cold calls and build resilient and valuable customer relationships. The post Stop Freezing Out Leads: Tips to Warm Up Your Cold Calls appeared first on Sales & Marketing Management.


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How Can Sales Coaching Improve Business Results?

Predictable Revenue

Sales coaching is focused training that maximizes your team’s potential. What if each member of your sales team improved by just 5% after receiving some coaching? It can help you unlock a substantial amount of revenue. The post How Can Sales Coaching Improve Business Results?

My Most Popular Sales Article of the Last Ten Years

Understanding the Sales Force

This is my annual nutcracker post. I first wrote the article in 2011 and people loved the analogy between the Nutcracker and a sales call. I make minor modifications to the article each year as current trends, best practices, and recent data dictate.

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

Four Activities of Top-Performing Banks

Anthony Cole Training

According to the Objective Management Group, there are four critical things that separate high-performing banks from others in the industry in terms of their sales and revenue growth. Sales Process sales skills assessment

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Mediafly Announces Definitive Agreement to Acquire InsightSquared

Smart Selling Tools

Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams. Mediafly & InsightSquared join forces to help revenue teams improve forecast accuracy, enhance buyer engagement and increase revenue production.

What are Priority Issue Profiles - and why do you need them?


Many of you will be familiar with the idea of having an Ideal Customer Profile - and if you’re not, you should be.

3 Tips for Showing Gratitude in Sales

Sales Hacker

Showing gratitude isn’t just a nice thing to do – it also makes an impact. . According to a study by Harvard, “expressing gratitude helps people feel positive emotions, relish good experiences, improve their health, deal with adversity, and build strong relationships.” .

Making Business Connections Through Gifting in the New Year

Sales and Marketing Management

How companies connect with their customers in the new year will reflect the changes and shifts of the last two years. Companies that have paid attention to their clients' habits and reactions and that get more personal in their messaging as a result will perform better than competitors that do not. The post Making Business Connections Through Gifting in the New Year appeared first on Sales & Marketing Management.

How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom was struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! Find out how they achieved success in Second Nature’s Customer Case Study!

Creating Your Roadmap for Sales Success Episode 1: The What and Why of Your Sales Process


With today’s powerful GPS software, most of us no longer get to experience the thrill of trying to find a path to get where we’re going, whether it be by foot or vehicle. Nope, instead powerful GPS navigation takes out that second guessing and efficiently moves us from Point A to Point B.

The most popular Membrain blog posts from 2021


Almost since the inception of our company, Membrain has posted to our blog consistently every week. Usually, I post something of my own as well as a guest post by an industry leader. Every year, a few posts seem to hit a chord and get passed around and talked about more than others

Why Team Selling Works | Sales Strategies

Engage Selling

Why does team selling work? A client recently reported interesting results to me. They are a manufacturer and they sell through distributors. They have a core sales team of experts that are assigned to all of these distributors.

Do You Know What Makes Reps Happy or Frustrated?

Sales and Marketing Management

To have success hiring and holding on to top sales talent, it’s imperative that companies understand what matters most to sales professionals. The post Do You Know What Makes Reps Happy or Frustrated? 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!

7 Key Takeaways From Gartner’s First-Ever Market Guide For Revenue Intelligence Platforms


Gartner, the leading analyst firm, in November, released its first-ever “Market Guide for Revenue Intelligence Platforms”.

Is Your Company’s Messaging Music to My Ears?

Alice Heiman

If you know me (and if not, I hope you’ll get to!), you know how much I love supporting female founders. They are not always easy to find, and there are still far too few, but the ones I have talked to are so inspirational.? . What I love about Kate Bradley Chernis ,?

Sales Success is Paid For In Advance With Prospecting

Sales Gravy

“God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ? Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline.

Eight Sales Books to Kick Off a Year of Growth in 2022

Sales and Marketing Management

These books can help sales managers and reps build their skills without having to schedule another meeting on their calendar. The post Eight Sales Books to Kick Off a Year of Growth in 2022 appeared first on Sales & Marketing Management.

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.

Mindset And Positive Framing: How It Impacts Your Sales

Janek Performance Group

You’ve probably heard of mindset but have you heard of framing? It’s the idea that the way you think about and interpret events in your life has a huge impact on how you feel and behave, even if the event itself doesn’t change.

Strategies World-Class Sales Teams Discuss at Sales Kickoffs


As we move into the new year, most sales teams are likely setting the stage for 2022 with sales kickoff (SKO) meetings. Topics that top sales organizations will be covering this year include sales strategies, methodologies, predictable forecasting, and more.

Being A Buyer Is A Foreign Concept To Customers

Partners in Excellence

As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things day after day.

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How to Combat the Great Resignation and Attract Top Talent

Sales and Marketing Management

A recruitment and staffing veteran shares five ways to hire and keep top talent during a time when that is proving more challenging than ever before. The post How to Combat the Great Resignation and Attract Top Talent appeared first on Sales & Marketing Management. Special Report

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Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

Modern Sales Development – How to Not Get Replaced by a Robot


Prospecting has changed significantly in the past few years, and methods must be updated to meet today’s new demands and challenges. No industry has been immune to the changes and disruptions of the past couple of years.

Apollo Competitor – Lead411 vs. Apollo


Apollo Competitor – Lead411 vs. Apollo. Apollo Competitor Lead411 – an in-depth side-by-side comparison. Sales and marketing processes are complex, and having a reputable data provider shouldn’t be.

Selling Is A Lot Like Fishing

Janek Performance Group

Selling is often compared to many activities. But the longer I’m in sales, I’ve come to realize that selling is a lot like fishing. It takes the right equipment, a solid plan, and the right bait.

4 Shifts In Sales Compensation

Sales and Marketing Management

From team-based sales to varying prospect conversations based on the data available and the unique customer needs, selling is constantly experiencing significant shifts. Blindly applying a "what worked last year will work this year" approach to compensation is a trap that needs to be avoided. The post 4 Shifts In Sales Compensation appeared first on Sales & Marketing Management. Special Report

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 SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

Avoid These Three Sales Performance Stumbles


Often, success is a culmination of multiple elements working together flawlessly. Think about a car, which has a variety of parts that each serve a critical function.

Our Top Podcasts of the Year

Force Management: The Seller's Command Center

The best athletes put in extra time, even just 15 minutes a day to improve their skill set. Extra shots after practice, another lap around the track, ten more reps — they put in the work to take their career to the next level. The same is true in sales. How can you put in extra effort? Podcasts

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The Knowledge You Needed in 2021: Guru's Year in Review


Another year has almost come to pass, and we think that 2021 was a pretty good year for Guru. To be fair, 2020 set the bar pretty low for what constitutes a “good” or “bad” year. Despite that, we’re beyond proud of everything we accomplished over the past 12 months. company news