Sat.Sep 24, 2022 - Fri.Sep 30, 2022

How Your Sales Team Can Double its Win Rate in a Recession

Understanding the Sales Force

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!

SALES PERFORMANCE: Why Sales Training Fails

The Center for Sales Strategy

The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!


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Top 5 SKO Considerations for Sales Leaders During Economic Change

Force Management

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

Buyer 89

5 Steps to Leading a Sales Force Restructuring

Steven Rosen

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? There are several best practices for preparing for a downsizing/restructuring.

Leads 156

The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

Sales Mindset – The Way Top Performers Think

Marc Wayshak

When it comes to selling like a top performer , it’s all about sales strategy. But what’s going on between our ears— our sales mindset —affects everything, including whatever strategy we use to sell. And so, at the end of the day, mindset is actually what drives success in sales.

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Is It Time for a Little Fall Cleaning in Your Sales Organization?


My wife decided to clean up the “storage room” in our basement this weekend. A small room with lots of (rarely used) stuff. Old shoes, jackets, bags, rackets, books, etc. Needless to say, we got rid of a lot of stuff that was just taking up unnecessary space.

How to Measure and Optimize the Success of Your B2B Digital Content

Sales and Marketing Management

You should regularly monitor your content’s performance using the right KPIs. The resulting findings can help you concentrate production on strategies that will yield greater ROI and identify harmful shortcomings within your company’s messaging.

Selling in a Downturn

Janek Performance Group

Headwinds. That’s the term that the CEOs of Salesforce and HubSpot describe the macroeconomic conditions for the second half of 2022. I’m not a sailor, but in the words of Franklin D. Roosevelt, “Smooth seas do not make skillful sailors.”

The Sales Leader’s Guide to Using Mutual Action Plans

The Spiff Blog

The B2B buyer’s journey is a slog. Lengthy sales cycles, expansive buying committees, and competing priorities can easily derail buyers and sellers alike, preventing both parties from achieving their goals.

Buyer 64

6 Steps to Optimize Your Media Buys

When making media decisions, marketers need to get — and show — results for everything they do. See the 6 steps you can take right now to start optimizing media planning and pacing with a data-driven approach. Get the guide now!

The Annual Revenue Plan - A CEO’s Roadmap to Value Creation

SBI Growth

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic.

Surviving a Downturn: 5 Things Every Salesperson Needs to Know

Sales and Marketing Management

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know. The post Surviving a Downturn: 5 Things Every Salesperson Needs to Know appeared first on Sales & Marketing Management.

Selection in the Time of the Great Resignation

The Center for Sales Strategy

Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers.

Do You Realize The Top Tasks to Outsource For Business?

Smooth Sale

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: The Top Tasks to Outsource For Business. Building a business is time-consuming, requiring income to keep all processes operating correctly.

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

10 Profitable Membership Site Ideas That You Can Use in 2022

Sell Courses Online

While creating a paid membership site can be lucrative, it is hard work and requires a lot of planning. Most importantly, … 10 Profitable Membership Site Ideas That You Can Use in 2022 Read More ?. Membership Sites Articles Listicle

Is Anyone Really Buying? Playing Poker and Sales Tells

Sales and Marketing Management

Six tells that you may encounter when selling and what you can expect from them. The post Is Anyone Really Buying? Playing Poker and Sales Tells appeared first on Sales & Marketing Management. News Featured

Meeting And Call Planning, Getting The Most Out Of Each Meeting

Partners in Excellence

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things.

Make it Easy for Your Internal Champion to Help You Sell

Selling Energy

Many of my blog readers sell efficiency products and services to large organizations. Those of you who do sell to large organizations know how complex the decision-making chain can be.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Teachable Tutorial 2022: How to Create a Course on Teachable

Sell Courses Online

Teachable is among the leading online course platforms and is often a go-to choice for creators getting started in this field. … Teachable Tutorial 2022: How to Create a Course on Teachable Read More ?. Online Course Software Teachable Tutorials

Measuring and Personalizing Customer Experience with Conversational Analytics

Sales and Marketing Management

With the need for faster and more flexible solutions, companies are employing conversational artificial intelligence (AI) and self-service channels to enhance the customer experience.

7 Key Elements of a High-Converting Sales Funnel

Sales Hacker

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before.

Funnel 101

Rebate and Incentive Tips, Part One

Selling Energy

Utilizing rebates and incentives can be key in getting your efficiency projects approved. Over the course of the next three days, we’ll cover some tips and tricks of rebates and incentives. All Sales & Marketing

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Sales PlayBook Philosophy: The Why & How for Selling

criteria for success

Our Sales PlayBook philosophy provides the seller with a context for selling. Wait, what does that mean? The simplest way to explain this is to say that our Sales PlayBook provides both the “why” and the “how” for selling in your organization.

ACT 69

Sales Talk for CEOs: A Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce Stuart (S3:E8)

Alice Heiman

Do you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partners’ success?

10 Sales Attributes That Don't Differentiate Top Salespeople from Bottom Salespeople


Here in the US, the first Sunday of NFL Football is the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. Sales Management

Weekly Recap, September 25, 2022

Selling Energy

Here are our sales-enhancing tips from this week's Selling Energy Blogs. All Top Blogs

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

The Complete Guide to Remote Sales

The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. 50% of buyers say that working remotely has made the purchasing process easier.

Build Trust and Confidence in a Sales Negotiation in 5 Steps

Sales Readiness Group

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone.

How to Discuss Rate Increases

Janek Performance Group

Global commercial insurance rates increased 9 percent in the second quarter of 2022. This increase marks the 19th consecutive quarter of increases. For underwriters, rate changes are a double-edged sword.