Sat.Feb 22, 2020 - Fri.Feb 28, 2020

Retain and Grow Top Performers with a Development Plan

The Center for Sales Strategy

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers.

Incentives and Rewards: A Closer Look

Sales and Marketing Management

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision.

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5 Questions to Ask Before Automating Processes

Sales Benchmark Index

Now that you’ve defined and kicked off your strategy for the year, it’s time to take a look at your team’s operational efficiency. Where are you getting bogged down? What are the biggest pain points in your processes? Through our.

10 Things to Start & 3 Things to Stop When Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.

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!

Pull the trigger

Sales 2.0

In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need.

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How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

Sales Benchmark Index

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations.

Sales Scrum #Podcast – Episode 2

The Pipeline

Sales Scrum: Guest Warren Shapiro. In this episode, I have the pleasure to interview Warren Shapiro , a seasoned recruiter who helps both employers and employees break through the barriers to success.

Make Your Content Impossible to Ignore

Sales and Marketing Management

Author: Carmen Simon People act on what they remember, not what they forget. The latest scientific research places memory at the heart of decision-making.

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Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How a CEO Manages the Speed of Change for Turnarounds

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

How NOT to Market on Facebook

The Sales Heretic

I regularly receive friend requests on Facebook. Most of them I ignore. And many I report for being spam.)

Why You Might Need to Quit Your Job

No More Cold Calling

You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and was relieved when she quit.

Negotiating a Deal In Crunch Time

Sales and Marketing Management

Author: Andres Lares When Joe Mauer’s contract neared its expiration in 2010, the all-star’s agent sat with him and shared how his research revealed he could secure a contract of approximately $300 million over 10 years in the free agent market.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

What Switching to a Consumption-Based Business Model Means for Customer Success

Sales Benchmark Index

Over the past two and a half decades, Cloud-based software delivery has transformed the marketplace with Software as a Service (SaaS) becoming the default way that customers purchase almost any software. This has changed the dynamics between vendor and customer.

Podcast 137: Making Prospecting A Math Game With Ryan Reisert

John Barrows

We’re pleased to have Ryan Reisert on the podcast this week. Ryan’s strength is turning prospecting into a math game so you can reverse engineer the activities you need to generate the outcome you need.

5 Email Secrets to Get a Response

Mr. Inside Sales

Is email dead? Of course not! But if you want to get a response, you need to remember that people get hundreds of emails each week—some per day! —so so you better make sure your email stands out and is easy to read.

Energy 195

Money Won’t Make You Happy, But…

Grant Cardone

How many times have you heard that money won’t make you happy? Next time anybody tells you that, forward them this…. Money won’t make you happy but it will buy: A Good Steak . 5-Star Vacations. Watches. Money won’t make you happy… but it will buy: Food for your pets. A Ski Trip.

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.

How Question-Selling Can Triple the Value of Your Service

Predictable Revenue

In sales, the common misconception is that by saying the right thing you’ll win the deal.

From Sales Process to Buying Journey


The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations. Sales Process

Sales 101: How to Nail Your Elevator Pitch


An elevator pitch is an invaluable tool for differentiating one’s business from the competition. With a few well-chosen words, entrepreneurs and sales teams can describe their business to persuasively generate interest about their products, services and brand.

Relationship Selling and the Competitive Advantage of Being Likable

Anthony Iannarino

There are bad ideas, and then there are shockingly bad ideas. Occasionally, it makes sense to stop and examine these bad ideas, the poor thinking or lack of experience that produces them, and provide better guidance on how to think about what is good and right and true in a modern sales approach.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Beware of Busy Buyers: Make Your Solution Easy to Buy


“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people.

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Why Sales Managers Struggle with Effective Hiring

Miller Heiman Group

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem?

Developing and Using a Talent Bank Will Improve Sales Performance

The Center for Sales Strategy

Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree. I interview sales candidates every week, even if I don’t have openings on my staff. I find my best sales candidates when I’m under the gun and have openings on my staff.

How to Negotiate a Win-Win Deal

Anthony Iannarino

Your prospective clients are always going to ask you if you can provide them with a lower price. Their obligation to their company is to select the right partner while also controlling their costs, not paying more than is necessary.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

How Businesses Can Leverage On Content Marketing


It’s no secret that revenue is the measure for a business’ success. That’s why a significant portion of the effort is dedicated solely to marketing a company’s product and success to their target market.

Four Keys to Evolving Sales Management at Your Company

Miller Heiman Group

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever.

8 Ways to Integrate Social Media Into Your Sales Strategy

Hubspot Sales

Social media has come a long way from the days of MySpace in the mid-2000s. Platforms that were once used to simply share photographs and keep in touch with contacts are now a major part of our daily lives, with the average adult spending nearly two and a half hours per day on social media.