Sat.Jul 11, 2020 - Fri.Jul 17, 2020

What Motivates Your Sales Team?

Anthony Cole Training

In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.

Telephone Prospecting By The Numbers

The Pipeline

By Tibor Shanto. Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done.


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How Can You Use Data to Build Better Personas?


At their best, personas can help us better understand users and meet their needs. At their worst (i.e personas based on poorly sourced data, or worse, no data at all), they can be highly misleading and result in failed product launches, subpar marketing campaigns, and lost sales.

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Hitting the Forecasting Bullseye with Machine Learning


Your forecast is just a number. People say this all the time, but it completely misses the mark. Just a number implies that your forecast holds no real value — no purpose behind it. If that’s the case, why do it at all? Why spend all the time and effort to arrive at a useless number?

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.

4 Ways to Empower Sales Teams In This Environment

Sales and Marketing Management

Author: Dean Stier, CMO of National Business Furniture Sometimes they’re taking calls at company headquarters, sometimes they’re visiting with a client, sometimes they’re managing their workflow from home, and sometimes they’re somewhere else entirely.

More Trending

Urgent! Action Required to Close the Gap

Steven Rosen

For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now!

Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another

Understanding the Sales Force

Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context.

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Why your technology-neutral message is the wrong one


“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”. Sales Training

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How to Be a Motivational Leader For Your Sales Team

Motivation is an inherent skill we all possess to allow us to reach our full potential. It inspires, creates great leaders, and encourages engagement with others. Motivation is a vital skill for building new personal and business relationships. motivational leader.

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!

What Straw Bale Gardening Can Teach You About Sales Productivity


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Use This Email for Missed Sales

Mr. Inside Sales

You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…”. We’re going to pass on this right now…”. What do you do? First of all, realize that you can’t win them all—at least not now. But that doesn’t mean you can’t win them later.

Insights From Market-Leading CROs on the Next Normal

Sales Benchmark Index

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.

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Sales Scrum Podcast Episode #15 – Guest Joanne Black

The Pipeline

Sales Scrum Podcast Episode #15 – Guest Joanne Black. Joanne Black is America’s leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals.

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.

3 Common Data Quality Challenges That Undermine Sales Forecast Accuracy

Sales and Marketing Management

Author: Steve Rietberg and Craig Riley, Gartner In uncertain economic times accurate, timely, and actionable sales forecasts are more important than ever.

How to Handle: “We’re happy with who we’re using…”

Mr. Inside Sales

Looking for a quick and proven way to upskill yourself or your team during the summer months? Check out the bestselling book of phone scripts: Power Phone Scripts. You’ll get over 500—yep, 500!—word-for-word, word-for-word, proven scripts to help you sell more with less effort and less rejection!

More Than a Moment—How a CMO Creates a Holistic Journey for Customers

Sales Benchmark Index

Often, those who are in a selling role find it challenging to distinguish the customer journey from the buyer journey and what that means for them and their quota. However similar they may seem, their touchpoints, and the overall experience.

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Are You Speaking Their Language

The Pipeline

By Tibor Shanto. First rule of any communication is being understood, speaking their language is a good start. Are you speaking their language? link]. The post Are You Speaking Their Language appeared first on 01 - Prospecting how to sell better Prospecting Tibor Shanto Video

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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.

Like It or Not: It’s All Video by Default Now

Engage Selling

It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around. Stop fighting this fact!

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Podcast 155: Megan Holsinger On Nailing Customer Success

John Barrows

Today’s podcast guest joined our team a few months before recording this episode, and she’s crushing it working with our customers and clients.

The Most Effective Marketing Starts With the Corporate Strategy

Sales Benchmark Index

Even though some of the immediate business impacts of the COVID shutdown has started to abate, one of its more lasting effects has been to throw most enterprise 2020 marketing plans into total disarray. Tradeshows and field marketing events have.

4 Steps to Your “Bottom-Line” Metaphor

Anne Miller

How do you persuade customers to use your services over those of other–often larger–competitors? How do you underscore in a vivid, compelling way the advantages you bring to the party so that customers ultimately choose you? Here is how one entrepreneur solved that problem.

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.

5 tips for working from home when your head and heart are distracted


I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. During that time I’d spend my nights an hour away from him with our 3-year-old daughter and 6-month-old son.


3 Simple Rules to Improve Objection Handling

Anthony Iannarino

Selling is a series of conversations and commitments. The more effective you are at having the necessary conversations and gaining commitments, the easier it is for you to win big deals.

How to Best Align Execution and Strategy Once and for All

Sales Benchmark Index

The Essential C-Suite Initiative You Are Overlooking Today. It’s time revenue enablement is elevated to its rightful place among C-suite and boardroom discussions, alongside those of quarterly earnings, diversity and inclusion, and enterprise value. Fully embracing revenue enablement could mean the.

Common Issues for Key Decision Makers Post-Pandemic

The Center for Sales Strategy

Active buyers in today’s market have immediate and pressing issues that couldn’t be foreseen earlier this year. Business owners have more distractions than ever, and there’s no roadmap for dealing with the economic changes that are still occurring.

[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.

Why Sales Leaders Make Sales Call Reluctance Worse (And How to Fix It)

Sales Hacker

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? Don’t worry. You’re not alone! In my 22 years in this industry, I’ve found that Telephobia is far more common than you think.

How B2B Sales Teams Can Restore Their Pipelines in 2020

Hubspot Sales

As businesses continue navigating the challenges that have resulted from the COVID-19 pandemic, many sales leaders are wondering the best path forward. It’s a tough question and doesn’t have a single right answer.

Salespeople: Have You Planted Your Garden?

Sandler Training

Back in the 1930s, in the wake of the stock market crash that led to the Great Depression, there was a social phenomenon in the United States known as the “Hoover Garden,” sometimes called a “Depression Garden.”. The post Salespeople: Have You Planted Your Garden? appeared first on Sandler Training.