Sat.Nov 14, 2020 - Fri.Nov 20, 2020

10 Awards You Should Give Out to Fire Up Your Sales Team

Hubspot Sales

In Glengarry Glen Ross — arguably the most prominent, important film about sales ever made — four real estate salespeople are pitted against each other in a weeklong competition. The contest's incentive structure is steep and high-stakes. First place is a new Cadillac Eldorado.

5 Ways to Never Fear Rejection in Sales

Marc Wayshak

Rejection in sales can’t be avoided—but with the right approach, it can actually lead to more selling success. Follow these 5 tips so you never fear rejection in sales ever again. The post 5 Ways to Never Fear Rejection in Sales appeared first on Sales Speaker Marc Wayshak. Blog rejection in sales

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What’s The Limit on Technology Adoption?


New employee onboarding…what joy. After hours of training, product reviews, company culture rah rahs, and riffling through bags of swag, many employees feel they have officially started their jobs.

How a Marketing Leader Relentlessly Drives Alignment With Sales

Sales Benchmark Index

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

“Our Value Proposition is…”

The Pipeline

By Tibor Shanto. Frankly, who cares? Your prospects sure don’t! No, seriously! Some of your customers maybe; your competitors – when it serves their needs. Oh ya, the marketing team that “developed” the “value prop” does.

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Hard Work Pays In Selling


growing business


How to Plan Your Digital Strategy for 2021

Sales Benchmark Index

As we round out 2020 and begin to look ahead to 2021, the topic of revenue planning is surely at the forefront of conversations between your company’s leadership team and board members. While your annual revenue planning activities may focus.

Give Yourself The Gift Of Success

The Pipeline

By Tibor Shanto. It has been a long hard year; you deserve to do something special for yourself. Not a guilty pleasure, but the gift of continuous sales success. Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2.

It's Goal Setting Time: How to Turn Your Personal Goals into a Business Workplan

Anthony Cole Training

Translating Personal Goals into a Business Workplan from Anthony Cole Training on Vimeo. personal goals setting goals sales goals how to hit goals in sales

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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!

Selling Over Video - The Six Things You Must Do Next to Improve Your Look

Understanding the Sales Force

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things.

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Why Top CROs Care About Sales Velocity

Sales Benchmark Index

As a sales leader, it is necessary to understand the performance levers which impact your bottom line. One encompassing metric that can help you understand these levers and improve sales effectiveness and efficiency in 2021 is Sales Velocity. Deciphering your.

Sales Scrum Episode #24 – Guest Duane Tough

The Pipeline

Sales Scrum Episode #24 – Guest Duane Tough. Duane Tough is A Payments Architect (Founder of PBATM, PBCASH, and ZIPPY.CASH). Duane designs and architects business and technology systems of all shapes and sizes for over 25 years.

5 Time Management Hacks to Hit Your Sales Quota This Holiday Season

Sales and Marketing Management

Author: Renato Profico As inevitable as the smell of burnt turkey, “Home Alone” on TV and elderly relatives falling asleep in a comfy chair after overindulging in the festivities is the annual spending spree that takes place each holiday season, seemingly regardless of the state of the economy.

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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.

Data Shows That Your Sales Team is No Different Than Your Lawn

Understanding the Sales Force

I just love it when our lawn looks gorgeous - thick, lush, and green, green, green. Getting it looking that good requires fertilizing, aerating, thatching, over seeding, and frequent mowing, all things better suited to the landscaping company than me. Of course, some sun and water help too.

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How to Set Sales Targets in Uncertain Times

Engage Selling

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

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There Is A Monetizable Difference Between Objections And Rejection

The Pipeline

By Tibor Shanto. One question I always when helping sales teams prospect better, is “why B2B professionals don’t like to telephone prospecting?” The first answer is always predictable, rejection. There are many others that follow, from the length of time, to return on effort and more.

Podcast 173: David Nihill On Using Humor In The Sales Process

John Barrows

Our guest this week is David Nihill, bestselling author of Do You Talk Funny and Founder and Creative Director of FunnyBizz. David and John discuss a few topics that we’ve seen as important in the sales and public speaking space.

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.

New Data - Most Sales Managers are a Disaster When it Comes to Coaching

Understanding the Sales Force

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely.

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Just Ask: Voice of the Market Conversations Amplify Understanding of Customer Needs

Sales and Marketing Management

Author: Ron Carson Just about every marketer today has been told to listen to the voice of the customer to inform marketing strategy. There are two problems with this. First, marketing teams only receive this information second-hand – through sales, product management, etc.

Rejection In Context With Success

The Pipeline

By Tibor Shanto . One of the hardest things to face in life is rejection. It is not a flaw, but a strength. Without turning this into a science lesson, rejection is a primal reality. Think back to when our ancestors climbed down from the trees and set forth on the Savannah.

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It All Revolves Around Them: 4 Tips to a Customer-Centric Sales Process

Sales Hacker

Selling doesn’t really have rules. Sure, there are guidelines and best practices. But if sales is a dance, it’s jazz, not ballet. There is, in my opinion, one exception to this: the hard-and-fast rule to focus on your customer.

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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Reflections on the first decade of building Nutshell


Ten years ago, Tyler Tate and I prepared to step onto a stage and introduce the world to Nutshell. Ten is just a number, but I thought I’d take the opportunity to share a few personal observations from Nutshell’s first decade.

Are You Having Your Best Day?

Alice Heiman

As leaders, most of us work long hours. It’s not unusual for me to hear a CEO or sales leader tell me they put in 12-hour days. There is always so much to be done and not enough time.

Scarcity in handling objections

The Pipeline

By Tibor Shanto. There are certain primal triggers that are almost universal in the western world. Salespeople all know the old saying “people buy on emotion, and then rationalize it.” True, and there are a number of other reactions humans have that are at a primal level.

37 Sales Leadership Stats to Know in 2020

Hubspot Sales

Sales leaders, be honest — you're curious about what your peers are up to. This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers.

[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.

The email marketing launch checklist: 8 things to double-check before hitting send


There are moments in your professional life when panic overwhelms you—moments when you feel as if someone threw a cold blanket over your shoulder while whispering, “ you are in big trouble. ”.

In Relationships, the Key is Trust

Sandler Training

Are “Relationships” really relevant to the sales profession? The post In Relationships, the Key is Trust appeared first on Sandler Training. Blog Posts Customer Relationships customer journey customer relationships customer service

Sunday Is Crucial To Prospecting Success

The Pipeline

By Tibor Shanto. I know it sounds odd, who the hell can you reach on Sunday ? Not the right question, reaching someone is a single point on a continuous prospecting journey.