Sat.Oct 19, 2019 - Fri.Oct 25, 2019

Letting Your Prospects Train You

The Pipeline

By Tibor Shanto. Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education.

5 Things Your Sales Reps Are Complaining About

Sales and Marketing Management

Author: Giles House Whether it be too many emails or not enough snacks in the kitchen, everyone has a set of pet peeves in the workplace. Salespeople, as a profession, are certainly not immune.

SAP 170

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

How to win the war for sales talent

A high performing sales team is invaluable to a growing startup. Winning the most promising candidates is a cutthroat battle. It takes a lot more than a generous compensation package to get top candidates to accept your offer.

Brexit for cold calling?

Sales 2.0

You may know I’m a Brit. At the time of this post, the UK government is going through it’s 27th vote on Brexit. Actually I don’t know how many votes there have been. It’s unlikely anyone could agree on the definition of “vote” ).

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Goal Setting is a Crucial Sales Step: Our 4th Sales Productivity Tool

Anthony Cole Training

In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans.

Tools 193

More Trending

Freeing Up Sales Bandwidth

The Pipeline

By Tibor Shanto. I enjoy doing podcasts about sales, and as with anything, some are better than others. The ones I seem to enjoy most are ones where the host is still actively involved in sales. The quality and tone of the discussion are always more challenging and meaningful.

B2B 159

Why Critical Thinking Is Important for Sales Success


Socrates was a scholar and teacher in ancient Greece. His method is the foundation of most Western systems of logic to this day. He believed that the power of the mind was more important than physical power and aimed to use ideas and dialogue to improve the well-being of society.

System 156

You Can't Handle the (Sales) Truth!

Anthony Cole Training

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.

Course 170

Monday Motivation Video: Your Mindset Shapes Your Customer’s Mindset

The Sales Hunter

Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, it’s amazing how quickly your customer can have a negative reaction.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

NOW AVAILABLE: The 2019 State of Media Sales Report

The Center for Sales Strategy

research state of media sales media sales report

Report 119

Stop “Following Up,” and Start Closing

Mr. Inside Sales

How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. I’m just calling to see what you thought about our bid?”. I was just seeing if you had time to speak with (your boss, partner, committee) yet?”.

Dream. Risk. Persist.

Grant Cardone

Do it the Rocky Balboa way. Sylvester Stallone and I have much in common. We’re both Italian. We both found ourselves completely broke in our 20s. We’ve both found a way to dig ourselves out of that hole and do something with our life.

Why Messaging Is Great for Customer Loyalty Programs

Sales and Marketing Management

Author: Tobias Goebel Customer loyalty programs are a critical marketing tool for many businesses, and it’s clear to see why: they reward return customers, provide touchpoints to drive sales, and help provide insight into customer experience and behavior.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

How Sales Coaching Utilizes a Quid Pro Quo

Understanding the Sales Force

Quid pro quo is all the rage. The news networks are pointing to and from quid pro quo and arguing whether it was or wasn't implied. Regardless of which side of the political spectrum you're on, you've probably heard it plenty more than you need to.

Metrics: Why Most Companies Get it Wrong

Mr. Inside Sales

If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.

How to stop losing sales – forever


What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities. Sales Process Sales Management

65+ Statistics About Artificial Intelligence


Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Time-Based Branding: It Starts with What You Offer

Engage Selling

Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice?

38 Most Dynamic Women in Sales (The 2019 Edition)

Sales Hacker

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. That’s not really honest, is it?

“Empathy is a superpower in marketing and sales”: A Q&A with Brian Carroll of Markempa


The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list.

Why True Leadership Is a Transfer of Belief

No More Cold Calling

Have you ever been confused about your company’s vision? I have. I’m not surprised that communication is the #1 driver of exceptional leadership. It’s common sense. It’s also becoming a common problem, considering effective communication is in increasingly short supply. We see lack of communication in our companies, when we travel, when we shop, and at home. And we feel the results of it. Travel is especially frustrating. Your flight’s late, and there’s no announcement about why.

Travel 139

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

The Truth About Gatekeepers

Engage Selling

There’s a truth about gatekeepers that you need to be thinking about. Namely, that you create them. You read that right. You’re creating your own gatekeepers.

Create Raving Fans Out of The Job Candidates You DON’T Hire

The Center for Sales Strategy

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc , 72% of them shared those bad experiences with others (often on social media)! Are you burning bridges with your interview process?

How to Successfully Ask For and Obtain Referrals

Anthony Iannarino

For as long as anyone can remember, salespeople have suggested that the very best way to acquire a new client was through a warm referral from an existing client.

This is How Referrals Can Boost Your Account-Based Sales

Alice Heiman

Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many sales leaders and company owners. .

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

How to Use Operational Value to Become Indispensable | Sales Strategies

Engage Selling

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.

How to Make the Most of Your Next Motivational Sales Training Session

The Center for Sales Strategy

Have you ever felt pumped after leaving a sales training session, conference, or workshop, thinking about all the new, fresh ideas you can put into action to improve sales performance ? A good sales training session forces you to grow and challenge yourself.

The Root Causes of Your Poor Sales Results

Anthony Iannarino

Occasionally I like to take note of what I see in the world of sales. The following obstacles to better sales results seem to be prevalent in companies – or pockets within those companies.