Sat.Jan 04, 2020 - Fri.Jan 10, 2020

An Ode To Inefficiency!

The Pipeline

By Tibor Shanto. At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way?

Google 189

For a Great Sales Kickoff, Think Beyond the Meeting

Sales and Marketing Management

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings.

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7 methods to fill serious holes in your sales hiring process

You finally found the perfect candidate (or so it seemed). They flew through the interview process, had perfect answers for every question, and charmed their way into the sales position at your business. Then everything changed.

For the Sales Veteran: Stop Training, Start Coaching

The Center for Sales Strategy

If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! Most of us were once salespeople, and we were good at it.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

How a Sales Leader Moves Upmarket from SMB to Enterprise Customers

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.

More Trending

How To Achieve A Healthy Sales Mindset

MTD Sales Training

We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in.

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Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”.

How to Launch a Global Account Management Program Without Getting Your Pockets Picked

Sales Benchmark Index

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.

5 Strategies to Increase Sales and Have Your Best Year Yet

Anthony Cole Training

Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.

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.

What Buyers Say About Soft skills for Sales Professionals


In a Qualtics panel study with 530 B2B buyers, we asked what buyers want from sellers. Here’s a sample of what buyer said. They want sellers to: be excited and eager about what you’re selling without “overselling” it. make eye contact with me. be honest and amiable. be natural, not fake.

Buyer 156

An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded

Understanding the Sales Force

You hired a great salesperson that didn't work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That's the story of hiring salespeople. It's mostly hit or miss with an emphasis on miss.

Data 206

How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities

Sales Benchmark Index

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

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Who is Your Ideal Client?

The Sales Heretic

Everyone in business wants more customers. But not all customers are created equal. Some are better for you than others. And if you’re going after more clients, it behooves you to focus your time, money, and energy on those clients who will provide you with the biggest return on your efforts.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Podcast 130: What World Class Sales Coaching Looks Like With Dave Kennett

John Barrows

We’re pleased to welcome Dave Kennett to the podcast this week. Dave is the CEO of Replayz, helping sales reps learn the lessons they need to go through to be more successful.

Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights

Understanding the Sales Force

You seek out the best products, best stores, best websites and best experiences. Doesn't it make sense to wonder about where you can find the best salespeople?

How Market-Leading CEOs Thrive During a Recession

Sales Benchmark Index

You have seen the dire warnings about the imminent recession. According to the Duke CFO Survey, 70% of CFOs believe it will happen by the end of 2020. According to the Conference Board, CEO confidence reached the lowest point in a.

Sound Like a Professional in 2020

Mr. Inside Sales

How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Gaining executive access: what messaging approach wins?

Sales and Marketing Management

Author: Tim Riesterer Getting meetings with senior executives has never been more important, but it’s also harder than ever. Conventional wisdom says if you want to talk to an executive, you need to win their attention with case studies, ROI and other quantified strategic results.

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How To Ensure Your New Year Is Not A Repeat

Anthony Iannarino

It’s the ninth day of January, the beginning of a New Year—and the start of a new decade. Right about this time, the will and discipline of a week ago has dissipated, and if you are like most people, you have reverted to the comfort of old, well-ingrained habits.

How To 108

20 Bold Sales Predictions for the 2020s

The Center for Sales Strategy

The world of sales has rapidly changed as new technology evolved and became more accessible to businesses and sales teams. Over the last decade, the major trends in sales have included ideas like inbound marketing , social selling , and implementing sales enablement tools.

Frictionless Selling: Don't Sell to People, Collaborate With Them

Hubspot Sales

If you’re trying to optimize your sales process and empower your sales team to achieve better results, the answer lies in frictionless selling.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How To Get a Sales Job in 2020: Do’s & Don’ts of LinkedIn That Could Make or Break The Decision (Part 3 of 3)

Sales Hacker

Job hunting can be a minefield. One wrong step, and your chances for a great job can go up in smoke. . This is part 3 of our sales hiring series. In Part 1 we had just begun our journey to fill one of our positions at Sales Hacker, and we shared how we got over 375k views on our job posting.

Getting New Business the Easy Way

Alice Heiman

What’s the easiest way to get new sales revenue? . Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. . What’s the next easiest way to get new sales revenue? .

10 Creative Ways to Increase Employee Engagement

The Center for Sales Strategy

seconds, Google produces approximately 20,000,000 results for the term ‘employee engagement.’ Obviously, employee engagement is a hot topic. At the core of employee engagement are company values. These values determine the why, how, and what of the company.

Enablement Metrics Increase Win Rate, Report Finds


Experts have found that setting goals improves the performance of employees. By creating goals tied to larger organizational efforts, individuals are more motivated because they understand how their role makes a wider impact.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Why Haters Hate

Grant Cardone

Herbert Hoover saved millions of people’s lives yet was one of the most HATED presidents ever. Let’s dive into history, learn from it, and apply it to our lives today. Perhaps you’ve heard of President Hoover—but it’s been a while since he was in office.

A Tale of 3 Squirrels and Their Human Counterparts in Sales


It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Speaking of focus, this morning I was watching 3 squirrels each doing their thing. Sales Management

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9 Sales Leadership Qualities to Look for in Top Performers

The Center for Sales Strategy

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership. When looking for top-performing sales leaders, you can’t just look for great salespeople.