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?

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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.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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

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.

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.

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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Bernadette McClelland

Remedy 195

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Being Sales Assertive in 2020

Anthony Cole Training

Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.

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.

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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.

What Do We Really Work For?

Bernadette McClelland

When times get tough as they no doubt will, and we put so much stress on ourselves, Then think of the people who matter the most. And for a moment put that stress on the shelf.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

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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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 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?”.

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!

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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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.

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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.

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.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

5 Reasons Your Objection Handling is Falling Short (And How to Fix It)

Hubspot Sales

Objection handling is one of the most dreaded occurrences that salespeople encounter in their careers. This is because objections are typically viewed as a hindrance to the sales process and can sometimes throw an otherwise confident sales professional into a frenzy.

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?

The Secret Sauce Behind Sales Hacker’s Recruitment Selection & Hiring Process (Part 2 of 3)

Sales Hacker

The number one thing I grade candidates on is how well did they run their sales process on me? If you’re a job candidate in sales, you should be managing your job application process just like you’d run your sales process with a potential customer.

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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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.