Sat.Jul 18, 2020 - Fri.Jul 24, 2020

How to Differentiate Between Warm and Hot Leads


Not all leads are created equal. In fact, they fall more on a spectrum. There are good ones, not-so-good ones, and just plain bad ones. That being said, there are also amazing leads that are essentially ready to buy. Aka, the dream leads.

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Nine Ways to Boost Your Optimism

The Sales Heretic

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can do.


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A Curious Way To Creating Urgency

The Pipeline

By Tibor Shanto. Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Most point to a more prepared rep who takes an interest in their success.

Top 14 Sales Skills Every Sales Rep Must Master


The best sales teams consistently deliver for their organizations, plain and simple. It’s not just the effort of one or two rainmakers, but one of the entire team. This is no mistake, as the elite teams are relentless in their development of sales skills.

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.

Everything You Need to Know About Innovation Consulting

Hubspot Sales

In today’s dynamic market, many companies are faced with providing creative solutions to their customer’s problems in order to stay in business, making workplace innovation extremely important.

More Trending

The Only Thing That Matters When Cold Calling

A Sales Guy

Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked. The key is to establish credibility as someone who can help them as quickly as possible.

Why So Urgent?

The Pipeline

By Tibor Shanto. Stop rushing your buyers along, and find more prospects instead. You wouldn’t need to drive your only prospects if actually went out and prospect for more. Stop driving your prospects, and drive your activity. link]. The post Why So Urgent? appeared first on

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5 Ways to Effectively Use Email Banner Communications

Sales and Marketing Management

Author: Cherryl Pressley The efficacy of email marketing is clear, with 73% of in-house marketers globally saying it provides their organizations strong ROI. But, while many teams are sending emails, they’re not all maximizing it as a marketing tool.

Data Shows Sales Commitment and Motivation Changed During Quarantine

Understanding the Sales Force

Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990.

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!

How to Improve Communication Between Marketing and Sales


In theory, your sales and marketing departments should be the best of friends. But in practice, there are bottlenecks and a serious lack of communication. Sure, it’s a problem, but your company is doing well. It’s not the biggest issue, right? Wrong.

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What Straw Bales Can Teach You About Nurting Leads


growing business

Leads 180

How Sales Leaders Can Motivate Younger Employees Through Purpose-Driven Incentives

Sales and Marketing Management

Author: Leeatt Rothschild Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce, and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too.

How a CMO Acquires Customers For Life

Sales Benchmark Index

Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.

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.

What Pandemic? Early-Stage Funding Stays Strong


Young companies and organizations looking for early-stage funding might have reasonably concluded that the Covid-19 pandemic was going to kick plans back months, if not years.

Nine Ways to Boost Your Optimism

The Sales Heretic

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can do.

Bringing Sales Online

Sales and Marketing Management

Author: Kris Belau Is there anything more quaint in sales and marketing than the door-to-door salesperson? It conjures images of a man in a suit explaining how his model of vacuum can clean up even the most stubborn dirt or how his knives can slice a tomato paper thin.

Adapting Your Coverage Model for 2020 and Beyond

Sales Benchmark Index

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

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.

What the…Fund? Common Funding Types Explained


For many startups, the road to success is lined with meticulous plans to raise money. In exchange for much-needed capital, outside investors receive equity, or ownership, in the company. Each one of these rounds reveals a new valuation for the company and provides much-needed funds for growth.

Sales is Like Baseball and Baseball Can Save Capitalism and Liberty

Understanding the Sales Force

Unless you've been living in a cave, not paying attention to the news, or watching stations that are glorifying what is taking place in major US cities, we are in trouble - again.

3 Ways You Need to Prepare to Sell Moving Forward

Engage Selling

It’s no secret that the selling landscape has changed over the last few months. The entire globe has been impacted, and now is the time to ensure you’re aligned with these three ways to sell moving forward.

How to Navigate the Elusive Face-To-Face Meeting in a New Virtual World

Sales Benchmark Index

As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting. You’ve set your team’s strategy for the year.

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.

Podcast 156: Morgan J Ingram On Building A Sales Career

John Barrows

Our very own Morgan J Ingram joins us on the podcast this week to talk about how he built his sales career, where he went wrong and how he’s turned weaknesses into strengths along the way.

5 Low-Budget Ways to Improve Customer Experience in 2020


Providing great customer experience is vital in our modern world. A recent survey found that 66% of consumers rate experiences over price when they make a purchasing decision.

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This Mistake Can Cost You the Deal | Sales Strategies

Engage Selling

I want to share with you a tale of woe. One of my customers emailed me and mentioned they just lost two of their biggest clients.

Bold CMOs Know the Only Budget Question to Ask During a Recession Is How Much More to Invest

Sales Benchmark Index

There is no doubt that we are facing a bleak environment. Unemployment at 11%. Dow Jones Industrial Average posts its worst one day decline ever. A pandemic sweeps the nation.

[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.

Executive Interview: Peter Murphy, Global VP of Platform Sales, @MRP_Prelytix

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. PETER: Enterprise B2B sales is a complex process of which the buying experience is one very important attribute to closely understand.

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You Must Seek Opportunities Not Obstacles

Anthony Iannarino

If you pay attention to people that don’t yet have what they want, you will find different varieties of beliefs or mindsets. With nothing more than an observation of what they say and do, you can easily categorize them into two groups. The first group seeks obstacles, the second, opportunities.

How to Use Your Networking Skills to Win Back Lost Customers

Hubspot Sales

In business, every relationship ends. At some point, customers move on. It’s inevitable. That’s why sales and marketing professionals are so focused on customer retention — the longer your customers stick around the better.