Sat.Mar 07, 2020 - Fri.Mar 13, 2020

Sales may be about to get harder

Sales 2.0

I’m getting that feeling right now that I am living in a movie. Big events are happening so quickly it’s hard to keep up. One of the lessons I’ve learned is a crisis is not the time to get stuck. It’s time to take action…and to do so soon.

The Danger in Treating Sales as a Numbers Game

Anthony Iannarino

The idea that “sales is a numbers game” contains an absolute truth worth observing. The truth is that selling requires action or “ activity ” if you prefer. All things being equal, more activity is better than little—or no—activity.

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9 Essential Stages for Every B2B Pipeline

Hubspot Sales

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management.

The Best Advice Sales Managers Can Give to Help Increase Sales

Anthony Cole Training

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

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!

First Item On My To-Do List

The Pipeline

By Tibor Shanto. Done right to-do lists can be a great productivity tool, ensuring that you focused, not distracted. Done wrong, it can lead to long term issues. I talk a lot about habits, and how they make up 40% of your daily activities.

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Other-Orientation Is Essential for Mastering the Softer Side of Sales


One of the most unfortunate stereotypes about sellers is that we are self-centered. Buyers wrongly assume that all sellers are only after their money and only care about themselves. That’s why buyers are guarded.

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How Customer-Centric CEOs Grow Revenue Faster Than the Competition

Sales Benchmark Index

Did you know that 70% of the buying experience is based on how the customer feels they are treated? Failing to deliver a good customer experience – from the customer’s perspective – has real consequences. The good news is, if a.

3 Steps You Must Take Today to Save Your Company From This Economic Downturn

Understanding the Sales Force

You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!).

Two Words That Can Eliminate Indecision, How Microlearning Can Help Us Prosper And A Quote From Henry Ford

MTD Sales Training

Episode 44 – Two words that can eliminate indecision, how microlearning can help us prosper and a quote from Henry Ford. This latest podcast takes a look at the two words that can eliminate indecision in your prospect. Could it really be as simple as that?

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.

James Picks Brains: Leadership Style With Tom Williams

John Barrows

What’s your leadership style? Tom Williams isn’t one to shout and scream at his team. His leadership style is based around leading by example and clearly setting deadlines and expectations, with the aim of helping his team hit their potential.

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From Ideation to Sunset—How to Manage the Lifecycle of Your Product

Sales Benchmark Index

If a comprehensive history of corporate entities is ever written and published, it will be littered with anecdotes of firms that were forced to make challenging decisions when business was difficult. Were they ready for an economic recession? Had the.

AI’s Role In Sales and Marketing

Sales and Marketing Management

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”.

New On Demand Training Available Now!

Mr. Inside Sales

It’s here! You and your reps need training, and you want it now! And we heard you! Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY. Your reps can now watch and learn when it’s convenient for them!

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Sales Leadership: Are You a Boss or a Leader?

The Center for Sales Strategy

sales management leadership sales talent

How to Talk with Customers during Coronavirus Fears

Alice Heiman

The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries.

The Startling Truth: How Cursing Impacts Sales

60-something years ago, sales was a very different game. . Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. .

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What To Do When the World Is On Fire

Anthony Iannarino

At the time of this writing, there is a coronavirus of pandemic proportions spreading across the world. This virus is infecting many and taking the lives of some, especially the vulnerable. The stock market has been in free fall, and when it hasn’t, it’s been more volatile than ever.

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.

How to Use Guru to Transition to Remote Work


We know that with the COVID-19 pandemic , there’s been a massive, sudden shift to remote work. As with any sudden change, there are a lot of moving pieces — and a lot of questions. It’s critical for both the well-being of your employees and the continuity of your business to reduce confusion.

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Expanding Your Brand to Europe? Here’s What This Thriving Silicon Valley Tech Company Learned

Sales and Marketing Management

Author: Alan McGlinchey Zazzle, an online marketplace for customizing designs, was expanding its $250 million Silicon Valley operations into Europe to deliver its niche maker-products to even greater masses.

18+ Working from Home Tips: How to Set Up & Thrive with Remote Work

Sales Hacker

As the coronavirus sweeps across the country, more and more people are finding themselves working from home. How do you stay motivated, connected, and successful? What does it take to thrive with remote work?

Why Information Sharing is Critical for Client-Facing Teams


Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Have you ever eaten at the Cheesecake Factory? The restaurant’s 21-page menu lists more than 250 items. It’s huge! Many people get stuck turning page after page, trying to find an entree.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

6 Ways Sellers Can Improve Engagement When Utilizing LinkedIn for Social Selling

The Center for Sales Strategy

LinkedIn is the most popular professional social networking site out there, which means if you have a B2B business or cater to other professionals in a specific industry, it could be the ideal platform for growing your business.

Why building a custom CRM is almost always a bad idea


If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch.

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Four Mistakes You Make When Following Up

Anthony Iannarino

Your dream client went dark. You’ve emailed and tried to get them to reengage, but you’ve not been able to get a conversation or restart the sales conversation. As much as you want to believe it’s the client, it’s more likely your approach to following up. Leading with Email.

Enabling Remote Workers: 4 Thoughts for Sales Readiness


When it comes to sales readiness, consider these 4 tips for supporting a remote workforce.

Sales 101

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Podcast 140: True Enterprise Selling With Ian Koniak

John Barrows

What is true enterprise selling really like? Ian Koniak is crushing it at Salesforce selling 7 and 8 figure deals and we’re pleased to have him on the podcast to understand how he’s doing it.

Why you can't buy sales training and consulting like you used to


Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training. Sales Enablement Sales Training

An Unwillingness to Prospect and Poor B2B Sales Results

Anthony Iannarino

There are sales organizations with anemic pipelines and too few opportunities struggling to find growth.

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