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.

B2B 73

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

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.

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.

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.

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.

Buyer 190

More Trending

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.

Here’s to the REAL men!

Bernadette McClelland

Here’s to the amazing ones. The men. The supporters. The dependables. The backstops on the field of home runs. The ones who see their women very differently. Who respect their ambition, Their dreams and their skills. And fuel their insane and innate drive. To just go for it!

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?

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.

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.

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!).

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!

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?”.

Why You Need to Pick Up the Damn Phone!

No More Cold Calling

Do you have an allergic reaction to the phone? Get over it. I published my second book— Pick Up the Damn Phone!— in 2013. I was alarmed that people had stopped talking to each other.

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.

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.

Travel 107

Sales Leadership: Are You a Boss or a Leader?

The Center for Sales Strategy

sales management leadership sales talent

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.

The Buyer's Guide to Artificial Intelligence Software For Sales

Hubspot Sales

Salespeople have never had so much technology at their fingertips. Some of the latest — and possibly most promising — tools for sales teams use predictive analytics, a form of artificial intelligence technology that can optimize decision making around sales efforts.

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?

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.

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.

Join the Sales Madness Bracket Challenge and Crown the Best Sales Book of All Time


Does the idea of sales experts pitted against each other in a sudden death tournament intrigue you? Is there at least one legendary book that helped you be the sales hero you are today? Do you love March Madness?

Sales 87

How to Avoid Hiring Out of Desperation

The Center for Sales Strategy

From reduced revenue to poor employee morale, there’s one situation that creates heightened anxiety among sales managers and CEOs, and that’s an open position that goes unfilled for too long. Somebody is better than nobody”—we’ve all said it when it comes to our sales team.

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.

James Picks Brains: Being A StartUp CEO With Amy Volas

John Barrows

Being a startup CEO is TOUGH. Amy Volas knows this because she’s living in the sales, marketing, customer success and every single other side of her business, every day. In this episode of James Picks Brains, we wanted to know what it’s like to be that person with a hand in everything.

5 Reasons to tell Stories People Really Need to Hear

Babette Ten Haken

Do you tell stories people really need to hear? About the stuff they really need to know. If you answer “Yes” to this question, the stories you tell always remain the same. And, clients and employees trust you to have their backs over the long haul.

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?

Weekly Roundup: Information and Resources for Your Sales Team

The Center for Sales Strategy

- MOTIVATION -. Quality performance starts with a positive attitude.". Jeff Gitomer. AROUND THE WEB -. > > The B2B Sales KPIs You Should Be Tracking According to 60+ Experts– Databox. The art of B2B marketing in the digital age is becoming more complex.

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!

Authenticity: A Recipe for Success with Marietta Davis, IBM

Igniting Sales Transformation

My interview with Marietta focuses on authenticity – being who we really are in all walks of life. For many women, including me, shedding the mask to be our authentic selves, especially in business, isn’t always easy.

4 Steps to Creating Urgency in Change Management


Organizations are constantly changing. These can be chosen changes, such as rolling out a new software, like Guru , to your tech stack or choosing a new snack for the communal office pantry.

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.

Study 79