Sat.Sep 26, 2020 - Fri.Oct 02, 2020

How to sell more with the trust, align, grow framework


Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth. Account Growth Planning & Execution

How To 101

How Sellers Can (and Should) Adapt to a Virtual World


This article appeared originally in Forbes. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal for B2B salespeople. It may seem simple—just move your meetings online, right?

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How To Use Personas For Better Marketing


There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. And who wouldn’t? The whole spray and pray method is one of the past.

Proper 2021 Planning Will Require a New Level of Focus

Sales Benchmark Index

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

Report 240

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Creating Contingency Plans for Sales Success


growing business sales success strategic selling resilience sales planning

Sales 198

More Trending

The Numbers Behind People’s Telephone Habits

The Pipeline

By Tibor Shanto. Most of the pushback against telephone prospecting is most a product of fear and ignorance. The fuel that drives many things these days. But when you step back, look at some of the real data about people’s use of the phone, a different picture emerges.

Data 187

How a Business Services CEO Seizes Market Opportunities

Sales Benchmark Index

Over the last 6 months, there have only been an elite few known as “Accelerators” — those companies that have thrived in a recessionary environment. One such company is CAS, a division of the American Chemical Society. By expediting the growth.

3 Easy Ways to Better Listening

Mr. Inside Sales

When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it?

Lessons from a Few Great Leaders

Anthony Cole Training

Many Great Leaders precede us and the mentorship these leaders provide can help us move our businesses forward if we study and implement some of their learnings and accomplishments.

Study 170

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!

New: The 21 Sales Core Competencies for 2020 And Beyond

Understanding the Sales Force

Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis.

Taking the Lead: Why Q4 Is the Time for Small Businesses to Get Aggressive

Sales and Marketing Management

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. Assertive businesses have taken the lead and have handled the crisis with resilience. This proactive mentality is essential going forward.

One Question to Close More Demos

Mr. Inside Sales

How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling….

Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked.

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.

Podcast 166: Sarah Brazier On The SDR To AE Transition

John Barrows

Sarah Brazier joins us on the podcast this week to discuss how she’s coped with her transition from SDR to AE. Sarah’s crushed her targets as an SDR and made the leap that most SDRs want to make, but it’s very difficult to adapt to a totally different role.

Creative Virtual Strategies to Engage with Clients

Sales and Marketing Management

Author: Lauren Breslin The implications of COVID-19 have changed how businesses run forever. However, organizations are continuing to grow business despite the pandemic.

15 Stats That Prove the Power of Sales and Marketing Alignment

Hubspot Sales

Synchronized swimming is a beautiful thing to watch. A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements.

Sales Engagement: What You Need to Know in 2020 and Beyond

Sales Hacker

What’s the difference between sales enablement and Sales Engagement? No, that’s not the setup for some obscure go-to-market joke. It’s the question that will help companies stand out as we put 2020 behind us.

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.

How to Reduce Zoom Fatigue in the Sales Process

The Center for Sales Strategy

In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon.

5 Tips for Running Successful Sales Acceleration Campaigns

Sales and Marketing Management

Author: Jasper Edwards Congratulations, you’ve started a sales acceleration program. This stage of growth is an important one for your team to nail, as it can dramatically enhance your ability to grow.

SalesTech Video Review: Qstream Micro-Learning Platform

Smart Selling Tools

SalesTech Video Review: Qstream. Qstream is a micro-learning platform for a remote sales environment that’s scientifically proven to improve sales performance.

Video 95

Tension: The Secret to Engaging Prospects and Driving Action

Sales Hacker

Nobody likes tension, right? If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

How to Retain Customers In A Remote Selling Environment

Hubspot Sales

2020 introduced a major shift in workplace conditions and priorities, favoring remote work. In sales, the transition to remote selling might be relatively challenging for salespeople used to engaging and selling in-person.

3 Real Tips to Improve Virtual Role Plays

The Center for Sales Strategy

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia , the fear of public speaking. Also, on the list of soft skills that people fear most are acting and the public test of career competence.

How to Succeed at Selling More by Listening More

Sandler Training

Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More. The post How to Succeed at Selling More by Listening More appeared first on Sandler Training.

5 Practical Tips to Host Your First Webinar and Make Thousands of Dollars in Sales

Sales Hacker

Webinars are one of the most lucrative sales and marketing strategies there is. In fact, they’re especially effective with high-ticket B2B sales.

[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.

[Complimentary Guide] 4 Steps to Fill Your Pipeline with Quality Opportunities

RAIN Group

Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared.

Weekly Roundup: Leveraging Social Media, Continuing Human Connection + More

The Center for Sales Strategy

- MOTIVATION -. Winning isn't everything, but wanting to win is.". Vince Lombardi. AROUND THE WEB -. > > 5 Ways B2B Brands Can Leverage Social Media to Connect With Customers– PandaDoc. Most B2B brands have a presence on at least one social network.

38 marketing slang terms all marketers should know


Marketers have a lingo all their own. While we marketing pros tend to keep things clear and simple with our clients, we’ll often use marketing slang terms as shorthand when trading tips with each other online or at networking events.