Sat.Oct 24, 2020 - Fri.Oct 30, 2020

Developing True Business Integrity Throughout Your Organization

Integrity Solutions

Values statements are helpful, but they’re not nearly enough. The “culture champions” — those organizations that make integrity a way of doing business — are the ones that stand apart from the rest. The Value Of Integrity. How important is integrity in business?

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How You Can Build the Perfect SMB Sales Strategy


Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. Though it may not seem like it, selling to SMBs can benefit you in the long run.

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29 Consultative Questions to Help Increase Your Sales

Anthony Cole Training

What is the best way to stand out in today’s virtual, fast paced world with limitless information at our fingertips, social media and highly informed prospects? Make sure that you are a skilled consultant and are prepared and skillful at asking the right questions at the right time. The best way to cultivate a trusting relationship is to focus on your prospect and be genuinely curious about their business challenges.

When it Comes To Objections – No One Should Settle

The Pipeline

By Tibor Shanto. Helping people to reconnect with things they have moved on from can be an effective way to start conversations. In all group decisions we do things for the greater whole, but that does not mean we have completely abandoned the idea or desire for it.

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.

How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations.

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More Trending

Mark Huson Joins SBI’s Technology Practice as Managing Director

Sales Benchmark Index

October 27, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Mark Huson has joined the firm as a Managing Director focused on the Technology sector. Mark has over 20 years of. News & Press

Only You Can Decide and Act

The Pipeline

By Tibor Shanto. Salespeople spend a lot of time looking for people to make decisions. Yet often the biggest decision impacting their success needs to be made by them. But most salespeople and people in general, find it easier to rationalize.

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The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too.

Why Traditional Marketing Is Broken (and 5 Ways to Fix It)

Sales and Marketing Management

Author: Jim Ewel This should be the golden age of marketing. We have more tools at our disposal to implement and measure marketing, and, until the pandemic hit, advertising budgets were at record levels. Even with the pandemic, budgets are only down by roughly 5%. .

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!

Consumers Have Spent Over $50B in Mobile Apps This Year—How Much Did Your Company Capture?

Sales Benchmark Index

Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve? Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily.

How to Become Unstoppable in Sales

No More Cold Calling

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting.

Podcast 170: Charlie Locke On Building SDR Nation

John Barrows

On this week’s episode we’re talking with Charlie Locke of SDR Nation. Charlie and John deep dive into what has changed from an SDR perspective in 2020, how the SDR role is viewed, and what it takes to be successful. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

Halloween Scares: Top Fears of Salespeople Facing 2021

Sales and Marketing Management

Author: Raul Perdigão Silva The spooky season is upon us, and as salespeople are preparing to look at the past year in review to prepare for 2021, there are common fears that salespeople are expected to grapple with.

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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.

Is Your Business Client-Repelling? | Sales Strategies

Engage Selling

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

Good to great sales teams


Jim Collins’ bestselling book, “ Good to Great ” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.”

What Type of Salesperson Are You? [Quiz]

Hubspot Sales

While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on.

Client Retention: It’s Personal

Sandler Training

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.

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.

Leadership: Improve This Skill, Improve Sales Performance

The Center for Sales Strategy

Which skill do you think your manager needs to improve most? When Robert Half Management Resources asked this question to more than 1,000 U.S workers, one skill clearly surpassed the rest — communication skills.

Why technology-enabled services is the new frontier for sales


Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.

16 Female Sales Leaders Share Their Best Advice for Women in Sales

Sales Hacker

“What I’ve been astonished to discover […] is how often women tend to downplay their experience and expertise. Ladies, your experience and perspective IS unique, and you have a SUPERPOWER to share with the world! Don’t be afraid to put yourself out there.”. – Barbara Giamanco.

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Top 7 Social Media Analytics Tools in 2020


Are you actively promoting your business through social media marketing ? Advertising your company, products, or services on social media platforms like LinkedIn, Instagram, Twitter, and Facebook is an effective way to boost brand awareness and increase your sales.

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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

3 Non-Innovative Marketing Tactics Sales Pros Can Adopt to Boost the Sales Process

The Center for Sales Strategy

Sometimes to be more productive and effective, you just need to take it back to the basics. But, often, that’s what takes the most time — a nd most days, we don’t have enough hours in the day. If you could invest now to save later, would you do it?

How to Define, Calculate, and Improve Sales Win Rate According to the HubSpot Sales Team

Hubspot Sales

Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate.

How to Escape the Sales “Feast or Famine” Trap

Sales Hacker

You’re on top of the world. The orders are pouring in. And with every sale, customers aren’t just buying your product or service, they were buying YOU. It feels great… at least until it doesn’t. Because a month or two later, things dry up.

Who Run The World?: Women in B2B Sales


When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different.

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[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.

Developing a Coaching Plan for Underperforming Sales Reps

The Center for Sales Strategy

One of the most frustrating problems a sales leader encounters is managing an underperforming sales rep. When you hire a seller, you see talent and potential. You know they’re a solid performer with a track record for success. However, they’re now in the 20-30% of sales staff that’s underperforming.

Permission-Based Selling: What It Is & Why It's Valuable

Hubspot Sales

Receiving permission makes literally anything less intrusive — no matter the context. Think about it. If someone enters your home with permission, they're a guest. If someone enters your home without your permission, they're breaking and entering.

Hunting Whales? How to Multithread into Enterprise Deals

Sales Hacker

The post Hunting Whales? How to Multithread into Enterprise Deals appeared first on Sales Hacker. Account Executives Marquee Outreach Partner Training & Events