Sat.Jan 23, 2021 - Fri.Jan 29, 2021

Sales Account Management: Your Go-To Guide for Greater Growth


Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition.

6 Things the Best Salespeople Never Do

The Center for Sales Strategy

So much has been said and written about what top sellers do to set themselves apart from the average and low performing salespeople. Let’s look at this from a different angle. What things do they make certain to NEVER do?

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A Proven 4-Step Process for Handling Sales Objections

Hubspot Sales

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Do you find you get the same objections over and over? How do you handle them?

Today Is The Day

The Pipeline

By Tibor Shanto. Often things that seem to fall together nicely are not as random as some would believe. It takes time and awareness to put the pieces together and see how the outcome was actually a result of specific actions.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Can You Make Your Goal This Year?

Mr. Inside Sales

Can you make your revenue goal this year is the same thing as asking: Can you run a marathon? You know, a 26-mile marathon race? Listen carefully to what your mental answer is: Yes or No. When I ask that question at a sales conference, the majority say no, they can’t.

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7 Sales Prospecting Tips to Ignite Even the Coldest Pipes


If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. Let’s jump in.

Churn Is A Variable of Quota You Need To Know

The Pipeline

By Tibor Shanto. The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. Churn is not a negative or a fault, but a factor.

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The 3 Things Keeping You From Connecting With Your Prospects

Anthony Cole Training

In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know that they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face? prospecting skills sales prospecting increase sales contacting prospects prospect outreach

Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles - Part 3)

Understanding the Sales Force

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger!

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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!

A New Employee Landscape & Future Work Environment


In 2021, the brightest stars on the horizon may be employees. They took sudden work-from-home mandates and changed the narrative about remote productivity in ways that will have long-term effects on office culture and technology adoption.

Coaching For Sales Performance and Growth – #Virtual #Workshop

The Pipeline

By Tibor Shanto. There is no denying the interesting times that we live in. But with the arrival of a vaccine and the promise of a brighter future it is time to plan your next phase of growth. It is also an opportunity to rethink how you lead your team and maximize performance.

Know When to Hold ‘Em: Drawing Lessons in Negotiations from Poker

Sales and Marketing Management

Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Negotiation principles rely on strong habits, relationship building, and being able to adjust strategies on the fly. .

Using Data to Drive Sales Strategy & Execution

Sales Benchmark Index

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.

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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.

The New Work From Home Norm is Driven by Tech Adoption of These Tools


As the timeline until “return to normal” drags into 2021, companies will continue to move more functions — including web conferencing, payroll systems, and e-signatures — online.

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Two Selling Strategies That are More Effective Than Facts and Figures

Understanding the Sales Force

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. Each year around this time I start thinking about Baseball because I miss it so much.

Overcoming Pandemic Challenges by Streamlining the RFP Process

Sales and Marketing Management

Author: Ray Meiring As the pandemic marches steadily on, it is vitally important that companies streamline efforts that help combat the fractured processes of remote work.

Podcast 182: Nick Cegelski On Deal Mechanics

John Barrows

Our guest this week is Nick Cegelski of SurePoint Technologies. Nick’s an experienced enterprise account executive with a ton of useful insights.

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 Create Lookalike Audiences & Target Ideal Customers Like a B2C Pro


If only you could clone the best customers produced from your account-based marketing campaigns… Well, you basically can, using a well-known and effective trick in the B2C toolbox that B2B types should be eager to adopt: lookalike audience targeting.

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The Imperfections of Last Click Attribution

The Center for Sales Strategy

When it comes to digital marketing , there's a heightened focus on analytics to determine success. Many businesses continue to place a heavy reliance on last click attribution models to determine which of their digital marketing tools are driving results.

New Year’s Resolutions for Sales Teams

Sales and Marketing Management

Author: Thiago Sá Freire To say last year was challenging is an understatement. We’re probably all feeling some type of exhaustion, but I truly believe in a brighter future. Perhaps this new year can be a turning point, and something we can look forward to.

6 Phrases to Purge From Your Sales Pitch (and 5 to Use Instead)

Sales Hacker

Words matter. According to a Salesforce study , a UK-based company saw a 139% increase in its conversion rate by simply changing their landing page’s headline from “Request a demo” to “Watch a demo now.”. The right words can give you the boost you need to make a winning sales pitch every time.

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.

How We Recreated The End-of-Year Sales Floor Buzz Remotely


Is it possible to replicate the infectious energy of the sales floor at the end of a quarter in a virtual world? That was the challenge ZoomInfo faced as 2020 drew to a close in December, which is typically a great month for B2B sales teams.

Challenges of Coaching a Remote Sales Team

The Center for Sales Strategy

According to research , over $5 billion is spent solely on sales training and sales improvements every year in the US. If your remote sales team is not up to speed with the latest sales strategies and techniques, you could be costing your business a lot of money in missed opportunities.

Why the lack of personalization in sales must be addressed in 2021

Smart Selling Tools

Why the lack of personalization in sales must be addressed in 2021. There’s a paradox in sales.

10+ LinkedIn Profile Tips to Stand Out in 2021

Sales Hacker

Would you slide into a prospect’s DMs to land a product demo? That idea might sound crazy, but it’s actually part of a new trend sales organizations are using to hit their revenue targets.

[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.

Enterprise Lead Generation: What, Why, And How?


Enterprise leads are the gold standard of lead generation. They bring in large ACV, provide your business with more social proof, and bring in more overall revenue. But as with anything great in life, they don’t necessarily come easily.

Weekly Roundup: Managers Are Forgetting This Priority, Reducing Turnover + More

The Center for Sales Strategy

- MOTIVATION -. What you do has far greater impact than what you say.". Stephen Covey. AROUND THE WEB -. > > 1 Top Priority About Remote Work That Most Managers are Forgetting – Inc. We're quickly approaching the one-year mark since the global shift to remote work.

3 Movie Secrets for an Engaging Virtual Presentation

Performance Sales and Training

Looking for the secret to an engaging virtual presentation?! The movies have mastered the art of engaging audiences on-screen from years of practice and experimentation.

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