Sat.Dec 14, 2019 - Fri.Dec 20, 2019

You’re Hiring – But Are You Keeping Talent?

The Pipeline

By Tibor Shanto. In this what could well be the last post of the year, I thought I would speak to something I find strange. Maybe it’s me that odd?) Given the realities of current selling models involving SDR/BDR’s, their success, or accurately, failure rate, it’s time to rethink. To do that we need to start two questions: Why are you hiring? You’re hiring – But are you keeping talent? There is no missing the hiring boom in the sales ranks.

Salary 131

Here are the 7 BEST Data-Backed Sales Tips of 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. That’s 1.37 BILLION articles. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips.

Data 102

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

6 Sales Trends to Focus on in 2020


Sales trends in the CPG industry have been slowly evolving over the past five years, and we are going to see the effects of those changes in 2020. We outline six of the biggest sales trends CPG brands will be seeing this year and what they can do to adapt their business plan template accordingly.

The Importance of Critical Thinking for Persuasion and Influence


Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking. critical thinking in sales critical thinking skills The Importance of Critical Thinking

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. .

More Trending

Goal for a Healthy Sales Culture

Score More Sales

In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”. sales leadership profession of sales

Five Areas That Will Improve Your Sales Negotiation Skills

MTD Sales Training

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible.

Four Factors to Facilitate Foreign Financial Fruition

Sales Benchmark Index

To expand or not to expand – that is the question. Scaling your business beyond the borders of your existing territory is a prospect that is at once full of potential, and full of danger. Many companies’ fortunes have been won. Article Go-To-Market Strategy Uncategorized

“I can’t stand Christmas music”—My Interview with Santa Claus

The Sales Heretic

I recently had the chance to sit down with the CEO of one of the most successful organizations in the world—the big man himself, Santa Claus. It was a cool, fall day—before the craziness of fourth quarter set in, when St. Nick had a little time to spare.

Sales 198

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.

Podcast 129: Trademarks of Top Sales Reps With Tom Williams

John Barrows

We’re pleased to welcome’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference.

Dave Kurlan's Predictions for Sales Organization in 2020

Understanding the Sales Force

Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand.

The Impact of Succession Planning on the CMO Lifecycle

Sales Benchmark Index

As companies evolve, revenue growth strategies may require a new set of competencies not possessed by the existing team or CMO. The key is to have the foresight to understand the talent needs of the CMO at any given stage.

Want Results? Stop Your Pitching and Try Business Storytelling

No More Cold Calling

No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel?

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Become a Better Marketing Manager

Sales and Marketing Management

Author: Samuel Benson You have started a small business, but you need to market your goods, to do this you have to become a better marketer. Change is hard but we tend to regret those things that we did not do instead of the things that we did. This includes the way we market our goods.

What Makes a Good Sales Pitch? (What We Learned from Analyzing 500 Sales Calls)

Sales Hacker

What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. I’ve also been pitched by numerous salespeople — some good and some bad. So what separates the good from the bad?

A CEOs Final Step Towards Platformization—Packaging

Sales Benchmark Index

There are many challenges B2B companies must overcome when trying to make the transition from product to platform. This change starts with an overall shift in mindset and is followed by leveraging the right technology. Finally, how is it offered.

Podcast 128: Decision Makers & Champions with Geoff Surkamer

John Barrows

Decision makers and champions are parts of a salesperson’s everyday life. We’re constantly reaching out to talk to decision makers or champions that can help us land that next deal and solve that problem or pain for a customer or client. But how do you spot genuine decision makers and champions? Lots of people are out there and are not actually changing anything or working on what you’re trying to help them achieve.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

How To Master The Art Of Being Lazy

Anthony Iannarino

It isn’t easy to be lazy. It is more complicated than you might believe. Those who have mastered being lazy have had to work very hard to maintain their slothfulness. What follows here is a primer on how you can master the art of being lazy. Avoiding Work.

ACT 98

5 Personality Traits of Top Sales Leaders

Hubspot Sales

Do you think top sales leaders are just good sales reps who got promoted? Not so fast, this couldn’t be further from the truth. While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader.

Data 92

Hold an SKO that Keeps Momentum All Year Long

Sales Benchmark Index

You’ve heard that Sales Kickoff (SKO) is dead. How can that be? The holiday season is upon us, and soon, the books close on Q4. We will roll into 2020 with perfect vision. Your sales team will wake up on.

Report 120

The Mandela Effect and Your Money

Grant Cardone

The Mandela Effect refers to a false memory where a person recalls something that did NOT happen or happened differently than it actually did. Many theories have arisen as to why this happens, everything from extra-dimensional portals and parallel universes to time travel.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

7 ways to create urgency in B2B sales (and close deals faster)

When selling SaaS products to businesses and enterprises , how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales. Limited alpha.

Social Selling: 6 Ways to Leverage Social Media to Sell More by @LilachBullock

Smart Selling Tools

Social Selling: 6 Ways to Leverage Social Media to Sell More. Some years ago, marketers used cold calling as their main way of getting in touch with prospects.

5 Steps to Telling a Better Story in Your Next Sales Presentation

Hubspot Sales

Stories sell. It’s as simple as that. By some estimates, messages delivered as stories can be up to 7x more memorable than facts alone. But knowing that stories are an effective means of conveying messages is not the same as being able to execute them successfully.

Beware of the Talk Trap

Engage Selling

There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets and sink the morale of your entire sales team…effortlessly.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

How to Crush Perceptions and Build Trust with Prospects

The Center for Sales Strategy

Someone once said that perceptions can’t be wrong because it’s a perception, an opinion and impression of someone else. However, perceptions are often wrong because if they were right, they would be called facts. Whether we deserve it or not, we’re judged by every person that we connect with.

How your sales technology should support sales training


How would you feel if I told you that for every dollar you spend on sales training, you may as well be throwing 80 cents of it into a bottomless pit? Sales Enablement Sales Training

An Inside Look at the CRM Sales Process (& How to Upgrade Yours)

Hubspot Sales

When a company first starts out, the founders aren't concerned with establishing a clearly delineated sales process; they're worried about getting any sales at all.

CRM 84