Sat.Mar 21, 2020 - Fri.Mar 27, 2020

Selling in COVID-19: How to Talk to Prospects in the Bleakest of Times

Sales Hacker

Sales must go on. I get it. But in the face of COVID-19, everything has changed. So how do you approach sales during a global crisis? That’s what I’m going to talk about in this article. Keep reading to learn the mindset shift that MUST happen for you to sell in this environment, plus six tips for talking to people in the bleakest of times. Getting Your Mindset Right. Just stop.

5 Tips to Successfully Transition to Remote Selling

Smart Selling Tools

5 Tips to Successfully Transition to Remote Selling. While the number of remote employees worldwide has steadily increased in recent years, in 2019, 44% of global companies still didn’t allow remote work. And of the 56% of global companies that did, only 16% were fully remote.


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Soft Skills for Sales Professionals During a Global Pandemic


Sales professionals, we need to talk. There’s a global pandemic. People are dying. Businesses are hurting. Every single person in the world will be affected in some way – physically, emotionally, mentally, psychologically, physiologically, relationally, financially, or otherwise. sales performance soft skills for sales soft skills for sales professionals

How to craft an effective elevator pitch in 7 easy steps


An elevator pitch is a quick, 30-second statement that’s designed to educate and spark interest in a specific organization. This is how elevator pitches work: Imagine you’re dining at your favorite restaurant when a hand taps you on the shoulder. You turn to see a former colleague standing behind you, on their way to their own table. After you exchange pleasantries they ask, “So, what does your new company do?”

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

The 7 Habits of Highly Effective Salespeople

Sales and Marketing Management

Author: Randy Illig In 1990, I’d just started a business that would prosper or die based on my sales success. No sales, no company. At the time, “The 7 Habits of Highly Effective People” was making waves on the bestseller lists, so I picked it up. As popular as it was for leaders and goal-getters, I discovered the habits applied just as well to salespeople, and the book became my how-to manual for selling.

More Trending

How to Measure Online Sales Training

Selling Energy

More companies are turning to virtual or e-learning programs amid the coronavirus pandemic. Taking your sales team away from their core job—selling—is sure to reduce productivity and affect your company’s bottom line, so e-learning is a way to provide training without affecting daily operations. However, you need to assess the true costs of e-learning before you can calculate online sales training ROI. financials Sales Trainings Selling Performance

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How to Close Deals During a Pandemic: Avoid these 2 big mistakes

Everyone is panicking. And with good reason. So, how are you approaching your prospects and customers during a time when their mind is pretty much guaranteed to be on the COVID-19 crisis? Right now, people keep asking me the same question: How can I keep selling to my customers without being perceived as insensitive or out of touch with current events? If this has been worrying you as well, you’re in the right place.

During a Crisis, CEOs Should Lead Internal Communications

Sales Benchmark Index

Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.

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How to Give & Receive Quota Relief for Salespeople

Hubspot Sales

Nearly every salesperson has been there at some point — feeling like life has to revolve around meeting quota. Now there’s no denying reaching your sales goals is important, it is your job after all. But real life also happens. Sometimes you need to take time off. On one hand, taking time off can be a good thing, and can be planned for accordingly, such as a vacation or parental leave.

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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!

No One To Call? B t

The Pipeline

By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it. But the goal is to defeat the virus by staying in, not by not working. We live in 2020, the office is a relic, just like gas-powered cars are.

Focus on What You Can Control

Jill Konrath

Times are tough right now. That's the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to make. Risk is now a big issue. Working Smarter

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The Most Important Question You Can Ask Right Now

The Sales Heretic

The COVID-19 pandemic is wreaking havoc around the world. The disease—and the government responses to it—have affected every industry, with impacts ranging from mild to devastating. One of the best things you can do in this unprecedented environment is to ask questions: • “What can we do to keep our employees and customers safe?” • [.]. Sales COVID-19 keynote marketing questions seminars service value

The CRO’s Guide to Quota Relief in a Crisis

Sales Benchmark Index

The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.

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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.

Sales Scrum #Podcast – Episode 4

The Pipeline

This Week’s Guest – Matt Millen. Matt Millen started out as a race driver and has never slowed down. Having led sales teams to success, Millen leverages a proven approach to sales called SAM, Stories, Activity, and Mindset. In this podcast, Matt breaks it down for me and together we explore how the SAM approach can help sales reps today work smarter. Matt Millen. Matt Millen is 32-year sales and roller coaster enthusiast.

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How Did You Do in the First Week of Coronavirus?

Steven Rosen

You have just gone through the first week of the COVID-19 crisis. Pat yourself on the back because no one else will with social distancing rules in effect. Have you: Successfully transitioned your sales team to WFH status? Held at least one online team meeting? Connected with a least one of your customers online? Done any training for your sales team? Have you shared success stories? If you answered “yes” to all 5 questions, you have passed the week 1 COVID-19 crisis plan!

Surviving and Thriving After a Black Swan


Those of us who read Nassim Taleb’s book Black Swan know we’re experiencing a major shock event. Here are just some of the things you are likely to hear in the coming months ? “We We would have won, but the other team just gave the deal away” ? “Because we missed intermediate milestones doesn’t mean […]. The post Surviving and Thriving After a Black Swan appeared first on Aviso. AI for Sales

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Adapting Your Go-To-Market During a Crisis: 7 Steps to Mitigate Revenue Impact

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

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.

This Simple Sales Tip Will Change Everything You’ve Known About Selling

A Sales Guy

There’s a little secret to selling that I’d like to share with you. It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more. We have a tendency to be product-centric. We lean too heavily on our product, product features, and product benefits. We get excited and when given the chance we start sharing all the wonderful things our product does, and how it’s the greatest thing ever.

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Movies and Series to Stream While Social Distancing

The Center for Sales Strategy

What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

A List of Things You Will Not Lose in This Crisis

Anthony Iannarino

In severe and challenging times, your fear can cause you to feel that you are going to lose the things that are most important to you. The internet meme that the word fear means “false evidence appearing real,” is a nice thought, but in our present situation, there is a real and present danger, one we are working to overcome. There are, however, many things you are not going to lose during our emergency.

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4 Ways for CMOs to Partner With Customer Success to Execute a Stellar Retention Play

Sales Benchmark Index

It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.

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.

How to Manage a Remote Team (4 Fears You MUST Overcome)

Sales Hacker

With teams suddenly going remote in response to COVID-19, sales leaders are now managing sales teams that are 100% remote. While many sales leaders express concern about not having the right systems in place to run a remote team, what they’re really worried about is: Will my team perform in this new environment? Will they respond quickly to shifting priorities? And how can I keep them motivated? At Pathlight, many of our customers already manage remote teams throughout the world.

Tips for Successfully Managing a Remote Team

The Center for Sales Strategy

Numerous research studies provide evidence that employees are more productive when working remotely. Sales teams are target-driven, so they’re going to find the motivation they need to be productive! However, managing a remote team isn’t easy. Here's advice from our experts, some who have managed remote teams since 1983! sales management productivity work from home

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This Is Not the New Normal

Anthony Iannarino

This is NOT the new normal. NOR SHOULD WE EVER ACCEPT IT as such. When have human beings ever succumbed to their FEARS when faced with threats that, at the time, were considered “existential?” ” When have we ever decided to give up WITHOUT A FIGHT? When have we ever gone backward, building something less than what preceded it after a crisis? WE HAVE NEVER! NOR WILL WE EVER.

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SBI Announces the Appointment of Colleen Honan to Board of Directors

Sales Benchmark Index

March 26, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consulting firm specializing in accelerating revenue growth, announces veteran B2B executive leader Colleen Honan as a member of SBI’s Board of Directors. Colleen supported the B2B sales community for.

[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.

Automation Run Amuck


Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light. Sales Management

Before You Pass Along Judgment, Pass Along Acceptance Instead

Keith Rosen

I went to the local butcher to get some food for the family. 6am there was a line, as I observed the owner, a friend of mine, be curt, short, clearly stressed and borderline rude to customers, trying to rush from one customer to the next. The first reaction I heard from another customer: “What an A**. We’re supporting our local businesses and this is how he talks to us?”

How This Crisis Will Change You

Anthony Iannarino

We are in the middle chapters of our continuing crisis. Pundits and prognosticators are suggesting that our lives will never be the same, that we will be changed, altered by the events of our time, as were our parents, grandparents, and our ancestors. If this is true, then we should decide for ourselves what those changes might be. More Grateful. If you are going to be changed by this crisis, the right place to start is by being more grateful , especially for the things we take for granted.