Sat.Aug 15, 2020 - Fri.Aug 21, 2020

Leadership in Times of Change

Anthony Cole Training

As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established? Often, managers focus their energy on defining procedures and identifying expectations during times of change.

What Kind of Sales Dog Are You?

The Center for Sales Strategy

Moving into 100% commissioned sales in my 30’s was one of those “what doesn’t kill you will make you stronger” moments in my life. Truth be told, it wasn’t a moment; it was a journey. I remember trying to learn all I could from the veteran salespeople on my team.

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4 Straightforward Steps to Measure Your Sales Training Impact

Predictable Revenue

Showing exactly how training contributes to your bottom line encourages your reps to dedicate the necessary time and effort to their learning, and also secures buy-in from executives and managers.

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How a CEO Drives CX Clarity Amid the Chaos

Sales Benchmark Index

Any CEO can attest to the current level of difficulty in closing deals. Customer sentiment and individual mind share are in high demand, and even with everyone online, many fail to adequately engage their communities in order to access their.

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.

Forget Personalizing – Make It Personal

The Pipeline

By Tibor Shanto. There is a lot of talk among the pundits about how to make your prospecting communication more personal. Sure they talk about that, then quickly switch to personalization, hoping you wouldn’t notice.

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How SMS Can Elevate Your Marketing Programs

Sales and Marketing Management

Author: Nick Ziech-Lopez It’s no secret that people love text messages. Developed in the early 1990s, texting quickly rose to popularity due to its ease of use and low cost. It remains, by many estimates, to be the world’s most popular mobile application.

How Best-In-Class Sales Leaders Recover From a First Half Revenue Miss

Sales Benchmark Index

If you’re like most Sales Leaders we’ve worked with, you’re glad the first half is behind us. You are also trying to figure out how to make up lost ground. We’ve found the two most effective ways to recover from.

Selling in Tomorrow’s Landscape

Engage Selling

The world has changed and sales has changed. Throughout the past several months, since the dawn of the pandemic, I’ve shared countless resources, ideas, and tips on succeeding in this new landscape.

The Six Secrets to Living Your “BEST LIFE”

Grant Cardone

The Six Secrets to Living Your “BEST LIFE”. You’ve heard of the saying “Living My Best Life” but what does that really mean?

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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!

Are you ready to reopen?

Sales and Marketing Management

Author: Paul Nlolan As employers look to reopen and bring team members back to the office, if only on a part-time basis, it’s important to realize they cannot think of it as “business as usual,” says Mike Veny, who consults with companies on promoting mental health wellness.

Seven factors that separate winners from losers in an economic downturn

Membrain

No one has missed the global crisis we are in right now. A crisis that caused countries to completely close their borders, caused the worst stock market crash in modern history and where large parts of the economy are completely shut down. This is happening for real.

How to run a SaaS marketing campaign effectively

Nutshell

Have you ever stumbled on a SaaS website and you literally have no clue why you’re there and what they do? You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it.

6 Dos and Don’ts of Post-Pandemic Sales Pipeline Management

Sales Hacker

People are buying differently now, during the pandemic, than they were before. You probably know that already, but something you may not have realized is that people will buy differently post-pandemic as well. The landscape is shifting, making business as usual anything but that.

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.

Workers and employers feel good about WFH

Sales and Marketing Management

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Outcome Selling: Don’t Sell the Product, Sell the Outcome

Hubspot Sales

To master the art of selling, you must understand its various forms. You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling.

How to Talk to Your Sales Force About Attitude

Anthony Iannarino

So much success in sales (and leadership) is the result of several intangibles, character traits, and attributes outside of skills.

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3 Tips to Supercharge Appointment Setting

The Center for Sales Strategy

In the recent CSS Media Sales Report , we discovered: Sales managers are expecting sellers to set twice as many appointments this year. The majority of salespeople say it is harder to get an initial appointment with a new business prospect than in years past.

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.

3 Tips to Elevate Your Client Success Game

Sales and Marketing Management

Author: Taylor Napierski, Head of Client Success, Televerde It’s a tough time to be in client success. Client success is one of those jobs where you don’t hear many kudos when things are going well, but you’re the first to get a call when things go wrong. And that’s OK.

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What Are 'Warm Prospects' & Should You Pursue Them?

Hubspot Sales

Cold outreach can be exhausting and excruciating — for everyone involved. The people on both sides of most cold calls aren't exactly thrilled to be taking part in them.

How to Talk to Your Sales Force About Pricing

Anthony Iannarino

When clients call to tell a salesperson they chose their competitor, much of the time they point to the fact that their competitor had a lower price , something that is sometimes true and sometimes a nice way of letting the salesperson down without having to spend time answering their questions about what they might have done better.

3 Reasons Why Organizations are Not Using Sales Enablement

The Center for Sales Strategy

More than 60% of organizations today are using sales enablement, meaning — if you’re not on board, there’s a strong chance your competitors are. If you’re competing against organizations with sales enablement tools, you’re already at a disadvantage.

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! <

The New Paradigm Post COVID

Sales and Marketing Management

Author: Charles D. Brennan Jr. We hear the term “new normal” from news outlets, friends, family and colleagues on a regular basis. It begs the question, how do we define this coined phrase? The new normal reference suggests an imposition between what we knew and what our future holds.

6 Steps to Setting Up The Perfect Remote Sales Contest

Sales Hacker

Sales contests are a great way to get your reps hustling and keep their heads in the game. But if you’re only leveraging them for short-term results, you’re majorly underestimating the heavy lifting they can do for your team, your sales org, and ultimately, your bottom line.

How to Talk To Your Sales Force about Accountability

Anthony Iannarino

The best sales organizations have a positive culture of accountability. There are very few leaders who would argue that accountability is necessary for sales, but very few talk about high standards and accountability with their sales force, a necessity in our chosen endeavor.

Are You in the Dark When it Comes to Selling Activities?

Alice Heiman

It’s very easy for salespeople to waste time on activities that either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are wasting time – until the forecast is in and it’s too late.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Health Performance Indicators

Sales and Marketing Management

Author: Paul Nolan Allen and Macomber recommend that businesses begin tracking Health Performance Indicators (HPIs) as a means of measuring their building’s performance in terms of indoor environmental quality.

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How We Turned Failures into Big Wins by Creating a Culture of Transparency

Sales Hacker

Failure in sales is real. Calling a customer by the wrong name. Forgetting who you’re calling. Having that pitch, you’ve practiced for so long, fall flat. It happens to all of us. As salespeople, we have dozens of scenarios that we can bucket into the failed calls category.

Why Being Pulled Away from Your Priorities is a Choice

Anthony Iannarino

During a conversation with some well-recognized leaders in the sales-improvement space, the topic turned to ways that sales managers spend their time. Generally, most spend it poorly, responding to internal demands and other distractions that prevent them from inspiring growth.