Sat.Dec 05, 2020 - Fri.Dec 11, 2020

What is a sales pipeline and why should you care?


Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers. Sales Pipeline Management

Virtual Selling – It’s the Same, Yet Different – and Here to Stay

Integrity Solutions

By Mike Esterday for the December 2020 edition of Top Sales Magazine. My last column for Top Sales World – in the July 2020 issue – was titled Successful Selling When Your World Turns Upside Down.


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8 Questions That Separate Prospects From Suspects

Hubspot Sales

Well-managed pipelines are a salesperson’s North Star, their bread and butter. Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts. Sales trainer Mark Hunter thinks he knows why — poor prospecting. “We

How to Update Your Pricing and Packaging for Digital Selling

Sales Benchmark Index

There’s no doubt that the pandemic has permanently impacted daily life in every way. It’s also clear that corporate digital transformation is accelerating in every way. After all, in 2019, many enterprise sales calls absolutely had to be in person.

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.

Profiting From Your Past

The Pipeline

By Tibor Shanto. We are all familiar with the saying ‘ those who don’t learn from history are doomed to repeat it? ” In some ways, it assumes that you want to avoid all things that have happened, which is not always true. I would be happy to repeat my wins and best days over and over.

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My Dog Has Better Listening Skills Than Most Salespeople and I'll Prove It

Understanding the Sales Force

Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either.

Video 227

A Proven Planning Framework From Market-Leading CEOs

Sales Benchmark Index

Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity.

Success in Selling: The 5 Myths

Anthony Cole Training

Selling is hard. Especially with the easy access prospects have to critical decision-making information. However, the struggle often begins with how and what we think. In this blog, Tony discusses the personal beliefs and myths that often get in the way of a sales persons ability to see greater overall success. sales succes improving sales results increase sales key to successful hiring sales performance coaching

Be The Hero Not The B h

Grant Cardone

Hey Grant coming at you from 30,000 feet as I fly back from California thinking about how important it is to be the hero and not the b h. What’s got me thinking about this? Once again, I heard someone say “money doesn’t matter”. I’ve heard people say things like this all my life.

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!

The $225,000 Selling Mistake Most Salespeople Make

Understanding the Sales Force

I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.

Top 5 Recent Insights for Sales Leaders

Sales Benchmark Index

Here are the most popular posts read by our Sales subscribers… How to Lead a Digital-Oriented Sales Strategy. With the immediate impact of the COVID pandemic largely behind us, organizations are slowing shifting back from the mindset of sustainability to growth. Let’s. Article

Media Roundtables in the Age of Social Distancing

Sales and Marketing Management

Author: Stephanie Quilligan With in-person meetings on hold for the foreseeable future, it’s hard to imagine a circumstance that would allow a traditional media roundtable anytime soon.

Media 170

Top Sales Tools of 2020 and the Digital Sales Revolution

Smart Selling Tools

Top Sales Tools of 2020 and the Digital Sales Revolution. December 8, 2020. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales.

Tools 111

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.

How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value

Understanding the Sales Force

I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens.

Top 5 Recent Insights for Marketing Leaders

Sales Benchmark Index

Here are the most popular posts read by our Marketing subscribers… How Leading CMOs Develop a Strong Messaging Architecture. The difference between connecting with a prospect and losing a deal is sometimes all in the wording. A tactical messaging architecture provides a. Article

Why Third-Party Reviews Should Be Part of Your Go-To-Market Strategy

Sales and Marketing Management

Author: Rachel Krug It’s no surprise – buyers are more educated than ever, with new information available daily to influence decision making. And with nearly all purchase decisions beginning online, positive brand recognition is a linchpin to success.

Podcast 176: Becc Holland On Personalization At Scale

John Barrows

Our guest this week is Becc Holland, CEO and Founder of Flip the Script. We’re all impressed with the content and seemingly magical ways that Becc’s tactics and approaches improve sales rep’s messaging, cadences, workflows, and the results.

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.

Hedgehog Your Sales Organization


Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot. Sales Management

How to Build a Buyer-First Mindset According to a LinkedIn Sales Manager

Hubspot Sales

Back in 2017, HubSpot discovered that only 3% of consumers thought of salespeople as "trustworthy.". Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. It's called " buyer-first selling. ".

Smile: Your Selling On-Video Superpower!

Performance Sales and Training

Smile! It’s your selling on-video superpower. People who smile are perceived as friendly, approachable, caring. And yet, smiling is such an uncommon expression in business – especially on video!

Video 98

Gap Selling Training Certification is Here!

A Sales Guy

It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business.

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.

My Grandmothers’ 17 Step Checklist for Winning at Sales and Life

Sales Hacker

Both my grandmas came to America with nothing. They had to work hard for a better life. Sales works the same way. Your prospects owe you nothing. And if you want to be successful in business, you need to take massive action.

Weekly Roundup: Sales Follow-Up, Using Psychology to Close Deals + More

The Center for Sales Strategy

- MOTIVATION -. People are influenced to change by people they trust.". Mike Bosworth. AROUND THE WEB -. > > The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going – HubSpot. Most of your business’s prospective customers will not buy from you instantly.

Solution Selling: The Ultimate Guide

Hubspot Sales

You've probably heard of solution selling — it might even be your strategy of choice.

How to Get Creative in Sales

Alice Heiman

I have always had a creative side to me. . Many of you don’t know this, but I was actually an art major in college (yes the sales gene has always been with me but I also have that creative gene too). . One of the reasons I love sales so much is because I can be creative.

[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.

5 Things 439,332 Proposals Taught Us About Creating The Perfect Sales Proposal

Sales Hacker

There is an art to writing a great proposal. You need to think carefully about what you have to offer and create a well-written, properly structured proposal that effectively sells your services. Fortunately, you don’t have to start from scratch!

The Lone-Wolf Sales Model is Making Your Life Tougher than It Needs to Be

The Center for Sales Strategy

At The Center for Sales Strategy (CSS), we’re big believers in talent. And nothing confirms our trust in talent more than when we witness a direct connection between the talent level of a given salesperson and the success they achieve.

Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract

Smart Selling Tools

Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract. NEEDHAM, Mass.