Sat.Jan 30, 2021 - Fri.Feb 05, 2021

The Cost of Poor Sales Visibility


The cost of poor sales visibility. Today nearly 80 percent of sales engagements are digital. That means massive troves of data about customer behavior and buying cycles just waiting for a sales team to leverage.

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Marketing Automation and Why You Need It

Sales and Marketing Management

Author: Manoj Kumar The new year comes with all the anticipation and hope one can muster. The pandemic year has left many business leaders in a state of “what next?”.


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How to Measure Your Sales Team’s Performance in 2021

Sales Benchmark Index

Sales leaders are all inundated with a significant amount of data. The ability to draw insights from data (and act on these insights) is a key capability that separates winners from losers. Working with sales leaders across a wide range of.

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Cold Calling Isn’t Dead

The Pipeline

I had the opportunity to sit down with Nancy Calabrese, on her Conversational Selling. We chated keys to sales and prospecting success, as well as: Choosing to either fall for excuses or execute a strategy. Evaluating metrics, and what type of measurement is best. Utilizing voicemail effectively.

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.

5 Reasons to Follow a Script

Mr. Inside Sales

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script.

More Trending

Enterprise CRM’s Future is in Company Growth


Enterprise customer relationship management (CRM) systems aren’t just an upselling gimmick from your standard CRM. Larger (enterprise) companies have different digital asset requirements compared to smaller companies, including their CRM.

Podcast 183: Galem Girmay On Building Relationships In Online Communities

John Barrows

Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius.

A Web Of Success

The Pipeline

By Tibor Shanto. People in sales have come to accept that selling is no longer for lone-wolves, packs hunt much more successfully. Many of those same sellers also know that buyers generally act in packs as well. The pundits tell us there are six to a dozen people involved in a purchase of a B2B solution. So why do many salespeople continue to prospect as though they can only engage one person at a time? Instead, they should engage and involve everyone and anyone in the purchase.

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The Terrible Twos: Getting Your Prospects Attention

Anthony Cole Training

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation. qualifying prospects sales meetings sales prospecting

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!

How to Build a B2B Sales Funnel That Rakes in Dream Customers


If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Let’s start with that dream customer. Your digital-savvy B2B prospect is researching the product they think they need.

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3 Reasons Why Sales Coaching Should Be Your Top Priority

Sales and Marketing Management

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door.

The Digital Evolution and Its Impact on Revenue Growth in 2021

Sales Benchmark Index

One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.

All New 2021 Enterprise SalesTech Landscape

Smart Selling Tools

The All New 2021 Enterprise SalesTech Landscape. By Nancy Nardin I first started curating and categorizing sales technologies in 2010. There wasn’t much of a market back then but that has changed drastically in the eleven years since.

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.

Prospecting Insights: Boost Your Sales Strategy with High-Octane Data


How important are prospecting insights to your sales strategy? It turns out they’re pretty important. Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers.

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How to Scale Your Engagement Strategy to Optimize Messaging and Maximize Sales

Sales and Marketing Management

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. .

Advisory Board Learnings From Global Sales Leaders

Sales Benchmark Index

At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives: The Ascent of Sales Leaders to CEO Positions Executing a.

Too Old To Be Great? Tell That To Tom Brady.

Grant Cardone

When I’m out there trying to help people do more and be more in order to help them live the same 10X Super Life I do, one of the things I hear the most often is “I’m too old.” Too old to make it happen. Too old to change. Too old to be great. Too old to be great?

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.

Deliver Targeted Ads to Ideal Prospects with ZoomInfo Data


Innovation can be tricky. More often than not, it leads you to new frontiers. But other times , you can carve a new path forward by returning to old ideas and finding a new way to use them.

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Weekly Roundup: LinkedIn Profile Tips, Why Culture Matters + More

The Center for Sales Strategy

- MOTIVATION -. Nothing will work unless you do.". Maya Angelou. AROUND THE WEB -. > > 10+ LinkedIn Profile Tips to Stand Out in 2021 – Sales Hacker. Would you slide into a prospect’s DMs to land a product demo?

Survival of the Fittest or the Boldest? How Market Leaders Get Ahead

Sales Benchmark Index

Never Let a Crisis Go to Waste. As a CEO leading through the pandemic, you’ve heard “never let a crisis go to waste.” ” Still, what practical takeaways from 2020 will place you among the top performers emerging from one of the.

Fine-Tuning Your Engagement Strategy to Optimize Messaging and Maximize Sales

Sales and Marketing Management

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. .

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.

Signals That Indicate Cross-Selling Opportunities


“Do you want fries and a coke with that?” — We’ve all had the ultimate cross-selling experience at McDonald’s. Not to mention, the alluring temptation of Amazon’s ‘frequently bought together’ section. As a consumer, you know that cross-selling works.

Don’t “Hack” Sales Unless You Know These 3 Things

Sales Hacker

You are in trouble if you’re trying to hack sales — unless you lay a foundation first. When we say hacking, we mean trying to figure out loopholes and tricks and ways around doing the hard work. The hard work that every company and every sales leader needs to do cannot be hacked.

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Good Bob, Bad Bob, The Stockdale Paradox, and Sales Success

Understanding the Sales Force

I read that Admiral James Stockdale , a Vietnam War veteran and former POW at the Hanoi Hilton , said, “You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline to confront the most brutal facts of your current reality, whatever they might be.”. His combination of faith and brutal reality was the difference between surviving long enough to be released from captivity, and those who died in captivity.

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On The Road! An Australia Day Journal!

Bernadette McClelland

I love a sunburnt country. And the salt lakes of Sea Lake. Where deadened tree trunks boast. Behind salt entwined fence posts. Laying home to make-believe sharks. Who were chasing make-believe men. That were hilariously placed. by a strategic comedienne. Where the street art is lit up. Not just by the glow of the moon. But the inner light of people. Inside historically done-up rooms. Where a grand old pub. Filled with music and laughter. Spills from the lace-worked verandah.

[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.

A Speck of Promise for Women in the Workforce


To gauge the progress that’s been made for women in the workforce, we took a look at how many women are managers and CEOs compared to the overall workforce of each industry–using ZoomInfo’s database. We also looked into how women may have had their careers impacted by the pandemic.

The Key to Developing a Strategic Q1 Quarterly Action Plan

The Center for Sales Strategy

At the beginning of a new year, it's tempting to set goals for the next 12 months. After all, you'll have your results from the prior year and can identify where you fell short and where you want your company to improve.

Why Being Too Helpful Hurts Sales & 5 Tactics Reps Need to Avoid

Hubspot Sales

Are you ever bothered by people overwhelming you with too much help? For instance, imagine you're at a department store, and the employee who greets you at the door doesn't just say "If you need help, let me know," and let you shop.