Sat.Mar 06, 2021 - Fri.Mar 12, 2021

46 Best Sales Questions to Ask on a Sales Call


How to Collect Prospects Before Making Sales Calls. Before you make a phone call, you should have a list of leads first. And LeadFuze can help you in that regard.

Digital Communications: a Path to Exceeding Customer Expectations


For many organizations, the thought of delivering communications digitally can seem a bit daunting. Driven by the increasing expectations of customers and distribution partners, the transition to digital is an unstoppable trend.


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A Startup Means Taking Risks

Sales and Marketing Management

Author: Andy Braddell Everyone wants to be an entrepreneur, everyone wants to head out and start their own business venture. Well, maybe not everyone, but if you’re reading this, you probably do.

A Lesson on Being Decisive: COVID, Trade Shows, and Lead Generation in 2020

Sales 2.0

This is a guest post from David Kreiger, the President and Founder of SalesRoads, a conversation-based lead generation service that generates uniquely-qualified sales opportunities.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Four Ways to How to Handle: We Already Have Someone

Mr. Inside Sales

Prospects are good at blowing sales reps off the phone. Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.”. This is an easy stall to get around—if you know how.

More Trending

Customer-Centric Selling – Understanding and Embracing the Heart of Your Customers

Sales and Marketing Management

Author: Mary Beth Addison During 2020, we all dealt with unprecedented change, both as customers making buying decisions and as B2B and B2C sales and marketing professionals working to engage prospects and customers in new ways.

The Demand Generation Strategy Guide


Messaging, distribution, reach and optimization. These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation?

Two Simple Words to Open More Doors—and Close More Sales

Mr. Inside Sales

The first word is “please.”. This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Instead, they just barge in and ask if so-and-so is available. Or they just say they’re trying to reach so-and-so.

How’s That 80/20 Working For You?

The Pipeline

By Tibor Shanto. The key difference between a tribe and a herd is that the former walk on two legs. Herd mentality persists in both. Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality.

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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!

A Startup Means Taking Risks

Sales and Marketing Management

Everyone wants to be an entrepreneur, everyone wants to head out and start their own business venture. Well, maybe not everyone, but if you’re reading this, you probably do. News Featured


3 Key Takeaways From Scott Brinker: The Man Behind the Martech Supergraphic


If you’re in MarTech–or know someone who is–you’ve likely come across a somewhat dizzying supergraphic portraying the MarTech landscape through categories and logos (around 8,000 to be exact).

Celebrating 7 Trailblazers on International Women’s Day

No More Cold Calling

Even slow progress is worth celebrating. Today is International Women’s Day, and I’m reflecting on women pioneers—trailblazers who paved the way for women in sales, entrepreneurship, engineering, law, and other male-dominated professions. And that includes women in my own family.

One Quarter Down – How To Get To Goal?

The Pipeline

By Tibor Shanto. It has been said that a manager should know how their year will go by the end of Q1. Well, Q1 is almost over, how is it going? Part of your answer may come down to your role, but for the most part it will come down to how well you prospect in Q1 and year-round.

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.

Customer-Centric Selling – Understanding and Embracing the Heart of Your Customers

Sales and Marketing Management

One of the critical concepts that companies are embracing and implementing is customer centricity.

How To Automate Lead Qualification for Increased Response Rates


You want to know if a lead is qualified well before you even pick up the phone to call them. Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP).

3 Data-Driven Steps to Increase the Diversity of Your Salesforce

Sales Benchmark Index

Just imagine – you made the decision to diversify your salesforce and have created a more inclusive environment that retains A-players from varying backgrounds and perspectives. And because your salesforce thinks differently and challenges the status quo, you’ve improved your.

Podcast 188: Kevin Ellis On Mentorship And Commitment

John Barrows

Our guest this week is Kevin Ellis, VP of Sales at Thrive. Kevin and John share their story about meeting over 15 years ago and how John’s training and mentorship has impacted Kevin’s career.

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.

12 Ways CPQ Saves Your Business Time

Sales and Marketing Management

Standardizing and automating how salespeople configure, price and quote by introducing a CPQ solution has the potential to be a true game changer for your business. More accurate quotes, increased consistency and greater visibility into processes are just some of the many benefits that come from introducing CPQ.

CRM Implementations Cost An Estimated $4.6 billion Annually, New Analysis Says


Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. So the company begins defining requirements for new CRM software, and two months later selects a vendor.

Celebrating Women in Revenue: How 7 Leaders Drive Growth

Sales Benchmark Index

Over the years, we have been fortunate to speak with inspiring women who are leading the charge in revenue growth to share their stories and insights on SBI TV. In honor of International Women’s Day, discover our most popular podcasts featuring.

5 steps to reduce cognitive bias on your sales team, according to an expert


Cognitive bias leads to poor decision making. On a sales team, it can kill deals by causing salespeople and their managers to make bad assumptions, take the wrong actions, and interact with customers in ineffective ways. Sales Psychology

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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.

How to Keep Institutional Knowledge from Falling Off the Demographic Cliff

Sales and Marketing Management

You may have heard about the “demographic cliff” that’s looming over our country’s workforce. This is the point at which the number of people leaving the workforce will outpace the number of new entrants. This cliff means a loss of long-held expertise and customer relationships that have taken years to foster. The challenge facing organizations is to capture, preserve and share this wisdom – before it’s too late.

Choosing The Right SaaS Sales Model For Your Company


SaaS is here to stay. Organizations across the world continue to realize the benefits of SaaS. As a result, the development of traditional “on-premises” enterprise software is expected to decline. But how do you know what SaaS sales model is right for you?

How Marketing Leaders Are Supporting Acquisition, Nurture, and Retention

Sales Benchmark Index

Since the turn of the millennium, mastering and perfecting the Customer Experience (CX) has been a goal for Marketing Leaders. Through CX strategy, leading revenue marketing teams will uncover areas of friction and process as a continuous feedback loop between.

Understanding Your Customer

Engage Selling

Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. People have been exchanging goods or purchasing services since the dawn of civilization.

[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.

Are You Confident Enough In Your Value Not To Discount?


Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount.

Data Loss Stories: How to Backup & Recover Saved Databases


Unless your company runs on ledger books and typewriters, business operations are impossible without digital data. The roadmap to company success is written in the customer journey, which goes from awareness and interest, and beyond their buying decision.

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9 Sales Tips for Introverts [Outsell Those Extroverts!]

Marc Wayshak

If you’re not a naturally “ outgoing ” person, it can be easy to feel like a fish out of water in sales. But guess what? Being an introvert can actually be a huge advantage to selling…. So what if people don’t typically describe you as having the gift of gab ?