Sat.Jun 05, 2021 - Fri.Jun 11, 2021

5 Patterns To Interrupt In Prospecting Outreach

Tibor Shanto

By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not.

The Ultimate Guide to a Career in Sales


If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. But if you're thinking "Huh? What does that mean?" don't worry. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close.


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The High Cost of Low-Tech Leadership

Sales and Marketing Management

Overall performance suffers when those in leadership roles aren’t sufficiently trained. The post The High Cost of Low-Tech Leadership appeared first on Sales & Marketing Management. Special Report Featured

Less is More in Sales

Mr. Inside Sales

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). This is a problem. And that’s because when your mouth is open, your ears are closed.

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.

8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Understanding the Sales Force

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled.

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5 Ways Sales Leaders Create a Winning Culture

Sales Benchmark Index

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

Qualifying: Before or After Your Presentation?

Mr. Inside Sales

I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested in.

Five Ways to Change Your Sales Strategy After COVID


If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships.

Celebrating 25 Years in Referrals: My Story

No More Cold Calling

Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Advisory Board Learnings From Growth-Minded Commercial Leaders

Sales Benchmark Index

SBI recently held it’s Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the.

B2B Media Sales Opportunity With One Of The Most Prestigious Brands In The Sales And Marketing Space

Sales and Marketing Management

Sales and Marketing Management has a premier opportunity for a sharp, experienced b2b media sales professional with a healthy work ethic on a contract basis.

ZoomInfo’s Guide to SDR and AE Pairing


Two is better than one. This was true for duos such as Calvin and Hobbes, Bert and Ernie, and Frodo and Sam, and it’s true for sales development reps (SDRs) and account executives (AEs).

Podcast 202: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush”

John Barrows

Our guest this week is Beth Waterfall, Executive Director @ Elevate Northeast & Founder of Beth Waterfall Creative.

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

Why CEOs Are Appointing CCOs 2.2x More Often Than CROs and CMOs

Sales Benchmark Index

The role of the Chief Commercial Officer (CCO) has existed for the last few years, but its prevalence across large, mid-market, and SMB organizations is on the rise. More and more, CEOs are opting to place CCOs in the top.

Stand Out in the Crowded Virtual World Through Relationship Building

Sales and Marketing Management

Authentic connection is sorely needed in the volatile virtual business world. Here are three ways sales leaders can strengthen relationships with prospects virtually. The post Stand Out in the Crowded Virtual World Through Relationship Building appeared first on Sales & Marketing Management. News Featured

Top 20 Largest Sales Development (SDR) Teams in the USA – Research Report


The companies with the largest SDR totals are Salesforce (2,406), Dell (2,170), Oracle (1,860), and IBM (1,720). Sources below. Company SDRs Website Salesforce 2,406 [link] Dell 2,170 [link] Amazon 1,980 [link] Oracle 1,860 [link] IBM 1,720 [link] Microsoft + Linkedin 1,633 https. Source.

Podcast 201: Simon Mulcahy and Karen Semone On The Art, Science, and Magic of Selling

John Barrows

Our guests this week are Simon Mulcahy, Chief Innovation Officer @ Salesforce, and Karen Semone, Senior Director of Innovation at Salesforce. This conversation between John and these two dynamic, free-thinking leaders is filled with invention, thought leadership, innovation, and content.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

The Part-Time Sales Management Assessment

Sales Manager Now

The Part-Time Sales Management Assessment is designed for those who carry many responsibilities including your sales management role. It’s the perfect compliment for those implementing the Part-Time Sales Management (PTSM) System.

The Secret to Successful Sales Training

Sales and Marketing Management

The secret to selecting a sales training program that works every time starts with clearly defining the desired results. The post The Secret to Successful Sales Training appeared first on Sales & Marketing Management.

The future of B2B selling is collaborative


I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results.

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How to Train Your HR Department to Hire Quality Sales Reps

Sales Hacker

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. Here are just a few reasons: It isn’t an attractive job. The required skills aren’t taught in school.

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

Identifying Three Sales Process Bottlenecks and the Tactics to Drive Improved Performance

The Center for Sales Strategy

Improving the performance of a sales team, or a specific seller on the team, is a top focus for any sales leader. Often, we hear sales managers say they just need more activity or need to add more into pending, but the answer is rarely that simple.

How to Become an Inclusive Remote Leader

Sales and Marketing Management

Flexibility and inclusivity in the workplace are more important than ever following the COVID year. Here's how leaders can help make that a reality. The post How to Become an Inclusive Remote Leader appeared first on Sales & Marketing Management.

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WEBINAR: John Barrows hosts “The Great Debate Around Hot Sales Leads: Speed vs Accuracy” Sponsored by LEANDATA & ZOOMINFO

John Barrows

The post WEBINAR: John Barrows hosts “The Great Debate Around Hot Sales Leads: Speed vs Accuracy” Sponsored by LEANDATA & ZOOMINFO appeared first on JB Sales

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Here’s the Difference Between Marketing and Sales Funnels

Sales Hacker

Marketing and sales funnels take complex lead generation systems and simplify them into visual strategies that show where our leads come from, how they progress through content and sales processes, and which ones turn into paying customers. But is there a difference in how they work?

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

Sales Coaching: 6 Key Skills Reps Need to Master


Knowing coaching is important and doing it effectively are two different things. Here are 6 of the most important skills to coach sales reps on

Lagging in Tech Knowledge Has Far-Reaching Impact

Sales and Marketing Management

We asked how much of a problem it is when those in B2B sales and marketing leadership roles are not technologically savvy. Here are some comments we received. The post Lagging in Tech Knowledge Has Far-Reaching Impact appeared first on Sales & Marketing Management. Special Report

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How Oneflow Makes Contract Management Seamless in Membrain


Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.

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