Sat.Jul 03, 2021 - Fri.Jul 09, 2021

7 Tips for Training Sales Managers From Leaders Who’ve Done It


Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. No, it takes thorough, thoughtful training to get there, and that process is rarely self-explanatory.

Your Numbers Have To Add Up

Tibor Shanto

By Tibor Shanto. Want to split a room of salespeople, just ask if “sales is a numbers game or not?” The debate has raged on for years with few converts. Ultimately, neither can convince the other that they were wrong, but neither can say they were right.


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Is Your Sales Process Backwards, Upside Down or Stupid?

Understanding the Sales Force

My wife and I recently watched the new funny but sad movie, Here and Now , written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day."

How to Pitch Multiple Products

Mr. Inside Sales

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Result? Stalled sale. Let me think about these and get back with you.”.

How To 170

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.

Your Cold Calling Math of Sales is Lying

Score More Sales

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling.

More Trending

Old School Sales vs New: The Rise of the Modern Sales Model


We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. As soon as you answer the door, you regret it— big grin, button-down shirt, and lots of charm, despite the 90-degree weather —out of pity, curiosity, or a mix of both, you decide to hear him out.

Getting Back to Basics With Verticalization

Sales and Marketing Management

Vertical target marketing is having a moment (again), but the amount of success companies have from targeting specific verticals will depend on the resources they are willing to invest. The post Getting Back to Basics With Verticalization appeared first on Sales & Marketing Management.

Podcast 205: Brian Burkhart on Brian Burkhart on Elevating Others through Core Values, Growth Mindset & Flexibility Copy

John Barrows

Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging, joins John this week to talk about core values, growth mindset, and elevating others.

How a $3B Software Company’s Forward-Thinking Strategy Accelerated Them Through the Downturn

Sales Benchmark Index

Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors.

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.

Level Up Your Candidate Search with Better Data


Many talent acquisition managers turn to LinkedIn Recruiter to begin the process of seeking job candidates. However, corporate recruiting has the potential to be more efficient when it comes to sourcing candidates and communicating with them.

Data 130

Prospecting Versus Lead Generation

Sales and Marketing Management

Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly. The post Prospecting Versus Lead Generation appeared first on Sales & Marketing Management.

Email deliverability: A practical guide for sellers and marketers


“Oh, your email ended up in my spam folder” is what email marketers and salespeople hear in their nightmares. Emails only suffer from deliverability issues for a few reasons and all of them are bad.

Is empathy a more powerful indicator of success than sales numbers?


Lisa McLeod, author of five best-selling books including Selling with a Noble Purpose, says the sales industry is focusing on the wrong targets. Sales quota attainment is a lagging indicator, and over-focusing on it can actually damage your team’s ability to perform. Sales Psychology

Quota 79

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.

ZoomInfo Brings its Data and Features Straight into Dynamics 365


Sales reps and marketers that use ZoomInfo and Microsoft Dynamics 365 are about to see their day-to-day lives get easier thanks to a new collaboration between the two companies. At the heart of this relationship is a new ZoomInfo application for Dynamics 365.

Data 130

Getting Aligned: The Three Non-Negotiables of Great Leadership Teams

Sales and Marketing Management

Strong leadership alignment is built on three items: common goals, role clarity and team problem-solving for better decisions. The post Getting Aligned: The Three Non-Negotiables of Great Leadership Teams appeared first on Sales & Marketing Management.

How to Maximize Your Networking Group Investment

Adaptive Business Services

I have personally been involved with networking groups, aka leads groups, since the early 90’s when I created my first member-run group. In 2007, I created NetWorks! Boise which is run as a for-profit business ( get the how-to book on Amazon ).

How Do You Improve Sales Performance?

The Center for Sales Strategy

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force. A motivated sales team will perform well. This creates a cycle of continued success.

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!

How to Improve the Recruiting Process


Recruiters face a multitude of challenges. From building and maintaining a talent pipeline to targeting passive candidates, the hiring process can feel daunting.

How To 130

Sales Call Planning Guide

RAIN Group

By failing to prepare, you are preparing to fail. ?. Benjamin Franklin. We acknowledge that sometimes you can't prepare for a sales call or—hallelujah—a buyer calls you out of the blue.

Buyer 69

When Prices Go Up, Sellers Get Down to Business

Engage Selling

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups.

Answering Your Most Burning Referral Selling Questions


After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. Maybe even more frequently than before.) I’m going to answer them right now. Sales Strategy

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.

Know Your Leadership Style

Integrity Solutions

Whatever your leadership style, you must be able to develop people who have a sense of ownership in the outcomes that define success. Knowing your leadership style has never been more important than it is today.

Grant Cardone Offers Support for Surfside Relief

Grant Cardone

We are heartbroken by the recent devastation to our community with the Surfside Champlain Tower collapse. Hundreds have been impacted by this tragedy and children and families dealing with a loss of life, personal effects, and even their home.


The paths that led us here: 8 Nutshellers discuss how they joined the team


At Nutshell, we strive to create a workplace where anyone can feel welcome.

Weekly Roundup: Sales Training Games, Sales Forecasting Methods + More

The Center for Sales Strategy

- MOTIVATION -. Sales is not about selling anymore, but about building trust and educating.”. Siva Devaki. AROUND THE WEB -. > > 27 Sales Training Games, Activities, & Ideas To Ramp Up Your Team – HubSpot.

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.

9 Keys to Abundant Sales Lead Generation

Marc Wayshak

Do you ever look at your calendar and think to yourself, “I wish I had more high-quality appointments on my calendar”? This is the single most common issue I see today with salespeople in all industries.

These Are The Sales KPIs Your Business Should Focus On


The most successful sales organizations are the ones working systematically. To do that you have to have clearly defined goals, sales KPIs (key performance indicators, that is), and relentlessly measure and monitor how your sales and marketing efforts contribute to help you reach them.

B2B 62

Mailchimp vs Mailerlite: The email marketing stand-off


Mailchimp and Mailerlite are both awesome email marketing tools that have a place in any marketing team’s arsenal. . In a world where it feels like there are a million solutions to each business need, you might be unsure on which to choose. You’re not alone.