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.


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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."

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.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

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That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling.

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

SBI Growth

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.

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.

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.

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What We Know: A Consultative Sales Process

Anthony Cole Training

On average, salespeople possess only 15% of the attributes required to sell consultatively. increase sales effective sales process consultative selling

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

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.

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.

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.

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.

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

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

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O-P-C: The Framework for Asking Thoughtful Questions


Pitch. verb; gerund or present participle: pitching. to throw or fling roughly or casually. "He He crumpled the can and threw it into the alley.". Newsletter sales training #VoV sales coaching

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.

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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.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

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.

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.

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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.

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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.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

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.

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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.

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.


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.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

3 Examples Of How You Can Use Vainu Custom Industries To Create Hyper-Targeted Micro-Segments


It’s B2B sales 101. Using standard industry classifications for market segmentation is commonplace. Need to sell to the finance industry? Use SIC code 6199, and you'll quickly find a list of companies in that industry.

4 Tips to Add Hours to Your Week


Why does it seem like some people are more productive than others? After all, we each have the same 168 hours a week. Some people make the most of them; others don’t.

Why Some Sales Negotiation Training Programs Work and Others Don't

Force Management

A defined negotiation strategy is a critical component to an organization’s success. If you’re seeing these challenges across your sales organization, it’s time to shift your sales team’s approach: Sales Negotiation