Sat.Oct 02, 2021 - Fri.Oct 08, 2021

Don't Dream It's Over: 1 of the Biggest Sales Challenges

Anthony Cole Training

One of the most frequently asked questions we receive is “how do I/we increase sales” or “how do I become more successful in sales?” It starts with recognizing when your pursuit of a prospect is over. In this blog, the two fundamental truths of more effective selling. Questions for Prospects qualifying sales prospects sales challenges

It’s Ironic: It Takes Data to Be Personal

Smart Selling Tools

It’s Ironic: It Takes Data to Be Personal. By Lisa Smith, InsideView. It’s a well known fact: buyers today don’t have the time or patience for generic marketing messages and sales pitches.

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Who Is Your Customer?

Partners in Excellence

Do you know who your customer is? More importantly, do you know who your customer isn’t?

Why Your CRM System Is Essential for Lead Management

Sales and Marketing Management

You've got a CRM system in place. So why are so many qualified leads not followed up? It's time to rethink the role of your CRM. The post Why Your CRM System Is Essential for Lead Management appeared first on Sales & Marketing Management. News Featured

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Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with Second Nature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

Revenue Operations Holds the Key to Unlocking Growth in 2022

SBI Growth

Remember when 2021 was supposed to behold a “new normal” for us? Back to stability and predictability? It has been over 18 months since COVID-19 became rampant in the United States, and with looming variants, “back to normal” seems to be getting further and further away. topic-Sales

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170+ Women in Sales Share Their Career-Defining Aha Moment

Sales Hacker

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.”

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5 Ways Coaching Elevates Sales Performance

Sales and Marketing Management

Sales coaching and development helps drive consistent sales rep behaviors across the entire team and elevates average performers to become top-performing salespeople. The post 5 Ways Coaching Elevates Sales Performance appeared first on Sales & Marketing Management

Retain the Base: Why Net Retention Rate Is a Critical Measure of Success for 2022

SBI Growth

Alex Schultz, the Chief Marketing Officer and VP of Analytics for Facebook, once said that “Retention is the single most important thing for growth.” Indeed, "retention is the new growth" has become a common mantra for corporate leaders in recent years. topic-Go-To-Market

Weekly Roundup: How to Coach Your Team, Overcoming Sales Call Reluctance + More

The Center for Sales Strategy

- MOTIVATION -. "A A good leader leads the people from above them. A great leader leads the people from within them.". Arnold. AROUND THE WEB -. > > How to Coach Your Team: Your Template for More Effective Coaching 1:1s – Sales Hacker.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

How to Succeed at Selling in a Hybrid World with Dan Tyre [PODCAST]

Sandler Training

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. The post How to Succeed at Selling in a Hybrid World with Dan Tyre [PODCAST] appeared first on Sandler Training.

Earning Trust In a Digital Business World

Sales and Marketing Management

High-touch B2B transactions in person will return, but the digital shift is permanent in many ways. This transformation, known as guided CX is a way to earn the trust of customers and prospects as well as drive meaningful business outcomes. The post Earning Trust In a Digital Business World appeared first on Sales & Marketing Management.

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How Strong Is Your Commercial Culture?

SBI Growth

Some of the most valuable and fastest-growing organizations in the world are known — for better or for worse — for their cultures.

Top 5 New Trends in Sales You Have to Consider for Your Business

The Center for Sales Strategy

Successful sales is a difficult multi-level process that requires a lot of effort, knowledge, and attention. Sometimes methods and approaches that showed good results in the past don’t work anymore.

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.

What to Do When Prospects Hang Up on Cold Calls | #AskJEB

Sales Gravy

On this #AskJeb, Jeb Blount takes a question from Becca who wants to know what to do when prospects hang up on cold calls. Getting hung up on can be disconcerting, discouraging, and often feel like rejection. But, they don't have to be.

Introducing Gong’s New Visual Identity

Few things are as comforting as the presence of a dog in the workplace. Dogs greet you at the door, humor you in the conference room, nuzzle you at your desk. They roam the halls like zombies in search of a quick morsel, a friendly glance, a belly rub.

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It’s the kiss of death in sales


Tell me, ever hear a salesperson say something like this: “Just had a great meeting. I think there is going to be $100,000 (or $10,000 or $1MM) of business there!”. Sales Management

How to Train a Sales Manager

The Center for Sales Strategy

Assuming a sales manager does need a training plan can be a costly mistake. Too often this element is overlooked, and revenue suffers. Creating a training plan that includes specific elements to be completed in the first 30-60 days on the job is a great way to avoid this.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

How to Create a List of the 1,000 Most Interesting SaaS Companies


There are a lot of new technology trends popping up every year: Internet of Things, cryptocurrencies, virtual reality, and robotics are becoming commonplace. Others like digital twin, industry 4.0, and quantum computing might still be unfamiliar to most of us, but are quickly gaining attention, too.

You Don't Have to Wine and Dine

Selling Energy

It's a common business practice to take your prospects out to dinner or do favors for them. Now that social distancing and other dynamics have put the kibosh on client entertaining, many salespeople accustomed to selling over a meal are feeling somewhat lost.

A change management perspective


One thing that every sale involves is change. Unless you convince your buyer to change something in the way they are doing business, you won’t have a sale. Sales Strategy

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A Social Media Strategy for Recruitment

The Center for Sales Strategy

The pandemic has made the job search for both the candidate and the recruiter challenging. Never has a tight labor market had a deluge of resources in the talent search coupled with savvy job seekers. Online recruiting is not new.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Accountable Sales Environments Require Clear Expectations

Sales Manager Now

When accountability is lacking in a sales team, many leaders will resort to micromanagement and mistrust. However, this is the opposite of what’s needed to develop an accountable sales environment.

Deal-Breaking Questions

Selling Energy

Many salespeople are afraid to ask potentially deal-breaking questions upfront. They think that these questions should be avoided until they know the prospect is ready to buy (and that it won’t matter because they have already made up their mind).

Why (and How) You Should Modernize Your Sales Process with Hybrid Selling

Sandler Training

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling. . The post Why (and How) You Should Modernize Your Sales Process with Hybrid Selling appeared first on Sandler Training.

Don’t Reward the Hoard: Combat Knowledge Hoarding at Work


Sharing is caring when it comes to workplace knowledge. We’re champions of knowledge-driven cultures , and we know that there are many reasons organizations should invest in sharing knowledge instead of hoarding it. Do you remember what happened the last time a “big fish” left your company?

The Blueprint for Better Sales Onboarding

Onboarding – every company does it, but a shockingly few do it really well. So the question is – how do you break the cycle and onboard salespeople in a way that actually works? This exclusive eBook provides 6 steps to better sales onboarding. Download the eBook today!

Sales Talk for CEOs: Entrepreneurial Enthusiasm with Chris Cabrera (S1:E10)

Alice Heiman

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Chris Cabrera, CEO of Xactly , which provides automated compensation for large sales teams. Chris’ life revolved around sales prior to becoming a CEO and it prepared him for starting his own company. .

Episode One: 1 Email. 2 Takes.

Sales Hacker

Write sales emails like a pro! Kristina and Will will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently.

How to Improve Qualification in Your Sales Organization

Force Management

If you want to get your sales teams working smarter, you need a well-defined sales process and qualification approach. Why do so many organizations struggle with consistently qualifying and progressing the right opportunities? Sales Process Sales Qualification