Sat.Dec 28, 2019 - Fri.Jan 03, 2020

Why hide the Authentic You from Your Professional Stories?

Babette Ten Haken

When your Authentic You is not part of the professional stories you tell, your stories are less-than-believable. As a result, the folks listening to your stories are left with no conclusion and one question: SO WHAT?

5 Reasons You Need Sales Contests in the New Year


Sales contests aren’t new but they’re not going away anytime soon. In fact, competitions are becoming increasingly ingrained in a successful sales culture.

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How Focusing on Soft Skills Can Improve Sales Results


Happy New Year! soft skills soft skills development how focusing on soft skills can improve sales soft skills for sales

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Why won't your salespeople do what they know to do?


Sometimes, poor sales performance is due to a lack of skills or knowledge. But sometimes, salespeople know what to do, they know how to do it, and they even know why they should do it… and they still don’t do it, at least not consistently. Sales Coaching Sales Management

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

How a Pickup Truck Relates to Driving Sales Growth in 2020

Anthony Cole Training

In this blog post, we compare an IH 1210 pickup truck to driving revenue growth within your sales organization. Like an engine that needs three things to run, your sales organization also needs three things to run.

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Does Your Key Account Program Give You a Competitive Edge?

Sales Benchmark Index

You’ve completed planning for the upcoming year, and in order to hit your number, you’ve identified your most important customers. These accounts are where you cannot fail. Your key account program ensures your best account managers are engaged, but is that. Article Sales Strategy

Why Predictive Assessments May Be the Jolt Your Hiring Process Needs

Sales and Marketing Management

Author: Wendy Mack Opinions can be misleading, particularly when hiring sales talent. It happens all the time: Your first impression of a potential hire was positive, but you realize it's not a good fit once he or she slides into the role.

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Know the Influencers Who Make More Sales Possible

Engage Selling

Previously, we looked at how important it is to beware of talk traps.

Your Life Has Two Options

Grant Cardone

2020 is a pivotal time in your life where you can either make things better or have things get worse. Here’s the truth: My life is NOT just the Instagram shots of the plane, the nice cars, the stacks of money, the sold-out stadiums….

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Why Your Company Needs a CRM to Grow Better

Hubspot Sales

Did you know a customer relationship management system (CRM) is the fastest-growing software on the market today? And, by 2025, revenues in the industry are expected to reach more than $80 billion?

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Managing Digital Assets Should Be the Priority to Ensure Digital Customer Engagement

Sales and Marketing Management

Author: Randy Stark The relationship between customers and marketers has changed drastically, mainly due to the widespread use of digital assets in marketing. The transactional relationship that is part of traditional marketing is now a thing of the past.

The Power of a Fresh Start

Engage Selling

This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.

Successful Sales Management Is Emotion Management


You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. Anyone reading this married, in a serious relationship or raising children?)

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

The Sales Cadence That Landed Me Meetings With the 11 Biggest ECommerce Companies in the World

Hubspot Sales

A client once asked me to help them increase their sales and industry presence in the U.K. market, specifically with the top 200 fashion and apparel brands and retailers in the region. Unlike in my home country of Brazil, I had only five business connections in the U.K.

Why Selling is Simple but Difficult

Anthony Iannarino

Selling is simple. It requires certain activities and outcomes that allow you to create and win new opportunities. These activities are well known and equally well documented. They are taught and trained and written about and captured on video.

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Five Trends Sales Professionals Should Watch for in 2020

Sandler Training

As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come.

New Year. New You


Sales reps head into a new year with goals. Often those goals are all about money. But what about attitude? I will be the first to admit it when I miss my own personal targets, I am not always positive. This past year has been a rough one professionally. Missed numbers.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Top Articles of 2019: Sales Culture + Company Culture

The Center for Sales Strategy

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.

6 Gigantic Resolutions a Sales Manager Must Make in the New Year

Anthony Iannarino

Yesterday’s post was a list of the most important resolutions salespeople should make in the coming year. Today’s post, as you have already discerned, is about the resolutions you should make as a sales leader (and if you are a sales manager, you are by definition, a sales leader).

How to Ask Marketing for What You Need

Hubspot Sales

Chances are, your sales team is currently focused on making functional changes for significant improvement. This can include new quotas, territories, products, and compensation plans.

A Radical Approach to the Design of the Sales Function


It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Top 10 Blog Posts & SalesTech Acquisitions of 2019

Smart Selling Tools

Top 10 Blog Posts & SalesTech Acquisitions of 2019. TOP 5 BLOG POSTS OF 2019. The importance of Marketing & Sales Alignment is obvious when it comes to tradeshows. Tons of money and resources are spent on both sides.

Your Success Is Found in Priorities and Execution

Anthony Iannarino

Your version of success and someone else’s version may differ. What someone else calls “success,” you might describe as an abject failure. What would satisfy you might displease someone who has a different idea about what one should do with a life.

Stretching your customer's value gap


Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo. Sales Management Sales Methodology

Bringing a House of Business to Reality


In our series on building a house of business, we first covered the numerous aspects of vision, which of course comes before anything else. Now let’s move onto bringing this vision into reality. Where does that begin? The Plans.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

The Day I Decided to Stop Cold Calling (for Good!)

KLA Group

By Kendra Lee It’s a new year, which of course means New Year’s resolutions and goals. As you set your sales resolutions and goals, consider how you will and won’t sell based on your natural sales talent to achieve your annual target. Please Let Me Just Make My Sales Goal My natural sales talent was.

Marking 10 Years of Publishing Daily

Anthony Iannarino

Today is a special day for me. On December 28, 2009, I started posting here daily. I had dabbled with writing a blog for a few years but lacked a grand strategy or goal at the start. So today marks ten years of writing here daily.

Should your inside sales team be attending industry events?

Industry event season is upon us. Industry events provide opportunities that your sales team can’t get elsewhere. When your team attends an event, they learn new skills, make new connections and introduce your company to new audiences. So, should your inside sales team be attending industry events?