Sat.May 30, 2020 - Fri.Jun 05, 2020

You Need To Trust You

The Pipeline

By Tibor Shanto. Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive. As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention.

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What do you wish salespeople would stop doing?


Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think. Sales Management

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Are Your Sellers Prepared for the Economy to Reopen?

The Center for Sales Strategy

Perhaps the most anticipated grand opening of all times is occurring at various levels across our land right now — and it is joyous to see. But to say things are not quite returning to normal yet would be a great understatement. Most businesses are still adapting to the environment.

Customer Experience Isn’t a Straight Line, It’s a Complex Ecosystem

Sales Benchmark Index

Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

Steven Rosen

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing.

More Trending

Coaching the Sales Process: Overlooked Points in the CLOSE Step

The Center for Sales Strategy

Having a strategic sales process goes far beyond knowing how to close a deal. If your goal is to drive sales performance and increase revenue, stay true to a repeatable sales process that leads to predictable sales.

Develop Your Sales Pipeline to Increase Sales

Anthony Cole Training

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

How CEOs Drive Impactful QBRs

Sales Benchmark Index

Usually, QBRs look at the past and use it as a way to guide the future, but that needs to be different now. Looking at the past and recapping the news is not as relevant right now, things are changing.

5 Questions to Ask Every Inbound Lead

Mr. Inside Sales

A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. There is!

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.

Sales Scrum Podcast Episode #12 – Guest Shawn Finder

The Pipeline

Sales Scrum Podcast Episode #12 – Guest Shawn Finder. Shawn Finder has always been an entrepreneur at heart. At age 24, he entered the entrepreneurial world after competing as one of Canada’s top-ranked tennis players.

Energy 201

How Barb Giamanco Became My Dear Friend

No More Cold Calling

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia.

Travel 192

How to Leapfrog Competitors With Your Digital Customer Experience

Sales Benchmark Index

Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in.

Podcast 150: The Anatomy Of A Great Prospecting Video With Tyler Lessard

John Barrows

We ran a report on which channels were winning us the most meetings over the past few months, and video was the winner by a distance.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Practice DOESN'T Make Perfect

The Sales Heretic

The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet comfortable returning to train. In fact, at a recent class, I was the only student. Which was awesome! I got a full [.]. Sales closing practice presenting prospecting qualifying training

3 Ways to Improve RFP Response When Your Whole Team Is Remote

Sales and Marketing Management

Author: Angela Earl Everyone is apart. Companies in every industry, of every size, are completely remote. But in the wake of these sudden changes, the strongest among us are thriving. Many RFP response teams are innovating. They are creating new ways to keep collaboration going between team members.

The Problem with Account Plans.


Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes. Sales Strategy

3 Steps to Reshape Your Sales Approach & Reopen with Confidence

Sales Hacker

The influence of COVID-19 on the marketplace and our sales operations has completely changed the business landscape, and there may be no turning back. While many things can impact a sales team, most of us have never encountered the kind of confusion created by the arrival of the pandemic.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Get Back on Balance Now

Engage Selling

After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance.

How to Create an Effective Cross-Cultural Training Program

Sales and Marketing Management

Author: Peter Palladino The world has become one global village, thanks to technology. In this regard, a company can have offices and business associates in different countries across the globe, and with this comes the need for staff to travel internationally or even relocate to a new country. . Though technology has brought people together, the cultural differences gap has not narrowed, hence the need for cross-cultural training programs.

9 Rules for Competing for New Business

Anthony Iannarino

Much of the time, those of us in B2B sales find ourselves competing with a rival for a client. Someone wins, and someone loses. Because this is true, you have to play the game to win. Here are nine rules to help you compete and beat your competition.

Dramarama: Coach Your Customer Experience Team From Surface Acting to Deep Acting

Miller Heiman Group

Customers who reach out to service teams have specific emotional needs—and a study that we recently conducted online with 5,500 global consumers confirmed that customers expect service employees to display a specific emotion in response to their issues.

ACT 95

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Effective Feedback for Sales Performance

The Center for Sales Strategy

Top-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive. Constructive feedback is vital to ongoing development.

Financial Professionals: How to Add Value in an Uncertain Market


Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. One of my favorite TV programs back in the day was Columbo, the crime series starring Peter Falk as a homicide detective with the Los Angeles police department.

How to Become More Empathetic and Compassionate

Anthony Iannarino

It is a difficult time. It’s hard to make sense of the senseless.

Sharing Perspective: Four Ways Sellers Can Stay Relevant During the COVID-19 Pandemic

Miller Heiman Group

Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively).

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Are You Being Helpful?

Partners in Excellence

We tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each has their own approach, models, techniques. Each emphasizes certain things.

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5 Tactics To Create Accountability for Remote Sales Teams

Sales Hacker

Well before the age of coronavirus — it seems like a lifetime ago, doesn’t it? — we were seeing a steady, rapid increase in sales teams who were transitioning to remote work. And for good reason: It can benefit everyone.

Spend More Time Selling and Less on Everything Else

Anthony Iannarino

Most of the activities around sales are necessary (some more than others) but don’t improve your sales results. Sales results are only generated by creating and winning new opportunities. You can easily spend too much time on things outside of opportunity creation and opportunity capture.