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.

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.

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

STAR Results

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!

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.

How ZoomInfo Matches IPs to Companies While Employees Work from Home


Throughout the COVID-19 pandemic, there’s one question our account management, sales, customer support team keeps getting. It’s a question we are hearing more than any other question. With most people working from home, how does this affect ZoomInfo’s ability to assign IPs to companies?”.

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

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.

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 222

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.

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. .

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.

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

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!

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.

Sales copywriting 101: Five rules for writing high-converting copy


Slumped at your desk with a second cup of coffee and sore eyes from scowling at your screen, you try to fill the page with words that will persuade a future web visitor to make a purchase. Unfortunately, the right words refuse to come out. Does this sound familiar?

Film 102

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.

How to Become More Empathetic and Compassionate

Anthony Iannarino

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

SalesTech Video Review: Seismic

Smart Selling Tools

SalesTech Video Review: Seismic. Seismic is a Sales Enablement Platform that helps sellers be more productive and effective. It makes it possible for marketers to store, organize, update and distribute content so sellers can find the right content easily.

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Powerful Virtual Sales Conversations: Preparing Buyers Before the Conversation


Virtual selling is here. Are you ready? Are you nervous? Have you already mastered how to do it well, or are you still in the trial and error period?

Get Back on Balance Now

Engage Selling

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

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 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.

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.

Leaders Should Be Direct, Not Harsh. Here?s the Difference.

Hubspot Sales

A few months back, I had a heart-to-heart with an editor on my team. Your work is great," I told him, "but we have to prioritize volume.". I can’t blame this person for being a perfectionist. If anything, it’s an important quality in an editor.