Sat.Dec 19, 2020 - Fri.Dec 25, 2020

Why xP&A is the Future of Corporate Planning


What is xP&A? It’s official – financial planning alone isn’t enough if you want to succeed. That’s what leading analyst firm Gartner revealed in 2020 when it coined the term Extended Planning & Analysis (xP&A).

Market Expansion: Three Approaches for Companies Looking to Grow


You may have seen the TV ads that show the United States largely enveloped in pink. The color illustrates the phone coverage for T-Mobile, which acquired rival Sprint in April. The map shows the literal market expansion T-Mobile achieved from the purchase.


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15 Positive Sales Affirmations Every Rep Needs

Hubspot Sales

Working in sales isn’t easy, and I’m sure that isn’t news to you. Even if you love selling, the most seasoned salespeople can feel the pressure of working in such a competitive field.

The Impact of Your Digital Evolution on Your Customer Acquisition Cost

Sales Benchmark Index

The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Holiday Sale!

Mr. Inside Sales

Still hoping you’ll get what you want this holiday season? Why risk it? Give yourself the gift that will keep on giving in 2021 and beyond: A proven way to make more money, with less rejection, selling over the phone!

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The Secret to Sales Success

Anthony Cole Training

In this article, we cover the basic principles of control in sales and how the little things are actually the big things when it comes to selling effectively and separating yourself from the competition. key to sales success improve sales sales prospecting sales success increase sales

The Future of Wholesale Distribution

Sales Benchmark Index

Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers. On today’s show, Grant.

Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With

Understanding the Sales Force

I'll get to the content related to the title, but first, some context. Dave Kurlan sales hiring sales recruiting HR human resources sales leadership hiring salespeople sales assessements

Launch Into 2021

Grant Cardone

Start the countdown to launch into 2021! What do I mean by that?… … 2020 is over and your real challenges are just beginning…. …so we created Launch 2021 a 10X Coaching Program to help you kick off the new year with a BANG !

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!

Making Sales in 2021 and Beyond

Sales and Marketing Management

Author: Tom Pisello If there's one thing that's true about 2020 it’s that everything changed. From our personal to professional lives, we’ve had to make adjustments that weren't always comfortable at the moment.

Podcast 178: Darryl Praill & Shawn Finder On The State Of Sales In 2021

John Barrows

Our guests this week are Darryl Praill, CRO at VanillaSoft and Shawn Finder, Founder of Autoklose. They’re talking with John about everything from sales culture, diversity, hiring and firing reps for many reasons, to finding the right fit for acquisition. . Follow the podcast: Subscribe on iTunes.

Virtual First Impression: 5 Secrets from the Stars

Performance Sales and Training

Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you.

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Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?


I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth. Sales Coaching

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.

This Mooch Is Fine With Me

Grant Cardone

I recently took to the mic and did an interview with Anthony “The Mooch” Scaramucci on the MOOCH FM podcast where I talked about some things that were challenging for me and what I did to overcome them. CLICK HERE to listen to the show. link].

What Breaks When Companies go From Series A to B?


In a previous article, I talked about what often breaks in companies and sales organizations when scaling from Seed to Series A.

Welcome to My Home. Please Come In.

The Center for Sales Strategy

So many things have changed this year in response to the pandemic we may not fully appreciate how different our lives really are. Most of the changes have not been positive, but certain outcomes have proven to be beneficial now and are likely to continue into future.

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How to Define, Calculate, and Manage Sales Backlog

Hubspot Sales

More sales can mean more revenue and a bigger profit for your business. However, as sales numbers grow, companies pass the point of being able to fulfill every order as soon as it's made. The result is what’s known as a “sales backlog.". Sales backlog is unavoidable.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

25 Sales Resources That’ll Make Your Job (And Life) Easier

Sales Hacker

Let’s address the elephant in the room – there are just too many sales resources available to know what’s good and what isn’t.

How to Take Care of Yourself to Sell More

Alice Heiman

It’s great to give to your family, friends, and clients. But the most important gift is t he gift of taking care of yourself. By giving yourself this gift , you could increase your sales more than ever before. . Here are the books I mention in the video: Stillness Is the Key by Ryan Holiday.

How to maximize selling in a virtual environment


If there’s one thing the pandemic has taught us, it’s that almost anything can be done remotely if it has to be. But is complex b2b sales an outlier? Can you really do everything in a virtual selling environment that you can in-person? And can you do it well? Book Interview

How Anchoring Impacts the Negotiation Process

Hubspot Sales

The ability to negotiate is a critical skill for salespeople. There’s also no single perfect approach. Your ability to effectively negotiate a deal is more about your ability to read the situation and act accordingly than it is about talking a prospect into doing what you want them to do.

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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Flexibility: The Key to Success?

Engage Selling

Could flexibility be the secret to success in 2021? We’re approaching the very end of a year that’s been, well, memorable to say the least.

8 Ways to Build Customer Loyalty During and After COVID-19

Selling Energy

Cultivating customer loyalty is a vital facet of being a successful sales professional. We’re talking genuine loyalty, which is a step or two beyond doing perfunctory, cursory check-ins while you prospect for new contacts.

How to Overcome 5 Common B2B Sales Challenges

Predictable Revenue

Generating and retaining business customers makes you deal with longer (and more complicated) sales cycles, more demanding customers, and huge amounts of data. But don't worry! Here's a little help. The post How to Overcome 5 Common B2B Sales Challenges appeared first on Predictable Revenue.

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A Step-by-Step Guide to the MEDDIC Sales Qualification Process

Hubspot Sales

Properly qualifying prospective customers is tough. It takes a lot of energy to identify new leads and move them through the qualification process. Sometimes, you may not discover a new lead is a poor fit until after you've spent hours on research and calls.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

The Knowledge You Needed in 2020: Guru's Year in Review ??


Here's what we can say about 2020: it's over, and we got through it together while staying apart. A mere 12 months ago we didn't even know what social distancing was —and now it pretty much defines every aspect of our lives.

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How We Built Highspot: Stories from Our Founders


While working at Microsoft, Robert Wahbe, our CEO; Oliver Sharp, our Chief Solution Architect; and David Wortendyke, our Chief Product Officer, uncovered an urgent need for technology that could empower customer-facing teams to do their best work – and make the most of every buyer interaction.

Your B2B Database: Having A Very Data New Year in 2021


Even though it’s tradition at this time of year to reflect on old New Year’s resolutions, and draw up new ones — we can make a pass for 2019’s. Who knew what surprises awaited us in 2020?).

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