Sat.Jun 12, 2021 - Fri.Jun 18, 2021

A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

Understanding the Sales Force

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning.

5 Ways to Make Your Prospecting Emails Less Impersonal


When we asked ZoomInfo’s Andy Lyon to tell us the story of how he successfully closed an eight-figure deal , he had a lot of things to say: Tips on overcoming common roadblocks, wisdom about the art of persistence, and meaningful insights that apply to life inside and outside of sales.


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Managing Objectives, Not Tasks

Sales and Marketing Management

If a task does not serve a meaningful purpose, then the short-lived sense of accomplishment is only a fix. The post Managing Objectives, Not Tasks appeared first on Sales & Marketing Management. News Featured

4 Questions to Ask Your Prospects and Gain Clarity

Anthony Cole Training

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities. Questions for Prospects closing more sales Qualifying skills increase sales

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.

Defining Your Partner Marketing Strategy Through 3 Lenses

Sales Benchmark Index

As a CMO, your time, attention, and budget have competing priorities. You and your team are focused on building a strong and credible brand. Your CEO and board are asking you to quantify the impact of your marketing budget.

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Sales Development Reps: Your Strategic Sales Superpower

Sales and Marketing Management

Sales development reps protect your account execs' time, but they need the right data to be effective. The post Sales Development Reps: Your Strategic Sales Superpower appeared first on Sales & Marketing Management. News Featured

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Two Ways To 10X Your Business

Grant Cardone

Do you like money? How would you like to make even more of it by either exiting your company or working less and making more money? In my lifetime, I’ve owned 7 businesses and every one of them – whether I decide to sell them or work less and keep my ownership – has an exit plan. .

Increase Your Sales Team’s Productivity With the Use of Virtual Chatbots

Sales Benchmark Index

Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle.

Big Picture Change: How Your Business Can Benefit from ZoomInfo Intent


“Bill and Melinda Gates are getting divorced. I guarantee you $100 right now: Public relations.”. I’m on a call with Bryan Tunick, a ZoomInfo sales team lead, and he is trying (admirably, but without much luck) to explain to me how our ZoomInfo Intent works.

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.

Why Salespeople Can’t Be Good If They Don’t Use the CRM

A Sales Guy

The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts.

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How to Win More Deals by Making Better Human Connections


People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts. Sales Psychology

3 Keys to an Unmatched Account Segmentation Strategy

Sales Benchmark Index

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

Why Businesses Need a Purpose Beyond Being Profitable

Sales and Marketing Management

Scott Goodson and Chip Walker believe more companies have to stretch beyond the business world to define their purpose and mission. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan. The post Why Businesses Need a Purpose Beyond Being Profitable appeared first on Sales & Marketing Management. Sales & Marketing Podcasts

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.

Ultimate Guide to Prioritizing Enterprise Deals

Smart Selling Tools

Ultimate Guide to Prioritizing Enterprise Deals. This guide reveals a proven data-driven framework based on decades of evidence-based selling pathology for Deal Health Assessment for prioritizing Enterprise deals.

Use Sales-Team Guidelines to Reduce Conflict & Uncertainty

Sales Manager Now

Let’s talk about creating sales-team guidelines so that you can reduce uncertainty, frustration and sales-team conflict.

The Best Places to Research a Prospect Before a Sales Call

The Center for Sales Strategy

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. Can you imagine how exhausting that must be?

What if we started with a blank sheet of paper?


Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Sales Management

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!

The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching

Smart Selling Tools

The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching. By Ariel Hitron, Second Nature AI. No matter what you’re selling, you need an effective sales team to discover your prospects’ needs, present possible solutions, answer questions, and close deals with new and existing customers.

WEBINAR: John Barrows & Leslie Douglas host “How Salespeople Can Keep Themselves Motivated in a Remote World”

John Barrows

The post WEBINAR: John Barrows & Leslie Douglas host “How Salespeople Can Keep Themselves Motivated in a Remote World” appeared first on JB Sales

Join Us Tuesday, June 29th to Blast Your Sales Growth Goals Away


Figuring out what to do for sourcing and converting new clients can feel a little like taking shots in the dark, can’t it? It doesn’t have to. Executing a strategic approach hits the target faster than a shotgun blast.

The Best Thing That I Ever Did for Myself

Adaptive Business Services

Actually, there are two best things. True confession time. As closely as I can determine, I spent the 20 years between 1985 and 2005 as a functioning alcoholic. During that time, I went from high functioning to functioning to barely functioning for those last 5 years. .

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.

SalesTech Video Review: Get Prospect Data and Intelligence wherever you need it with InsideView Insights

Smart Selling Tools

SalesTech Video Review: Get Prospect Data and Intelligence wherever you need it with InsideView Insights.

How to Use a Sales Diagnostic to Improve Performance

The Center for Sales Strategy

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. The 30,000-ft.

This Pipeline Metric Can Dramatically Impact Your Results | Sales Strategies

Engage Selling

This week, I want to discuss your pipeline metrics. Our clients are noticing an unstable marketplace and, if you’re not paying attention to this instability, it can dramatically change your pipeline metrics and lead to disastrous results.

The Worst Feeling in Sales

Adaptive Business Services

If you are thinking that losing the sale is the worst feeling … evahh, you would be wrong. Sure, losing is bad but what’s even worse is …. Thinking about what you might have done differently that could have changed the outcome. Yeah, that really sucks. If it is that bad, how come it happens?

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.

Your 2021 Sales Enablement Platform Buyer’s Guide (+10 Tools to Consider)

Sales Hacker

If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? Here’s my guess: you’d see a GTM organization working together like a well-oiled machine.

We’re Obsessed with Accelerating Every Aspect of your Revenue Process


So yeah, we recognize a lot of ourselves in the Gartner Hype Cycle for CRM Sales Technologies. It’s like looking in the mirror. At Aviso, we’re obsessed with accelerating the revenue process of every GTM professional.

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Be A 10X Dad This Father’s Day

Grant Cardone

Fathers are a great and powerful force in our culture. Let’s talk about what it means to be a 10x dad this Father’s day. I’m a father of two beautiful girls, Sabrina and Scarlett, and I would do anything to make sure they’re set up for success in their lives.