Sat.May 02, 2020 - Fri.May 08, 2020

The 5-Point Guide to Overcoming Sales Objections


If you’re dealing with a sales objections…congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. “We We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. You might think that positive language is a good thing, but it’s not. When sales prospects offer objections, it means they’re taking you seriously.

The crisis gift horse

Sales 2.0

There are some green shoots of spring out there. Some sales inquiries are finally coming in. Maybe the end of the world is not nigh. Time to breathe again. It’s possible that we are climbing out of the deepest part of the COVID-19 trough from a business perspective. Perhaps it’s time to breathe a huge sigh of relief and get back to partying like it’s 2019. But that would actually rather suck. The opportunity here is to get back to business and be better than we were in 2019. We can up our game.

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Sales Are Stabilized Now What?

Score More Sales

You have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now? sales leadership profession of sales sales coaching

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Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

Sales Benchmark Index

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Why You Need Empathy & Emotional Intelligence to Sell Now (+3 Tips)

Sales Hacker

It’s like a sudden punch to the gut, isn’t it? We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. For SDRs and marketing teams especially, the old sales playbook is a thing of the past. The seismic impact of COVID-19 has blurred the lines of normal and introduced a new playing field. Sales must go on. But how?

More Trending

15 Tips for Effective Warm Calling

Hubspot Sales

In 2020, salespeople need to change the way they approach prospecting. First, work your inbound leads. Let your marketing team work the top of the funnel. You don’t have to call all the leads who are just looking for information or education — those leads need to be nurtured, and Marketing is the right team to do it. But what if you don’t have enough inbound leads? You still have to keep your pipeline full, so how do you create net new opportunities if your inbound leads are running dry?

5 Reasons Why Your Email Marketing Marketing Is Falling Short

Sales and Marketing Management

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. This may be because people have email fatigue, thanks to overflowing inboxes and endless untargeted vies for their attention. But it’s not time to give up email as a strategic and effective method for reaching your ideal audience. In fact, in the current environment, it’s time for an email resurgence. It just has to be done in the right way.

Change These Statements to Questions to Boost Your Sales

The Sales Heretic

For the most part, we humans suck at change. We like our routines—they make our lives easier and give us comfort and security. By contrast, change is scary—we have to venture into the unknown. There are no guarantees, which means we might waste our time, money, and effort. Plus, we open ourselves to frustration, regret, [.]. Sales change leadership marketing products questions services strategies tactics training

The Difference Between Effectiveness and Efficiency Explained


What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best? Efficiency and effectiveness are both buzzwords popularly used by CEOs and Sales VPs to chart the course of their organization. They are also commonly misused and misinterpreted, not just in the lexicon of business-speak but in daily use.

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!

When It Goes Sideways – A Book with Swagger

The Pipeline

By Tibor Shanto. Sometimes things fall into place even during a pandemic. This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. It turns out that since that was recorded, he has written a new book you will want to grab. It’s called When It Goes Sideways , a book with swagger. Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast.

How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the stages I’m about to describe below you can really make a huge difference to their business and your own profits. You’ve probably heard from the powers that be that you need to “add value” right? Well, this is what they mean by this.

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How CEOs Masterfully Execute the GTM Strategy

Sales Benchmark Index

In the first quarter of last year, SBI published a research report that discussed how gaps in execution often threaten a CEO’s strategic plan. The data collected underscored the point; various studies indicated that somewhere between 63% – 74% of.

The Coronavirus Changes Our Perspective on Sales and Marketing

Sales and Marketing Management

Author: Janis Rozenblats A global pandemic just shut down the world…and reordered it. A pandemic that puts a thin line between life and death before our eyes has changed the way many of us look at our line of work. . . Until this change, there has been a healthy long-term battle between marketing and sales. Marketing has been saddled with delivering leads to sales.

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.

Sales Scrum Podcast Episode #8

The Pipeline

Sales Scrum Podcast Episode #8 – Guest Brian Carroll. I have had the pleasure of learning from Brian for a number of years, we were both part of the CEB’s Sales & Marketing Thought Leadership Roundtable , As you will soon discover, Brian brings insights and questions that get, at least me, to think. For those not familiar with Brian, very few I would think, let me introduce.

Podcast 146: Behind The Scenes of Searching For My Next Job With Ashleigh Early

John Barrows

Ashleigh Early is a guest we’ve been looking to have on the podcast for some time. She has an amazing story about how she was let go from her job just before Christmas and began her search for her next job. What she did next was very interesting, and we can all learn something from the behind the scenes thinking and planning she did. This episode is a little longer than usual, so sit tight… Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

Market Share Gain: The Most Viable Growth Play During a Downturn

Sales Benchmark Index

As the market (and demand) for a company’s goods decreases, the natural inclination for many CEOs is to cut cost in order to maintain profitability. However, many market-leading CEOs look at a recession as a time to undergo fundamental transformation. Article Go-To-Market Strategy Uncategorized

5 Reasons Why Your Email Marketing Is Falling Short

Sales and Marketing Management

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. This may be because people have email fatigue, thanks to overflowing inboxes and endless untargeted vies for their attention. But it’s not time to give up email as a strategic and effective method for reaching your ideal audience. In fact, in the current environment, it’s time for an email resurgence. It just has to be done in the right way.

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.

How to Be Ready to Serve Customers in the New Normal

Selling Power

Here's how B2B sales teams will serve customers, lead teams, and collaborate with each other following the COVID-19 pandemic. Sales Leadership

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20 Motivational Videos for Your Sales Team

The Center for Sales Strategy

Stressed? Anxious? Unmotivated? Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining. Motivation is crucial for performance. T he real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently.

Aligning Your Sales Enablement Charter to the New Revenue Plan

Sales Benchmark Index

“Adapt or Perish, now as ever, is nature’s inexorable imperative” – H.G. Wells. The beginning of 2020 has been the epitome of this famous quote. The Global COVID-19 Pandemic has shaken the economy and organization’s Revenue Plans. Whether it’s continuing to.

The Perfect Time to Employ A Subscription Model

Sales and Marketing Management

Author: SMM “While you may be focusing on your direct competitors, they probably won’t put you out of business. Disruption is coming from across the globe, or from a company with a totally different business model.”. Robbie Kellman Baxter’s statement in his new book, “The Forever Transaction,” was written long before COVID-19 became the most potent global business disrupter one could never imagine.

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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.


A Sales Guy

A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale. You know, the part where they get to talk about their product or service.

How to respond when buyers say “I need to think about it” (according to data).

What’s worse than hearing “ I’m not interested ,” “ Your price is too high ,” or “ I don’t have budget ”? These six words: “I need to think about it.” . This phrase can come down on you like a ton of bricks. . The deal had legs. The finish line was in sight. You were ready to hit “closed won.”. Aaaaaaaand it’s gone. Or is it…? To find out how this phrase truly impacts deal success, our Gong Labs team turned to the data. And the results are staggering. Sidebar: What is Gong Labs?

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SBI Appoints Global Pricing Practice Leader, Chethan Sharma

Sales Benchmark Index

May 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Chethan Sharma has joined the firm as Senior Managing Director and Leader of the Pricing Practice. Chethan has over two. News & Press

Marketing during COVID-19: What messages do your buyers need right now?


The COVID pandemic is the time to remind your audience that, now more than ever, we are all in this together. If your inbox is like everyone else’s, you’ve undoubtedly received tons of emails with the subject line “We’re All in this Together.” Businesses are using the COVID pandemic as a time to blast emails to anyone who will listen. Maybe you’ve even sent one of your own; hopefully it was tactful. The emails did get one thing right: As cliche as it may sound, we are all in this together.

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[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.

How to Network Remotely in Sales

Hubspot Sales

One of my favorite quotes about business comes from Herminia Ibarra — a professor of organizational behavior at London Business School. She says, "Networking is a lot like nutrition and fitness: we know what to do, the hard part is making it a top priority.". It's a brutally honest analogy. And much like keeping up with proper nutrition and fitness, networking can be a lot harder when working remotely. Sales is people-oriented. It's a personal process — particularly when it comes to networking.

The State of Sales: Pandemic Adaptation Survey (Report)

Sales Hacker

As a result of the COVID-19 pandemic, companies of all sizes have been forced to adjust on the fly to maintain stability within their organization. With the business landscape changing overnight, sales departments and sales professionals are among the most affected. To better understand the impact of the pandemic on the sales industry, we sent out a 38-question survey to nearly 472 sales organizations in a wide variety of industries. What We Discovered.

New Normal Tweaks on a Proven Sales Process

The Center for Sales Strategy

Sales managers and salespeople have discovered new ways of conducting face-to-face sales activity as a result of recent social distancing restrictions. Being creative and using video technology to stay connected with customers as well as propose and close business with new prospects has become the new normal. World-class sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. They need solutions.