Sat.Mar 13, 2021 - Fri.Mar 19, 2021

How to Avoid Wasting Time on the Wrong Target Market

Sales and Marketing Management

The wrong target market is not limited to a sales problem. The damage starts with your lead generation system, then spreads to your entire business. Idioms about salespeople like “she could sell sawdust to a sawmill” have a fundamental flaw.

How to Use SEO to Increase Your SaaS Website Traffic


Having increasing website traffic is a great indicator that your business is growing organically with online visibility. More traffic means a greater likelihood of conversion, and possibly a sale. The best way to achieve increased traffic is through effective search engine optimization (SEO).


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Is “Helping Our Customers” Incompatible With Selling?

Partners in Excellence

Recently, I’ve been reading a series of discussions debating the concept, “Can we really be driven by helping our customers while still focused on selling?” ” Some of the comments revolved around, “How can we sell if we are focused on being helpful? It’s incompatible to be driven by a goal to be selling a certain solution.” ” I have to confess reading the discussions several times, trying to understand the arguments being made.

How to Make a Job Offer the Candidate Can't Refuse

Anthony Cole Training

Making a job offer that a candidate can’t refuse, needs to think over, or can use to get a better deal from their current employer can be a difficult task.

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Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Boost Your Personal Power by Challenging the Way You Think

Sales and Marketing Management

Mid-flight, you hear a ding and the “fasten seat belt” light illuminates. Your heart rate surges and your stomach sours. The pilot announces you’ll be experiencing “rough air” for the next 20 minutes. You are anxious and feel out of control.


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Don’t Forget The Follow Through

The Pipeline

By Tibor Shanto. Don’t roll your eyes, not another piece about remembering to reach out to a prospect or a client. I am speaking more of the follow-through in execution, completing the action that you initiate.

Is Centralizing Customer Success the Right Move to Deliver Growth?

Sales Benchmark Index

Customer Success (CS) teams originated in the mid-1990s in response to the sky-high failure rate of large-scale Customer Relationship Management (CRM) implementations.

Startups Almost Always Get The Sales Thing Wrong

Understanding the Sales Force

It's short article Friday. According to NetShopISP, there are about 305 million total startups created globally each year and around 1.35 million of those startups are tech related. Did you have any idea the number was that huge?

3 Ways CRM Systems Can Help You Comply with GDPR


Waves of data privacy laws are sweeping the globe and putting pressure on businesses everywhere to comply — or face the consequences. Canada’s Personal Information Protection and Electronic Documents Act (PIPEDA) has been in effect since 2000.

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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 Prospecting Mistakes You Can Avoid

The Pipeline

By Tibor Shanto. More often than not success is a question of mastering the simple and most common fundamentals. There is a reason why professional athletes practice the most likely things to happen versus the anomalies.

How CROs Gain Support from a Private Equity Backed Board

Sales Benchmark Index

You survived the rollercoaster of 2020. Now, you have 2021 ahead. It’s a new year, a fresh start, and the much-needed reset with your Board of Directors. Whether your business boomed in 2020 or busted, the expectations you set around.

Adapt Your Go-to-Market Strategy to Revitalize Revenue

Sales and Marketing Management

Change and uncertainty have reshaped the revenue landscape. The best performing companies will be the ones that continuously adapt their revenue engines to capture new opportunities, as well as mitigate any downturns, says TMT Chief Commercial & Revenue Officer Raul Martinez.

7 Successful Female-Owned Tech Companies and the Founders’ Grit


“Women belong in all places where decisions are being made. It shouldn’t be that women are the exception” — Ruth Bader-Ginsburg. Women struggle for equal access in the technology space.

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.

Podcast 189: David Cancel On Conversational Marketing And Sales

John Barrows

Our guest this week is David Cancel, CEO and Founder of Drift. David has spent a lifetime as an avid learner and found a way to understand not just sales, but human decision making and why things work.

Remote Selling Viewpoints with George Donovan of Allego

Smart Selling Tools

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling.

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Post-Mortems Are Not the End, But Rather the Beginning


I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc. Sales Management

Recruitment and Selection Is a Deadly Phrase in Talent Acquisition

The Center for Sales Strategy

There is an inherent danger in grouping two items together for conversational purposes, even when they go together. The danger is when they are always tied up in one phrase; they begin to sound like they are the same thing. Peanut butter and jelly go together, but they are not the same thing.

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.

5 Key Social Selling Tips, According to Experts

Hubspot Sales

Social media is borderline-omnipresent nowadays, and that trend isn't exclusive to our personal lives. It's become a fact of professional life as well — particularly in the sales world.

Six Traits of a Successful Sales Leader

Sales Hacker

For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ?

Being Ubiquitous in Your Industry

Engage Selling

Have you considered the power behind being ubiquitous in your industry? In other words, how often does your name come up in conversation when your industry is mentioned?

Weekly Roundup: The Ben Franklin Close, Actionable Employee Retention Strategies + More

The Center for Sales Strategy

- MOTIVATION -. Treat objections as requests for further information.". Brian Tracy. AROUND THE WEB -. > > Does the Ben Franklin Close Still Work in 2021 – HubSpot.

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.

The Psychology of Sales Gamification & How to Implement It, According to Sales Leaders

Hubspot Sales

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage.

The quick guide to sales multithreading


Sales multithreading is the process of connecting with multiple stakeholders at the companies you hope to sell products and/or services to. This is the opposite of single-threaded sales, which is defined as a one-on-one relationship between a buyer and a seller.

WEBINAR: Morgan Ingram hosts “LinkedIn Sales Navigator” [Coming Soon!]

John Barrows

The post WEBINAR: Morgan Ingram hosts “LinkedIn Sales Navigator” [Coming Soon!] appeared first on JB Sales

Team Development Through Reading—Books We Read in 2020

The Center for Sales Strategy

At The Center for Sales Strategy (CSS), we are a team of extremely high achievers. We’re always looking for ideas for self-improvement. So much so, that in our annual Employee Engagement survey each year, learning and development are always at the top of the list of what our team craves.

[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.

When Prospects “Get” Your Value, You Get the Sale


We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations.

Stop Pitching on the First Message: Results from a 3-Month Experiment

Sales Hacker

How many times has someone reached out to you on LinkedIn because they want something from you that will only benefit themselves? More importantly, how many times has that actually converted to a deal? Have you ever wanted to actually follow through with a cold pitch you got on LinkedIn?

WEBINAR: John Barrows hosts “The World Is Flat: Selling Globally” [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows hosts “The World Is Flat: Selling Globally” [Coming Soon!] appeared first on JB Sales

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