Sat.Feb 15, 2020 - Fri.Feb 21, 2020

How to Spot Burnout in Your Salespeople (and What to Do About It)

Hubspot Sales

A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%.

What to Do When You Know They’re Not the Sole Decision-Maker

Anthony Iannarino

You’ve acquired a contact to act as your champion or sponsor. They are motivated to change, and they are engaged in exploring their options with you as their strategic partner.

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How to Build a Culture of Effective Sales Coaching

Miller Heiman Group

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers.

Speed Up Your Sales Cycle With Lead Scoring: 4 Simple Steps

Sales Hacker

Whether you have too many leads or too few, prioritizing leads is a gamechanger. It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day.

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How a CEO Manages the Speed of Change for Turnarounds

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

5 Keys to Successful Sales Coaching & Growth

Anthony Cole Training

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

Don't Forget Non-Verbals When Working on Your Sales Communication Skills

Connect2Sell

Imagine your body has a straight vertical line running from the top of your head to the tips of your toes. We’ll call this your midline. soft skills for sales professionals Sales Communication Skills

Sales 170

Not Too Early To Consider Spring Cleaning

The Pipeline

By Tibor Shanto. I see many salespeople march through the first quarter, heads down working their plan. As we all know, Q1 is pivotal; as it goes, usually, the others will follow. Precisely why I think we should be much more hands-on with our pipeline in Q1.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

What Should CROs Expect from Their Direct Reports?

Sales Benchmark Index

Most CROs and CSOs (let’s call them Growth Executives or GE’s) have grown into a management position over several management roles, but most of their direct reports have not. What should a Growth Executive expect from direct reports, and how.

Report 186

Why Increasing Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.

Leads 167

Prospects Don’t Need Salespeople, Setting Goals In The Right Way, And A Quote On Perseverance

MTD Sales Training

Episode 43: Prospects don’t need salespeople, setting goals in the right way, and a quote on perseverance. In this episode we take a look at the fact that prospects don’t need salespeople anymore.

5 Transition Statements to Requalify Existing Prospects and Clients

Mr. Inside Sales

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And why would you even want to do this? The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Why Your Talent Pipeline Is the Key to Making Your Number

Sales Benchmark Index

Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any.

Eight Ways to Boost Your Confidence

The Sales Heretic

Study after study has found that the #1 buying factor is confidence. More than anything else, people choose the brand, the product, and the salesperson they have the most confidence in.

Study 168

4 Ways to Enhance Your Sales Development Rep With Automation

Sales and Marketing Management

Author: TJ Macke Sales and marketing are competitions. The more qualified leads you can attract and convert, the better position you’ll have in the race. But sales teams may not be able to focus on finding qualified leads if they need to scale. That’s where sales development representatives step in.

Buying Questions? Here’s What to Do

Mr. Inside Sales

I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. What should she have done? What would you have done?

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Podcast 136: How SDRs Can Hit 225% of Quota With Armand Farrokh

John Barrows

Armand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game.

Quota 107

Self-Employment Productivity Guide: How to Be Productive When You Don't Have a Boss

Hubspot Sales

Being your own boss is great. You have final say in decision making; you get to choose your team, have the potential to earn limitless revenue, and in general, have more freedom than a typical nine-to-five job.

39 Proven Cold Calling Tips That Will Change Your Prospecting

RingDNA

Love it or hate it, cold calling is a part of sales. Nearly everyone has thier cold calling tips that they belive will make you a more effective cold caller.

How to Develop and Share Your Insights to Create Opportunities

Anthony Iannarino

Creating new opportunities in B2B sales means capturing mindshare , shaping the way clients view their business, their challenges, their opportunities.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Top 5 Sales Conferences You Should Attend in 2020

Allego

Are you ready for your best year yet? The selling process, especially in B2B, is complex. Knowledgeable buyers and sophisticated solutions have made the job of a salesperson more demanding. Staying up to date in an era of change means that you must continuously refine your sales practice.

Do Your Strategic Business Stories address Unmet Client Needs?

Babette Ten Haken

Addressing unmet client needs is the key to designing the products, services, programs and systems which best serve customers. Over the long-haul. When client retention is the objective. Yet the strategic business stories you tell often do not address those long-term, stated or unstated client needs.

3 Ways to Fail Fast and Win Quickly in Sales

The Center for Sales Strategy

If you fail two out of every three at-bats in the Major League, you'll end up in the Hall of Fame. If you fail 90% of the time as a venture capitalist, you'll end up being a multi-millionaire—possibly a billionaire. So, why are salespeople afraid to fail?

Executive Interview with StitchView Co-Founder, Ryan Erickson: Sales as a Buying Experience

Smart Selling Tools

Executive Interview: with Ryan Erickson, Co-Founder StitchView. In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY? .

7 Marketing and Sales Strategies to Grow Your Revenue Fast

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

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Sales Volume: Why It Matters and 10 Ways to Increase It

Hubspot Sales

Picture this: your company just launched a brand new product that is supposed to be a game-changer for your business. Not only is the product innovative, but it answers a direct need your customers have and your company is planning for it to be a hit with buyers and stakeholders.

PODCAST 97: How To Approach Changing Trends In The Global Economy w/ Tameka Vasquez

Sales Hacker

This week on the Sales Hacker podcast, we speak with Tameka Vasquez , AVP of Global Marketing for the High-Tech and Manufacturing division at Genpact. Tameka is a Marketing and Business Development Strategist and educator with nearly a decade of experience in the tech industry.

10 Tweet-Worthy Business Quotes For You to Share and Use

The Center for Sales Strategy

Twitter has 330 million monthly active users and 145 million daily users. 65.8% of US companies with 100+ employees use Twitter for marketing, and 80% of Twitter users have mentioned a brand in a tweet.