Sat.Jun 13, 2020 - Fri.Jun 19, 2020

3 Things You Can Improve With Sales Automation Workflows

Sales Hacker

64% of a salesperson’s time is spent on non-selling tasks on average. That’s a lot of time doing simple, repetitive tasks that don’t result in revenue.

The Best Words That Sell Every Sales Team Should Know

InsideSales.com

Words can trigger emotion and feeling, so understanding the psychology of communication within sales is a powerful tool. Using words that sell can radically increase close rates by swapping out some vocabulary for high-impact words and is something every sales team should know.

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6 Best Practices for Forecasting Sales for a New Venture

Hubspot Sales

Forecasting sales for a new venture can feel like shooting in the dark. You don't have historical data to reference, and you might not be sold on the process's practicality until you have some.

You’re Not Alone: Top Challenges Media Sales Departments Face

The Center for Sales Strategy

If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts.

Media 97

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!

3 Tips to tell Clarity-Focused Business Stories not Confusing Ones

Babette Ten Haken

When my long-time best friend, Annie, and I get on the phone together, we can talk for hours. I mean hours. About anything and everything, all-inclusive. Our families describe our epic conversations as marathons. My bestie and I do not leave out any details in our family sagas.

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CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

Sales Benchmark Index

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

5 Fun Online Activities for Virtual Team Building

The Center for Sales Strategy

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle.

19 Ways to Improve Individual and Team Sales Performance

Hubspot Sales

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations.

New Email Messaging for Covid-19

Mr. Inside Sales

One of the ways you stay ahead of your competition is to stop sounding like them. I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Negotiating on the First Tee (Part 2)

Anthony Cole Training

In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.

Sales Scrum Podcast Episode #13 – Guest George Brontén

The Pipeline

Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales.

CRM 205

How ‘A’ Players Win Bigger Deals Consistently

Sales Benchmark Index

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

Leads 181

Burnout Becomes a Bigger Fear in WFH Environments

Sales and Marketing Management

Author: SMM Staff. A recent survey by the IBM Institute for Business Value found more than 75% of respondents would like to continue working remotely at least occasionally, while more than half want it to be their primary way of working after the coronavirus crisis ends.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Negotiating On The First Tee (Part 1)

Anthony Cole Training

In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client

“Best Way Out: Always Through”

Engage Selling

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.”

6 Coverage Models: Pros, Cons, and How They Affect CAC

Sales Benchmark Index

If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.

SME 181

Sales Reps Are Ideally Suited to Work From Home

Sales and Marketing Management

Author: SMM staff. Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. 1 job for being best suited to work remotely.

Salary 191

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 152: Trish Bertuzzi On The Future Of SDR Teams

John Barrows

This week, John turns to a good friend for a sanity check on where the future of SDR teams is headed. Trish Bertuzzi has tons of great data on how SDRs are performing and being tracked right now and is using it to advise SDR teams on what to do next.

How to Handle the Email: “We’re Going to Hold Off for Now”

Mr. Inside Sales

When following up with a prospect after delivering a presentation, does this kind of email sound familiar? Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”. Disappointing, isn’t it?

Revenue Growth Lessons from an Iconic Financial Services Brand

Sales Benchmark Index

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees.

Leaders Must Be Mindful of the Story Behind the Story

Sales and Marketing Management

Author: Gary Burnison, CEO, Korn Ferry. At a time when different work needs to get done?—?and and work needs to get done differently?—?we we leaders have to change. Today, everyone is a leader, and it culminates in how we make others feel.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

The Two Types of Sellers

Engage Selling

Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.”

How CEOs Can Lead Sales Change through Historic Times

Alice Heiman

How CEOs Can Lead Through Historic Times . For months, the coronavirus has dominated conversations and news coverage around the world.

What is strategic account planning and how does it drive growth?

Membrain

What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers. Sales Management

Is Working From Home Inevitable or Overrated?

Sales and Marketing Management

Author: Paul Nolan. Corporate leaders are asked to look forward and plan ahead, especially in times of great shifts such as the one we are experiencing.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

How Do You Deal with Rude People When You Cold Call?

Anthony Iannarino

What makes a call “ cold ” is that the person you are calling is not expecting your call. Because they are not expecting your call, you interrupt their day, even if they aren’t doing anything important when you call them.

How to Create and Support a Learning Culture in Your Organization

Sandler Training

I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization.

5 Ways to Nail the Needs Analysis Conversation

The Center for Sales Strategy

Once you have an appointment with a strong prospect, it’s time to prepare for a successful needs analysis so all the effort you spent getting the appointment isn’t wasted.