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

Activating Your Virtual Sales Force: Inspire, Educate and Connect Your Sellers Remotely

Sales and Marketing Management

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. This shift to virtual selling required new technology, new skills and new ways of selling.

The 5 Requirements to Maximize ROI on Sales Training


It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help. Sales Training


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What Is The Purpose Of Your Cold Call?

The Pipeline

By Tibor Shanto. The main reason salespeople hate telephone prospecting is rejection , anything else can immediately be drawn back to rejection. And while there is no avoiding rejection in prospecting, there are things you can do to turn things your way.

The Importance of Profile Fit in No Assembly Required Hiring

Anthony Cole Training

Your potential sales candidates have to have a successful history selling the way your company sells, to the people you sell to, in the environment you sell in.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Cold Calling Guidelines for Practical and Actionable Prospecting


So you’ve got yourself a list of new leads to turn into possible customers. Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game.

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How to Use Buckets to Improve Sales Performance and Coaching

Understanding the Sales Force

When it rains it pours, especially when it's coming down in buckets! Dave Kurlan coaching Sales Coaching sales performance sales excellence

Podcast 185: Lindsey Boggs On Mental Health Skills For Sales Leadership

John Barrows

Our guest this week is Lindsey Boggs, Digital Sales and Development Manager at Citrix and Co-founder of UNCrushed. Lindsey’s focus on the mental health of her team helps provide a healthy environment that is conducive to growth.

People Do Business With People They Know, Like, and Trust


It’s a popular saying in business circles, but it holds true: People do business with people they know, like, and trust (especially in the business world). No-one wants to hand their money to some faceless corporation or sign a contract with someone they just met.

Insights From SBI’s Latest CEO Advisory Meeting

Sales Benchmark Index

Nearing the end of 2020, less than a dozen market-leading CEOs gathered for SBI’s fall Advisory Meeting to discuss common challenges faced throughout the year as well as share best practices for trending topics, including: Using the Right Data for Right.

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!

The Right Way to Build a Strong Sales Function

Sales and Marketing Management

Author: Larry Prince, CEO, PrinceLeadership While there is a secret to sales success, it’s not a mystery. Business owners and leaders frequently ask, “How do I increase sales?” or “Why is my sales team not performing better?” Before we tackle the how, we have to address the why.

4 Podcasts to Help CEOs Think Differently about Sales

Alice Heiman

I bet you thought I was going to present a list of podcasts about sales. . I listen to these podcasts purposely so that I don’t think about sales, but there always seems to be something that makes me think about sales differently. .

Triple Touch: A Stealth Sales Tactic for Rapid Prospect Responses


Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects.

How an Agile Digital Evolution Can Outperform a Risky Digital Transformation

Sales Benchmark Index

Digital Evolution to accelerate your Go-To-Market strategy was a catchy phrase and discussion in the board room in 2020. If executed correctly, it can completely change the course of 2021 revenue growth. Most companies have learned that digital transformations are.

Course 143

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.

Hunter vs Farmer Personality, Characteristics, and More

The Center for Sales Strategy

You hear the terms "hunters" and "farmers" thrown around a lot in the sales world. Sales leaders are always looking for "hunters" — as they should. New business is the lifeblood of any sales organization.

8 common prospecting problems and their solutions


Prospecting is hard. In my experience, very few organizations have fully cracked the nut of how to do it well across the entire organization. Sales Process

Finding New Customers in a Pandemic: Zoom’s Success Story


While building loyalty with existing customers continues to rank as a top priority for companies, 2020 was also a big year for acquiring new ones — as well as expanding into new markets — primarily because of the pandemic.

Ham and Egg: How Team-Based Selling Boosts Win Rates

Sales Hacker

A few months back, I was inspired by a section in Scott Barker’s “The Forecast” newsletter where he referenced some data from analyzing how often Directors and Executives are involved in the sales process.

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.

Customized Coaching for Sales Talents: Coaching Achiever & Competition

The Center for Sales Strategy

Hiring decisions can be some of the most critical decisions a company makes, and it's essential to start with talent. When a new hire has the right talents for success in the role, they learn and grow quickly, more easily achieving success. But it’s not enough to make great hires.

My Favorite Sales Question

Engage Selling

Want to know my favorite sales question? It’s powerful, versatile, and helps you become a better sales leader. The question is “why?” ” Sure, it sounds simple. But, let’s not underestimate the hidden power behind simplicity.

Success During the Pandemic – Customer Retention Is Key


Thriving companies in 2020 shared a common trait: a product customers want that is simple to use and easy to access. These businesses offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products.

[SlideShare] 21 Sales Tips for 2021

RAIN Group

“Luck is where preparation meets opportunity.” – Seneca. If you want to generate the best opportunities and set yourself up for success in 2021, you need to prepare. And there’s no better way to prepare than by using data-backed findings on what’s working (or not!) for the most successful sellers.

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.

Remote Selling Viewpoints with Gary Greenberger of @Qstream

Smart Selling Tools

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

Mastering Value-Based Selling: Personal vs. Operational

Engage Selling

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer.

Seven Privacy Predictions for 2021


According to PwC research , over three-quarters of CEOs felt that data privacy was a focus going into 2020. Despite a global pandemic and a contentious U.S. election, the topic is just as important this year. What will the rest of 2021 bring?

Sales Development & Mental Health


Guest post by Ryan Pereus, Owner & Founder, Superhuman Prospecting According to The National Survey of Drug Use and Health sales is the 11th top profession for depression and mental illness.

[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 much does email marketing software cost?


Email marketing is still one of the best ways to reach potential buyers, build relationships with existing customers, and boost sales. According to Litmus , email marketing has an average ROI of 42X. Not bad, right? Obviously, email marketing can make you a lot of money.

Are You Confident Enough In Your Value Not To Discount?

Partners in Excellence

Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount.

The Difference Between Point-In-Time Data and Live Data


Point-in-time data is static. Live data is up-to-date. Which type of data is fueling your business? What is point-in-time data? Point-in-time data is what legacy data vendors provide. It’s a snapshot of a business’ past, meaning the information is often out of date when it’s received.

Data 148