Sat.Feb 29, 2020 - Fri.Mar 06, 2020

Social Capital changes prospecting results

Sales 2.0

The big difference between a cold call and a referral call is social capital. Social capital is the currency of relationships. It’s the currency of trust. If you’ve been in sales doing it the old school cold calling way long enough you may start to believe social capital does not mean anything.

How to Improve Your Ability to Cross-Sell Your Clients

Anthony Iannarino

Your company sells several different solutions, all of which create value for your clients based on their needs and the outcomes they believe are essential.

eBook 101

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

4 Reasons Salespeople Should Always Leave a Voicemail

The Center for Sales Strategy

While recently chatting with a new salesperson about setting appointments with new business target accounts, the seller said, “I never leave a message if my call goes into voicemail. I don’t want to waste time leaving a message.”. It’s no secret that leaving a good sales voicemail is hard.

So You Joined a Startup as the First Sales Hire… Now What?

Sales Hacker

Joining an early stage SaaS startup can be exciting, but it can also be daunting. The founders often have lofty goals, minimal structure or direction, and the company is just beginning to build out its sales motion.

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 Sales Motion: The Body and Soul of an Effective Sales Effort

Hubspot Sales

Closing a sale doesn't happen by chance. Though it involves some dynamic thinking, a good salesperson isn't winging it. There's generally a blueprint in place for most successful sales efforts and a philosophical framework that serves as a reference point for how those steps should be carried out.

More Trending

A Discovery Question You Should Always Ask

The Pipeline

By Tibor Shanto. Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. There is a discovery question you should always ask. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product.

Buyer 296

Storytelling Is One of the Essential Soft Skills to Succeed in Selling


Maybe you’ve heard: Storytelling is the most powerful tool in your selling toolbox. Natasha Che, Storytelling is a must-have sales skill. Sean Pinegar, Tenfold. Top sellers use the power of story to mesmerize. Mike Schultz, RAIN Group. Stories trigger emotional responses.

What’s Holding You Back?

Steven Rosen

What’s Holding You Back? It’s a new year and a new decade. It is time to reflect on where you are, where you would like to be and commit yourself to get there. Like most sales leaders, you want to achieve your sales objectives.

Energy 199

Google thyself!

Sales 2.0

When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). As you know, buyers are seriously concerned about burning their time these days.

Google 195

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.

Change – Too much of a good thing?

The Pipeline

By Tibor Shanto. Change is a constant , it’s all around us, and it’s hard; keeping up is a continual challenge. And while change does bring good, you know what they say about too much of a good thing? Yet we, pundits and leaders, ask people to take on more change every day.

ROI 276

28 Sales Traits to Identify When Hiring Better Salespeople

Anthony Cole Training

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

The CEO’s Secret Weapon for GTM Excellence is the Contact Center

Sales Benchmark Index

Go-to-Market success requires leadership and input from a multitude of functions within a company. Senior leadership provides strategic guidance. Sales management has the pulse of the customer and prospect. Marketing executives understand market trends. Finance heads determine where to make.

Trends 187

The New York Times' Misleading Article on Assessments and Their Use Cases

Understanding the Sales Force

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology.

Report 248

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.

Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

No More Cold Calling

Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment.

How To Incentivize Your Sales Team to Hit Their 2020 Goals

Sales and Marketing Management

Author: Leeatt Rothschild Sales managers are racing to hit their 2020 goals, which are likely higher than last year’s. It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate.

An LDR Playbook Is the CMO’s Key to Unlocking Quality Leads

Sales Benchmark Index

Is It a Lead Generation Challenge or a Lead Management Challenge? It’s quite literally the longest-running conflict in the revenue growth world – sales reps don’t feel that they’re receiving enough quality leads from Marketing to make their number. Either the.

Leads 181

Why People Buy Taffy (And what it means for YOUR sales)

The Sales Heretic

In 1885, Joseph Fralinger—a former glassblower and fish merchant—took over a taffy stand in Atlantic City, New Jersey. He bought some books on candy-making and set about learning the business.

Sales 221

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.

Interview: The Structure of Prospecting Teams With Josh Roth

John Barrows

What’s going to happen to SDRs and prospecting teams in the future? The sales development function is always changing. We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change.

Sharing Trusted Information on the COVID-19 Coronavirus


Seeking and sharing knowledge is one of our core values here at Guru, and given the anxiety and misinformation around COVID-19, we’d like to share some trusted knowledge with you, wherever you are. thought leadership


How ABM Can Impact Your Product Lifecycle Beyond Top-Of-Funnel Activity

Sales Benchmark Index

Account-Based Marketing has been at the top of the hype scale in marketing departments for a number of years now. At this point, most organizations have tested or adopted ABM at some level. Still, now marketing and product leaders are.

Funnel 181

Do Your Customers Like Talking To You?

Engage Selling

Do your customers like talking to you and members of your sales team? When we talk about effective sales professionals, we often only think about, well, their sales!

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 Battles of Starting Your First Prospecting Role

John Barrows

Starting a new gig can be challenging. No matter how versed we are at something, when we switch roles, companies, responsibilities, and projects, it can be overwhelming. I recall moving into the SaaS space from a 15-year kitchen career, and feeling inadequate for months.

Are sales leaders wrong to focus on changing behaviors?


In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?

Buyer 110

Do’s and Don’ts of People Management from a Turnaround CEO

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.

The Tao of WOW!

Sales and Marketing Management

Author: Staff Wowing customers has been built into the business plan of B2B companies across all industries. It’s the subject of Micah Solomon’s new book “Ignore Your Customers (And They’ll Go Away).” Satisfactory customer service isn’t enough, Solomon says.

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.

Podcast 139: What Great Prospecting Outreach Looks Like With Doug Landis

John Barrows

We’re pleased to welcome a good friend of the team onto the podcast this week, Doug Landis joins us not too long after he sat with John and Keanu Reeves in the airport watching the Superbowl.

How to Use Optimism to Attain Goals

Anthony Iannarino

There is a value to being optimistic when it comes to attaining your goals. Pessimists pay for their negativity by making it more complicated—and less likely—to reach their goals in large part because their beliefs make it more difficult.

How To 108

Are You Happy with Your Current Sales Methodology?

Selling Power

At BTS, we have a sales methodology that will help you create the buyer-specific value propositions you need, and accelerate your sales. Sales Process and Methodology