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

Best Practices for Managing a Remote Sales Team


Enabled by modern technology, remote work is becoming more and more popular. Linked to an increase in employee happiness, work/life balance, productivity, and performance, many companies are exploring the option.

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.

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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 70

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.

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.

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.

More Trending

7 Sure Fire Ways to Sell More. Faster.

KO Advantage Group

About a year ago a woman came into my office. She was running a fairly successful marketing firm yet she struggled to get her clients to connect with her sales message. To her it felt "icky". She liked educating. She liked showing her clients what she would do for them. But they would respond, "okay.

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 246

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

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?".

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.

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 177

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 207

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 165

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.

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 177

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.

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 185

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.

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?

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 167

How to Ask for a Referral from a Client

No More Cold Calling

Your customers are your best source of qualified sales leads. “If If your customers aren’t selling for you, you won’t have customers.”

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 159

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.

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.

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.

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.

Sales Hacker Recommends: 97 Best Sales Books for Peak Performance (2020 Update)

Sales Hacker

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance?

Normalcy Bias with Your Finances

Grant Cardone

Are you going about your day like everything is normal? Normalcy Bias —the tendency for people to believe that things will always function the way they normally have and therefore to UNDERESTIMATE both the likelihood of a disaster and its possible effects.

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!

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!

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.

4 Ways to Convert Enterprise Customers Using Project Management Principles

Hubspot Sales

Selling software B2B is more involved than ever before. When a company brings on new technology, they need to consider the impact it will have on their existing systems. Will the new solution adequately replace what we already have in place? How will it connect and speak with our current systems?