April, 2021

The Art of Silence in Sales

Anthony Cole Training

Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.

Would You Spend $10.99 to Double Your Income This Year?

Mr. Inside Sales

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone.

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Quarterly Business Reviews – Drive Sales Performance

Steven Rosen

Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans.

How to Leverage a B2B Sales Advantage in a Post-COVID World

Sales and Marketing Management

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management. News Featured

B2B 170

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

An Interesting Way to Drive More Sales

Jill Konrath

It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm.

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More Trending

3 Critical Factors to Include in Your New Hire Onboarding Program

Anthony Cole Training

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

How to Be a Leader

Mr. Inside Sales

A boss says, “Go!”. A leader says, “Let’s Go!”. This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example.

How To 184

How to Become More Successful One Day at a Time

Understanding the Sales Force

You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book?

How To 208

Structuring an Initial Face-to-Face Meeting with a C-Suite Executive

Sales and Marketing Management

Senior executives are often wary of salespeople in any case, so being credible, compelling and concise all apply for this initial face-to-face interaction. The post Structuring an Initial Face-to-Face Meeting with a C-Suite Executive appeared first on Sales & Marketing Management.

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!

5 Ways Market Leaders Are Driving Revenue Growth in 2021

Sales Benchmark Index

What is your plan for achieving your revenue target in 2021? With new logo acquisitions increasingly scarce across industries, market-leading companies have had to reimagine how to go beyond the install base to optimize revenue generation. SBI hosts multiple client advisory.

ZoomInfo Returns to Office with Hybrid Remote Work Model

Zoominfo

“I still believe wholeheartedly that an in-person work environment allows us to work together to invent, collaborate, and learn most effectively. But I’m also not someone who sticks my head in the sand and doesn’t listen to the change that’s happening around us.” — Henry Schuck, CEO, ZoomInfo.

Managing 80/20 Prospecting Time to Increase Sales

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Pitch Your Product in Two Sentences

Mr. Inside Sales

Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world.

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.

MUST READ: Are Assessments as Evil as the Persona Movie Suggests?

Understanding the Sales Force

Suppose you made a movie about cars and decided to feature the 1970's era Ford Pinto, arguably the most dangerous car ever made.

Film 199

Content Marketing Can Enhance Your Salespeople’s Personal Brands

Sales and Marketing Management

In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image. The post Content Marketing Can Enhance Your Salespeople’s Personal Brands appeared first on Sales & Marketing Management.

Your Lead Gen Is Broken (Here’s How to Fix It)

No More Cold Calling

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe.

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Qualifying Prospects: Can We Just Kill BANT?

Zoominfo

Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of 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.

The 7 Keys to an Unbeatable Revenue Marketing Strategy

Sales Benchmark Index

For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption.

Stop Selling Like You’re In Stockholm

The Pipeline

By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. So, how does this apply to sales?

SME 172

31 Conditions That Predict Your Sales Opportunity is in Trouble

Understanding the Sales Force

Long article for the weekend. In December I took delivery on my all-time favorite new car and I've been driving my Genesis GV80 for four months now.

Your Martech Stack Isn’t Complete Without This Tool

Sales and Marketing Management

Marketers have an opportunity to make their stack smarter and more innovative by adding tools that spark and empower creativity. The post Your Martech Stack Isn’t Complete Without This Tool appeared first on Sales & Marketing Management. News Featured

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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.

Podcast 192: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company

John Barrows

Our guest this week is Brian Gil, SVP, Operations at Articulate. Brian shares how growth and trajectory dramatically changed for Articulate when he joined over eight years ago, and what it’s like to break ground on a new product, a new process, and a new vision.

“I Am Willing to Learn” vs. “I Want to Learn”

Adaptive Business Services

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment!

How Market-Leading CROs Are Using AI to Outpace Their Competitors

Sales Benchmark Index

Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to.

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It Really Is Time To Stop

The Pipeline

By Tibor Shanto. It’s no secret we exist to consume, choose your lens, B2B or B2C , the system survives on consumption. Out with the old, even if it works, and in with the new long before it truly does. But one can’t go on consuming without discarding things to make room for the new.

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[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 to Get Your Audience to Fall in Love With Your Virtual Event

Understanding the Sales Force

Do you remember April 1, 2020? The entire world was in lockdown and at Objective Management Group (OMG) we had just ten days to figure out how to convert our annual four-day international conference for sales experts to a three-day virtual event over Zoom.

3 Steps for Maintaining a Positive Culture in a Remote World

Sales and Marketing Management

What transpired as a necessity in the middle of a chaotic environment is finding its footing and is here to stay. We’re talking about hybrid work environments, and they are coming back bigger and better than ever. According to a recent study by PwC, 83% of employees claim remote work environments have been a success. Employees appreciate the flexibility offered by a blend of on-site and at-home work, and they value companies that allow them this flexibility.

Podcast 193: Melanie Fellay On Making Funding Decisions And Building A Team

John Barrows

Our guest this week is Melanie Fellay CEO and Co-Founder of Spekit. From the management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what they are today. And now a new milestone has been reached.