Sat.Feb 20, 2021 - Fri.Feb 26, 2021

Time To Decide How You View Time

The Pipeline

By Tibor Shanto. People deal with time as though it was a fickle dance partner, “if I work with it, I can stretch and do things I know it can’t do.” As you know I think time management is a stupid concept that just leads to more work. The only thing malleable about time is you.

Quick Tip to Become a Better Communicator

Mr. Inside Sales

How long does it take you to respond to an email? How about a text message? Or a phone message? The answer, I suspect, is “It depends on who it’s from.”. Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message?


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10 Sales Influencers You Should Be Following On Social Media


Almost everyone thinks salespeople are all about beating their competition (well, there might be a little truth to that). But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers.

5 Proactive Ways to Increase Sales Online in 2021

Sales and Marketing Management

Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space.

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.

The Ones Worth Your Time

The Pipeline

By Tibor Shanto. I posted yesterday about the need for salespeople to make better decisions about their view of time. One of the points I emphasized was to reorient from qualifying to disqualifying. Most people usually find what they set out to look for, a nip here, tuck there, but they find it.

More Trending

How Swim Lanes Get Marketing, Sales Development, and Sales More Wins


Hey, Marketing. Is your team going in the same direction as sales development and sales? Check your swim lanes to get everyone synched for selling. What are swim lanes? Swim lanes are a visual representation of workflows that show who’s responsible for which tasks.

The Shifting Sands of Selling Tech

Sales and Marketing Management

Author: Mandy Truong With 2021 in full swing, marketers are making their plans for recovery and business growth. Some will be more aggressive than others, depending upon the sector and the funds available. Regardless, 2020 will have an indelible impression on business operations for quite some time.

Podcast 186: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way

John Barrows

Our guest this week is Michael Phelan, Principal and Founder of Go-to-Market Pros. The knowledge that Michael has accumulated over the years comes from his ability to ask the right questions.

How to Use a CRM: The Ultimate Guide

Hubspot Sales

As your business grows, manually keeping track of your prospects and customers with spreadsheets and random notes in different places becomes near impossible. Not only is this type of system time- and energy-consuming to manage, but things also start slipping through the cracks at an alarming rate.

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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 Prospecting Strategy Guide


Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting?

How a Chief Customer Officer Helps Companies Overcome Digital Evolution Pitfalls

Sales Benchmark Index

Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a “new normal.” ” Now, companies worldwide have adapted to new digital capabilities to operate better than ever before, but many.

WEBINAR: Morgan Ingram speaks at Sendoso’s “CONNECTED”

John Barrows

The post WEBINAR: Morgan Ingram speaks at Sendoso’s “CONNECTED” appeared first on JB Sales

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How to Boost Morale for Better Sales

The Center for Sales Strategy

How are you working to improve sales? When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people.

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.

Get the Most Out of Customer Intelligence for Better Insights


If you’re sitting on customer intelligence in your CRM or database — is your marketing team making the most of it? Customer intelligence allows marketers to understand leads and current clients more in-depth, and gain better insights.

Highspot Raises $200 Million in Growth Funding to Take Sales Enablement Mainstream


SEATTLE, Feb. 22, 2021 — Highspot , the industry’s only unified, natively-built sales enablement platform, today announced it has closed $200 million in Series E funding led by Tiger Global Management, with participation from new investor Bain & Company.

WEBINAR: James Buckley and Meg Holsinger host “How to Turn Customer Success into Sales Success” [Coming Soon!]

John Barrows

The post WEBINAR: James Buckley and Meg Holsinger host “How to Turn Customer Success into Sales Success” [Coming Soon!] appeared first on JB Sales

8 reasons to be excited about our new free trial of active pipeline management


If you’ve been paying attention, you may have noticed that we’ve been gradually rolling out free trials on all of our modules. A few weeks ago, we made the account growth module free for a limited time. Then we announced the prospecting module free trial was also available.

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.

Getting Back to the Office: Return To Work Survey Results


Despite COVID-19 vaccinations getting off to a slower-than-expected start and the U.S. death toll from the pandemic continuing to climb, more than half of workers surveyed said they will return to their offices in the first half of 2021.

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5 Ways Your Sales Team Can Recover Lost Revenue in 2021

Hubspot Sales

Though 2020 is (blessedly) behind us, most companies don't have the luxury of taking a breather. Last year took a lot out of all of everyone — and that goes double for business owners and sales teams.

Master Your Selling Fundamentals First!

Adaptive Business Services

You can talk about advanced selling techniques and tools all you want, but until you have a solid grasp of selling fundamentals … these exercises are meaningless. Even worse, I believe them to be hazardous. I know what SEO is. The extent of my knowledge of this practice is fairly limited.

The Seven Types of Sales Managers


Since 1989, I’ve had the honor of coaching thousands of managers globally. Of course, every manager possesses their own personality, talents, skills, goals, and approach to managing their team.

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.

Do Extroverts Or Introverts Make Better Sales Leaders?


People have argued for ages over what personality type the ideal salesperson should have. But both introverts and extroverts have the potential to be awesome salespeople. Both sides of the personality coin offer traits that can be incredibly valuable in the world of sales.

Evolved Selling: Keeping pace with shifting customer demand

Smart Selling Tools

Evolved Selling: Keeping Pace with Shifting Customer Demand. By Devon Wellbrock, SVP of Americas, Enterprise Sales, MRP. In 2021 and beyond, it’s as much about recomposing the reality of target accounts as it is about the remote customer experience.

Buyers Sound Off: 9 Ways to Influence Their Purchase Decisions

RAIN Group

How do buyers make purchase decisions? Why do they choose one provider over another? Are there things you, as a seller, can do to influence their decisions? As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike.

10 Reasons Why You Need To Attend the 2021 10X Growth Conference ONLINE

Grant Cardone

Since this year’s 10X Growth Conference is the most exclusive one we’ve ever held, it’s no surprise that in-person tickets sold out almost immediately, I created an option for people to attend virtually so nobody gets left out.

[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.

10 ‘Data Is Beautiful’ Posts From Reddit


In case you haven’t seen, there’s a deliciously data-driven subreddit called ‘Data Is Beautiful’. We couldn’t resist a chance to highlight these info-inspired posts, which any business professional can appreciate. Thanks for the #EyeCandy, Fellow Redditors! Enjoy….

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How to Build Online Authority For a More Effective Sales Process

Sales Hacker

Every experienced salesperson dreams of a short, uncomplicated sales cycle – especially in the B2B world, where we can forget about the impulse buy. In this space, there’s an art to delicately nurturing a lead while also driving them toward closure.

Why Good Salespeople Leave

The Center for Sales Strategy

According to a DePaul University study, the average turnover cost per Account Executive (AE) is $97,690 when you add up recruiting costs, training costs, and lost sales. So, if you lose five AEs in one year - you’re close to losing nearly a half a million dollars.