2021

4 tips on how to stay resilient and successful in times of permanent change

The Pipeline

A Guest Post – by Michael Wigge. I always find changing the filters helps bring different often valuable perspectives, I have enjoyed Michael’s approach to challenges. I wanted to share it with you all and help you learn from his experience, and apply it to your selling. Michael Wigge.

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Overcome Call Reluctance Today!

Mr. Inside Sales

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free.

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Are You Focused on Results Generating Activities?

Steven Rosen

Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails?

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Why Sales Transformation Achieves Better Results Than Sales Training Alone

Understanding the Sales Force

You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious.

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75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

Uncover Sales DNA Upfront and Generate Greater Success When Hiring

Anthony Cole Training

In the 3rd article of our series Hiring No Assembly Required Salespeople , we cover the Sales DNA competencies a successful candidate must have and how to identify these traits prior to making a hiring decision.

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More Trending

7 Skills You’ll Need in Marketing for 2021

Sales and Marketing Management

Author: Jim Ewel With 2020 behind us (thankfully), how should we prepare for 2021? If you’re a marketer, here are seven essential skills marketing leaders will need in the new year. . 1: Able to adapt. .

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Underwriting to a Growth Thesis: The 4 Quadrants of Value Creation

Sales Benchmark Index

While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.

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Podcast 180: Larry Long Jr. On Team Development And Motivation

John Barrows

Our guest this week is Larry Long Jr., Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true leader. Larry talks with us about beefing up his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivation.

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Don’t Miss This Event: The Gatekeeper Died

No More Cold Calling

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show?

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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!

Challenges of Coaching a Remote Sales Team

The Center for Sales Strategy

According to research , over $5 billion is spent solely on sales training and sales improvements every year in the US. If your remote sales team is not up to speed with the latest sales strategies and techniques, you could be costing your business a lot of money in missed opportunities.

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Churn Is A Variable of Quota You Need To Know

The Pipeline

By Tibor Shanto. The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. Churn is not a negative or a fault, but a factor.

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Stop Telling and Start Asking!

Mr. Inside Sales

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU.

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Grant Cardone on Net Worth & Billionaire Status

Grant Cardone

Grant Cardone on net worth & billionaire status. One of the most searched categories of successful and famous people is the term “net worth”. People are fascinated with peoples supposed net worth. .

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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.

2021 Challenge:  Put a Little Beatles Into Your Selling!

Understanding the Sales Force

Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist.

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Recruiting, Hiring and Onboarding Salespeople: It's in the Details

Anthony Cole Training

In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent.

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Your Success Mindset in Uncertain Times

Engage Selling

The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back … Read More » The post Your Success Mindset in Uncertain Times first appeared on The Sales Leader.

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Know When to Hold ‘Em: Drawing Lessons in Negotiations from Poker

Sales and Marketing Management

Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Negotiation principles rely on strong habits, relationship building, and being able to adjust strategies on the fly. .

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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.

Why More CMOs Are Scaling ABM Investments in 2021

Sales Benchmark Index

CMOs are shifting their investment mix to meet the needs of an increasingly digital buying environment. One of the primary ways they’re doing this is by doubling down on Account Based Marketing, targeting and delivering customized programs to the accounts.

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Podcast 182: Nick Cegelski On Deal Mechanics

John Barrows

Our guest this week is Nick Cegelski of SurePoint Technologies. Nick’s an experienced enterprise account executive with a ton of useful insights.

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Introducing the Back in the Black Sales TV Show

No More Cold Calling

Join me for my first monthly broadcast. It’s a new year and time for a fresh approach to sales. That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! It’s a way to learn about short, fun, and insightful topics.

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The Imperfections of Last Click Attribution

The Center for Sales Strategy

When it comes to digital marketing , there's a heightened focus on analytics to determine success. Many businesses continue to place a heavy reliance on last click attribution models to determine which of their digital marketing tools are driving results.

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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.

The Ultimate Outcome Right At The Start

The Pipeline

By Tibor Shanto. For a tribe that fixates so much on the close, salespeople are way too reluctant to reveal the outcome. Preferring instead to take the buyer on an unnecessary journey. If prospects like the outcome they will take interest in the process.

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Question: Why Aren’t You Asking More Questions?

Mr. Inside Sales

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening.

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15 Unique Characteristics of Top-Selling Salespeople

Hubspot Sales

Have you ever wanted a peek inside the mind of a top salesperson? Although every rep has their own unique selling style, strategy, and process, their mindsets are surprisingly similar. That might be because, as HubSpot sales director Dan Tyre often says, “Success in sales is 90% mental.”.

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Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles - Part 3)

Understanding the Sales Force

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger!

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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.

4 steps to Hiring "No Assembly Required" Salesperson

Anthony Cole Training

Hiring sales talent is often a costly, difficult, and time-consuming task. However, it's mandatory in order to grow an organization and sales team. In this blog, we discuss how to identify top talent and minimize hiring mistakes by following a 4 step process. cost of hiring mistakes hiring salespeople key to successful hiring sales onboarding hiring top salespeople

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Top 5 sales habits to start in the New Year

Membrain

Research shows that most New Year resolutions are abandoned within the first three months. In fact, if you made a resolution and have stuck to it firmly after even just a few days, you’re already ahead of a large portion of resolvers. Sales Management

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The Importance of VoIP in a B2B Sales Strategy

Sales and Marketing Management

Author: Seamus Dunne How is your business performing regarding its current sales figures? Have you met your target margins or is there much to be desired in terms of success?

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