2021

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?

Sports 256

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.

Insiders

Sign Up for our Newsletter

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

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.

How to Use Sales Multi-Threading to Your Advantage

Zoominfo

Hitting an early impasse with a prospect is an age-old sales dilemma. “I I was working on an account and had talked to someone a little bit lower in the organization. They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So

How To 219

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.

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.

More Trending

Your Cold Calling Math of Sales is Lying

Score More Sales

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling.

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.

Sales 172

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.

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.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup

Openview

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

171
171

Sales Manager Rule #1: Coaching to Improve Skills

Steven Rosen

Chris committed to coaching to improve the skills of his sales team. is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager.

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.

Ask for More to Get More

Mr. Inside Sales

My sales numbers when through the roof when I changed one simple thing: I asked for double or even triple the deal size at the end of each presentation. Before this, I used to give my presentation and automatically default to the lowest deal size and be happy if I got it.

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

5 Successful Lead Generation Strategies

Zoominfo

After a year like no other, here we are in 2021 still standing. The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival.

Why More Salespeople Are Being Recommended for Difficult Selling Roles

Understanding the Sales Force

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

Hotels 234

Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

No More Cold Calling

Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker.

eBook 240

5 Ways Sales Leaders Create a Winning Culture

Sales Benchmark Index

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

Podcast 183: Galem Girmay On Building Relationships In Online Communities

John Barrows

Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius.

How’s That 80/20 Working For You?

The Pipeline

By Tibor Shanto. The key difference between a tribe and a herd is that the former walk on two legs. Herd mentality persists in both. Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality.

Data 246

7 Ways to Kill Trust in Sales

Sales and Marketing Management

Many buyers have an inherent lack of trust in salespeople. Unfortunately, many salespeople make mistakes that reinforce that lack of trust. The post 7 Ways to Kill Trust in Sales appeared first on Sales & Marketing Management. News Featured

Buyer 226

Axonius nabs $100M at a $1.2B valuation for its asset management cybersecurity platform

Openview

Changes in Consumer Habits: Looking Back Over the Last 12 Months of Retail

This large-scale North American survey explores changes in expectations over the last year. You’ll learn what consumers expect, how habits are solidifying, and where to focus to drive the greatest impact.

COVID Proof Your Sales Force – Invest in You Sales Managers

Steven Rosen

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years.

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.

The secrets to closing a multi-million dollar deal

Zoominfo

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going.

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.

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.

The Phrase of the Year Is Seller Access

No More Cold Calling

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople.

Using Data to Drive Sales Strategy & Execution

Sales Benchmark Index

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.

Data 228