Sales Hacker
OCTOBER 16, 2019
Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. I’ve seen lots of good AND bad handoffs, and learned what to look for the hard way.
The Center for Sales Strategy
OCTOBER 15, 2019
It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”. There are a multitude of strategies to help us be more productive, but they can be difficult to adopt because they force us to go against routines we’ve had for years.
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Anthony Iannarino
OCTOBER 13, 2019
Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter in sales stems from the book, The Challenger Sale. But were you to ask the authors, they would tell you that “challengers” had the second-highest score on relationships, and it was just a smidge behind “challenging.
Zendesk Sell
OCTOBER 17, 2019
In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. Steel frames, power tools, and a team of builders are all important elements, but they’re useless if you don’t have a document to guide the process. Like a blueprint is essential for constructing buildings, you need a strategy as a manager to build a successful sales department — a step-by-step plan to help you and your team drive company revenue.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Xactly
OCTOBER 16, 2019
Sales incentives are the number one driver of team performance. Improve your team's performance in 2020 with these five sales compensation planning tips.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
OCTOBER 15, 2019
By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage.
Sales 2.0
OCTOBER 16, 2019
When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster. In fact, looking back on my efforts, I agree with them. I was a time waster. I didn’t have any knowledge of their organization and issues.
SBI
OCTOBER 15, 2019
The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off. Most of us will agree that planning your work and working according to plan is a good idea. Yet not all sales workflows are created equal – there are some pros and cons to keep in mind before you decide whether a playbook is right for you.
Sales and Marketing Management
OCTOBER 14, 2019
Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. However, the higher you move in the hierarchy of an organization, or the closer you get to sales activities, the more your day-to-day life becomes about interacting with people – colleagues, bosses, investors, board members, employees and customers.
Speaker: Steve Worthy, MBA
The rapid rise of AI-powered displays, touchless technology, and sensory marketing is reshaping the future of in-store engagement. Yet for many retail executives, the real challenge is not identifying new tools - it is knowing which signals to trust, which inputs to prioritize, and how to architect decisions that elevate in-store leadership rather than dilute it.
Zoominfo
OCTOBER 15, 2019
Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Fine-tuning your cold email strategy might not make your open rates skyrocket to 90%, but it can make a major difference.
The Pipeline
OCTOBER 16, 2019
13 Experts – 2 Days – 1 focus: The post Today is the day – Prospecting Unbound Virtual Summit appeared first on TiborShanto.com.
No More Cold Calling
OCTOBER 17, 2019
It’s not too early for a Q1 push. How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. You’ll need to move quickly, because we’re already deep into Q4.
The Sales Hunter
OCTOBER 18, 2019
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my work with him at a previous company. The longer the conversation, the more animated we both became.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Zoominfo
OCTOBER 16, 2019
Companies hire new talent for a number of reasons. Perhaps they’re growing, or have new goals and needs, or an existing employee is leaving, etc. But, modern recruiters can’t simply wait for one of these things to happen before they start looking for new job candidates. Given the fast-paced and increasingly competitive hiring landscape, recruiters must take a proactive approach to cultivate a group of potential hires — even before they need to fill open positions.
The Pipeline
OCTOBER 17, 2019
By Tibor Shanto. Some may not like to say it, but there is a lot of theater in sales. Sometimes drama, sometimes comedy, at times tragic, but sales is a performance art. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale. Practice, warm-up, dress rehearsal and all. Much like actors warm up physically before each performance, so should professional sellers.
Understanding the Sales Force
OCTOBER 17, 2019
Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. It was almost as scary as the plane's rocky decent from 30,000 feet in gale-force winds last night or driving in a blizzard!
Speaker: Lee Andrews, Founder at LJA New Media & Tony Karrer, Founder and CTO at Aggregage
This session will walk you through how one CEO used generative AI, workflow automation, and sales personalization to transform an entire security company—then built the Zero to Strategy framework that other mid-market leaders are now using to unlock 3.5x ROI. As a business executive, you’ll learn how to assess AI opportunities in your business, drive adoption across teams, and overcome internal resource constraints—without hiring a single data scientist.
Zoominfo
OCTOBER 18, 2019
Every form of content has unique advantages, so it’s difficult to say any one type of content is head and shoulders above the rest. But, if you were to declare the webinar the ‘king’ of marketing content , you wouldn’t be alone. After all, 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ).
The Sales Hunter
OCTOBER 13, 2019
There are less than 90 days left in this decade, but that’s still plenty of time to make it happen. What’s the difference you will make? What do you want others to remember you by this year? Set yourself up to have the greatest decade yet in 2020! Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result.
MTD Sales Training
OCTOBER 14, 2019
Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’ comes from the counselling and therapy world.
Hubspot Sales
OCTOBER 14, 2019
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
Mr. Inside Sales
OCTOBER 14, 2019
Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? If you have, then you’re probably missing one of the most important “pre-qualifying” questions you should be asking on each and every demo call before you launch into your actual presentation.
Grant Cardone
OCTOBER 16, 2019
Trying to avoid danger in a world that is filled with it is impossible. Bad things happen to good people every day. Sometimes you lose money before you make money. Customers betray you for the competition. Your spouse leaves you. Employees screw up. The stock market will not coddle you and the economy punishes good people and bad people alike. By being careful and trying to avoid danger, people actually spend their lives in danger.
Connect2Sell
OCTOBER 16, 2019
At the risk of sounding preachy, we’re continuing what we started last week in the CONNECT2Sell series on Critical Thinking. Last week, we looked at truth as an absolute standard that buyers demand. This week, it’s a similar take on credibility because that, too, is in short supply (at least according to buyers!).
Zoominfo
OCTOBER 16, 2019
Companies hire new talent for a number of reasons. Perhaps they’re growing, or have new goals and needs, or an existing employee is leaving, etc. But, modern recruiters can’t simply wait for one of these things to happen before they start looking for new job candidates. Given the fast-paced and increasingly competitive hiring landscape, recruiters must develop a proactive approach to cultivate a group of potential hires — even before they need to fill open positions.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
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