No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Hope isnt a strategy.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Zoominfo

JANUARY 24, 2025

For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. From identifying high-performing reps to forecasting future revenue, this technology provides the clarity sales leaders need to drive results. What is Sales Analytics Software?

Analytics 246

Analytics Software Software Tools 246

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. They can’t get the sales, the pipeline isn’t moving.

Hiring 214

Hiring Data Prospecting Lead Scoring 214

No More Cold Calling

FEBRUARY 28, 2025

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. Social sellers do their homework, using their LinkedIn networks to gain insights, build sales trust , and make connections. The second you respond, you get a generic sales pitch.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Sales 2.0

MARCH 31, 2025

Often when were talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they close. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy. Sales is a tough gig and its not getting any easier.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

SBI Growth

JANUARY 6, 2025

SBI is the Growth Advisory for innovative companies seeking real-world, proven experience for marketing and sales results.

ACT 156

ACT Marketing Company Sales 156

The Pipeline

FEBRUARY 18, 2020

No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. But seeing some of the pundits talk about sales one does have to ask: has sales lost its sense of humor? Balancing Act.

ACT 335

ACT Face-to-face Buyer Compensation 335

Sales 2.0

APRIL 14, 2025

An old-fashioned approach I finally got my act together to start sending my friends and connections physical holiday cards againyou know the ones on paper that you write with a pen and stick on a stamp. Building human relationships is key to sales. People respond when they know the sender, regardless of the medium used.

Fashion 195

Fashion Transportation Call-back Social Media 195

Zoominfo

AUGUST 20, 2024

Believe it or not, two of the least likely allies in a B2B company – sales and compliance – can successfully work together to achieve a harmony that benefits both internal stakeholders and customers. Sales teams often achieve this by showcasing features and functionalities that they think customers want and value.

Fashion 130

Fashion Promotion Discount Vendor 130

Sales and Marketing Management

JULY 7, 2020

With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high. How to start applying this to your sales team. Defining the unexpected reward.

Incentives 394

Incentives Incentive Motivation ACT 394

The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. How would you know if your sales teams are Psychologically safe or not? Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Scoring 352

Zoominfo

MAY 19, 2020

Good sales and marketing teams target specific people for specific reasons and with specific messages. The name of the relevant statute says it all: the (you) CAN SPAM (Act). Follow these five simple guidelines, and stay on the right side of the CAN-SPAM Act. The CAN-SPAM Act. The CAN-SPAM Act. But is Spam Legal?

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

The Pipeline

JULY 13, 2021

If you’re a sales professional with building pipeline accountability, there is a simple fact most want to, but can’t ignore. So, if you know the length of your sales cycle, and you should, you have the ability to predict the future. So even as you head out on your vacation, I have to ask, is your pipeline a summer holiday?

Pipeline 362

Pipeline ACT Sales Cycle Account 362

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

Hubspot Sales

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Read on to hear my tactics for ending a sales email.e From there, initiating conversations and strengthening relationships with business buyers and influencers got easier.

Closing 122

Closing Quota How To Webinar Metrics 122

Steven Rosen

MARCH 10, 2024

Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

APRIL 14, 2025

Sales teams today are under immense pressure to move fast, stay focused, and make every deal count. By pulling in historical engagement, CRM data, and key account insights, Copilot crafts smarter, more relevant messages for every stage of the sales cycle. One click is all it takes to access the full context and act with confidence.

Decision Maker 130

Decision Maker Scale Sales Qualified Lead Hubspot 130

Sales Gravy

JANUARY 23, 2025

In this episode of The Sales Gravy Podcast, Keith Lubner is joined by Markus Neukom to delve into the core qualities of impactful leadership, such as self-awareness, emotional intelligence, and authenticity. Key Takeaways: - Courage in Leadership: Effective leaders need the courage to act on their potential without fear of success or failure.

ACT 97

ACT Face-to-face Intent Lead Scoring 97

Bernadette McClelland

OCTOBER 27, 2024

Because today, if we don’t disrupt the way we think, feel, and act, then something or someone else will do it for us. ’ If you’re not disrupting yourself in the way you think, feel, and act – then something or someone else will! Message me to speak at your next sales meeting, SKO, or Association meeting.

Hiring 195

Hiring ACT Call-back Benefit 195

Sales and Marketing Management

FEBRUARY 23, 2020

Author: Carmen Simon People act on what they remember, not what they forget. So, if you want to persuade your buyers to act in your favor, you need your content to stick in their minds?—?you Thankfully, there’s a framework backed by brain science for getting people to act on the 10% you want them to remember.

Intent 296

Intent ACT Influencer Call-back 296

No More Cold Calling

APRIL 6, 2025

Top sales teams win with referrals. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Sales Gravy

OCTOBER 31, 2024

On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment.

Decision Maker 97

Decision Maker Social Media B2B Buyer 97

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. But the reality of sales is that each day, quarter, and year you have more to juggle and no more time to do it in. Track Or Act? By Tibor Shanto. Communicating Value.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. However, when these teams are equipped with the right tools, such as sales intelligence, less important tasks can be automated so that reps can focus on lead strategies.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

Pipeliner

APRIL 5, 2025

This is true in sales and coaching too. Dont rush the sale. Sales is like a staircase. On one sales call, she was very honesteven saying the program might not be a fit. Use Systems to Keep It Up John says these small acts are rare today, so they stand out. This shows she still cares after the sale.

Coaching 111

Coaching Video Lead Scoring Lead Rank 111

Understanding the Sales Force

MAY 29, 2019

He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". Most salespeople fail to lower resistance because they lack the self-awareness to understand what it is that they might say or do, or how they might act that would raise resistance in the first place.

ACT 317

ACT LinkedIn Up-Sell Data 317

Pipeliner

FEBRUARY 16, 2025

The Impact of AI on Sales Leadership: Expert Insights and Actionable Strategies In a recent episode, John Golden sat down with Matt McDarby , a seasoned sales leader and the founder of United Sales Resources, to discuss the transformative impact of artificial intelligence (AI) on sales leadership and performance.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Anthony Cole Training

APRIL 5, 2024

You don’t want to look, act, or sound like every other salesperson when asking your prospect questions. There is an art and a science to being masterful at asking your prospect better questions and building a strong, credible relationship with them. Read on to learn 5 tips for asking meaningful, exploratory, and courageous questions.

Prospecting 309

Prospecting ACT Motivation Training 309

Pipeliner

DECEMBER 10, 2024

Your sales team is likely to feel the strainespecially since sales is listed in the top ten of Vivian Healths rankings of the most stressful industries. Its thus vital for the sales team manager to prioritize employee well-being in the workplace. As such, ergonomic fixtures will act as crucial vision care resources.

Resources 96

Resources Insurance Insurance Lead Scoring 96

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

Hiring 130

Hiring Lead Rank Intent Data Territories 130