The Pipeline

MAY 25, 2020

Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Each day I will have a special sales chef sharing their best recipe for a Healy and nutritious approach to filling your pipeline in a post-COVID world. Focusing your energies on high-impact opportunities. Most salespeople do not know why they win or lose deals.

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Social Selling LinkedIn Energy Enterprise 391

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.

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Fashion Promotion Discount Vendor 130

Sales Gravy

JANUARY 16, 2025

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching.

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Coaching Sports Pivotal Energy 98

Bernadette McClelland

MAY 22, 2022

When I was a sales rep in Corporate Australia, it was quite common to receive multi 5-figure commissions for selling certain solutions – and most often selling those deals involved a series of detailed stages: Your normal sales discovery calls. Demonstrations. Workflow blue-printing. Proposal iterations and. RE-IMAGINED.

Energy 448

Energy Commission Up-Sell Conference 448

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. R – Rigors.

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Hiring Territories Energy Sales 386

Steven Rosen

JULY 25, 2022

Are You a Great Sales Leader? Sales leaders are running so fast that they don’t have a chance to breathe, and they certainly don’t have time to self-evaluate. Many sales leaders find themselves: Feeling overwhelmed, overly stressed, or frustrated because of the pace of change. The FOCUSED SALES LEADERSHIP FRAMEWORK.

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Face-to-face Sales Leadership Energy Sales 317

No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. What sales lessons can we learn from them?

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Referrals Cold Calling Coaching Incentives 334

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? What do sales managers do to motivate the sales force?

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Motivation Commission Incentives Incentive 379

SBI Growth

JUNE 16, 2020

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

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Revenue Marketing Strategy Energy 270

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. What hypothesis I am proposing is this: Ambition is key – investing energy in low balling targets will hurt you in the long run. Does this describe your sales organisation?

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Top of Funnel Quota Proposal Lead Rank 352

Sales Gravy

OCTOBER 29, 2024

as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Join host Jeb Blount Jr.

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Ideal Customer Profile Outbound Strategy Social Media 97

Sales Gravy

OCTOBER 15, 2024

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. This shift makes human skills even more essential in later stages of the sales process. In fact, it’s the opposite.

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Outbound Lead Rank Lead Scoring Conference 98

Sales Gravy

DECEMBER 25, 2024

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments arent just memorable, theyre actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Leading with empathy and emotional intelligence helps uncover the real problems you can solve.

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Conversion Call-back Exercises Energy 97

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

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Outbound Software Software Buyer Intent 130

Zoominfo

DECEMBER 10, 2020

From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything.

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Energy Channels Motivation Face-to-face 246

Steven Rosen

MARCH 2, 2020

Like most sales leaders, you want to achieve your sales objectives. What I see time and time again is that the top sales leaders are hyper-focused. They know what they need to do to be successful and they focus their time, their energy, and their mindset on what’s critical. Allocate more time and energy to your CSF.

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Energy Course Positioning Coaching 294

Steven Rosen

MAY 20, 2024

In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. Time management is essential for finding time to prepare.

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How To Sales Leadership SalesForce Coaching 296

Sales and Marketing Management

JULY 12, 2022

Inefficiency in any stage of your sales cycle robs your team of valuable time and energy, and ultimately negatively impacts forecast accuracy. Here are five tangible tips for shortening the sales cycle. The post 5 Tips for Shortening the Sales Cycle appeared first on Sales & Marketing Management.

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Sales Cycle Forecasting Energy Sales 218

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence. How to Use AI for Sales Follow-Ups 1.

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Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. But corporate hierarchy errors are much more serious than your garden-variety duplicate CRM record because they undermine core sales and marketing strategy.

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Data Revenue Scale Territories 130

Sales Gravy

MARCH 30, 2025

It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. With so much volatility in the market place in the moment I highly recommend listening to my book Selling in a Crisis on Audible or Spotify or taking my courses on Selling During Uncertainty on Sales Gravy University.

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Quota Insurance Insurance Policies 98

Allego

NOVEMBER 19, 2024

A well-planned sales kickoff meeting can be the launchpad for a high-performance year. But here’s the truth: 85% of companies fail to make their sales kickoff events as impactful as they could be, research from Opus Agency revealed. What Is a Sales Kickoff Meeting?

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Meeting Energy Motivation Follow-up 62

Sales 2.0

JANUARY 17, 2020

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m all for sales people staying in touch. For example, someone running a (small) business unit nearly always cares about increasing sales. So what’s the solution? Here’s one idea: have an idea.

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Prospecting Account Call-back Buyer 83

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Hiring 227

Hiring Face-to-face SAP Energy 227

Sales and Marketing Management

MARCH 25, 2019

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future? There are five developments that companies should pay attention to if they want to be competitive: Traditional sales forces will be cut in half. Sales will become too complex to stay a one-man show.

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B2B Segment Ideal Customer Profile B2C 254

Bernadette McClelland

NOVEMBER 13, 2022

They greeted me very politely, explaining they were looking for an ‘Alice Grey’ My first instinct was to think this was a ‘sales ruse’ and therefore not believe them, but as I was about to let them know I wasn’t interested, I decided to give them a chance and hear them out. The reason I changed my mind?

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Face-to-face Cold Calling Energy Relationals 83

Sales and Marketing Management

SEPTEMBER 16, 2020

It can make it hard to predict what B2B marketing and sales will look like when we enter the post-COVID-19 era. . You’ll also clear up time and energy for your sales staff, letting them nurture the hottest leads while your content marketing keeps prequalifying, educating and demonstrating your expertise. . Next Steps.

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Trends Marketing Lead Rank Conference 333

Steven Rosen

JANUARY 18, 2021

As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results. However, this technology is taking you away from what is critical – delivering on your sales objectives.

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Face-to-face Sports Energy Objections 379

Mr. Inside Sales

DECEMBER 23, 2023

What are your plans to make this your best year in sales ever? Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. ON DEMAND SALES TRAINING THAT GETS RESULTS! All the best for 2024!

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Face-to-face Gatekeeper Decision Maker Licensing 233

Mr. Inside Sales

JANUARY 7, 2023

Can you deliver it with a bit more energy? Or less energy? ON DEMAND SALES TRAINING THAT GETS RESULTS! The post <strong>4 Proven Ways to Get Better in 2023</strong> appeared first on Mr. Inside Sales. Never stop learning, critiquing and getting better. When you stop learning, you stop earning.

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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.

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Closing Quota How To Webinar Metrics 122

Hubspot Sales

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

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Data Hubspot Negotiation B2B 111

The Pipeline

MAY 6, 2020

This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. Jeff looks past the mechanics to “forward-thinking, constructive activities like these build positive energy and momentum.” By Tibor Shanto. Sometimes things fall into place even during a pandemic.

Construction 377

Construction Energy Up-Sell ACT 377

Bernadette McClelland

JANUARY 14, 2018

Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author. ” It’s not who you think it is, is it? So, a couple of ideas to use as food for thought to ace yourself this week?

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Competition Decision Maker Sports Sales Leadership 355

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

Video 289

Video Cold Calling Exercises Conference 289

Mr. Inside Sales

APRIL 14, 2024

Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. Going into the office has tons of benefits, including feeding off the energy of other reps, having constant access to my manager, etc.” ON DEMAND SALES TRAINING THAT GETS RESULTS! Good morning everyone!

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Face-to-face Gatekeeper Decision Maker Licensing 224

Bernadette McClelland

DECEMBER 27, 2018

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance. Book your Conference or Sales Kick Off Meeting today! Here’s the truth. Some won’t. And some won’t for many different excuses reasons. You see, we cherry pick. All our desires.

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Comparison Discount Conference Energy 363