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What’s the Plan? Leading a Sales Team in Uncertain Times

We know that the state of sales has significantly changed over the past few weeks. Many of you are now working remotely, face-to-face meetings are no longer an option, and you likely have a close eye on the economy. This environment makes it challenging for many reps to engage with customers and maintain productivity. Sales leaders are, in turn,...

This Week’s Big Deal: Realigning on Customer Intent

As we’ve written here before, intent data is one of the most promising frontiers for B2B sales and marketing. Focused on identifying online behavior signals that are indicative of purchase motivations (even in the earliest stages), intent data holds the key to meeting buyers where they are and delivering truly relevant and welcomed outreach. It’s...

This Week’s Big Deal: Creating a Playbook for the Unknown

Each Monday on this blog, we run a “This Week’s Big Deal” column, which aggregates and analyzes the most prominent trending topics of the moment in sales. Now, and for the foreseeable future, one topic overshadows all others: adapting and adjusting in the midst of a global pandemic response. It is the very definition of a big deal. The implications...

Why a Simple Sales Process Works Every Time

This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. A sales process doesn’t work unless you work it. Easier said than done, especially in these challenging times. The amount of time that salespeople spend actually selling has been decreasing consistently since I started selling 25 years ago. Research validates...

5 Habits Causing Salespeople to Miss Quota

Have you ever kept failing at something when it felt like you should be winning? It’s maddening.  Golf comes to mind. Sometimes your whole swing feels perfect – the target is aligned, everything about the swing is smooth – yet the result is consistently awful. Then someone finally, thankfully, points out that your poor grip is what’s causing you...

This Week’s Big Deal: Turning Conversations into Conversions

Without a conversation, there’s no conversion. Salespeople have long set their sights on winning the deal. These days, we should really be focused on sparking the dialogue. In a highly competitive and buyer-controlled digital marketplace, reaching the point of engaging in a quality conversation is an accomplishment unto itself. Treating it as such...

Remaining Connected When “In-Person” Is Not an Option

We’re all trying to figure out how to maneuver through unprecedented change by understanding how to navigate work and the coronavirus. Although many of you might be spending less time (or no time) in an office and it might be harder (or not possible at all) to get face-time with customers, we know that business continues.  Whether it’s coronavirus...

Books for Sales Managers: Non Obvious Megatrends by Rohit Bhargava

Most business trends are easy to see. In fact, they’re often impossible to miss, repeated ad nauseum by managers and executives obsessing over the next best practice. Unfortunately, if a trend is obvious, it probably won’t provide a competitive advantage, and it might not even be all that meaningful. That’s why we’ve always appreciated the premise...

Seek These 5 Skills and Traits to Hire Impactful Sales Operations Teams

A force multiplier isn't just a fancy-sounding term salespeople use to describe their solutions. Defined as something that allows you to get more done with the same or less effort (like switching from a screwdriver to a power drill), force multipliers can be critical to business survival.  Today, most companies have a dedicated sales ops team because,...

Bringing Modern Selling to Life with Sales Navigator to Acquire New Business

90% of decision makers say they never respond to cold outreach. And, of those, only 28% engage in conversations. 77% of buyers won’t even engage salespeople who can’t provide insights about their business. These are just a few of the statistics that indicate that traditional sales tactics are losing their efficacy. In contrast, research indicates...

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