August, 2022

5 Strategies for Leading Sales Teams Through Times of Uncertainty

Cerebral Selling

Since March 2020, the world has been in a state of constant change and uncertainty. We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, and now, inflation and recession.

Eight Sales Soft Skills that Create a Competitive Advantage


Only the rarest of sales organizations use a model with soft skills, let alone work to develop them. As a professional, you will need to build these skills on your own. You may have noticed you only ever win a client's business by working with other human beings.


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Prepare For Economic Change: Use Your SKO To Invest In Your Salespeople

Force Management

Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals. Sales Leadership Sales Kickoff Economic Change

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A List of Sales Best Practices


There is a time to work on improving your sales approach, and then there is a time to get back to basics. At heart, I am concerned with effectiveness. Sometimes that means explaining the new fundamentals, and other times it means doing a few practices that are necessary to pursue success in sales.

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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Is Your CRM Built for Technology Experts or Sales Experts?


When choosing a CRM , companies often focus on what the CRM can do, how much it will cost , and whether it will integrate with their environment.

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More Trending

The Best Open-Ended Discovery Question

Cerebral Selling

When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer!

Which is Worse - The Boston Red Sox or Your Sales Team?

Understanding the Sales Force

I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan. I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG).

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5 Areas of Focus for Your SKO in the Current Economy

Force Management

Changing dynamics in the economy may demand a strategic pivot for how you reach revenue goals in your sales organization. The challenge becomes identifying which priorities are most critical to devote resources to.

Three Strategies to Improve Your Sales Process


In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they pursued, making it possible for every salesperson to hit their sales targets. Like many promises that seem too good to be true, this one never came to fruition. Sales LL-Vault

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Only 11% of Public SaaS Companies Sell Just to SMBs


SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. But, it's often hard to get to $100m ARR selling just to SMBs. So I took a look at the BVP Nasdaq index. Only 11.8% sell just to SMBs

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3 Ways To Better Convert Website Visitors Into Customers


The post 3 Ways To Better Convert Website Visitors Into Customers appeared first on ClickFunnels. Pretty much all businesses nowadays have websites. But merely having a website is not enough – you need to be able to convert visitors into paying customers.

10 Best Practices for Prospecting


Prospecting can be tough. We can do hard things. Let me give you 10 best practices that if you put them into play, I guarantee it will up your game. Sales Pipeline Management

Stop Using These 5 Wimpy Words and Close More Sales


Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the experience good, bad, or indifferent for that prospective client.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Changing economy? Help Your Salespeople Prioritize the Right Opportunities Faster

Force Management

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving.

Your Guide to Creating a Sales Leadership Framework


How confident are you that your sales team can meet your KPIs this quarter? Leadership 2022 LL-TSB

Fenwick: Down Rounds Aren’t Really Happening Much. But Later Stage Prices Have Fallen Quite a Bit.


Fenwick, one of the bigger Silicon Valley / tech law firms put out its quarterly report on the venture market , sourced from 194 deals that actually closed in Q2’22, and I found the way the data was presented super helpful given all the drama in the venture markets, on twitter, etc.

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The Blueprint For a Small Business Digital Marketing Plan


The post The Blueprint For a Small Business Digital Marketing Plan appeared first on ClickFunnels. In order to have a successful small business, it is important to have a digital marketing plan in place.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

How to Be an Object of Interest

Engage Selling

You must learn to be an object of interest! Recently, I was speaking with my good friend and advisor, Alan Weiss, about how inundated today’s marketplace has become with thought … Read More. The post How to Be an Object of Interest first appeared on Colleen Francis - The Sales Leader.

Sales Training Topics to Drive Results

RAIN Group

If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly.

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A Brief History of CRM: How We Got Here and What's Next

Learn Hub | G2

Customer relationship management (CRM) is a mission-critical technology for almost every business today. Guest Post Sales

How to Deal With Time Objections


You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the contacts we need, and our company has given us a script to use when calling them.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Dear SaaStr: What Do You Do To Stop Customers From Abusing Free Trials, Sharing Accounts, etc.?


What are some techniques SaaS companies use to combat trial abuse / people trialling multiple times? My advice: Just let it go. At least for now, and probably a very long time. A lot of things will drive you a bit nuts when you are small: Folks that do repeat free trials. Folks that share accounts.

9 Awesome Ways To Generate Leads For Your Business


The post 9 Awesome Ways To Generate Leads For Your Business appeared first on ClickFunnels. Generating leads is one of the most important aspects of any business, yet it can be difficult to know where to start. Fortunately, a lot of people have gone before you.

3 Skills Sales Reps Need to Hit Revenue Targets in a Tightening Economy

Force Management

Rising economic headwinds are changing the selling landscape for your sales organization. As revenue pressures mount and buyer pushback increases, help your salespeople weather the storm and come out stronger.

Setting Up Compensation Plans for SDRs Effectively

Predictable Revenue

Graham Collins joined the Predictable Revenue podcast to discuss how to set up more effective compensation plans for sales development reps (SDRs). The post Setting Up Compensation Plans for SDRs Effectively appeared first on Predictable Revenue. Blog Outbound Sales Development Podcast Show Notes

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Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

The Secret to Account Churn is Not Dedicated Account Managers

Understanding the Sales Force

I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.

How to Overcome Price Objections


The root cause of nearly all the price objections is not creating enough value in the sales conversation, while also failing to differentiate what you sell. When this is true, you are inviting price objections like the following

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5 Interesting Learnings from Toast at Almost $800,000,000 in ARR


So we took a look at Toast just after it IPO’d. Times were good then, and Toast was worth $24B. Fast forward to today. and there’s not much to criticize Toast for. They dominate a large market, and are growing almost 60% at $800m in ARR!