Sat.Oct 06, 2018 - Fri.Oct 12, 2018

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A Lesson In Commitment

A Sales Guy

How often do you commit to something and then not follow through? I get it, it happens a lot. We aren’t perfect. But not meeting a commitment scratches the surface of lying. No! You didn’t lie, but it has a similar effect. When we commit to someone, and then break that commitment, it undermines trust. In this video, I talk about a way to improve your ability to keep your commitments.

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The “Foot-in-the-Door Technique,” or When Longer Forms May Work Better

ConversionXL

“How can a person be induced to do something he would rather not do?”. Researchers Jonathan L. Freedman and Scott C. Fraser asked that question more than half a century ago. In their era, it usually meant convincing someone to endure a pitch from a door-to-door salesman. In ours, it often means incentivizing web form fills—gently prodding others to part with personal information that, they fear, could spark a swift, relentless inbox invasion.

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Sales And Sales Management Is Broken

Membrain

I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement.

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Sales Coaching for the Digital Age

Openview

Maintaining a position of preeminence in the highly competitive IT industry requires leaders to adapt to changes in the business landscape more rapidly than the competition. Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc., most are s

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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How to Use Netflix Secrets to Create Binge-worthy Effective Sales Pitches

Sales Hacker

They say the average human attention span is shorter than a goldfish’s. Yet, a new study just came out saying that the average person watches 18 days worth of Netflix a year. The math doesn’t exactly add up. But what’s the difference? How do you get your viewers to figuratively “hit full screen” and give you their complete attention, instead of Amazon Prime shopping in the background?

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6 Essential Marketing Trends For 2019

Heinz Marketing

Guest Post by Kayleigh Alexandra, Content Writer for Micro Startups. They say time flies when you’re having fun, but it goes even faster when you work in marketing. With summer out of the way and the colder seasons fast approaching, it’s time to start thinking about 2019. The digital world is incredibly fast-paced. From technological advancements in AR/VR to the ever expanding Internet of Things (IoT), B2B marketers have to work hard to stay ahead of the game with marketing trends.

B2B

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Will robots one day replace your salespeople?

Membrain

We’re still underestimating artificial intelligence, says Andrew McAfee. That was the premise of his presentation at the Nordic Business Forum in September, and he should know.

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The 25 Best PayPal Alternatives of 2018

Hubspot

In the second half of 2018, PayPal had 244 million active accounts worldwide. The platform facilitates payments for more than 17 million businesses and offers a fairly transparent fee structure. But what happens if you want to explore alternatives to PayPal? You might be in this situation if you want: Seller protection for digital goods. Lower fees for chargebacks.

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Six focus areas keeping B2B CMOs up at night

Heinz Marketing

Over the past two months we’ve hosted dozens of B2B chief marketing officers for breakfast (including of course bacon ) to share ideas, best practices, hard lessons and priorities for the coming new fiscal and calendar year. The discussions at each CMO breakfast range widely from strategic to tactical topics, from professional development to managing culture and marketing technology stacks.

B2B
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3 Common Scenarios that Make Your Customer the Sales Person

Jeff Shore

By Jeff Shore. ?. ?I am going to propose three scenarios that are similar to ones you might come across fairly often in your sales career. ??Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. He says to you, “I would switch our policy over to you and your company, but my wife picked our life insurance and she likes the agent we are using now.”.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

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.

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Stop Cold Calling – Start Warm Calling with your COI!

Women Sales Pros

Love it or hate it, there’s no getting around it. Prospecting is one of the most effective and fastest methods to grow your business. It’s also one of the most widely disliked aspects of a sales professional’s career. So how can you make it easier? Stop cold calling and start warm calling with centers of influence and referrals. As the saying goes, it’s not what you know, it’s who you know.

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The Ultimate Guide to Augmented Reality

Hubspot

Picture this: It's rainy Saturday afternoon and you’re spending your day indoors at a local art museum. You meander from room to room staring at all the art, but not really absorbing any information. The information next to the art is too small, too crowded, or frankly, too boring. You quickly lose interest and make your way to the cafe. If you’re anything like me, the situation I just described sounds pretty familiar.

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4 Common B2B Marketing Mistakes Made by Business Leaders, Bosses and Bigwigs

Heinz Marketing

By Maria Geokezas , VP of Client Services at Heinz Marketing. I’ve been marketing for longer than I care to admit. Over the years, I’ve been lucky enough to have met and worked with many smart and talented business leaders and entrepreneurs. Most of these folks, regardless of their experience or education, have good instincts and realistic expectations when it comes to B2B Marketing.

B2B
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Episode #085: The Unique Sales Experience Pt 1 with Scott McKain

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Scott McKain and Jeff talk about giving your customer a sales presentation that stands out. You need to be distinct in your sales approach. But what comes after distinction? ICONIC which is the title of Scott’s new book. In this episode of the Buyer’s mind, you’ll learn what great companies do that make them the standard in their field, and not just companies – salespeople.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

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Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

Understanding the Sales Force

The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.

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How to Write a Business Proposal [Tips & Examples]

Hubspot

You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? A business proposal can bridge the gap between you and potential clients. It outlines your value proposition, and its primary purpose is to persuade a company or organization to do business with you.

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PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan

Sales Hacker

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris is a 20 year Silicon Valley veteran having launched the first part of his career at EMC before finding his way to Snowflake in 2013. At Snowflake, he was the first rep and single-handedly built the outbound-engine on the way to scaling the business from pre-revenue all the way past $150M+ in ARR.

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Our Customers’ Stories

Partners in Excellence

Storytelling is important. None of us live in a world of data and logic, as much as we might pretend that we do. Stories are important. Stories provide contexts to teach our customers and help them learn. They provide a basis for helping our customers understand how we might help them. They help customer learn through understanding the stories of people and organizations who have faced similar issues.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

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The Weakest Part of the Sales Cycle

Engage Selling

The weakest part of the sales cycle can create havoc in a sales rep’s short-term and long-term sales success. The good news? It can easily be fixed too.

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A Professional Yet Kind Rejection Letter Template

Hubspot

It's never easy telling a candidate they didn't get the job after hours of preparation and interviews. Oftentimes, the awkwardness leads to generic emails, like "We have chosen not to move forward with your application at this time.". You might feel like there's simply no good way to tell someone they've been rejected. Fortunately, that's not true. By wording your rejection letter kindly, you'll make it easier for the candidate to hear the news.

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Has Social Media Changed Sales Management? Not Really.

Selling Power

The only legitimate sales management function that seemed to be improved by social media was recruiting and hiring new salespeople.

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The Challenged Customer

Partners in Excellence

Our customers (and us) live in worlds characterized by information overload, rapidly changing circumstances, increasing demands, rising management expectations, scarcer resources, increasing scale, disruption, distraction, and complexity. It’s impossible to avoid feeling overwhelmed, unbalanced, and distracted. Getting things done, getting the support and resources to move forward is increasingly difficult.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

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.

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SPIN Selling – Everything you need to know about it (Infographic)

SalesHandy

SPIN Selling is quite an old concept, yet it’s being popularised again these days. Everywhere you look, people talk about SPIN Sells and what the best SPIN technique is. The idea of SPIN sells came about back in 1988 when the SPIN Selling Book was released by a guy named Neil Rackham. The idea behind the technique lies in asking the right questions at the right time, which makes is sort of a technical solution to a very technical problem, the problem of selling stuff to people.

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The 10 Best Receipt Scanners for Effortless Organization

Hubspot

Whether you're managing your small business' finances or filing taxes, it's necessary to know where your money is being spent. But receipts from your purchases are likely to get lost in a sea of documents and miscellaneous papers. If you struggle to keep track of your receipts, a receipt scanner can come in handy. Some receipt scanners include online tools that allow you to access your receipts from anywhere, so receipts will be consolidated and you can access them whenever you need them.

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Do’s and Don’ts for your 2019 Sales Kickoff

SalesforLife

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What is Sales Training?

RAIN Group

Sales Training Defined: Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. To be most effective, sales training should be viewed, designed, and executed as a change management initiative. The global market for sales training is approximately $4.6 billion. Yet most sales training fails to deliver lasting results.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

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The Return on Great Service | Sales Strategies

Engage Selling

????Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?

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Startup Burn Rates Explained in 500 Words or Less

Hubspot

It’s tempting to write off “burn rate” as cute startup jargon or a funny subplot on the television series “Silicon Valley.” But a correctly calculated burn rate is crucial for the responsible growth, planning, and success of a business. In fact, 82% of small businesses fail because of cash flow problems. But what exactly is a cash burn rate and how do you calculate it?

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What Does “Insight” Mean In 2019 And Beyond?

Partners in Excellence

The concept of providing our customers rich insight has become “standard” for complex B2B selling for at least the last 7 years. Some of us have been doing that all our careers-without knowing that we are providing insight. There are lots of definitions around what insight is, but most of them tend to be around concepts of “commercial insights.” These are generally stories and data around things happening in our customer’s industries and markets that may impact th

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Matt’s App of the Week: MailTag

Heinz Marketing

We are thrilled to welcome our first paid sponsor of Sales Pipeline Radio, MailTag. I LOVE what these guys are doing to turn Gmail into a sales productivity machine. Email tracking, in-app appointment scheduling, click tracking, auto-sync to your CRM, etc. If you’re a small business or individual sales rep and use Gmail for prospecting or managing your sales pipeline, you’ll definitely want to check them out.

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.