July, 2021

The Sales Olympics: How to Win Gold with Account-Based Sales


Have you ever noticed the grace and finesse of the women’s gymnastics team? Have you ever wondered what kind of teamwork they put into planning, training, and performing? We all know it’s a demanding sport that requires hours of effort, constant support, and ongoing coaching.

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Have A Fresh Perspective On The Strategic Planning Process with Objectives and Key Results (OKRs)


Connecting the work of employees to a company’s overall strategic plan accomplishes a number of things. For starters it helps achieve the desired outcomes of the plan itself. Growth, profitability, new market penetration, recurring customers, you name it.


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5 Decision Support Tools for Strategic Decision Making


Do people always follow a rational linear process to come to a decision? Studies have suggested that a combination of Decision Making Models are used by people to reach quality decisions. Strategic Decision Making is a complex process with a lot riding on those decisions.

Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

By Dominique Côté, Founder & CEO, Cosawi & Principal, The Summit Group. Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption?

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

Email deliverability: A practical guide for sellers and marketers


“Oh, your email ended up in my spam folder” is what email marketers and salespeople hear in their nightmares. Emails only suffer from deliverability issues for a few reasons and all of them are bad.

Building a Customer-Oriented Company: Strategies & Examples

Help Scout

Being “customer-oriented” boils down to one idea: helping people. As simplistic as it sounds, this ethos is the key to making it work as an organization.

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Catching a Loss Before It Happens | Sales Strategies

Engage Selling

I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures.

Action Items

Software Sales Guru

Action Items “When you leave a sales meeting, it shouldn’t only be you who has an action item. The customer needs to have an action item too.” This statement came from a salesperson in one of my training sessions.

The X Factor: 5 Key Qualities to Look for in Sales Trainers

Sales Readiness Group

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to Choose the Best Sales Training Company. 4 Key Factors to Create a Sales Training Program That Delivers Results.

Sales Call Planning Guide

RAIN Group

By failing to prepare, you are preparing to fail. ?. Benjamin Franklin. We acknowledge that sometimes you can't prepare for a sales call or—hallelujah—a buyer calls you out of the blue.

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The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.

11 Types of Bad Customer Service (and How To Avoid Them)

Help Scout

Sometimes the customer service teams who are supposed to be solving problems somehow manage to make them so much worse instead. These are their stories — along with some tips to help you avoid ending up on this list next time we update it!

5 Reasons Managers Struggle to Develop Consistent Revenue

The Center for Sales Strategy

Driving, maintaining, and developing consistent revenue growth is a top concern in every organization. Taking care of employees, meeting goals, trying to exceed goals, and keeping your business afloat during challenging times is a lot to manage.

Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies

Engage Selling

I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition.

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Giving Concessions is Not Negotiating

Software Sales Guru

Giving Concessions is Not Negotiating Master negotiators make sure their counterpart walks away from the table feeling like a winner. And they do so with a minimum of concessions.

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays

Sandler Training

There is clearly a limited supply of raw materials and finished goods around the world at the moment. The post How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays appeared first on Sandler Training.

How to Get Access to Key Executives

Sales Readiness Group

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here ). But the 800-pound elephant in the living room is how do you get a meeting with a senior executive in the first place? Selling Skills Prospecting

A farewell to the open rate


This fall, when we all unwrap our batch of new emojis with iOS 15, we’ll also say goodbye to something that’s been in the marketer’s toolbox for 20 years: the open rate. Apple’s new Mail Privacy Protection feature eliminates the ability for email marketers to measure opens.

How Do You Improve Sales Performance?

The Center for Sales Strategy

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force. A motivated sales team will perform well. This creates a cycle of continued success.

Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

Make Your Daily Routine Your Own | Sales Strategies

Engage Selling

I recently watched a presentation that underscored the best practices of top performers. In particular, one topic they highlighted was morning routines and how top performers had a strict morning routine.

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27 Productivity Tips that Will Change the Way You Live, Work, and Feel

RAIN Group

Take a moment to think about a time when you had a period of deep focus in which your work performance and productivity were at a high. Everything clicked. You nailed the deadline. Made the leap. Produced 10X. Everything came into focus.


DISC: A Powerful Negotiating Tool

Sandler Training

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC. The post DISC: A Powerful Negotiating Tool appeared first on Sandler Training.

Empathy May Be the Most Important Selling Skill

Sales Readiness Group

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.”

How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

The paths that led us here: 8 Nutshellers discuss how they joined the team


At Nutshell, we strive to create a workplace where anyone can feel welcome.

Positive Feedback Examples (And a Few Negative Ones Too)

The Center for Sales Strategy

Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks.

When Prices Go Up, Sellers Get Down to Business

Engage Selling

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups.

11 Tips on Delivering Great Customer Service in Education

Help Scout

When thinking about education, most of us tend to think only about teachers and other administrative staff — frontline workers, so to speak. It makes sense; frontline educators are incredibly important and often underappreciated.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021

Sandler Training

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.

Strategic Alliance Management


Strategic Alliances are quite ubiquitous in businesses nowadays, but most of them often go unsuccessful. A Strategic Alliance is referred to as “an agreement between 2 organizations to share resources to carry out a mutually beneficial initiative.”

5 ways to make your emails more persuasive


Email marketing can be captivating, persuasive, powerful, and a phenomenal tool for lead generation—if you know what you’re doing. Unfortunately, it’s so easy to just slap words together and hit “send” without really thinking about what you’re saying.

Why Would Businesses Want To Do A Sales Diagnostic?

The Center for Sales Strategy

First, it was a phone call. Then an email. Finally, a text message. Was my wife trying to get a hold of me? No, it was my doctor's office. It was that time of the year — time for my annual check-up. Does anyone get excited to have a physical done by your doctor?

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Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.