2022-03-23 16:14
As we have embarked on the Great Resignation with droves of people leaving or switching jobs and careers, how to find qualified salespeople and getting them to stay has become a hot topic… Read More
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2022-03-22 21:57
The success of your business depends on the success of your sales hiring process. The best companies always look for top talent and understand how hiring salespeople impacts their revenue gr… Read More
2022-03-17 14:15
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As modern sellers have adapted to this new virtual selling environment, getting in front of and staying in front of buyers has become h… Read More
2022-03-09 15:00
As a B2B sales professional, you’re missing out if you’re not leveraging the power of social selling to enhance and accelerate your LinkedIn prospecting activity. By using social… Read More
2022-02-28 23:17
A digital marketing strategy without a focused campaign is just like throwing darts in the dark. You’re doing something, but if it’s without a rhyme or reason, you’re not d… Read More
2022-02-25 22:02
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There’s no wonder that prospecting is still considered the most time-consuming part of the sales cycle by nearly 70% of sellers… Read More
2022-02-16 21:14
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In this episode of the Modern Selling Podcast, I share an insightful conversation with business powerhouse and my dear friend, Alice H… Read More
2022-02-10 17:47
With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than bef… Read More
2021-04-01 09:00
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Sales and marketing have evolved significantly in the past few decades, especially in the SaaS space.
In the 90s, for example, we had… Read More
2021-03-31 09:00
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How do you formulate an Account-Based Marketing (ABM) strategy? How do you decide which accounts to target? And what is the role… Read More
2021-03-24 13:44
Some time ago, Bob Perkins from the American Association of Inside Sales Professionals and I participated in Lucidchart’s Visualize Sales Summit with 30 other top sales leaders. Althou… Read More
2021-03-23 19:47
Sales engagement is all about connecting with your potential customer. These days, a lot of sales engagement happens through social media, which makes it easy to track. By supporting their s… Read More
2021-03-18 09:00
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Whether you are a sales leader looking for a new role or an aspiring sales rep looking for your first sales job, you will want to list… Read More
2021-03-17 09:00
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B2B buyers have changed dramatically, especially during COVID. Consider these three recent trends, for example:
B2B buyers are lo… Read More
2021-03-12 15:00
B2B sales professionals are missing out if they’re not using social media, and especially, in their LinkedIn prospecting efforts. If your sales reps don’t know how to use LinkedI… Read More
2021-03-11 10:00
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Most sales professionals operate without a strategy, which results in a reduction in sales productivity . How can we fix this?
T… Read More
2021-03-10 10:00
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Marketing professionals need to have a strong grip on data. These uncertain times have inspired modern marketers to rely less on… Read More
2021-03-08 17:51
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Pipeline generation is one of the biggest challenges to the sales force today.
No matter where you go or whatever the organization is… Read More
2021-03-02 23:22
Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I ha… Read More
2021-02-24 10:05
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The pandemic hit just about every industry hard and many companies are still trying to recover. That’s why stories of B2B c… Read More
2021-02-19 01:09
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On May 6, 2017, Robert Paylor broke his neck. On national television. During the Rugby collegiate championship game.
Doctors said he w… Read More
2021-02-17 16:09
At the time of this post publishing, LinkedIn® has more than 740 million users. That makes it the largest professional networking platform in the world and that is why I couldn’t b… Read More
2021-02-17 10:00
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What is the future of buying and selling? How do marketing and sales approach digital native decision-makers? That is the topic o… Read More
2021-02-11 10:00
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Organizations don’t partner, people do. As sales leaders in a remote selling environment, we must teach our sellers how to creat… Read More
2021-02-10 18:12
If your sales team’s pipeline is feeling stuck because of social distancing and shelter in place orders, it’s time to roll out a strategy for your team to use video for sales.
Yo… Read More
2021-02-10 10:00
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This is a different, but very special, episode of the Modern Marketing Engine podcast. My guest is Hang Black, VP, Revenue Enable… Read More
2021-02-04 10:00
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Every sales leader has a story of what they’ve learned and what they’ve gone through in their sales careers. From times wh… Read More
2021-02-03 16:00
When I set it out to curate a list of the best sales podcasts for this year, I had two motivating forces in mind:
Continuous Learning and Growth is not an Option for Sales Professionals
Prac… Read More
2021-01-27 10:00
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What drives the success of a sales team today? Knowing how to engage the digitally savvy modern buyer. And modern buyers need mode… Read More
2021-01-21 10:00
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The average tenure of a sales leader is 18 months. And while there are many reasons why VPs of Sales don’t last long in their job… Read More
2021-01-14 10:00
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Large and small companies alike must adapt to the reality of remote selling. The sales landscape won’t fully be what it used to… Read More
2021-01-12 22:02
Google, Facebook, Microsoft, Adobe, SalesLoft, Outreach — this is not a random list of tech companies but just a few of the organizations that have canceled conferences or sales traini… Read More
2021-01-08 15:50
At the end of every month, quarter, and year sales leaders are trying to figure out what is going to close and what is going to slip. Sales forecasting is a challenge for most sales teams, e… Read More
2020-12-30 20:09
One of the biggest challenges for companies in the new normal is serving B2B and B2C customers working from home. Priorities and needs have changed, so sales leaders must also change their… Read More
2020-12-18 20:38
As a sales leader, your team’s sales pipeline is everything. Without a robust pipeline, your team cannot make their quota and your job is ultimately at risk. Pipeline drives key decisi… Read More
2020-12-17 10:00
One of the most common struggles for sales leaders is forecasting, understanding what is going on with the business and how to get predictable revenue.
In this episode of the Modern Selling… Read More
2020-12-16 10:00
The year 2020 has brought a lot of pain and confusion due to the pandemic, but also many opportunities for companies to show compassion and generosity. And that willingness to help others c… Read More
2020-12-16 10:00
The year 2020 has brought a lot of pain and confusion due to the pandemic, but also many opportunities for companies to show compassion and generosity. And that willingness to help others ca… Read More
2020-12-10 23:14
Sales messaging is a vital part of a sales reps’ daily work. It’s how they engage with prospects and it can make a big difference in their results. While the perfect sales messag… Read More
2020-12-04 09:00
With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools… Read More
2020-12-02 21:15
A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives.
With so many ups and downs this year, as well as c… Read More
2020-11-19 21:13
If you’re a sales leader of a 21st-century business, you will not be successful unless your sellers understand how to use sales tools and engagement strategies and their impact on rela… Read More
2020-11-18 23:36
Sales teams around the world have been forced to quickly adapt and learn remote selling techniques, due to the coronavirus pandemic. According to U.S. Census data, there are approximate… Read More
2020-11-11 04:07
In recent history, there have been three important events that have led marketing teams to shift their focus and embrace digital marketing transformation.
The first event was 9/11 in 2001 an… Read More
2020-11-11 04:07
In recent history, there have been three important events that have led marketing teams to shift their focus and embrace digital marketing transformation.
The first event was 9/11 in 2001 an… Read More
2020-11-09 09:00
One of the most common social selling questions I’m asked is: Can I send LinkedIn connection requests to cold prospects?
The answer: Yes, you can. BUT…Don&rsq&hell…Read More
2020-11-05 21:21
A successful face-to-face seller doesn’t always translate to a virtual selling superstar. In fact, virtual selling requires a particular set of skills that will keep your customer enga… Read More
2020-11-05 00:34
What is the most effective way to attract and retain customers if you sell to consumers through distributors? According to Paul Ackah-Sanzah, it’s an Omnichannel marketing strategy.
Pa… Read More
2020-10-23 15:11
One of the most important qualities a sales rep must possess is knowing how to prospect.
Many argue that due to the number of tools available to sales professionals, prospecting is as easy a… Read More
2020-10-21 09:00
According to my guest, a unified marketing and sales funnel is the solution to better prospecting in any organization.
B2B Marketing leaders are being held to a higher standard in 2020. CEOs… Read More
2020-10-15 09:00
Any modern sales strategy must include offline engagement with sales gifts. In the COVID era, prospects, customers and even employees are craving something that will break the pattern of the… Read More
2020-10-08 09:00
In 2020, video for sales became more than a trend. It’s now a vital tool for remote sellers, who need to prospect digitally and maintain relationships with customers.
We all know about… Read More
2020-10-01 17:00
Although most people – including those in sales – treat LinkedIn like an online resume, it is much more than that. LinkedIn is an excellent resource for the modern seller and any… Read More
2020-09-24 09:00
Many of today’s sales leaders developed their careers before the digital era and therefore lead their teams with traditional methods that are not relevant to the modern buyer. In this… Read More
2020-09-23 19:04
Sales leaders usually think about sales engagement (all the interactions between a sales rep and a buyer) in terms of sales calls, emails, social media touches, e-book downloads and the like… Read More
2020-09-23 09:00
In 2020 with in-person conferences being redirected to online events, marketers are looking for alternative ways to continue to grow their demand generation efforts and ensure that they can… Read More
2020-09-21 13:00
Everyone writes cold emails, but who’s actually good at it? How many salespeople manage to get a decent open rate from an actual cold email especially now that its an all virtual sales… Read More
2020-09-17 09:00
I started my sales career cold calling, but in my mind, doing cold calls is not modern selling. It’s just basic selling. However, I’ve decided to bring in some experts to share s… Read More
2020-09-10 09:00
If you want to start a business or just take your existing sales tech company to the next level, you may be wondering, should I seek venture capital funding or just do it on my own? In this… Read More
2020-09-09 09:00
Podcasts are becoming more popular each day (there are more than a million podcasts and more than 30 million episodes available). So it’s not surprising that marketers are deciding to… Read More
2020-09-08 09:00
Do your sellers have a sales methodology to guide them, step-by-step in their daily selling activities?
As a sales leader, you must have a playbook and a sales methodology that every rep in… Read More
2020-09-03 10:00
How do you feel about using hashtags on LinkedIn®? Maybe you used them for a while and then stopped. The one place hashtags are extremely popular and useful is on Instagram.
In this… Read More
2020-09-01 16:39
Have you ever seen people’s names on LinkedIn® but are not sure what would be the correct pronunciation? I know it has happened to me. This is especially important if you are going… Read More
2020-08-27 09:00
It is estimated that today millennials (those born between about 1980 and 2000) comprise half of the American workforce, and by 2025, will be 75% of the global workforce. For sales leaders… Read More
2020-08-20 09:00
Modern buyers are more difficult to engage with than ever before because of a myriad of factors. Thankfully, science is here to help. My guest in this episode of the Modern Selling podcast b… Read More
2020-08-19 09:00
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The year 2020 has seen many marketing events canceled, postponed or gone virtual due to COVID-19. And Content Marketing World, th… Read More
2020-08-14 16:11
I’ll be the first to admit it! I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so… Read More
2020-08-06 09:00
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Some people say cold calling is dead, that B2B prospects don’t answer the phone anymore. But my guest in this episode of the Mod… Read More
2020-07-30 09:00
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We all know the mantra of sales leadership: find, recruit, and retain top talent. But after recruiting, the most important role of a l… Read More
2020-07-29 09:00
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There’s a powerful analogy used to describe the difference between an outbound and an inbound marketing strategy. An outbou… Read More
2020-07-27 10:00
Customer Success (CS) is much more than managing “the implementation.” It’s about driving success for your existing customer so they will be satisfied and will remain a cus… Read More
2020-07-17 09:00
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We are living now in what many people call the “new normal”. Sales leaders and sales teams have been forced to adapt quick… Read More
2020-07-16 09:00
Companies must have a strategic plan to grow and expand, especially in challenging times like the current pandemic, where market dynamics have shifted and priorities have shifted. Most B2B… Read More
2020-07-08 11:00
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Marketing and sales plans conceived in early 2020 are either no longer relevant or no longer work, so B2B sales teams have had to… Read More
2020-07-02 12:48
Cisco reports that 76% of executives watch business videos, so it’s no wonder you’re interested in adding video to your LinkedIn® Profile. If you’ve explored the F… Read More
2020-07-02 12:00
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The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales pros… Read More
2020-06-26 12:03
Are your sales reps struggling to reconnect with non-responsive prospects?
They are not alone. Like many people in sales I also have faced this common dilemma:
A qualified prospective buyer… Read More
2020-06-25 11:57
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The average tenure of a sales rep is 15 months and according to a report by DePaul University replacing a sales rep costs organization… Read More
2020-06-24 12:00
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Innovative business models bring interesting challenges for marketers. When your company fills a previously unrecognized void, yo… Read More
2020-06-22 13:36
Your reps have many tools available for sales prospecting but one of the most powerful and effective are sales video messages.
Video in emails helps sellers stand out from the competition, g… Read More
2020-06-18 10:00
Do your sales reps know how to use LinkedIn® for sales prospecting? B2B sales professionals are missing out if they’re not using social media, and especially LinkedIn®, in thei… Read More
2020-06-16 19:38
As a sales leader, your team’s sales pipeline is everything. Without a robust pipeline your team cannot make their quota and your job is ultimately at risk. Pipeline drives key decisio… Read More
2020-06-12 14:18
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A large number of sales organizations in America are still dominated by white male leaders, which means they are missing out on… Read More
2020-06-05 10:00
While the use of personalized video messaging throughout the sales process has been gaining traction over the past couple of years, the recent work-from-home mandates have only accelerated t… Read More
2020-06-04 08:00
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Many companies still train their sales reps with outdated methodologies from 20 or 30 years ago. But the modern buyer is very different… Read More
2020-05-28 12:00
Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but… Read More
2020-05-27 08:00
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Growth marketing is what drives pipeline and increases sales in the long run. The correlation is undisputed. During a time of soc… Read More
2020-05-22 16:00
In 2020, the corporate training landscape changed dramatically. The trend away from physical classrooms and towards virtual-only training accelerated due to the worldwide work from home mand… Read More
2020-05-15 13:00
If you’ve come across some of our content before, I’m sure you’ve heard me repeat the phrase #DontDoNormal time and again in the context of B2B modern sales. I’m pret… Read More
2020-05-13 09:00
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Every team of marketers needs to drive marketing results that matter, and as my guest on this episode says, “I’ve nev… Read More
2020-05-11 19:44
Consider this metaphor for your B2B sales team. If you follow sports, you know that there are games played during the regular season and then there’s the offseason. Some athletes use t… Read More
2020-05-07 10:00
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For many sales leaders, it’s unthinkable to consider an outsourced sales team, simply because it’s way outside the box we… Read More
2020-05-05 13:56
The world of B2B sales has changed forever. Your sales team cannot keep selling the same as it did in pre-pandemic times. That also means how they send proposals to prospects and the tools t… Read More
2020-04-29 13:35
In the first article in this series, I explained the importance of sales video for sales reps during this time of working from home. Personalized video messaging is one of the best way for s… Read More
2020-04-21 12:12
Your sellers who previously relied on in-person meetings may not be able to get back to “normal” for quite some time. A group of Harvard disease researchers said recently that pe… Read More
Remote Selling: Help Your Sales Team Hit Quota While Working From Home, With Chad Olds, Episode #141
2020-04-16 16:40
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One of the most dramatic changes the sales community is having to make due to COVID-19 is the switch to remote selling VS an in-office… Read More
2020-04-14 10:58
On February 28th, the Vengreso team had a magical night in Las Vegas. No, we weren’t at the craps table at Caesars Palace. Instead we watched our dream continue to unfold before our ey… Read More
2020-04-09 10:00
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Sales outreach is one way to set your sellers apart because they deliver personalized experiences in a powerful way to prospects and cu… Read More
2020-04-02 21:27
Starting a new job is an exciting time. You arrive at your new office, shake hands with your new coworkers and begin onboarding.
At Vengreso, a new employee’s first day is a little dif… Read More
2020-04-01 12:00
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With the changes happening in the business world due to the Coronavirus crisis, many marketing leaders are learning that managing… Read More
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