SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You can select and provision for sales tools that will make it possible for reps to sell more. Lucky for you, this is an amazing time to be in the sales profession because of the technological innovation taking place.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Power Prospecting. Sales Enablement.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. You feel like a human yo-yo.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

SBI

JULY 22, 2014

He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years.

Tools 123

Tools B2B Top of Funnel Marketing 123

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. As the primary team responsible for sales tools, it’s time to re-evaluate. Get LinkedIn upgrades.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

AUGUST 3, 2013

She was developing Buyer Process Maps and Social Selling tools for the sales field. BPM’s are a sales tool that map the decision-making process used to purchase something. Provides sales teams a blueprint to get into deals early enough to win them. Frees sales from day-to-day dependence on marketing for leads.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

NOVEMBER 6, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects. Nurture content for LinkedIn status updates.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI

APRIL 9, 2014

One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg. They’re also a 2014 SIIA Codie Winner. The tools to help you execute a game-changing strategy without breaking the bank. Who makes the decision?

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

SBI

OCTOBER 22, 2014

Note from Nancy: In case you missed it, we sent our a Dreamforce wrap-up and cool tool report in our newsletter this Sunday. Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. -. Rebecca is a Sr.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

SBI

MARCH 15, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BombBomb, a smart selling tool that helps you build stronger relationships with your prospects, faster. Sales ToolSkool Video Transcript: This week’s topic is about a tool that lets you build stronger relationships, faster.

Video 50

Video Ideal Customer Profile Campaigns Sales Tools 50

SBI

AUGUST 20, 2014

Our SaaS business applications enable companies to accelerate sales cycles, increase close rates, increase sales efficiencies and “bridge the gap” between sales and marketing. Research has shown the average sales rep actually only spends 35% of their day actively selling to prospects.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

The ROI Guy

JANUARY 26, 2015

Because the sales rep may not be afforded the opportunity to meet many stakeholders involved in the decision, it is important that the value storytelling and justification be provided in a format that can easily be shared with the advocates – to continue selling long after the initial in-person conversation.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

SBI

MARCH 1, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Membrain, a smart selling tool that helps your sales team execute with perfection in complex B2B sales. . With Membrain, salespeople will see all their active prospects in one view. I’ll be talking about Membrain.

Analysis 50

Analysis Pipeline B2B Forecasting 50

SBI

APRIL 12, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Velocify , a sales acceleration tool that improves performance and conversion rates of both inbound and outbound calling. Sales ToolSkool Video Transcript: Velocify Helps Sales Teams Accelerate Performance.

Outbound 50

Outbound Sales Qualified Lead Inside Sales Guarantee 50

SBI

MARCH 22, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qvidian, a smart selling tool that makes best-practice sales processes repeatable so new reps ramp up quickly and ALL reps increase their revenue. You can create a variety of sales playbooks for different selling scenarios.

Proposal 50

Proposal Ideal Customer Profile SalesForce Sales Tools 50

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. LinkedIn: Sales Solutions. Accelerate Sales Ramp Up. Aventioninc.

Vendor 139

Vendor Twitter InsideView InsideSales 139

The ROI Guy

JUNE 24, 2014

According to SiriusDecisions, the number one reason sales teams fail to meet quota is their lack of effectively articulating value to prospects. Ensuring salespeople have the right knowledge, skills and tools to maximize every buyer interaction is the heart of sales enablement.

Lead Rank 78

Lead Rank Lead Scoring Sales Enablement Quota 78

SBI

JULY 16, 2013

You can start by asking yourself these questions: - Why aren’t we talking with a higher number of qualified prospects? - Why are we talking to too many poor-quality prospects? - Why aren’t reps able to hold more effective, relevant conversations? - Why aren’t we consistently getting great call results?

Quota 135

Quota Revenue Forecasting Hiring 135

SBI

MAY 16, 2019

Upland’s Enterprise Sales Enablement solution suite was further honored when RO Innovation, Upland’s premier customer advocacy and reference management solution, was selected as a 2019 Top Sales Tool by analyst and consulting firm Smart Selling Tools. It offers a key account planning and. Video Reviews. Interview.

Enterprise 57

Enterprise Enterprise Sales Enablement Software 57

Sales Hacker

MARCH 18, 2019

They’re using a mixture of sales engagement platform and lines of code that crawl the web and embed screenshots into a sequence of fully automated email campaigns. Sellers are only notified when a prospect shows some intent to purchase. Think back to about 2014. My advice for those nowhere near the latter? But that’s changing.

Intent Data 68

Intent Data Sales Technology Conference Scale 68

Platinum Rules for Success

DECEMBER 26, 2018

You can be well prepared with information and sales tools, but if you are not in the appropriate frame of mind, or if you do not appear professional to the buyer, you might not get the sale. Targeting explores the markets or groups you may target as prospective buyers. At its lowest level, this is a sales pitch.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

SBI

APRIL 8, 2015

For salespeople, the best use of time is to spend it talking with quality prospects. However, several research studies have all shown that the average B2B salesperson spends less tha n 35% of her time selling (defined as interacting with a prospect). Converting leads to prospects. Preparing post sales-call follow-up.

Revenue 50

Revenue SAP Decision Maker ROI 50

SBI

APRIL 9, 2014

One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg. They’re also a 2014 SIIA Codie Winner. The tools to help you execute a game-changing strategy without breaking the bank. Who makes the decision?

Webinar Metrics 50

Webinar Metrics Hiring Decision Maker Call-back 50

Hubspot Sales

JANUARY 17, 2018

Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. In the Arena.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Cincom Smart Selling

MARCH 31, 2015

If a sales manager or sales rep can’t access CRM or the sales tools they need while they’re on the road, it’s likely that you won’t be doing business with them. This allows companies to know and track everything about their customers and prospects and seamlessly flow this information into their ERP system.

Microsoft 48

Microsoft Trends Conference CRM 48

The ROI Guy

JANUARY 13, 2010

Gartner just released their list of 2010 trends, and one of the top 9, the importance of providing carbon remediation / Green IT business case, has a significant impact on IT solution provider marketing / sales strategies for the coming year.

Remedy 40

Remedy Microsoft ROI Marketing 40

Your Sales Management Guru

MARCH 24, 2015

Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.

Buyer 40

Buyer Journal ROI Training 40

Your Sales Management Guru

FEBRUARY 4, 2015

One client of ours sold heavily on ROI; what we did was assist in creating a sales process where on stage 3 the salesperson would have the client visit our client’s website (make it a sales tool). The prospective client then would actually enter a few variables into a data entry form.

Competition 40

Competition Meeting ROI Up-Sell 40

SugarCRM

NOVEMBER 16, 2017

It’s no longer just enough to provide the best product or service, because many prospects won’t ever become customers if they’re turned off by the experience of getting to know you. McKinsey reports that less than 40% of companies say they are even moderately effective at using digital sales tools and capabilities.

CRM 38

CRM Lead Rank Lead Scoring ROI 38

Hubspot Sales

APRIL 9, 2020

In fact, the only tool you have at your disposal is a toothpick. Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. The good news is there are a plethora of inside sales technologies in existence today. Customer Relationship Management (CRM) Tools.

Inside Sales 102

Inside Sales Sales Technology Wireless Hubspot 102

SBI

JULY 7, 2020

And research from the likes of the Sales Executive Council confirms that this is the right way to go with “the sales experience” being consistently identified as the bigger driver of customer loyalty. So if we want to build long-term value and relationships with our target prospects(and who doesn’t?) Personalized? Consistent?

Collateral 139

Collateral Consumer Research Exact 139

SBI

DECEMBER 17, 2019

Some years ago, marketers used cold calling as their main way of getting in touch with prospects. Nowadays though, there are a number of high-performing sales tactics you can use to nurture your leads and turn them into customers – and in this blog post, I’m going to focus on one of them: Social selling.

Social Media 103

Social Media Social Selling Media Influencer 103

Hubspot Sales

JANUARY 31, 2018

Our 2017 “State of Sales” report showed companies spend around $4,581 annually on technology per rep. from 2014 (after adjusting to exclude CRM). Reps Use Around 5 Tools. categories of sales tools per rep. The top categories of sales tools were: CRM. social prospecting. Presentations.

Direct Mail 101

Direct Mail Industry Salary Compensation 101

Hubspot Sales

OCTOBER 29, 2019

Social selling is the process of researching, connecting, and interacting with prospects and customers on social media networks -- notably Twitter and LinkedIn, but others certainly fit the bill. Check out the profiles of your customers and prospects. What Is Social Selling? Join LinkedIn groups and other relevant forums.

Social Selling 127

Social Selling Ideal Customer Profile Social Media Twitter 127