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Far More Than Signatures: How Document Analytics Boost Sales


It’s called document analytics. [.] The post Far More Than Signatures: How Document Analytics Boost Sales appeared first on Pipeliner CRM Blog. As a sales professional, you probably know the basics about online signature products. They’re easier to use and less expensive than ever. But there’s a newer, related technology that will. Sales Effectiveness

Pipeliner CRM for Manufacturing: Tiger Coatings Aligns Sales and Marketing and Tames Document Chaos


The post Pipeliner CRM for Manufacturing: Tiger Coatings Aligns Sales and Marketing and Tames Document Chaos appeared first on Pipeliner CRM Blog. Tiger Coatings is [.] Our Case Studies

Crocodoc Brings Online Commenting and Markup to Any Document

Fill the Funnel

All of these edits do not actually touch the original document, but rather are all created on an “invisible overlay” over the top of your documents. Crocodoc simply and elegantly allows you to view any work or image file on your computer including Microsoft Word, Excel or PowerPoint, PDF’s and even images beautifully in your browser. All Rights Reserved.

Sales Tips: How to Document Value and Avoid "No Decision"

Customer Centric Selling

Sales Tips: How to Document Value and Avoid "No Decision". wanted to focus on a fifth reason: Failure to agree and document value for buying committees. Without documented value it can be difficult for a seller’s internal champion to secure funding. How to Document Value I have no intention of making salespeople accountants that present ROI’s to senior financial executives.

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Upcoming Webinar: Documenting the Quantitative Impact of Sales Training

Dave Stein's Blog

Complimentary Webinar: Measuring the Impact of Sales Training: How to Document the Quantitative Impact. When we ask sales executives how they measure sales performance, 60% of them tell us that they don’t have a performance measurement system in place. Of the remaining 40%, a majority depend solely on a single lagging indicator: performance against quota/budget. If other metrics are even mentioned, they are typically the size/trending of their pipeline, the number of sales calls per week, or the percentage of proposals they submit that result in a win. What’s the answer?

The Friendly Factor | Top Sales Trainer | Best Sales Trainer | Top.

Jeffrey Gitomer's Sales Blog

Select and document every friendly way, manner and response – then benchmark it (write it down), then empower your people to say ONLY that. 2. Dont even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Gitomer | February 17, 2011 | Leave a Comment.

The Case for Embracing B2B Social Selling


The reasons why executives are scared of social selling are well documented. Just as occurred some years ago with global warming, there are still people both scared and dismissive of B2B social selling. That being said, there are some hugely successful global business leaders using social selling tactics incredibly well, some of which even admit [.] Social Selling

Are Excuses Affecting Your Sales Success?

Anthony Cole Training

My support staff hasn’t prepared the documents yet. I’ve been here less than a year, I inherited the current sales team. The traffic was backed up. The client hasn’t gotten back to me with the information. The leads I get from my internal partners are not very good. sales excuses sales accountability

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What’s New Weekly: Google’s 20% Time and Docalytics

Vertical Response

We’re back with another episode of “What’s New Weekly.” In this episode, we highlight changes to Google’s 20% Time and a document analytics program called Docalytics. Tools/Services Videos 20% Time analytics Chipper Nicodemus Derek Overbey Docalytics Document Management Episode Gmail google New Weekly verticalresponse VR Marketing web analytics

Sales ToolSkool: @Docusign

Smart Selling Tools

Just pick a document from your computer or mobile device. When that’s done,  your document will open. At this point, you simply click and drag the fields you need the recipient to complete onto your document. Once you send the document for signature, the recipient will receive an email alert with a link to the document. I’m Nancy Nardin. Here’s how it works.

How to Filter Accounts with Missing Phone Number


With  Pipeliner CRM account management software, sales managers get the complete picture of each Account, with automatically updated sales opportunity details, and access to all customer information including Contacts, communication history, activity history, shared documents, notes and much more. With [.] Tips and Tricks

Write with Care in Your Sales Presentations

Increase Sales

These written documents can build trust or erode trust. This type of listing in the presented documentation ignores value articulation. Sales presentations can earn the sale or sink it.  There are some costs that are fixed and understood by the buyer.  As another example, I would never include “office rent” as part of my deliverable cost. Share on Facebook.

Go To Guide To Get A Handle on Google+ From Guy Kawasaki

Fill the Funnel

Kindle Personal Documents service makes it easy to take your personal documents with you, eliminating the need to print. You and your approved contacts can send documents to your Kindle by e-mailing the documents to your Send-to-Kindle e-mail address. Google+ for the Rest of Us  by + Guy Kawasaki. Just click on the book cover to the left. Seriously. Just buy it.

Navigating the byzantine world of the complex sale

Sales Training Connection

Document good news  – Bad news documents itself unfortunately good news does not. Complex Sales. When comparing small transactional sales to large complex sales, the differences in the buying process are difficult to overstate. Everyone knows it – some because of a leap of faith and others because of experience. 2016 Sales Momentum ®  LLC.

Sales coaching above and beyond the sales comfort zone

Sales Training Connection

Document and broadcast success. Usually when someone tries something new, the failures tend to be well documentedDocument these best practices! Sales Coaching. Salespeople sometimes have a propensity to stay in their comfort zone – doing more of what they are doing well. Establish a sales coaching priority. Minimize the risks of failure. Reward behavior not just results. 

6 tips for delivering bad news to customers

Sales Training Connection

Document good news.   Don’t forget bad news documents itself – good news doesn’t – so make sure you document good news. Sales reps – delivering the bad news challenge. Delivering bad news to customers – not something that makes a salesperson’s day.  But it would be unrealistic to think that it is not part of the job. Be clear and concise. Take responsibility. 

Make the First Step in Strategic Planning the Right Step

Increase Sales

Unfortunately, those same mid-szie to small businesses probably do not have all those questions answered nor have those documents readily available because they have not invested the time in the past to answer, collect or review them. Not all documents will be required initially, but eventually all documents will be reviewed during the strategic planning process.

Drone Down! Our Scary, Little Detour on the Road to Dreamforce

The Sales Insider

We wanted to use it to document our journey on the Road to Dreamforce, from the majestic Utah mountains to the picturesque San Francisco Bay. At, we had big plans for our cool, new drone. But on its maiden voyage, our drone lost its signal and disappeared into the distance. This video tells the [.]. Cool New Stuff road to dreamforce

Sales culture – put the horse before the cart

Sales Training Connection

Profiling successful models.   One of things we know about any organizational environment is that bad news tends to document itself – not always the case with good news.  When someone or some team does something that is in line with the desired culture, make sure those actions are documented for awareness and reference. Developing a sales culture. This requires risk.

CloudOn Delivers Microsoft Office Apps To Your iPad

Fill the Funnel

With your iPad and CloudOn you can review Word documents, manipulate pivot tables in Excel, and show off your latest work in PowerPoint. CloudOn’s WorkSpace allows you to: Use Microsoft Word, Excel and PowerPoint on your iPad to create or edit documents. Rename, delete and manage documents with your Dropbox account. Track changes while reviewing Word documents.

Social Seller Journey: Engaging Today’s Digital B-to-B Buyer

Tech Bytes

This is the seventh post in a series based on a ZS social selling survey of 125 sales leaders. social selling ZS Associates ZS Brandon Mills building blocks social seller journey sales enablement customer focus

The Answer to Your Action Plan to Increase Sales

Increase Sales

Flight plans for planes are detailed documents that are up to date and well researched including weather conditions, known airfields (in case of an emergency) and existing air space. ”  WAY SMART goals are included on this document, but the actual “flushing out” of the goal is on another document such as the Results Tool © goal setting worksheet.

6 Ways to Succeed Despite Unpleasant Coworkers

The Productivity Pro

Document everything. Document every instance where the co-worker causes trouble. “Before someone can treat you like a doormat, you have to lie down first.” ” — Dear Abby, American advice columnist. One thing we often forget about teamwork is that you don’t have to like everyone on your team to work effectively with them. What are you going to do about it?

Eating Workplace Culture One Bite at a Time – Part 07

Increase Sales

This does require that all processes within the workplace culture first be documented and then a plan put in place to improve each process. Unfortunately many mid-size to small businesses fail to invest the time to document their processes including: Invoicing. Process management by itself is not as an exciting term as leadership or business results.  Credit

Debunking Martech Mania: How to overcome 4 common hurdles


First of all, there is significant ROI documented for many solutions. They probably have a simple document or presentation that can outline the technology and its benefits so you can credibly sell it to your boss. It is no secret that there is an overabundance of marketing technology available today. The ChiefMarTec marketing technology landscape is enough to make anyone’s head spin.

Sales coaching – an emerging challenge

Sales Training Connection

Document and broadcast success. Usually when someone tries something new, the failures tend to be well documentedDocument these best practices! Sales Coaching Challenge. Today, across industries, there appears to be little doubt that companies are changing what they buy, how they buy and what they are will to pay for it. They simply expect something different.

Six Mobile Apps for Igniting Sales

Smart Selling Tools

And you can also send the document to them through email. They can sign using their computer without ever having to print the document. You eliminate the cost and time required for over-nighting critical documents and you never have to wonder where the document is in the signing process. Mobile reps have unique challenges. In its favor is the potential cost savings.

Call Him, Email Me, Text Her: The Many Methods of Business Communication

The Productivity Pro

Physical documents (snail mail). Document sharing such as Google docs, SharePoint, or OneDrive. You typically expect a different result from a quick phone call as opposed to sharing documents on DropBox or Hightail. “ The most important thing in communication is hearing what isn’t said. “ – Peter F. Drucker, Father of Management Theory. The Methods. Email. Video calls.

Smart Selling Visions: Up-Close with Top Revenue Leader Anil Jwalanna of Witty Parrot

Smart Selling Tools

Sales portals, emails, old documents, ask marketing, interrupt your colleague? The traditional approach to providing salespeople with content is via portals, intranets, box drops, or other file directories that store content in the form of “documents”. which document am I looking for?, is this the latest approved version? We’ve launched a new biweekly blog feature.

How Much Do Your Leads Cost?


Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business. Has the decision process and timeframe been uncovered and documented? Have all contacts been engaged?

Deliver Empathetic Energy Not a Passionate Sales Pitch

Increase Sales

Anticipating what the sales lead may ask and having that document or documents ready again reflects your knowledge and credibility. Sometimes in sales, people confuse energy with passion.  What ends up happening is the passion sounds like a sales pitch. When salespeople infuse emotional intelligence into their sales conversation, they now are delivering empathetic energy.  Empathy is a measurable talent and can be further developed through emotional intelligence as well as neuro-linguistic programming (NLP). Low energy does not sell.  Misplaced high energy also does not sell.

Leverage Data Science for IoT Digital Transformation

Babette Ten Haken

Spreadsheets are static, historical and retrospective documents. Data science is the missing component of your IoT digital transformation strategy. Data science allows your organization to extract business value out of Internet of Things (IoT) environments. Make data scientists your go-to resources for IoT insight. According to Wikipedia , data science is an interdisciplinary field, involved in creating processes and systems used to extract knowledge and insights from various forms of structured or unstructured data. Let’s explore the advantages of discovering who these folks are.

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How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

New Tools:   The team approach is still a good one but with tools like  Quote Roller  to prepare your proposals and quotes, you can do it all online, in a collaborative manner, and create a ‘master’   or ‘source’ document that has links to each departments current, critical data. Contracts and Document Signatures. Has technology changed Selling? The Gatekeeper. Don’t forget the typos.

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10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. The second is executing it. 2014 Sales Momentum® LLC.

8 Unforgettable Dreamforce Tweets

The Sales Insider

That’s what’s happening at Dreamforce 2015 — and we’re doing our best to document the chaos. When you bring 150,000 rowdy sales, marketing and technology pros together, they’re bound to tweet up a storm. Here are eight unforgettable tweets that you’re sure to remember 25 years from now. 1. Circus atmosphere Barnum and Bailey isn’t [.].

Mettler-Toledo Calibrates Solution for Critical Product Information

Sales and Marketing

Teaser: Robert Eggeman, Service Champion for Mettler-Toledo International’s multi-million dollar Process Analytics Divisio, went on the hunt for a better solution for managing the company’s technical documents and found it right in his own company. Issue Date: 2015-06-17. read more

What's Your Digital Stage?

The 1to1 Media Blog

In documenting how companies are going through this digital transformation, Brian Solis, principal analyst at Altimeter Group, a Prophet company, developed a maturity model that chronicles the stages and the key areas of focus and change. Digital disruption is happening at lightning speed and only some of the best-in-class businesses are successfully keeping up the pace. There’s more… To read the rest of this blog posting click here or visit

Nancy’s Sales App of the Week: @DocuSign

Smart Selling Tools

Just pick a document from your computer or mobile device. When that’s done, you simply click and drag the fields you need completed onto your document. Once you send the document for signature, the recipient can sign it from any device no matter when or where they are. Get to know your sales tools in just 2 minutes a week. Here’s how it works. And your customers won’t either.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer


Documentation of environment. Documentation of allocated budget or the process for budgeting. Documentation of the competitive landscape. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. For whatever reason (was it beneath him?) the CEO failed to step in and act.

Four Ways to Facilitate Inter-Team Teamwork

The Productivity Pro

Document the methodology and publish it for both teams to use—and enforce that usage so you complete the job the organization needs you to do with a minimum of fuss. “Good things happen when you meet strangers.” ” — Yo Yo Ma, Chinese American cellist. One thing you can count on when working for a large organization is working with people from other teams (click to tweet).