Wed.Nov 02, 2016

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Org Structure Questions Every Sales Leader Should Ask

SBI Growth

SBI recently spoke with Dave Longaker, the Chief Revenue Officer at Rovi Corporation. . Dave leads a robust b2b sales force at Rovi, a leading technology supplier to the entertainment industry. When you are flipping through channels and looking for TV shows.

Channels 196
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The motivation conundrum

Sales and Marketing Management

Issue Date: 2016-11-01. Author: Paul Nolan. Teaser: Dan Ariely, a professor of psychology and behavioral economics at Duke University, has explored the irrationality of people’s decision-making processes in best-selling books. In his latest book, “Payoff: The Hidden Logic That Shapes Our Motivation,” he explains that what drives people is far more complicated than most of us understand – and why business leaders would be wise to take a closer look.

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Want to Accelerate the Pipeline At Your Organization?

The Sales Hunter

Digital Sales Engine is a day-long online learning event on November 17, packed with live sessions and master classes by 30+ of today’s leaders in sales. Other top sales speakers and I will come together to provide a learning experience full of proven strategies and powerful insights around sales technology. The event will consist of […].

Pipeline 179
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Riding sales enablement into victory lane

Sales and Marketing Management

Issue Date: 2016-11-01. Author: Bryon Matthews. Teaser: There’s a fine line between winning and losing. Victory can be decided in the small details others often overlook or deem unimportant. Not paying attention to those details can cost you. Big time. There’s a fine line between winning and losing. Victory can be decided in the small details others often overlook or deem unimportant.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

Pointclear

There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.

Lead Rank 130

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What's Your One Word Equity Sales Pitch?

Increase Sales

According to Microsoft, human beings have an attention span of 8 seconds. A goldfish has an attention span of 9 seconds. Possibly this is one of the reasons for the one word equity sales pitch as described by Dan Pink in his book To Sell Is Human: The Surprising Truth in Moving Others. The one word equity sales pitch is the brain child of Maurice Saatchi who believes in this digital age brevity must be pushed to its breaking point.

Travel 126
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Habits of Highly Successful Sales Managers

Anthony Cole Training

Successful sales management requires several contributions:

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Would You Trash A Multi Million Investment After 18-22 months.

Partners in Excellence

Imagine you are investing in a fantastic sales automation tool. It’s a multimillion dollar investment. It takes some time to implement the system and get it fully productive, perhaps 7 months to a year, depending on the complexity of your operations. Once it’s in production, it drives the results you expect. But after 18-22 months, you decide to abandon it, you decide to go through the same process again, with the same levels of investment with a new sales automation tool.

Hiring 82
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2017 Sales Budget: Don't Forget These 5 Things

Sales Result

As we approach 2017, most Sales Managers and VPs of Sales have already started the budget and planning phase. I get asked by sales leaders what, besides the normal stuff, to invest in. The “normal” being travel and entertainment, Customer Relationship Management (CRM), hiring and onboarding, and sales kickoff meetings.

Hiring 57
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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TSE 434: This Is How You Coach

Sales Evangelist

Coaching plays a very important role in building a very efficient sales team. It’s also typical scenario in most organizations that competent, highly effective salespeople get promoted into sales managers. However, being a great salesperson doesn’t mean you automatically become a great sales manager as well. That’s the whole reason coaching is imperative, not only […] The post TSE 434: This Is How You Coach appeared first on The Sales Evangelist.

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Ruling the Sales Development Field {Video}

SalesLoft

We’ve compared Sales Development Reps to card sharks on the blackjack table, astronauts launching into space, and even the infamous sales scientist from back in the early days of Salesloft. But the analogy we just can’t help but continue to make: SDRs are the athletes ruling the landscape of the sales development field. From the constant drilling of practice, to statistic-driven competition, sales is just a game of will that only gets better with determination, man-hours, and some go

Video 52
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How To “Price” Your Marketing Content

A Sales Guy

Have you ever asked yourself how much your marketing content is worth? You know, the ebooks you create. The infographics you design. The webinars you host. How much are they worth? You need to know, because contrary to your beliefs, they have value and your ability to apply the appropriate value matters. The value of your marketing content isn’t measured in terms of money, but rather by how much information your prospects are willing to give up.