Understanding the Sales Force
APRIL 13, 2016
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching - the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend.
Jeffrey Gitomer
APRIL 13, 2016
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Sales and Marketing Management
APRIL 13, 2016
Issue Date: 2016-04-13. Author: RK Prasad, Co-Founder and CEO, CommLab India. Teaser: Traditional one-off product sales training is no longer adequate. To be effective, it must be supplemented with periodic learning that serves as reinforcement learning - and micro learning sessions that are 5 to 7 minutes long are most effective. Traditional one-off product sales training is no longer adequate.
Score More Sales
APRIL 13, 2016
Do you have all the sales tools you need to grow better and sustainable revenues? No? You are not alone. But what tools to add? It is very confusing in the tech tools space where there are thousands of options to choose from. Just because someone tells you to use a tool, it doesn’t mean it will improve your sales capabilities.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Sales and Marketing Management
APRIL 13, 2016
Issue Date: 2016-03-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions. Teaser: Many sales underperformance problems are the result of serious skills gaps in three critical sales conversations - the very conversations they need to master if they want to close profitable deals that will get them to their targets. Many sales underperformance problems are the result of serious skills gaps in three critical sales conversations - the very conversations they need to mas
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesLoft
APRIL 13, 2016
Spring is in full swing, and it’s time to suit up, dust off that playbook, and hit the practice field with some of the best sales development team players in the industry. And after covering the 6 things you should do before building a sales development team , your sales development team should be game day ready. The sales development game can be tough, so you must be willing to overcome objections, practice pitches, and learn the right questions to get to the AE handoff.
Customer Centric Selling
APRIL 13, 2016
Sales Tips: "Hurt and Rescue" Earns You the Right to Talk Product with Executive Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®. I’d like to share a few observations about average salespeople. I believe they: Talk too much. Talk mostly about their products/offerings. Don’t ask enough questions. This shouldn’t come as a great surprise to companies that hire them and immediately subject sellers to product training.
Partners in Excellence
APRIL 13, 2016
All of us probably remember a game from our childhoods, “Tag.” One person would be named the “Tagger,” or I suppose, “It.” The tagger would chase someone else around until she reached him and Tagged him, yelling “Tag, You’re It.” The responsibility for “Tagging” shifted and the new Tagger tried to find another victim, passing the responsibilities from person to person to person.
Engage Selling
APRIL 13, 2016
I recently sat down with Alan Weiss, author of 64 books including the upcoming Million Dollar Maverick. In our interview he shares top insights on how to be a Million Dollar Maverick as a sales leader while building an organization … Read More » I recently sat down with Alan Weiss, author of 64 books including the upcoming Million Dollar Maverick.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Increase Sales
APRIL 13, 2016
With 100% confidence, no doubt whatsoever, can you answer this question: Are all your people rowing in EXACTLY the same growth direction? From my nearly 40 years of experience, 99% of the SMB owners, executives, sales managers and even single office/home office entrepreneurs cannot answer with a simple Yes. The key word here is EXACTLY. What exactly means is everyone has 100% clarity as to where they are rowing and everyone is rowing in the same direction toward the same desired end result.
Mindtickle
APRIL 13, 2016
We’re thrilled to announce that Ryan Pimlott from our Customer Success team has been named a Customer Success Hero at the Totango Customer Success Summit 2016. The award acknowledges Pimlott as someone who always goes above and beyond the call of duty to ensure our customers see a positive return on their investment. “This is a well-deserved award. It validates the many hours that every single member of our team puts in to make our customers successful,” commented Krishna Depura, CEO, and Co-Fou
Sales Evangelist
APRIL 13, 2016
Don’t underestimate the power of podcast because it changes the game in the way we see sales traditionally. It’s a game changer because YOU become the authority. Today, we have James Carbary on the show where he demonstrates 6 crucial elements that can help you create 52 new relationships with your ideal B2B clients in […] The post TSE 288: How to Guarantee 52 New Relationships with Your Ideal B2B Prospects (Every Single Year) appeared first on The Sales Evangelist.
Mindtickle
APRIL 13, 2016
We’re thrilled to announce that Ryan Pimlott from our Customer Success team has been named a Customer Success Hero at the Totango Customer Success Summit 2016. The award acknowledges Pimlott as someone who always goes above and beyond the call of duty to ensure our customers see a positive return on their investment. “This is a well-deserved award. It validates the many hours that every single member of our team puts in to make our customers successful,” commented Krishna Depura, CEO, and Co-Fou
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Mindtickle
APRIL 13, 2016
TOPO’s first ever sales summit last week was a great success. Two packed days of engaging sessions, great food, and interesting discussions. The conference was divided into four tracks: Sales Leadership. Sales Development. Sales Technology. Sales Effectiveness. This helped attendees get to the sessions most relevant to their needs. But the best thing about the conference is that most of the sessions were given by industry veterans and practitioners from companies such as RingCentral, Linke
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