DiscoverOrg Sales

MAY 27, 2016

At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

Score More Sales

MAY 27, 2016

I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling.

Enterprise 135

Enterprise Enterprise Sales B2B 135

The Sales Hunter

MAY 27, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […].

Sales 140

Sales Selling Skills Sales Leadership 140

Increase Sales

MAY 27, 2016

Funny thing about selling, simplicity works especially when you make your SMB sales conversations memorable. Your SMB sales leads do not want to hear all your “stuff”, hear you pitching your solutions (products or services). No want they really want to hear is “Do you care?” This caring is reflected through active listening; showing authentic interest in the individual and demonstrating some knowledge about her or his SMB or their industry.

Conversion 96

Conversion Decision Maker Social Media Education 96

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.

Sales

A Sales Guy

MAY 27, 2016

Eighty-five percent of most people are in the average to below average category when it comes to doing their job. Why? I don’t get it. If you chose your job, why don’t you choose to be the best at it? Spazz out is a new series I will be doing weekly where I rant about things that need to change, what people need to do but aren’t or any other thing that comes to mind.

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