Sales and Marketing Management

FEBRUARY 7, 2016

Issue Date: 2016-02-08. Author: Kamal Ahluwalia. Teaser: Companies are increasingly challenged to condense sales cycles and increase sales productivity and deal velocity. Sales enablement is designed to address these challenges. But what does effective sales enablement look like and how important is it to develop a sales enablement strategy? Companies are increasingly challenged to condense sales cycles and increase sales productivity and deal velocity.

Sales Enablement 156

Sales Enablement Sales Cycle How To Sales 156

Mr. Inside Sales

FEBRUARY 7, 2016

Nowadays, there seems to be a raging debate about when – and even whether or not – to qualify for budget. The new thinking seems be driven by the fear that “until we give the value of what we’re offering (meaning the demo), it’s too soon to talk money. Prospects will just say they can’t afford it.”. Given this thinking, companies are stressing just setting an appointment with anyone who will listen, and then relying on the presentation being so strong that anyone with half a brain would jump all

Decision Maker 124

Decision Maker Call-back Prospecting Revenue 124

The Sales Hunter

FEBRUARY 7, 2016

One of the best ways to boost your motivation this week is to give some referrals! Yes, this week I want you to do all you can to help other salespeople by connecting them with people who could benefit from what they sell. This kind of genuine generosity and optimism has a way of […].

Referrals 107

Referrals Motivation Video Benefit 107

Increase Sales

FEBRUARY 7, 2016

A wise mentor once said to me “Given enough information your intuitive sense will be validated.” Intuition some suggest comes from our gut brain as described by Dr. Robert Cooper in his book Get Out Of Your Own Way or by others as an unknown sense that has always been with us. What I do know is intuition supports both business and leadership success.

Small Business 0

Small Business Small Business Ideal Customer Profile Referrals 0

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Engage Selling

FEBRUARY 7, 2016

After a much needed, quiet three weeks at home, I started to travel for myself and clients in late January. Here is the round-up of the good, the bad, and the unexplainable. The Rio Mar Wyndham in Puerto Rico is a massive resort on a gorgeous stretch of beach. Family friendly but also with a […].

Travel 48

Travel 48