The Pipeline

AUGUST 8, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is a lot of talk about what sales is and the core skills and habits required for consistent success in all types of markets. It has been said that “nothing happens until there is a sale”, but you do have to respect that there is no sale made without first prospecting or engaging. Others will insist that most essential ability is the building and growing relationship; there is the group for whom it is all about product expertise; then the

Hiring 170

Hiring Intent Social Selling Groups 170

Score More Sales

AUGUST 8, 2016

Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement.

Revenue 154

Revenue Sales Leads Marketing Qualified Lead 154

BrainShark

AUGUST 8, 2016

Sales onboarding is a hot topic. Everyone wants to do it better and faster. A lot of people talk about it. Yet, over the past few years, various industry surveys indicate that onboarding ramp-ups, on average, have not improved.

How To 87

How To Survey Industry Sales 87

Increase Sales

AUGUST 8, 2016

The word sales has many meanings. For some is it a completed transaction where something of value (usually money) has been exchanged for something else. Others look at sales as being the overall process including marketing and selling. This confusion may help to explain why some realtors are losing sales. Confusion About Sales. Zig Ziglar said “Sales is the transference of feelings.” The interactions between the real estate person and the seller of the home or the buyer of the home

Real Estate 75

Real Estate Lead Rank Direct Mail Social Media 75

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

A Sales Guy

AUGUST 8, 2016

Guys, I want you to meet Morgan Ingram. Morgan is a stud. Morgan started a YouTube Channel for SDR’s called the SDR Chronicles, and it’s fantastic. Morgan got on my radar because he reached out to me via LinkedIn and because someone tweeted his YouTube channel at me. Ya, gotta love social. Morgan is killing it. He’s doing everything right to be a winner in today’s world.

Channels 64

Channels LinkedIn Twitter Influencer 64

Mindtickle

AUGUST 8, 2016

“What gets measured gets done.” We know how important it is to measure the readiness our sales reps and the impact enablement initiatives have had on their ability to perform at the moment of truth, but how does it differ when you’re managing channel partners? In my customer conversations recently I’ve been speaking to channel partner managers to find out how they ensure their partners are ready to sell and how they track their own partner enablement initiatives.

Channels 52

Channels Penetration Sales Qualified Lead Objections 52

Partners in Excellence

AUGUST 8, 2016

For regular readers, you probably are wondering, I’ve long talked about the importance of value creation. Recently, there has been quite a bit of discussion about this following my post Can Sales Create Value , both on this blog and at Customerthink. I encourage you to read the comments/discussion. They are perhaps better than the original post.

Customer 48

Customer Relationals Conversion Opportunity 48

Mindtickle

AUGUST 8, 2016

On-the-job training and continuous professional development is a critical aspect of any sales development rep’s role within an organization. Ongoing training provides many benefits, including updated best practices and strategy, improved messaging, new prospecting methods, and ensured adoption of the latest tools and technologies to assist in the sales process.

Training 52

Training Construction Benefit Objections 52

Partners in Excellence

AUGUST 8, 2016

As happens from time to time, I had been feeling a little off for a few weeks. There were some persistent physical symptoms that bothered me. Initially, I thought they would go away, but they didn’t, a few worsened. I started to get concerned, but for a variety of reasons chose not to go to the Doctor. I started to do my web research to learn more about my ailments.

Revelation 48

Revelation Face-to-face Research Travel 48

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

Mindtickle

AUGUST 8, 2016

In this 9-minute. interview Garg discusses: Why it’s important to share tribal sales knowledge. What sales excellence means. Who will benefit from these insights, and. Why it’s time for the sales culture to change. Listen now. to hear Mohit Garg explain what you can expect from the Sales Excellence podcast. In today’s world, marketing has become a highly scientific and data-driven discipline, but many sales organizations continue to rely primarily on tribal knowledge and informal processes.

Sales Enablement 52

Sales Enablement Benefit Sales Revenue 52

Sales Gravy

AUGUST 8, 2016

In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The economy is unstable.

Positioning 40

Positioning Opportunity Marketing 40

Mindtickle

AUGUST 8, 2016

In this 13 minute. interview Morales explains: How Nutanix prepares their channel partners for success. What is the difference between a successful and unsuccessful channel program, and. How to set benchmarks and measure the performance of a channel program. Listen now. to hear how Morales and Nutanix have successfully enabled their channel partners and find out how you can apply these best practices to rapidly grow revenue from your channel partners as well.

Channels 52

Channels Scale Networking Revenue 52

Mindtickle

AUGUST 8, 2016

In this 12-minute. interview Marcouiller outlines: How Avalara transformed its enablement and onboarding program to scale. His five-level process for onboarding and certifying new sales hires, and. How Avalara has structured its five unique sales teams while maintaining the same corporate look and feel. Listen now. to hear how Marcouiller manages the challenges of scaling and enabling five leading sales teams at once.

Scale 52

Scale Hiring SalesForce Sales Enablement 52

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Mindtickle

AUGUST 8, 2016

“What gets measured gets done.” We know how important it is to measure the readiness our sales reps and the impact enablement initiatives have had on their ability to perform at the moment of truth, but how does it differ when you’re managing channel partners? In my customer conversations recently I’ve been speaking to channel partner managers to find out how they ensure their partners are ready to sell and how they track their own partner enablement initiatives.

Channels 52

Channels Penetration Sales Qualified Lead Objections 52

Mindtickle

AUGUST 8, 2016

For growing companies that have pursued a targeted or global channel strategy, there comes a point in time when they have to look at how to align their internal sales enablement and their channel partner enablement strategies. Speaking to many customers who are facing this challenge, there’s no silver bullet that magically brings the two together, and surprisingly some didn’t actually think it was necessary to align the two closely at all.

Channels 52

Channels Strategy Motivation Face-to-face 52

Mindtickle

AUGUST 8, 2016

On-the-job training and continuous professional development is a critical aspect of any sales development rep’s role within an organization. Ongoing training provides many benefits, including updated best practices and strategy, improved messaging, new prospecting methods, and ensured adoption of the latest tools and technologies to assist in the sales process.

Training 52

Training Construction Benefit Objections 52

Mindtickle

AUGUST 8, 2016

In this 9-minute. interview Garg discusses: Why it’s important to share tribal sales knowledge. What sales excellence means. Who will benefit from these insights, and. Why it’s time for the sales culture to change. Listen now. to hear Mohit Garg explain what you can expect from the Sales Excellence podcast. In today’s world, marketing has become a highly scientific and data-driven discipline, but many sales organizations continue to rely primarily on tribal knowledge and informal processes.

Sales Enablement 52

Sales Enablement Benefit Sales Revenue 52

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Competition

Mindtickle

AUGUST 8, 2016

In this 13 minute. interview Morales explains: How Nutanix prepares their channel partners for success. What is the difference between a successful and unsuccessful channel program, and. How to set benchmarks and measure the performance of a channel program. Listen now. to hear how Morales and Nutanix have successfully enabled their channel partners and find out how you can apply these best practices to rapidly grow revenue from your channel partners as well.

Channels 52

Channels Scale Networking Revenue 52

Mindtickle

AUGUST 8, 2016

In this 12-minute. interview Marcouiller outlines: How Avalara transformed its enablement and onboarding program to scale. His five-level process for onboarding and certifying new sales hires, and. How Avalara has structured its five unique sales teams while maintaining the same corporate look and feel. Listen now. to hear how Marcouiller manages the challenges of scaling and enabling five leading sales teams at once.

Scale 52

Scale Hiring SalesForce Sales Enablement 52

Mindtickle

AUGUST 8, 2016

For growing companies that have pursued a targeted or global channel strategy, there comes a point in time when they have to look at how to align their internal sales enablement and their channel partner enablement strategies. Speaking to many customers who are facing this challenge, there’s no silver bullet that magically brings the two together, and surprisingly some didn’t actually think it was necessary to align the two closely at all.

Channels 40

Channels Strategy Motivation Face-to-face 40

Mindtickle

AUGUST 8, 2016

We’ve been growing our sales team rapidly to generate exponential revenue growth. My colleague and I are responsible for Sales Enablement at Mindtickle and we’ve been charged with the challenge of onboarding of our new sales reps over the coming months. As we’re both relatively new to this role, it’s a rather daunting task. The key items we’re focused on are.

Scale 52

Scale Hiring Sales Enablement Buyer Persona 52

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Sales

Mindtickle

AUGUST 8, 2016

We’ve been growing our sales team rapidly to generate exponential revenue growth. My colleague and I are responsible for Sales Enablement at Mindtickle and we’ve been charged with the challenge of onboarding of our new sales reps over the coming months. As we’re both relatively new to this role, it’s a rather daunting task. The key items we’re focused on are.

Scale 52

Scale Hiring Sales Enablement Buyer Persona 52