The Pipeline

DECEMBER 5, 2016

A few weeks ago, I posted a piece titled “No Pain – No Game?” , playing off the old weight exercise motto. In case you didn’t bother rushing to read the piece, it suggests that if you can only sell to buyers who have a self-declared pain or need, you will be in trouble, as 70% of the market, the Status Quo, is immune to the pain argument. But there is a further reason why reliance on pain for sales success could in fact be painful (in the form of missing quota, not making enough commission

Leads 232

Leads Marketing Qualified Lead Prospecting Face-to-face 232

Understanding the Sales Force

DECEMBER 5, 2016

What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you'll see that the Nutcracker is very much like selling to a major account!

Up-Sell 179

Up-Sell Account Sales Process Sales 179

Score More Sales

DECEMBER 5, 2016

Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success.

Sales Leadership 159

Sales Leadership Sales B2B Strategy 159

Sales and Marketing Management

DECEMBER 5, 2016

Issue Date: 2016-12-05. Author: Reno Macri. Teaser: Trade show exhibition remains an effective marketing strategy, but only when preparation is incorporated into the plan. One of the most crucial parts of the planning phase is to establish your objectives. Here's how. Trade show exhibition remains an effective marketing strategy, but only when preparation is incorporated into the plan.

Objections 150

Objections Trade Show How To Strategy 150

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 Cycle

The Sales Hunter

DECEMBER 5, 2016

Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the more aware you become, the better able you are to adjust […].

Motivation 129

Motivation Video Revenue Closing 129

Increase Sales

DECEMBER 5, 2016

Wouldn’t it be great that with one sales call the customer would buy and become a loyal customer for life? We all know selling in the B2B marketplace and sometimes in the B2C marketplace takes more than one call. So if we as salespeople know that then why do so many in sales stop at one, two or even three sales calls? 44% of salespeople give up after one follow-up (Source: Scripted).

B2C 107

B2C Follow-up Retention CRM 107

Customer Centric Selling

DECEMBER 5, 2016

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. By Carolyn Galvin, Primary Intelligence - CCS® Strategic Partner. In an earlier article , I discussed the merits of quantitative and qualitative data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research.

Research 70

Research B2B Data Scale 70

BrainShark

DECEMBER 5, 2016

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Sales 138

Sales 138

Mindtickle

DECEMBER 5, 2016

Sales Enablement needs of field reps are far more complex than that of inside sales teams. Inside teams are in close proximity to their managers and mentors. Field reps, more often than not, are left to their own devices to ensure their readiness to close a deal. Knowledge baselining and message calibration. For large events such as onboarding or a new product launch, businesses often prefer to interact in person so field reps are flown in, taking them away from valuable selling time at consider

Field Sales 52

Field Sales Sales Enablement Inside Sales Coaching 52

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Sales

Partners in Excellence

DECEMBER 5, 2016

Somehow a packed calendar/agenda seems to be an indicator of our “success.” We live in a 7/24 world, we have more work than we can manage, and we constantly fill our calendars with activities. It impacts people at all levels. I’ve told this story before, but it bears telling again. About 15 years ago, I was working with a Fortune 100 organization.

Face-to-face 49

Face-to-face Cancellation Conference Meeting 49

Mindtickle

DECEMBER 5, 2016

In this 12-minute. interview Capovilla outlines: The 6 core elements to ForeScout’s sales excellence. How their sales playbook helped the business scale. When is a good time to develop your businesses playbook. What your sales playbook should include. Listen now. to hear how Capovilla has used their sales playbook to turn A Players into Forescout superstars.

Scale 52

Scale Sales Cycle Sales Enablement Coaching 52

Sales Evangelist

DECEMBER 5, 2016

78% of salespeople who use social media outsell their peers. Yeah, true. Social selling works. But you can’t just do it without first even understanding how it should be done. It’s all about building relationships and building value. Here are some strategies to make sure you don’t make the mistakes many people do when they’re […] The post TSE 457: Social Selling Mistakes You Should Avoid appeared first on The Sales Evangelist. 78% of salespeople who use social media outsell their peers.

Social Selling 40

Social Selling Social Media Media Strategy 40

Mindtickle

DECEMBER 5, 2016

In this 5-minute. interview Capovilla outlines: What their 30 – 3 – 30 corporate pitches are; What is covered in ForeScout’s corporate pitch certification program; and. How their scorecard works to ensure all their new reps are on the pitch. To download or subscribe to the Sales Excellence podcast login to. Soundcloud. , Stitcher. , iTunes. or find it. here.

Sales Enablement 52

Sales Enablement Sales Customer Company 52

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.

Cold Calling

Hyper-Connected Selling

DECEMBER 5, 2016

There’s a meme that’s been around for a while about reality vs. perception when considering the path to success. It compares the over-simplified straight line that most external observers see with the crazy squiggled line of what progress actually looks like for those working towards a worthy goal. I think this meme resonates with a truth that most of us get.

Examples 40

Examples 40

Mindtickle

DECEMBER 5, 2016

In this 7-minute. interview Capovilla outlines: How ForeScout’s 30 – 60 – 90-day onboarding program is structured; What the pitch back is and how it’s used to keep new hires on track; Her advice to new sales enablement directors on how to build an onboarding program from scratch; and. How ForeScout has leveraged technology in its onboarding.

Hiring 52

Hiring Call-back Territories Sales Enablement 52

Mindtickle

DECEMBER 5, 2016

I’ve had the opportunity to attend the sales kickoff and annual sales meetings of some of the best companies in the nation and have witnessed first hand what makes a sales kickoff (SKO) world class. Whether you only have a dozen reps or a sales organization of hundreds of employees, the following five key takeaways are worth thinking about as you plan your own sales kickoff.

Webinar Metrics 52

Webinar Metrics Lead Rank Lead Scoring Energy 52

Mindtickle

DECEMBER 5, 2016

This post is based on a webinar on how modern sales organizations leverage sales enablement for their competitive advantage. You can listen to the entire webinar. here. Cloudera is an open-source data management and analytics platform. Cloudera has enterprise customers in every vertical market including financial services, public sector, telecommunications, retail, and healthcare.

Sales Enablement 52

Sales Enablement Conversion Hiring Webinar Metrics 52

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Mindtickle

DECEMBER 5, 2016

This post is based on a podcast on Avalara’s five levels of sales certification. You can listen to the entire podcast. here. Avalara is the leading provider of sales tax compliance technology. The company has been growing aggressively, achieving an average growth each year of between 40% and 60%. Its sales team has become increasingly complex as it has grown; 325 salespeople are located across the 3 major offices in the US, internationally in Europe and Asia, and with some remote roles working f

Sales Enablement 52

Sales Enablement Conversion Hiring Face-to-face 52

Mindtickle

DECEMBER 5, 2016

Listen now to hear how Besecker has created a customer-centric perspective to sales enablement to Qualtrics. In this 16-minute interview Besecker outlines: How to put customer experience at the core of your sales enablement strategy; What a “white gloves” onboarding experience includes; and. How to improve the sales enablement experience of your reps.

Sales Enablement 52

Sales Enablement Hiring Hotels Customer 52

Mindtickle

DECEMBER 5, 2016

This post is based on a podcast on MongoDB’s formula for sales enablement success. You can listen to the entire podcast. here. MongoDB is the database for giant ideas. It offers the best features of traditional databases while providing the flexibility, scale, and performance that modern applications require. It is known for helping its customers gain a competitive advantage by leveraging information and technology.

Sales Enablement 52

Sales Enablement Hiring Conversion Scale 52

Mindtickle

DECEMBER 5, 2016

Last week I attended the. Onboarding 2025. event in San Francisco at the beautiful. Autodesk Gallery. where Sales Enablement leaders from some of the top companies in Silicon Valley shared their sales onboarding plans and their experiences in what proved to be an extremely productive discussion. Here are part 1 of the key takeaways from each session.

Google 52

Google LinkedIn Hiring Company 52

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Mindtickle

DECEMBER 5, 2016

This is the second part of my series on learnings from the. Onboarding 2025. event in San Francisco. This post looks at key takeaways from some of the top companies in Silicon Valley on their sales onboarding plans and experiences. You can find also find part 1 of this series here. Facebook: Laine Forman, Global Programs, Learning Program Manager. Laine gave us a great overview of how sales onboarding is being revamped at Facebook and how critical it is that it’s aligned with the company’s value

Microsoft 52

Microsoft Facebook Hiring Company 52

Mindtickle

DECEMBER 5, 2016

This post is based on a podcast on how ForeScout enables its sales team for their competitive advantage. You can listen to part 1 of the podcast. here. ForeScout is a cutting-edge network security company that can detect devices the instant they connect to a network. They are at the forefront of cybersecurity and have been named one of the. 20 Fastest Growing Security Companies in 2015. by the Silicon Review.

Sales Enablement 52

Sales Enablement Hiring Conversion Call-back 52

Mindtickle

DECEMBER 5, 2016

Listen now to hear how AG Salesworks helps businesses prepare their SDRs for success. In this 13 minute interview Ferrara and Snell outline: What core competencies make an SDR best in class; How training for a new SDR differs from an experienced professional; and. What are the best metrics to use when benchmarking your SDRs. To download or subscribe to the Sales Excellence podcast login to Soundcloud , Stitcher , iTunes or find it here. “It’s just like the framework of a car.

Training 52

Training How To Industry Company 52

Mindtickle

DECEMBER 5, 2016

Running a four-minute mile was once an elusive dream, but in 1954 Roger Bannister achieved the impossible. Fast-forward 60 years and the 4-minute mile is a rite of passage for professional runners aspiring to beat Hicham El Guerrouj, who currently holds the world record with a time of 3:43:13, set in 1999. For athletes, success is a powerful motivator.

Motivation 52

Motivation Face-to-face Hiring Case Study 52

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Mindtickle

DECEMBER 5, 2016

Sales readiness and sales training are the same things, right? Not quite. While it’s a common misconception that sales training and readiness are the same, sales readiness actually encompasses much more than just training. Training is about knowledge, learning what you need to know about your customer, the product, your industry, and how to sell. When you train your reps you want to be sure they understand and retain what they have learned.

Training 52

Training Maximizer Consumer Sales 52

Mindtickle

DECEMBER 5, 2016

This is the second part of my series on learnings from the. Onboarding 2025. event in San Francisco. This post looks at key takeaways from some of the top companies in Silicon Valley on their sales onboarding plans and experiences. You can find also find part 1 of this series here. Facebook: Laine Forman, Global Programs, Learning Program Manager. Laine gave us a great overview of how sales onboarding is being revamped at Facebook and how critical it is that it’s aligned with the company’s value

Microsoft 52

Microsoft Facebook Hiring Company 52

Mindtickle

DECEMBER 5, 2016

This post is based on a podcast on how ForeScout enables its sales team for their competitive advantage. You can listen to part 1 of the podcast. here. ForeScout is a cutting-edge network security company that can detect devices the instant they connect to a network. They are at the forefront of cybersecurity and have been named one of the. 20 Fastest Growing Security Companies in 2015. by the Silicon Review.

Sales Enablement 52

Sales Enablement Hiring Conversion Call-back 52