Mindtickle

JUNE 5, 2023

Episode summary ChowNow was looking to elevate and grow its sales training program using Mindtickle. Cole Lindbergh, Sales Enablement Manager, Revenue Operations at ChowNow , talks about his experience with Mindtickle. We’re obviously using it as our Learning Management System.

Sales Enablement 96

Sales Enablement Video Case Study Training 96

Alice Heiman

DECEMBER 13, 2022

Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”. Sales teams must be retrained to create value not sell benefits. They just don’t work anymore.

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

Partners in Excellence

NOVEMBER 9, 2023

As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. We know we should follow our sales processes, they represent our best practice in creating value and winning business. we only win 20% of those.)

Discount 119

Discount Pipeline Opportunity Tools 119

Alice Heiman

DECEMBER 21, 2022

In today’s competitive business landscape, having an effective sales strategy is more important than ever. Many companies manage their sales teams separately from other departments such as marketing, operations, and customer enablement. The goal of sales is getting to revenue.

Lead Rank 131

Lead Rank Marketing Qualified Lead Sales Qualified Lead Churn 131

Sales Hacker Training

MAY 12, 2021

Are talk tracks just a fancy new tech take on sales scripts? Not according to these sales and sales enablement experts. Talk tracks are a helpful tool for sales reps, both new and experienced, to practice new pitches, share new info and have confident conversations with their prospects.

Sales Enablement 113

Sales Enablement Ideal Customer Profile Top of Funnel Coaching 113

Partners in Excellence

AUGUST 4, 2021

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible.

Sales Enablement 125

Sales Enablement Coaching Policies Tools 125

Partners in Excellence

JANUARY 30, 2024

Let us show you how our product solves this problem… ” “You need more in your pipeline, let us show you how we solve that problem… ” Every prospecting message I see focuses on the sender, their products, and their companies. Until they care about it, they don’t care about it!

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Allego

APRIL 16, 2024

There’s no doubt about it. Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. Sam, can you share a bit about what you do?

Hiring 62

Hiring Scale Proposal Analysis 62

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring 103

Hiring Forecasting Coaching Training 103

Nutshell

MAY 11, 2023

And if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM. And if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM.

SalesForce 159

SalesForce CRM Microsoft Software 159

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. And, there is a certain amount of idle/ad-hoc time that is actually important to sales performance.

CRM 129

CRM Proposal Maximizer Up-Sell 129

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. What is opportunity management — and why should you care?

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” If we believe this as firmly as so many I talked to about this believe it.

Sales Enablement 91

Sales Enablement Hiring Engineering Scale 91

Smooth Sale

MARCH 25, 2024

Your Desire to Succeed Via Pexels Money Talks: Keeping Up with Your Cash We all know that revenue is front and center on our minds. Forecasting, budgeting, and not letting your cash flow run dry are essential. We’re talking about traditional strategy sessions, goal setting, and tackling challenges before they tackle you.

Small Business 116

Small Business Small Business Outsourcing Services Hiring 116

Partners in Excellence

MAY 26, 2023

and test their thinking on the way they engage customers in thinking about their business challenges. ChatGPT has been very enthusiastic about helping train sellers. But in it’s enthusiasm to start training sellers, it’s started pitching me on how good it can be. Let’s dive into the role play scenario!”

Case Study 99

Case Study Face-to-face Tools Study 99

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We Our sales team was doing really great before COVID.

Face-to-face 98

Face-to-face Decision Maker Pivotal Distribution 98

BrainShark

JULY 9, 2023

If you’re trying to maximize sales rep performance and drive results, coaching should be an essential part of your strategy. CSO Insights reported that sales coaching has had the greatest impact on win rates and quota attainment over the span of five years. You’re now ready to start implementing the plan.

Coaching 62

Coaching How To Lead Rank Lead Scoring 62

Alice Heiman

AUGUST 16, 2023

Because Michael didn’t know sales his strategy took a unique approach and one that I often recommend for the early days. He was very choosy about who he invited to the table to invest. It wasn’t just money he was looking for, he found people who cared about his success as much as he did.

Hiring 62

Hiring Pivotal Decision Maker Networking 62

Partners in Excellence

JULY 3, 2020

We all know, or should know that one of the highest impact activities managers can do with their people is coaching them, enabling them to discover and learn how to continually improve their performance. But what about managers? If you are a senior managers, are you coaching the managers reporting to you?

Coaching 81

Coaching Maximizer Report Sales Management 81

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

Hiring 125

Hiring Sales Qualified Lead Call-back How To 125

criteria for success

AUGUST 12, 2021

For those just starting out in their career or in a new position, you can demonstrate your leadership abilities by exceeding expectations. “Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others.” Executive: Set Goals and Enable Success.

Webinar Metrics 98

Webinar Metrics Pivotal eBook Twitter 98

Partners in Excellence

NOVEMBER 22, 2020

It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. Every season, every sports team and athlete always starts with the basics. Basketball teams start with basic fitness, dribbling, passing, footwork. Soccer is the same. Sometimes, what is old is new.

Fashion 109

Fashion Face-to-face Sports Consultative Selling 109

Partners in Excellence

DECEMBER 1, 2020

I just had an outstanding discussion with a very bright sales enablement team. Some of the sales people were eating up the programs–but they were the consistent top performers. I think many sales enablement programs may face the same challenge. Who's Responsible For Sales Enablement?

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Partners in Excellence

AUGUST 18, 2020

Basically, it was a retort to those who think the future of selling is about the technology and tools we leverage. Whether it’s Zoom, social networking, CRM, messaging apps, AI/ML, or any of the 1000’s of technology solutions sales people leverage. But let’s extend the discussion beyond selling to work.

Social Selling 148

Social Selling Up-Sell Conversion Networking 148

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. This week’s newsletter is sponsored by Flex.

Hiring 105

Hiring Scale Outbound Lead Rank 105

Partners in Excellence

FEBRUARY 7, 2021

Billions are invested in sales enablement programs, worldwide. To be honest, I have a “love/hate” relationship with sales enablement (not the people in sales enablement.). I think it’s a critical function to support and enable sales people. It focuses on sellers.

Sales Enablement 90

Sales Enablement Fashion Buyer Research 90

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. He also shares how company culture impacts productivity and morale, primarily within sales teams. Finally, we asked Tito to talk about how he got into angel investing and his consulting endeavors.

How To 84

How To Decision Maker Retention Referrals 84

Alice Heiman

JANUARY 17, 2023

Heidi Messer started Collective[i] with one goal: to bring more certainty and less volatility to sales and improve the livelihoods of every single employee. There is no other function in a company that is as unproductive as sales. If sales improves every other department has more opportunity.

Hiring 131

Hiring Sports Scale CRM 131

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Sales Enablement is about to become your priority (if it isn’t already). Sales Enablement is about to become your priority (if it isn’t already).

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Mindtickle

APRIL 28, 2023

Episode summary In this video, Mindtickle’s Director of Product Marketing, Lindsey Plocek , talks through the mistakes revenue operations leaders should avoid when choosing a revenue intelligence solution. Key highlights Lindsey talks through the mistakes to avoid when choosing a revenue intelligence partner.

Revenue 52

Revenue Video Account Based Marketing Lead Rank 52

Allego

OCTOBER 16, 2020

One answer to the training challenges posed by a rapidly changing world is situational sales enablement. Let’s meet them in that moment of deficit with the thing that fills it,” noted Riesterer. Situational enablement programs are designed to prepare teams at speed—and are the future of training in a post-pandemic world.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

Mindtickle

JANUARY 25, 2024

Any organization aiming to grow revenue must make sales engagement a priority. When buyers are engaged, they’re more likely to advance through the sales funnel – and make a purchase. In order to engage buyers, sales reps must deliver the right information at the right time. The right sales collateral is essential.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

BrainShark

SEPTEMBER 19, 2022

Enabling sales reps to sell more and sell better is not an easy job — that’s why sales enablement departments (and an entire industry) were created. But sales enablement leaders can’t operate in a silo. They’re often small teams tasked with overseeing dozens or even hundreds of sales reps.

Company 77

Company Sales Enablement How To Gatekeeper 77

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. That’s why mastering an outbound call is so important.

Outbound 95

Outbound Inbound Cold Calling Buyer Persona 95

SBI

MAY 20, 2020

The Top Sales Tools of 2020. Now is a great time to invest in technology for sales. I’m not talking about CRM – presumably, you have that already. I’m talking about one of the 600 SalesTech solutions that aren’t CRM. Stop relying on CRM alone to bolster your sales. Start with your Why.

Sales Tools 123

Sales Tools Tools CRM Vendor 123