Alice Heiman

MARCH 12, 2024

A recent conversation between Alice Heiman and Scott Gillum on the Sales Talk for CEOs podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can’t afford to ignore. Starting at the bottom closing deals as a sales rep. His career follows the pipeline.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Babette Ten Haken

MAY 21, 2020

There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? In spite of all your pre-sales assurances.

Revelation 141

Revelation Face-to-face Retention Distribution 141

SalesProInsider

JULY 6, 2017

What do you need to accomplish in your sales efforts? Whatever you want to “get done” will be easier if you have the right tools. If only I would have put in the 5 minutes of effort to get the right tool, I’d have completed the job faster and better the first time. But which tool is the right tool?

Sales Tools 52

Sales Tools Tools Revelation Lead Gen 52

Pipeliner

MAY 21, 2020

The sales department sits at the center of a company’s ability to generate revenue and grow. Small and medium-sized businesses depend critically on their sales departments in order to compete against the competition. With competition being so fierce these days, SMEs must use all the best available tools and strategies.

Data 98

Data Hiring Revelation System 98

Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. Yet we revel in the “win,” high fiving each other, looking forward to our commission checks. If they can get it done working with sales people, they will do it.

Customer 75

Customer Prospecting Revelation Trade Show 75

Pipeliner

SEPTEMBER 10, 2023

A pioneering video sales platform delves into the potent realm of leveraging video to amplify business expansion. The key, according to Ruben, lies in weaving video into the very fabric of the sales process. Pervading the Sales Funnel: Video at Every Touchpoint Ruben’s insights offer a profound revelation.

Video 69

Video Infusion Revelation Top of Funnel 69

Pipeliner

SEPTEMBER 14, 2023

Drew’s journey, marked by his extensive experience as an entrepreneur and sales leader, sheds light on a transformative approach to networking. His revelation stems from his tenure at Salesforce, where he was exposed to the strategic prowess of Marc Benioff, the company’s CEO.

Networking 72

Networking Revelation Pivotal Scale 72

Partners in Excellence

MARCH 1, 2020

We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Are you giving them the resources, processes, systems, tools, training, programs, and support critical to their ability to succeed?

Revelation 104

Revelation Ideal Customer Profile Coaching Account 104

SBI Growth

MAY 13, 2013

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Don’t get me wrong, I revel in an easy solution. One of the biggest problems for sales reps is customer objections. As a sales rep, you have a variety of tools in your bag. ‘A’ A’ Players know that these tools don’t always work independently. ‘A’

Objections 306

Objections Customer Revelation Buyer Persona 306

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported. And this is what all of us in sales need to think about.

Revelation 105

Revelation Channels Maximizer Social Selling 105

Bernadette McClelland

JANUARY 3, 2017

And in the world of selling, our primary tool for communication is our ability to have any number of commercial conversations. In sales we are encouraged to persuade our prospect to move forward to an outcome. This is an area that salespeople revel in. This is an area often forgotten in sales conversations.

Revelation 247

Revelation How To Sales Leadership Conversion 247

Partners in Excellence

MARCH 30, 2022

It’s someone else’s job to figure that out–they complain to managers, sales enablement, or point their fingers at the customer, saying it’s the customer’s problem. We provide tools, measuring compliance, rather then helping people understand how to leverage these to improve performance.

Hiring 96

Hiring Revelation Compensation Up-Sell 96

Partners in Excellence

JANUARY 16, 2020

Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We have seen it in mobile devices, PCs, financial services, every segment of software, design tools, analytics, consumer products, food/food service, social platforms, and on and on and on.

Lead Rank 82

Lead Rank Revelation Segment Case Study 82

Allego

FEBRUARY 19, 2021

In episode 20, SPARXiQ Founder and CEO David Bauders shares how sales organizations can adapt to the new normal, the power of analytics to accelerate sales performance, and why you learn the most from your most demanding customers. Episode 20: Driving Sales Performance | David Bauders. That, to me, has been a revelation.”.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

SBI Growth

JULY 1, 2013

Revelations and epiphanies that seem so promising to start. You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 1) Sales / Marketing Budget Spend Shifts.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

The Sales Hunter

DECEMBER 3, 2012

The person is a rock star in sales — not just for a year or two but over decades. ” This revelation was coming from a veteran! Also, you need to have access to tools that will allow you to minimize the voices. I want the Monday sales motivation video ! Copyright 2012, Mark Hunter “The Sales Hunter.”

Revelation 172

Revelation Video Motivation Positioning 172

Increase Sales

JUNE 8, 2012

Some of the larger accounting to sales training coaching firms conduct extensive behavior research into what makes top sales performers. One reads the “old way of selling is out” to “sales is even more difficult today than ever before” or “it’s a whole new world when it comes to selling.”

Decision Maker 169

Decision Maker Ideal Customer Profile Revelation Coaching 169

The Pipeline

JULY 25, 2016

Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective. Bam, right off the top we were presented with the following stats including the sources: 79% Of SAAS Sales Reps Miss Quota.

B2B 120

B2B Revelation Quota Remedy 120

eGrabber

JUNE 28, 2021

What is sales prospecting? Sales prospecting is when sales and business development representatives potential buyers or targeted prospects and reach out to them through cold calls or emails. Why is sales prospecting important? Sales Representatives often find manual prospecting very troublesome and time-consuming.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 40

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. Sometimes a very subtle thing can hint to a bigger revelation if you just ask a couple extra questions. Buyers have changed. Increase Opportunities.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

Mereo

JANUARY 4, 2023

In lead qualification and discovery, almost all sales thought leaders tout the same advice: asking questions is key. Questions pave the way for insights, revelations and relationship-building. This value-centered approach to sales extends beyond the discovery questioning stage. I could not agree more. A PURPOSE IN SEEK TO SERVE.

Revelation 36

Revelation Lead Qualification Buyer eBook 36

Partners in Excellence

OCTOBER 14, 2018

Last week, I was sitting in the Gartner Sales and Marketing Conference. Too often, the executives I encounter (sales, marketing, and senior execs) are: Fat, dumb, happy, with what’s currently going on. What Are The Biggest Challenges Facing Sales… What new opportunities do we have? How do we intend to create value?

Revelation 89

Revelation Face-to-face Competition Conference 89

Partners in Excellence

JANUARY 25, 2024

The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. ” We revel in this strategy. We have to invest in training them differently, we have to provide them the tools to help them and the customers navigate the problem solving process.

Competition 107

Competition Customer Buying Cycle Vendor 107

Fill the Funnel

OCTOBER 20, 2015

Want to improve sales communication? These are welcome findings to anyone in sales. These are welcome findings to anyone in sales. It is also safe to say that many in sales are not that comfortable or familiar with how to incorporate graphics and video into our communication. I don’t know how to use the tools I have.”.

Video 48

Video Top of Funnel Revelation Skype 48

Sales Hacker

MAY 9, 2018

More of an art than a science, sales plays a critical role in almost all businesses. Yet, businesses rarely use best practices or proven sales process tips to increase success rates. We undertake this annual exercise not simply to highlight the best sales teams, but to ascertain exactly why they are so successful.

Quota 54

Quota Sales Process Revelation Lead Rank 54

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

Partners in Excellence

DECEMBER 10, 2018

It was a group of very bright thinkers/practitioners in sales and marketing. We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?”

Revelation 80

Revelation Face-to-face Channels Segment 80

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. suited to mobile reps despite who owns the equipment.

Collateral 115

Collateral Revelation Trends CRM 115

Partners in Excellence

APRIL 18, 2014

When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility. Being an entrepreneur gives one a great source of freedom, great accountability (which great entrepreneurs revel in), and responsibility. Sales is a lot like this. At least business wise.).

Territories 94

Territories Revelation Penetration Maximizer 94

Partners in Excellence

MARCH 7, 2017

I am fuming at one of the most amazingly naive posts about “the Death Of Sales.” ” Ironically it’s written by a sales leader at one of the leading Marketing and Sales Automation company. And his products are focused on helping sales people become more effective! Sales is about relationships.

Course 54

Course Revelation Engineering Social Media 54

Partners in Excellence

SEPTEMBER 19, 2013

Basically the arguments are sales people versus management. So in this post, I’ll really focus on the sales people, so managers can stop reading here–in fact you probably should. So sales people—–Get over it! If management didn’t give us those tools, we would find someplace else to work!

System 92

System CRM Revelation Territories 92

Partners in Excellence

MARCH 6, 2013

Over the past few days I’ve been at the Forrester Sales Enablement Conference. Scott Santucci has driven a brilliant theme, calling for sales enablement professionals to become Simpletists—a combination scientist and simplifier. In sales, we refer to the complex sales process. It got me to reflecting.

Revelation 83

Revelation Sales Enablement Conference Motivation 83

Partners in Excellence

OCTOBER 31, 2013

Pipeline reviews and reporting are constant sources of contention between management and sales people. From a sales person’s perspective, they get no value from it, but managers need it to make sure the business in control. At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Partners in Excellence

JUNE 18, 2013

This morning I was having a conversation with a sales person in a healthcare related company. We were discussing his sales strategies, value propositions, and how to get customers to buy. A lot of my early training in sales taught me to focus on “finding the pain.” It has to provide relief or a way out.

Customer 94

Customer Revelation Face-to-face Engineering 94

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

SBI

MAY 15, 2012

Your word, your message, your solution, and the caliber of your presentation and delivery surpass what even the best sales and marketing icons in the business could only dream of bringing to a prospect’s table. And that is okay, and certainly a vital piece of the sales process. That is a problem you must not create for yourself.

Revelation 117

Revelation How To Decision Maker Twitter 117

Cincom Smart Selling

MAY 24, 2018

It is amazing that so many myths and stereotypes about selling and about sales people still resonate with so many folks. In 2018, we are decades removed from the shoeshine, plaid suit, risqué joke and flashy car loaded down with three ring binders of sales collateral. It’s not just for reveling ross and upselling opportunities.

Revelation 48

Revelation Engineering Collateral Demographics 48