Partners in Excellence

JUNE 27, 2017

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent in training and skills development—all focused on the sales person.

Coaching 49

Coaching Sales Management Maximizer Sales Enablement 49

Partners in Excellence

JULY 21, 2017

This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement.

Sales Enablement 58

Sales Enablement Maximizer Intent Sales Management 58

Partners in Excellence

JUNE 15, 2018

In some of my recent posts, I seem to be bashing sales enablement. Sales enablement is a vital function in organizations, it has a hugely important mission that can only be fulfilled with talented professionals. Studying best practices and sharing views with other sales enablement professionals is important.

Sales Enablement 60

Sales Enablement Training Sales Management Study 60

Partners in Excellence

JULY 20, 2017

Every sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling. Millions of person hours are spent in trying to understand how to drive sales performance.

Maximizer 61

Maximizer Coaching Sales Enablement Face-to-face 61

Zoominfo

APRIL 25, 2021

Whether it’s to access fast customer support, resolve that technical issue, or simply connect to a sales representative, more and more companies are adopting chatbots and conversational marketing platforms to their website. It’s the very thing you need between your sales team and future prospects. Others may find them intrusive.

Demand Generation Targets 100

Demand Generation Targets Demand Generation Engineering Top of Funnel 100

Allego

MARCH 5, 2020

There are over 11,000 open jobs on LinkedIn with the term “sales enablement” in the description. Sales enablement as function and as a profession is having a moment. Shea serves B2B marketing and sales professionals with a focus on how business leaders must adapt to the empowered buyer. What’s going on?

Sales Enablement 87

Sales Enablement Hiring Distribution Buyer 87

Mereo

OCTOBER 28, 2021

Sales training is a common prescription to B2B selling organizations’ problems. No problem — sales training! Sales training! A young, new sales team that needs onboarding to your unique sales strategy? Sales training it is! Sales training alone cannot fix the entire organization.

Outside Sales 41

Outside Sales Sales Enablement Training Scale 41

Partners in Excellence

APRIL 7, 2017

Most people talking about the Sales Enablement function agree the goal of Sales Enablement is to improve the productivity and overall performance of front line sales professionals. Usually, the discussion are around providing more to our sales team. Time available for selling is plummeting.

Sales Enablement 48

Sales Enablement Pivotal Up-Sell Course 48

Partners in Excellence

AUGUST 18, 2017

Are you a Front Line Sales Manager? Unfortunately, too many managers are in this position–it’s untenable. The job of a high performing sales person, an individual contributor requires focus and full time dedication. Choose the day/time blocks where you will manage your own territory.

Territories 48

Territories Hiring Quota Sales Management 48

Hubspot Sales

JANUARY 13, 2021

I will always be a believer in sales mentorship programs. Applying these learnings to subsequent deals enabled me to win them on my own -- and in a much smaller time frame. Eventually, I took those learnings and taught them to sales reps I was mentoring. Sales Mentoring: What's in It for You (the Mentor)?

Face-to-face 97

Face-to-face Hiring Benefit Salary 97

Mereo

AUGUST 12, 2021

The success of any company switching to a subscription business model hinges on enabling and ensuring customers continue to succeed with a service over time. Remember your first gaming console? For me it was PONG in the late 70s, followed by ATARI 2600 and a few different Nintendo consoles. A Greater Need to Seek to Serve.

Churn 87

Churn Scale Face-to-face Revenue 87

Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. Trend 1: Front-office SaaS development and spending is exploding.

Lead Rank 86

Lead Rank Trends Lead Scoring Outsourcing Services 86

Crunchbase

AUGUST 11, 2021

Outreach and Sales Hacker. Community, years in the making for many tech companies, is now front and center. These companies needed to evolve to a spot where remote work took a front seat, and in-person meetings took a back seat. This article is part of the Crunchbase Community Contributor Series. Microsoft and Github.

Education 98

Education Consumer Groups Scale 98

Pipeliner

AUGUST 25, 2019

From the defensive standpoint, marking and zonal formations are detailed in the playbook as is the guarding of the front and back posts. What about sales? How valuable is the time spent on a sales playbook? But how can it be more than just a tag line? Sales playbooks are a great place to start.

Sports 73

Sports Guidelines Face-to-face Pivotal 73

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Sales Hacker

DECEMBER 3, 2020

Sales is a relatively high stress profession, with a fair amount (read: lots) of positive and negative swings. Dealing with difficult managers, coworkers, and even clients can add a lot of extra stress to your day-to-day work. We asked the sales community to weigh in on their best conflict resolution tips.

Face-to-face 79

Face-to-face Compensation How To Call-back 79

Partners in Excellence

MARCH 24, 2018

This week, I had meetings with a number of sales enablement professionals. Each came from very large companies with strong commitments to sales enablement. Each had long experience and sales enablement programs that would be considered “best in class.” ” the sales organization.

Sales Enablement 49

Sales Enablement Face-to-face Coaching Sales 49

Sales Hacker

AUGUST 9, 2022

Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. Now Shaan has made Flockjay a platform to give managers and sales leaders cheat codes to how and why they win by following the journey of their success stories. What You’ll Learn.

Retail 79

Retail Hiring Video SalesForce 79

Product Management University

JANUARY 23, 2017

1-3 years experience in direct sales. A lot of people aren’t cut out for the quota pressures of direct sales but make fine product marketing managers! There are plenty of product experts in product management. Line up your top candidates (internal and external) and cut to the chase on the first interview.

B2B 53

B2B Marketing SalesForce Collateral 53

Sales Hacker

JULY 22, 2019

This week on the Sales Hacker podcast, we speak with David Zwerin , Head of Field Operations at TripActions. If you missed episode 66, check it out here: PODCAST 66: Improve your Sales Conversion Rate Integrating Direct Marketing w/ Kris Rudeegraap. The importance of sales ops to any organization. What You’ll Learn.

Data 56

Data Revenue Company Scale 56

Partners in Excellence

FEBRUARY 9, 2017

Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. I find it concerning how many paint the enabler as responsible for working directly with reps to improve their performance.

Sales Enablement 48

Sales Enablement Sales Management Hiring Maximizer 48

Chorus.ai

NOVEMBER 19, 2019

Every sales team is going to be looking back at 2019 and ready to head into 2020. But can cold calls be assessed and coached in the same way as a sales meeting? Reps ask on average 3-4 questions versus 8-12 on discovery meetings You have to work faster to get your desired result. We’re entering the 'SKO season’.

Cold Calling 50

Cold Calling Meeting Conversion Gatekeeper 50

Sales Hacker

FEBRUARY 3, 2020

This week on the Sales Hacker podcast, we speak with Matt Cameron , Founder and Managing Partner of SaaSy Sales Management. SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people.

How To 80

How To SalesForce Scale Microsoft 80

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. What’s your sales organization’s biggest challenge right now?

Enterprise 68

Enterprise Enterprise Hiring Follow-up 68

The ROI Guy

APRIL 14, 2010

ShoreTel, with a low up-front cost and less complex solution than the competition has demonstrated a clear cost advantage versus competitors such as Cisco, Avaya, Nortel and Mitel. These comparisons are done head to head versus legacy TDM solutions, and versus any number of UC competitive offerings.

ROI 40

ROI Comparison Analysis Guarantee 40

The ROI Guy

DECEMBER 2, 2014

Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. We hear a lot about Sales being under more pressure in the coming year. The value articulation issue revolves around improving sales productivity.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

OpenSymmetry

JANUARY 18, 2016

Back in the day, I was required to read a book called The Goal for my operations and Supply Chain Management class. The manager was then tasked to identify the bottleneck and improve business processes within a short amount of time or the plant would be forced to close. Big Results come from Small Changes.

Incentives 40

Incentives Incentive Compensation Banking 40

Sales Hacker

JUNE 23, 2020

This week on the Sales Hacker podcast, we speak with Leah Chaney , the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Subscribe to the Sales Hacker Podcast. Best practices for managing the renewal process [22:59]. Sam Jacobs: Hey everybody, welcome to the Sales Hacker Podcast.

Customer 67

Customer Churn Lead Rank Scale 67

Sales Hacker

APRIL 16, 2018

In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein , Chief Revenue Officer at AlphaSense. . In Today’s Episode: How to map your career from individual contributor to manager. Subscribe to the Sales Hacker Podcast. 3) Kiva’s sales story [3:02]. Sales Hacker Podcast—Sponsored by Node.

Hiring 40

Hiring Territories Scale Top of Funnel 40

Lessonly

SEPTEMBER 4, 2020

— A new, scaling startup sales team requires hyper-attention under the best of circumstances. If you’ve been struggling with leading your remote sales team remotely, you’re not alone—it requires a lot of different skills and adaptability. This transparency around activity and outcomes is important for a new sales team.

Lead Rank 40

Lead Rank Lead Scoring Leads Marketing Qualified Lead 40

BrainShark

MAY 23, 2022

Businesses are always looking for new ways to solve today’s sales challenges. Increasingly, they see sales enablement as a long-term solution. If you’re reading this article, you’ve probably heard or read some of the ongoing discussion about sales enablement. What is Sales Enablement? The good news?

Sales Enablement 62

Sales Enablement Outsourcing Services Hiring Top of Funnel 62

Hubspot Sales

MARCH 2, 2018

Common Sales Objections. Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? For more tips on handling objections, check out The GSD Sales Show -- tips for salespeople, by salespeople. It's too expensive.". There's no money.". "We

Objections 145

Objections How To ROI Call-back 145

The ROI Guy

APRIL 15, 2014

An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? And research from Forrester indicates that the late engagement could have serious impacts on win rates?

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

The ROI Guy

AUGUST 5, 2010

The investment is tallied and benefits contrasted against the benefits to see if the project generates a positive cash flow, and as a result, can deliver bottom-line impact to the organization. Traditional ROI analysis examines the cash flow of a proposed project over time to determine if it makes fiscal sense.

Analysis 45

Analysis ROI Lead Rank Lead Scoring 45

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Allego

JANUARY 26, 2021

2021 will be a very different year for sales organizations. Innovative sales learning and enablement technology can help you deliver the learning, content, collaboration, and insights to drive results in the next normal—and you don’t have to spend a fortune on multiple solutions to do it. Budgets are being level-set or cut.

Sales Enablement 124

Sales Enablement Benefit Top of Funnel SCM 124

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast. We’re on iTunes. And on Stitcher.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105