How to Vet an Enterprise Sales Technology Consultant
Vendor Neutral
FEBRUARY 4, 2022
If you’re thinking about using an enterprise sales technology consultant, here are the 10 questions you need to ask before signing the contract.
technology-consulting Sales Related Topics 
Technology Consulting: What It Is & How to Succeed in It
Hubspot Sales
DECEMBER 20, 2019
Technology is a pillar in today’s economy. It’s unlikely, however, for these businesses and their leaders to keep up with the ever-changing world of technology. This is where technology consultants come in. Why technology consulting? Technology has become a critical component of business success.
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Homicide Detective Makes Best Case for Sales Process
Understanding the Sales Force
MARCH 20, 2024
Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful. It will be worth it!
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Consulting Services: Putting the Client First in Sales and Delivery [Podcast]
Sandler Training
MAY 17, 2029
Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes.
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7 Must-Have Automated Documents for Sales Success
Advertisement
Companies are increasingly implementing technology to bring efficiency to their workforce. Learn why automating your documents is key to sales success. Data accessibility aside, teams continuously struggle with manual processes for document generation.
Sales climate warming?
Sales 2.0
JANUARY 25, 2024
Up to this point many of the tools available to sales teams have encouraged volume-based sales techniques, like mass emailing and cold calling. For many, this means learning new skills and processes—no more relying on a sales development team or their marketing department for all their leads.
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The Strategic Move: Hiring a Sales Process Expert
Salesfolks
APRIL 25, 2024
In an environment where every lead, conversion, and sale counts, the expertise of a sales process expert can be the catalyst that propels your business forward. By offering a fresh perspective, deep insights, and actionable recommendations, a sales process consultant can help you navigate the complexities of modern sales environments.
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SalesFuel's C. Lee Smith named as a Leading Sales Consultant 2024 by Selling Power
SalesFuel
MARCH 5, 2024
Lee Smith, CEO of SalesFuel, has been recognized as a Leading Sales Consultant for 2024 by Selling Power. He has been named to this prestigious sales professional list every year since 2018. Smith is an expert on sales credibility, sales intelligence and methodology.
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The World of IT Consultancy: Navigating London’s Digital Frontier
Smooth Sale
MARCH 12, 2024
Photo by Geralt via Pixabay Attract the Right Job or Clientele: The World of IT Consultancy: Navigating London’s Digital Frontier It’s likely safe to say that most, if not all, careers are challenging and winding journeys. Yet, it wasn’t until I stumbled upon the world of IT consultancy that I found my true calling.
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Empowering B2B Sellers Through Sales Technology
Sales and Marketing Management
FEBRUARY 22, 2019
Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet.
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Am I a Sales Luddite?
Adaptive Business Services
APRIL 10, 2024
He rejected technology which, in his case, meant no computers. While I was rarely an early adopter, I had sold various products that featured cutting edge technologies and I was always quite successful at doing so. I was a fairly early adopter of CRM (late 80’s) but have since avoided most sales enablement tools.
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How Sales Managers Get Set Up To Fail
Steven Rosen
JANUARY 13, 2024
In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. ” – Steve Rosen “If you don’t have a sales playbook, some type of methodology, I don’t even care how simple it is.
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The Monday Morning Breakfast For Champions Podcast – Episode 51 – Richard D. Janezic
The Pipeline
DECEMBER 6, 2021
Richard “Rick”Janezic is Chief Sales Officer for StrikeZone Sales Systems, a management consulting and sales productivity improvement company focused on helping executives, investors and boards of small and middle market B2B firms to increase financial strength and valuation.
Engineering 173
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What Do Buyers Want Regarding House Sales In 2024?
Smooth Sale
MARCH 9, 2024
Photo by ELG21 via Pixabay Attract the Right Job Or Clientele: What Do Buyers Want Regarding House Sales In 2024? Our collaborative blog offers insights into what buyers seek in house sales in 2024. Smart Home Technology It has become essential for sellers and buyers to integrate home technology.
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Transforming Sales Enablement: Focus on Seller Behavior Change and Strategic Sales Alignment
RAIN Group
FEBRUARY 21, 2024
In the competitive arena of sales, the true game-changer is having a well-trained sales team whose behaviors result in the desired outcomes. Consider the case of a technology firm that revamps its sales strategy to focus on consultative selling.
Sales Talk for CEOs: Scaling to $22 Million ARR: Sales Insights from Retention.com’s CEO (Ep112)
Alice Heiman
MARCH 19, 2024
In another insightful episode of “Sales Talk for CEOs” Alice Heiman was joined by Adam Robinson, CEO of Retention.com, who shared his remarkable journey of bootstrapping his company to a $22 million ARR in just four years. His message to CEOs: don’t shy away from technology that can redefine your sales strategy.
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Relationships Rule, but Data Drives Sales, Too
No More Cold Calling
AUGUST 2, 2018
The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. A long sales cycle exacerbates the problem. Technology was supposed to make our lives easier.
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AI’s Role In Sales and Marketing
Sales and Marketing Management
MARCH 8, 2020
Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. That question kicks off the new book “Pivot to the Future” by three thought leaders from the consulting giant Accenture.
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Jim Ettamarna Joins SBI’s Technology, Media & Telecom Practice
SBI Growth
NOVEMBER 25, 2020
November 25, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Jim Ettamarna has joined the firm’s Technology, Media, and Telecom practice as a Managing Director. Jim has over two decades.
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Want to increase sales?
The Pipeline
JUNE 17, 2021
I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. How would you know if your sales teams are Psychologically safe or not? Hear me out.
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It’s Time To Enhance Business Growth With Technological Changes
Smooth Sale
MARCH 20, 2024
CC0 Licensed Image Courtesy of Pexels Attract the Right Job Or Calendar: It’s Time To Enhance Business Growth With Technological Changes Technological business changes are a given in today’s world. New technologies also open up opportunities for your business to enhance services across the board. So, where do you start?
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The Building Blocks of Sales Enablement – Mike Kunkle
The Pipeline
SEPTEMBER 23, 2021
There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.
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Should You Throw Your Strategic Plan in the Trash?
No More Cold Calling
JANUARY 23, 2020
Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. And I’m not OK with that.
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The Monday Morning Breakfast For Champions Podcast – Episode 44 – Christian Maurer
The Pipeline
OCTOBER 18, 2021
Christian Maurer , a Sales Leadership Methodologist , had 2.5 After Siebel was absorbed by Oracle, the assets of the sales consulting department were sold to the TAS Group, where he continued his role as Solution Practice Director. Subscribe today , and take the Breakfast on the go! careers during his professional life.
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AI for Sales: How Artificial Intelligence Is Revolutionizing Sales Processes
Nutshell
MAY 11, 2023
You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales.
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“Why I’m So Interested In Selling,” Pete Tapley
Partners in Excellence
MARCH 4, 2024
I first met Pete when he was running North American Sales at a small technology/professional services company. He went on to senior positions at Cognizant, CSC/DXC Technologies, Telus International. From an early age he explained to me that sales was the only field with unlimited income. Here’s Pete’s story.
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The Race for AI-Driven Sales Success Starts Now
Sales and Marketing Management
OCTOBER 10, 2018
Virtually all automakers are exploring self-driving car technology. But for business, AI is having an early transformative effect on sales and marketing by helping people make better decisions and serve customers more effectively. Why AI Is Poised to Transform Sales. Retailers are seriously considering plans for delivery drones.
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Sales Talk for CEOs: From Reluctant Entrepreneur to Successful CEO with Justin Rende (Ep106)
Alice Heiman
FEBRUARY 6, 2024
Having referenceable customers can help you grow your sales. Learn how Justin messengered his way into startups all over New York City and how that grew his sales before hiring a team of sellers. Growing your business by doing an exceptional job is something that Alice’s guest Justin Rende knows well.
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Bridging Leadership and Technology (video)
Pipeliner
FEBRUARY 19, 2024
As the host of the Expert Insight Interview from Sales POP Online Sales Magazine and Pipeline CRM. A retired Navy captain with an illustrious 28-year career and the entrepreneurial spirit behind Six Gear Consulting. A Leader’s Journey from the Navy to Consulting Dr. Simmons’s journey is nothing short of inspiring.
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How Hiring a Solutions Consultant Can Revolutionize Your Sales Process
Crunchbase
MAY 17, 2023
In a world where growing at all costs is no longer accepted, pressure on sales teams to make the most of every interaction is at an all-time high. While companies scramble to restructure and reevaluate their go-to-market motions, one role continues to unlock a better sales experience for buyers and sellers alike: solutions consulting.
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111 
Sales Talk for CEOs: From Sustainability Advocate to Tech Entrepreneur: Malin Schmidt’s Journey to the Top (Ep110)
Alice Heiman
MARCH 6, 2024
In an enlightening episode of the Sales Talk for CEOs Podcast, Alice Heiman engages with Malin Schmidt, not just as the CEO of Kodiak Hub, a pioneer in supplier relationship management software, but as a visionary leader whose journey epitomizes the fusion of sustainability and technology in business.
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Why sales enablement is now essential to the enterprise
Highspot
FEBRUARY 11, 2024
Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. We must deeply understand our prospects’ challenges and give them a holistic, consultative process to consider a Highspot investment.
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How To Save Time Running Your Business
Smooth Sale
APRIL 5, 2024
Save Time Running Your Business Photo by ThisIsEngineering Use Technology We are lucky enough to live in a modern world with technology for almost everything we might need. You’ll need to consider what you do in your business and what takes up much of your time so you can determine the right piece of technology to help you.
Next-Gen Sales Execs Demand Automation
Zoominfo
SEPTEMBER 24, 2021
The last time sales teams were offered real change in their tech offerings was back in the early 2000s, when cloud-based customer relationship management (CRM) systems came into vogue. That technology permanently shifted the way sales teams operated. Types of Sales Automation Tools The reach of this technology is widespread.
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Sales Tech and Innovation Hub Sales Execution Success in Regulated Markets
Vendor Neutral
NOVEMBER 1, 2023
Sales Tech and Innovation Hub Sales Execution Success in Regulated Markets REGISTER NOW Let’s Talk Sales Execution, Buyer Relevant Content, the Risk and Reward “Forrester Research has found that 89% of B2B buyers say receiving relevant content at each buying stage is important or very important.”
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13 Consulting Experts Share Their Top Tech Tools & Lessons Learned
Nimble - Sales
AUGUST 30, 2023
Navigating the constantly evolving landscape of the consulting industry presents its challenges, often requiring professionals to stay attuned to the latest insights and strategies.
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Sales Talk for CEOs: The Power of Employee Experience: Insights from Tiffani Bova (S5Ep9)
Alice Heiman
NOVEMBER 14, 2023
18:19] Process alignment and technology integration improve employee experience. [21:02] 18:19] Process alignment and technology integration improve employee experience. [21:02] 08:07] CEOs acknowledging the lack of ownership of employee experience. [12:27] 12:27] The disconnect between customer-centricity and employee experience. [15:23]
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Do You Want to Reduce Business Risk In 2024?
Smooth Sale
MARCH 5, 2024
Legal consultation may be beneficial, too. Sales Tips: Do You Want to Reduce Business Risk In 2024? Consult with an attorney as new technologies impact your endeavors. Take classes to remain up to date on the latest technologies and trends. Today’s insights are provided to help you achieve the Smooth Sale!
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Sales Industry: Missing Processes and Wrong Technology
Pipeliner
JUNE 4, 2023
This article concludes our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Let’s take up the final mega-threat to the sales industry—missing processes and wrong technology.
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Prevent Lead Leakage in Your Sales Funnel (video)
Pipeliner
DECEMBER 9, 2023
Plugging the Leaks: Expert Strategies to Prevent Lead Leakage in Sales Funnels In today’s competitive business landscape, lead leakage poses a significant threat to sales success. This issue arises when potential customers slip through the cracks of the sales funnel, hindering revenue growth and overall business performance.
Building a Sales Tech Stack? Start with Good Data
Zoominfo
JULY 12, 2021
When it’s time to build a technology stack, sales teams are faced with hundreds of solutions that offer lofty promises of automation, efficiency, and higher revenue. What is the Sales Tech Stack? Many parts of the sales tech stack have applications beyond just reaching prospects and closing deals. Take sales reps.
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10 Biggest Secrets Behind Successful Selling for IT Services
SalesFuel
MARCH 7, 2024
Your professional approach to these disciplines can help grow your IT consulting service. Strive to be the credible partner that focuses on value rather than technology. Imagine helping your client expand into new markets, onboard additional users and integrate new technologies.
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Sales Talk for CEOs: Is Your Product Obviously Awesome? with Expert April Dunford (S5Ep13)
Alice Heiman
DECEMBER 12, 2023
April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. April points out the importance of involving sales teams in positioning discussions, as they have direct insights into customer perceptions and competitors. I led teams at seven successful B2B technology startups.
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How to Begin and Run A Business From Home
Smooth Sale
MARCH 14, 2024
Due to changes in work dynamics, technological improvements, and a growing need for flexibility, many people are considering starting their businesses without the limitations of a traditional office setting. Describe your sales and marketing plans, including how to draw in and keep clients in a saturated market. Become Unstoppable!
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