Our Dreamforce 2018 Recap

John Barrows

Sales engagement platforms on the rise. Something very notable was the rise of sales engagement platforms like SalesLoft and Outreach. As a buyer, if you know the tools you want and are ready to buy, there’s no reason to get on a sales call or spend time waiting for invoices.

Want to Beat Your 2018 Sales Target? Start with this Strategy

Sales Benchmark Index

Article Sales Strategy 2018 planning 2018 sales plan 2018 sales strategy plan revenue generation sales strategy

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. sales recruiting sales hiring sales process sales pipeline Sales Coaching Dave Kurlan cso insights sales recruiting failure sales opportunities

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Will You Make Your Number in 2018?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy SBI for Private Equity SBI for SMB 2018 revenue goal 2018 sales plan b2b sales revenue goal revenue growth revenue number sales assessment will i make my number

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization

3 Ways to Deliver Greater Results from Your Sales Process

Sales Benchmark Index

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

5 Ways Artificial Intelligence Can Boost Productivity in Sales Ops

Sales Benchmark Index

When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. Artificial Intelligence (AI) isn’t just a buzzword in the data world.

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New Trends in Technology Enabling the Inside Sales Function

Sales Benchmark Index

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

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How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

How to Spot, Develop and Retain Top Talent

Sales Benchmark Index

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Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Have lots of decision-makers involved in sales cycle. Sales and marketing alignment.

In the Race to Win More Customers, Sales Needs Digital Transformation

specific to sales, legal, and information technology professionals. as of May 2018, the U.S. were HR, sales, customer service, finance/accounting, IT, and. greatest increases in spend are scheduled for 2018, speaking. PRODUCTION ARE USING SALES. Sales automation is.

Three Reasons Companies Struggle to Execute Value-Based Pricing Strategies

Sales Benchmark Index

Most companies acknowledge the merits of value-based pricing as an ideal. Why then, do so many companies struggle to execute it in practice? There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Back in the early.

New Sales Comp Plan? HR’s 5 Must Dos

Sales Benchmark Index

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Golden Nuggets from the CSO Insights 2018 Sales Talent Study


I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that. Research

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Weekly Roundup – Dec 07, 2018


We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Formulating a compensation plan for SDRs is one of the most important tasks sales VPs perform, one which will play a major role in SDR recruitment and retention.

2018 SalesTech Landscape

Smart Selling Tools

Fast forward to today and that number has increased by 25% to over 500 discreet sales solutions, crazy right? Download a PDF version of the 2018 SalesTech Landscape. The segment titles in red follow our sales hierarchy model which ranks the over-all abilities required for sales success.

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team

How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?

Sales Benchmark Index

It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.

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Weekly Roundup – Nov 30, 2018


Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. ” These Are the Skills You Need to Make it in sales (Celine Maher of New Relic). “Sales is all about relationship building.

Your CRM Isn’t Cutting It; How to Prepare for the New Wave of Analytics.

Sales Benchmark Index

Are you going to hit your 2018 number? Only a handful of Sales Ops leaders can. It’s Crunch Time – the Beginning of Q4. What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019?

One Millimeter Mindset™ Thanksgiving 2018 Reflections

Babette Ten Haken

Starting in 2012, I realized that while my Sales Aerobics for Engineers® Blog continues to win awards, the blog focuses on far more than topics which are exclusively sales-related. And as anyone who works with me knows, I am not a sales trainer.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results.

Do NOT Release Funds for Your New Product Until You Know This

Sales Benchmark Index

Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Has your company got a new product in development?

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A Product Platform Empowers Your Organization and Unlocks Customer Value

Sales Benchmark Index

A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience.

Stop Blaming Process and Look Closely at Product Talent

Sales Benchmark Index

How can we finish 2018 stronger? It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure.

Why Focus is the Key to Connecting with Prospects in 2018

John Barrows

Before technology, it used to be door-to-door sales, then the phone, then e-mail, then LinkedIn, but now with social media and all the different options, there isn’t one best way to connect anymore. The post Why Focus is the Key to Connecting with Prospects in 2018 appeared first on JBarrows.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do? Why traditional sales leadership training fails.

One Millimeter Mindset™ 2018 Workforce Collaboration Blog Review

Babette Ten Haken

As you read these top 5 Workforce Collaboration blog posts from 2018, ask yourself this one question. The post One Millimeter Mindset™ 2018 Workforce Collaboration Blog Review appeared first on Babette Ten Haken.

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Weekly Recap, December 9, 2018

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs. sales tips

Weekly Roundup – Nov 16, 2018


Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. How to Navigate a Career Change in Enterprise Sales. It’s a great time to be in sales. Training is a critical part of sales management.”

Sales Leadership Newsletter: Top Revenue Growth Articles of February 2018

Sales Benchmark Index

Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. Article Sales Strategy SBI for SMB growth revenue revenue growth sales leader sales transformation top articles5 Steps to Exceed Your Annual Revenue Number You are deep into the first quarter. You crushed last year’s number. Your CEO and board.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

The pace of change in most sales organizations means sellers must constantly update and refine their skills to survive. World-class sales managers have long used creative means to solve for time and distance. June 6, 2018 11 AM PST, 2 PM EST, 7 PM GMT

The Top Marketing Tools Guide of 2018

Smart Selling Tools

We wanted to find a good mix of solutions that are at the intersection of marketing and sales. And Flipdeck which uses a cards-and-decks approach to make your best content easily shareable by your Sales Reps from their phone.

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Weekly Roundup – Nov 23, 2018


Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. To attract people who will become sales superstars, you need the job description to fit. ” State Of AI In The Enterprise, 2018 (Forbes).

Predictions for 2018 - The Sales Triad Will Provide Record Sales Growth

Understanding the Sales Force

As a result of these positive developments, what should you expect to happen from a sales perspective in 2018? Dave Kurlan Consultative Selling sales process selling value

How To Ensure Your Annual Corporate Planning Event Is Time Well Spent

Sales Benchmark Index

Leaves are changing and executives are huddling in the boardroom. The annual corporate planning process has begun. For some it’s a time to plan scaling and growth activities. For others, it’s a desperate cry for “better” and “faster” with no.

The Modern Essentials for Sales Onboarding Effectiveness

Speaker: Mike Kunkle, Founder & Sales Transformation Architect, Transforming Sales Results LLC

Traditional sales onboarding methods have not produced a strong return on investment or moved the needle on the sales metrics that matter. July 31, 2018 11 AM PST, 2 PM EST, 7 PM GMT

Top 3 Revenue Growth Trends Impacting the Financial Services Industry

Sales Benchmark Index

Our guests on SBI TV are Clayton Collins, the CEO, and Jacob Gaffney, the Editor in Chief, of HousingWire. As the authority voice for mortgage and banking news to the finance industry, HousingWire is here today to share the top.

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Nicolas de Kouchkovsky Releases 2018 Sales Technology Landscape

Score More Sales

Do you ever feel confused over sales technology tools? B2B sales technology sales enablement

Trends at Dreamforce 2018


We have gathered three of the biggest trends from #DF18 and here’s what they mean for you: Not as Sales Minded. Many organizations using Salesforce® are not just sales teams. In fact, many aren’t sales teams at all! In the world of technology, changes are being made almost daily.

Artesian Connections 2018 – the key takeaways

Artesian Solutions

This statement from Richard Mullender in the closing section of his Keynote, discussing the secrets of communication and how to really listen to customers, perfectly sums up the success of Connections 2018. There was certainly a lot to learn at Connections 2018.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.