Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

Sales Benchmark Index

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

Here’s Why Changing Your Comp Plan Could be Your First Mistake of 2019

Sales Benchmark Index

Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.

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Outreach at Ramp 2019

InsightSquared

We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year! Ramp by InsightSquared will be held in Boston at the Revere Hotel on June 13-14, 2019.

2019 Workforce Disruption Prediction - Hiring Non-tech Roles in Tech

Score More Sales

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond.

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Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Lucidchart Returns to Ramp 2019

InsightSquared

This year, Lucidchart will also showcase an exciting new partnership at their Ramp 2019 booth with more details to be announced in May. Ramp by InsightSquared will be held in Boston on June 13th and 14th, 2019.

A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Mr. Inside Sales

Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. The post A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Countdown to Empower 2019

Guru

We have entered the final countdown to Empower 2019. Here are a few things that we’re particularly excited about: empower 2019With only a few weeks left until the conference, the schedule has been set, sponsors are locked in, and attendees are registered. Right?!

6 B2B Sales Trends for Amazing Success in 2019

Sales and Marketing Management

As you move forward into 2019, make sure your customer data is accurate and complete.

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SBI’s December 2019 CMO Newsletter

Sales Benchmark Index

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Presenting the 2019 Sharkie Award Winners!

BrainShark

The winners are in for the 2019 SHARKIE Awards! This annual Brainshark awards program honors the best sales enablement success stories and content across our customer base over the past year

SBI’s March 2019 Private Equity Newsletter

Sales Benchmark Index

Q1 Research Report for Private Equity Execution gaps threaten the 2019 strategy for your portfolio companies. The gap between strategy and execution is where value creation dies. Slow, fragmented execution is a recipe for a low exit multiple or even loss. SBI’s research has. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

3 Pricing Program Initiatives to Continue Monetization in 2019

Sales Benchmark Index

As you head into 2019, question the existing norms. To truly differentiate yourself in the market, top companies think about how they can continuously set themselves up to grow Revenues from their customer base. Ask how you can differentiate yourself.

Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

DiscoverOrg Sales

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. The post Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019 appeared first on DiscoverOrg.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

April 10th, 2019 11:00AM PST, 2:00PM EST, 7:00PM GMT eLearning cannot be a “one size fits all” proposition.

Top Performers - May-June 2019

Sales and Marketing Management

10-12, 2019. Author: Staff The Los Angeles ad agency Omelet has an employee recognition program they call 60/60, which grants employees two hours every week to work on a project they’re passionate about?—?and and it doesn’t even have to relate to a client.

SBI’s February 2019 CPO Newsletter

Sales Benchmark Index

Your Product Does Not Sell Itself — Why Clarity Between Product Management & Marketing is Critical Don’t let confusion between product management and product marketing responsibilities risk your product’s success. Devote time early on to clarify these within your team and. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

We expect major gains in the sophistication – and volume – of B2B data in 2019. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. “Big data” is very 2012.

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SBI’s February 2019 CMO Newsletter

Sales Benchmark Index

Should Your Field Marketing Team Own a Number? Of the myriad marketing roles in today’s workforce, none is more widely misunderstood than field marketing. The bad news is marketers tend to have a blind spot to how they’re perceived in the. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

June 10th, 2019 11:00 AM PST, 2:00 PM EST, 7:00 PM GMTPresentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint.

UX Isn’t Enough – Why an Integrated CX Strategy Will Help Drive Growth

Sales Benchmark Index

There are quite a few buzzwords in the customer sphere. Two of the big ones relate to experiences – user and customer. Although User Experience (UX) and Customer Experience (EX) are unique, they must work together for your organization to.

SBI’s March 2019 CMO Newsletter

Sales Benchmark Index

How Does the Marketing Leader Know If They Are Aligned to Sales? Often, companies miss their number because Marketing and Sales are not aligned. As a Marketing leader are you aligned with your sales counterparts? Are you driving towards the same. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s March 2019 Pricing Newsletter

Sales Benchmark Index

Winning Pricing Strategies for a Mature Business Have you tried multiple times to roll out price increases, only to find single-digit execution rates? Do leaders and sales reps justify the lack of adoption of pricing changes to fear their clients will. Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Making It Rain in 2019

Igniting Sales Transformation

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. Priorities important in 2015 are even more important today, in 2019.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

April 24, 2019 11:00 AM PST, 2:00 PM EST, 7:00 PM GMTMost sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.”.

The Future of Sales Enablement in the Tech Sector

Sales Benchmark Index

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

Transforming the Seller Experience Through Sales Enablement

Sales Benchmark Index

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.

What We Learned From CX Experts at Empower 2019

Guru

One of our favorite things about Empower 2019 was how our speakers were focused on customer experience. customer support empower 2019It’s certainly something we’re passionate about at Guru; after all, an amazing product means nothing if you don’t have anyone using it.

A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Sales Benchmark Index

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Parting Thoughts on OutBound 2019

Anthony Iannarino

There is a list of speakers from the 2019 OutBound on this post. We are right now nailing down details on the next OutBound Conference, and we are already making plans to make it even bigger, badder, and better than 2019 (which will not be easy).

SBI’s March 2019 CSO Newsletter

Sales Benchmark Index

Is Poor Execution Endangering Your Sales Strategy? Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise. And those whose only response is “stick to the plan” Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Outbound Conference Sneak Peek 2019

Shari Levitin

The post Outbound Conference Sneak Peek 2019 appeared first on SHARI LEVITIN. Love is in the air! On this gorgeous Saint Valentine’s Day, why not take the time to focus on how you’re using your heart to increase your sales.

What 84% of Companies Get Wrong About Annual Planning

Sales Benchmark Index

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” ” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

7 Must-Have Automated Documents for Sales Success

The 7 must-have automated.

SBI’s February 2019 CSO Newsletter

Sales Benchmark Index

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan. Your product road map provides validated ideas that deliver real value. It sets your organization up to capture more market share. But having. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s February 2019 Private Equity Newsletter

Sales Benchmark Index

Why Do PE Firms Care About Customer Experience? PE firms invest because they know that additional capital will drive EBITDA and revenue, or they would not do it. So how does customer experience play into that investment strategy? It is a. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy

Sales Benchmark Index

Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.

How Are You Updating Your Coverage Plan for 2019?

Sales Benchmark Index

Sales coverage is one of the most strategic decisions a sales leader needs to make. The goal is to design a coverage plan that serves the needs of your customers and optimizes customer acquisition costs. You also need to ensure.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.