Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Sell Integrity

MAY 12, 2020

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. In many organizations, revenue has “fallen off a cliff,” as one sales leader put it, and companies are looking at where they can make cuts and recapture lost momentum.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

Miller Heiman Group

JUNE 27, 2019

2018 saw many sales organizations feeling celebratory about results, with most hitting their revenue targets and higher quota attainment than in years past. These numbers may be the result of a stronger market—more companies expanded their sales force and added new technologies—but that doesn’t mean they improved their team’s selling skills.

Buyer 64

Buyer Report Competition Forecasting 64

Women Sales Pros

AUGUST 23, 2019

Is it possible that living in a selfie society is affecting sales results?Sales Sales success? This self-absorption can adversely affect your prospecting and sales efforts because the best salespeople are other-absorbed, not self-absorbed. Is it possible that living in a selfie society is affecting sales results?Sales

Collateral 83

Collateral Social Media Education Channels 83

Vengreso

APRIL 4, 2022

The platform has quickly become a vitally important resource for B2B sales professionals too! Yet many sellers still don’t know how to take full advantage of their LinkedIn account’s potential to book more business, grow their sales pipeline and close more deals. Can LinkedIn Support Your Sales Goals for Your Team?

LinkedIn 71

LinkedIn B2B Conversion Training 71

Gong.io

APRIL 14, 2021

If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” Shep Maher, Betterworks’ EVP of Global Sales.

Call-back 118

Call-back SAP Revenue Sales 118

Miller Heiman Group

JANUARY 31, 2019

This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Let’s explore three essential selling skills every salesperson should possess to maximize their long-term potential in large accounts: 1.

Account 83

Account Decision Maker Maximizer Buyer 83

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Use Sales Training to Differentiate in a Crowded Market. It’s a win-win.

Channels 51

Channels Sales Management Insurance Insurance 51

Emissary

SEPTEMBER 30, 2022

Although smaller in scale (40,000 in person versus 170,000 in 2019) Dreamforce was live and in-person. It turns out that we aren’t done fixing sales processes. Sales process work was all the rage 10 years ago. But sales processes usually are, driven by a need to be a forecasting framework rather than selling guidance.

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

Miller Heiman Group

NOVEMBER 1, 2019

Incorporate these four tactics, based on proven sales training techniques that use perspective to engage key buying influences. When a sales organization drives perspective into its approach to customers, win rates go up by 12%. And for those sales organizations that master delivering perspective, win rates climb to 23%.

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50

MEDDIC

MARCH 11, 2022

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. The MEDDPICC leverage is about using the MEDDPICC ® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Hyper-Connected Selling

JULY 9, 2019

These days it’s common for social media gurus and marketing experts to extol the virtues of video for sharing your brand message and engaging your audience. This is an especially important question for salespeople and other non-marketers who want to engage with their network. Native video on LinkedIn has become a hot topic.

Video 45

Video LinkedIn Networking Influencer 45

Hyper-Connected Selling

MARCH 17, 2020

How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Vengreso

JUNE 10, 2022

Whether you’re a recent graduate, a newly-established freelancer who’s trying to generate leads, a job seeker in the market for a new job or position, or a seasoned sales professional, the strength of your LinkedIn profile can have a huge impact on your ability to attract and engage with the right audience. Speak to your SOLUTIONS!

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

Sales Hacker

DECEMBER 20, 2018

The path to sales enlightenment requires continuous self-learning, but there’s a real problem. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery. Listen To Sales Podcasts, Then Go Listen To Your Prospects! . Salespeople are BUSY.

Top of Funnel 111

Top of Funnel Social Media Cold Calling Sales Qualified Lead 111

Gong.io

FEBRUARY 12, 2019

Looking for a list of the BEST sales blogs to read in 2019? If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. If you don’t see your favorite sales blog listed below, be sure to write a comment. The 18 Best Sales Blogs. FOLLOW THIS SALES BLOG.

Hiring 133

Hiring Hubspot Inbound InsideSales 133

Gong.io

FEBRUARY 9, 2019

Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. Prospecting Sales Tips & Techniques. This is an essential part of sales. It’s PACKED with useful sales tips that will help you book more meetings: 1.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Sales Hacker

JUNE 8, 2022

If you joined the Sales Hacker community in the last four years, this might be news to you: Sales Hacker was originally known mostly for its incredible in-person events. Enter: the Sales Hacker Roadshow ‘22. What Was the Sales Hacker Roadshow ‘22? We’ve been focused on other things. Keep reading.

Face-to-face 94

Face-to-face Data Groups Commission 94

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. Meet Jared, Account Executive (AE) at Gong since April 2019. Sales Development Rep, Carolyn Dorricott. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019.

Follow-up 118

Follow-up Video Account Objections 118

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. One reason is their sales teams don’t know how to ask for referrals. Why Ask for Referrals?

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. One reason is their sales teams don’t know how to ask for referrals. Why Ask for Referrals?

Referrals 228

Referrals Scale How To Lead Rank 228

LeveragePoint

APRIL 12, 2019

The internet has changed the fundamentals of B2B sales. The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. The Role of B2B Sales Teams.

Buyer 22

Buyer Case Study Marketing B2B 22

Allego

OCTOBER 22, 2020

Until recently, DJO Orthopedics’ director of bracing and supports sales training was a “one-woman show,” tasked with enabling a 300-member sales force, many of whom are hired and managed by outside distributors. But as 2019 began, it was not the best of times for the world’s seventh-largest orthopedics company.

Hiring 71

Hiring Training Face-to-face Video 71

LeveragePoint

APRIL 17, 2019

Emergency Value Selling. B2B value selling often gets started as firefighting. At a critical moment late in a sales or renewal process, the alarm goes off. They are only useful for the next fire if a sales manager is aware of them and communicates the war story among his or her peers. How Fire Departments Get Started.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

DialSource

JANUARY 16, 2020

For example, companies can now use marketing automation software to schedule and manage marketing tasks from a single hub. Through intelligent data leveraging, companies can assess what the market is yearning for. Instead, the younger generation is placing an emphasis on digital skills more suitable for the age of technology.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. San Diego, CA and New York, NY (November 5, 2019) –. Doug Winter, Seismic co-founder and CEO.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52