INDUSTRY INSIGHTS YOUR PEERS ARE READING
SalesTech Video Review: SmartCloud Connect by Invisible.io. SmartCloud Connect integrates CRMs with email and calendars so salespeople can be their most productive and you can have all the data you need to understand pipeline and activity status. MORE
It’s 2019, Still Segmenting and Planning in Excel? I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. What worked at one stage may not work at the next. MORE
DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. MORE
SalesTech Video Review: ringDNA. ringDNA is a complete sales engagement platform with lead engagement, sales coaching, conversation intelligence, and SDR and AE performance improvement into one smooth-running machine. MORE
5 Ways to Make Good Sales Enablement Better. WHEN: TUESDAY, 8/27 AT 10AM PT. The Value Gap, the difference between what buyers expect and what sellers deliver, is the biggest threat to modern sales organizations. MORE
What Areas Organizations Could Benefit from Taking a Transformative Approach. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Brendan Cournoyer , Vice President of Marketing at Brainshark. MORE
While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing. Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine. MORE
Unlocking the Future of Sales Enablement. REGISTER NOW. WHEN: TUESDAY, 8/27 AT 9AM PT. The sales enablement market is rapidly evolving. With the wide range of application and strategy options available to organizations, how do you cut through the noise? MORE
3 Big Problems Sales Leaders Solve with Film Review. The numbers are telling. Teams who coach with film review are 30.2% more likely to hit quota. After analyzing the behaviors of 100 sales managers, we found that top managers spent 30% more time on film review. MORE
Overcome Common Sales Onboarding Challenges. REGISTER NOW. WHEN: TUESDAY, 9/10 AT 11AM PT. MORE
Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior. If you asked 10 different business leaders to describe how digital transformation applies to their business, you would probably get 10 different responses. MORE
Every Word Counts: What to Avoid When Leaving Sales Voicemails. The average sales reps spends 15 percent of their total selling time every month leaving voicemails. Furthermore, only 13 percent of sales calls are picked up, which means that the majority of phone calls go to voicemail. MORE
Invisible.io Launches RevenueGrid.com, New Sales Engagement Platform that Goes Beyond CRM, AI And Redefines What Sales Engagement Tools Should Be. MORE
Transforming Sales: Buyers are Telling us What They Expect and That Will Continue. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Melody Astley , VP of Sales for Finlistics Solutions. MORE
Last week I was in my favorite city – Boston – for the ever popular MarTech East event. If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. Solving Human Problems: A Case for MarTech – Design Thinking. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget. MORE
If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Lauren Mead , CMO of Timetrade. MORE
How to Do Both High-Volume and High-Value Selling. Outbound sales organizations continuously struggle to achieve the balance between high- volume calling and high- value calling. In this podcast I talk with John Steinert of TechTarget about: How to go from “Who should buy” to “Who probably will buy”. MORE
Customer-Specific Prices: The Silent Source of Margin Leakage. MORE
Our last blog post of the year is a gift to all of you who are looking for sales tools for 2019. It’s our annual Top Sales Tools of the Year Guide – Final Cut, nicely packaged into a shiny guide for you to unwrap. MORE
SalesTech Video Review: Conversica. Conversica is a virtual sales assistant that pursues every-single-lead to identify which are conversation-ready. It eliminates the hard work of contacting, engaging, nurturing and qualifying every lead to find the good ones. MORE
Looking at Sales Enablement From Two Different Lenses. Defining the role Sales Enablement plays in your organization is a multi-faceted exercise. First, there’s a small matter of defining what Sales Enablement even means. MORE
What is Sales Enablement? A Guide to Acquiring More Buyers and Keeping Your Best Customers. Sales enablement isn’t the latest tech cure for inefficient sales operations and marketing management. And even though its guiding principle is a laser-sharp. MORE
SalesTech Video Review: Modus. Modus is optimized for large, dispersed field organizations like manufacturer and dealer/distributer networks. MORE
Transforming Sales: How Engaged Accounts Can be Known and Then Treated More Effectively. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview John Steinert , Chief Marketing Officer of TechTarget. MORE
Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo. MORE
I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs. MORE
Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy. The world is moving to a peer-to-peer selling environment that also now includes the sharing of experiences. MORE
The3 C’s Needed to Achieve Your Sales Training Goals. Salespeople love to talk. We like sharing our wins and cursing our losses, but we also enjoy discussing big-picture issues, like the challenges we face, where the sales industry is as a whole, and where it’s going. MORE
Sales Enablement: Marketing and Sales Alignment by Design. Marketing and sales both work to drive demand and grow revenues. The problem is that they each focus on different areas of the buying process. MORE
Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Ed Calnan, President and Co-Founder of Seismic. MORE
Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins. Today’s episode is with Brian Hirt, Director of Product Management for Zilliant. Salespeople have a lot of information and data thrown their way and CRM doesn’t make it any easier to digest or to act on. MORE
SalesTech Video Review: Cirrus Insight. Cirrus Insight puts Salesforce inside your email, removing the hurdles to Salesforce adoption – namely that it’s inconvenient to use and takes too much time to log activities. MORE
Smart Selling Tools
SEPTEMBER 22, 2019
SalesTech Video Review: Cirrus Insight. Cirrus Insight puts Salesforce inside your email, removing the hurdles to Salesforce adoption – namely that it’s inconvenient to use and takes too much time to log activities.
Smart Selling Tools
SEPTEMBER 15, 2019
SalesTech Video Review: ringDNA. ringDNA is a complete sales engagement platform with lead engagement, sales coaching, conversation intelligence, and SDR and AE performance improvement into one smooth-running machine.
Smart Selling Tools
AUGUST 20, 2019
How to Do Both High-Volume and High-Value Selling. Outbound sales organizations continuously struggle to achieve the balance between high- volume calling and high- value calling. In this podcast I talk with John Steinert of TechTarget about: How to go from “Who should buy” to “Who probably will buy”.
Smart Selling Tools
JUNE 5, 2019
Transforming Sales: How Engaged Accounts Can be Known and Then Treated More Effectively. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview John Steinert , Chief Marketing Officer of TechTarget.
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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
Smart Selling Tools
AUGUST 27, 2019
It’s 2019, Still Segmenting and Planning in Excel? I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. What worked at one stage may not work at the next.
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Smart Selling Tools
AUGUST 29, 2019
Overcome Common Sales Onboarding Challenges. REGISTER NOW. WHEN: TUESDAY, 9/10 AT 11AM PT.
Smart Selling Tools
JULY 23, 2019
Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo.
Smart Selling Tools
SEPTEMBER 17, 2019
Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy. The world is moving to a peer-to-peer selling environment that also now includes the sharing of experiences.
Smart Selling Tools
AUGUST 6, 2019
Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Ed Calnan, President and Co-Founder of Seismic.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
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Smart Selling Tools
AUGUST 18, 2019
SalesTech Video Review: Conversica. Conversica is a virtual sales assistant that pursues every-single-lead to identify which are conversation-ready. It eliminates the hard work of contacting, engaging, nurturing and qualifying every lead to find the good ones.
Smart Selling Tools
APRIL 16, 2019
Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior. If you asked 10 different business leaders to describe how digital transformation applies to their business, you would probably get 10 different responses.
Smart Selling Tools
AUGUST 12, 2019
Unlocking the Future of Sales Enablement. REGISTER NOW. WHEN: TUESDAY, 8/27 AT 9AM PT. The sales enablement market is rapidly evolving. With the wide range of application and strategy options available to organizations, how do you cut through the noise?
Smart Selling Tools
MAY 21, 2019
Transforming Sales: Buyers are Telling us What They Expect and That Will Continue. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Melody Astley , VP of Sales for Finlistics Solutions.
Speaker: Bryan Marriott, President, P1 Learning
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
Smart Selling Tools
JUNE 27, 2019
Looking at Sales Enablement From Two Different Lenses. Defining the role Sales Enablement plays in your organization is a multi-faceted exercise. First, there’s a small matter of defining what Sales Enablement even means.
Smart Selling Tools
AUGUST 13, 2019
What Areas Organizations Could Benefit from Taking a Transformative Approach. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Brendan Cournoyer , Vice President of Marketing at Brainshark.
Smart Selling Tools
AUGUST 1, 2019
Sales Enablement: Marketing and Sales Alignment by Design. Marketing and sales both work to drive demand and grow revenues. The problem is that they each focus on different areas of the buying process.
Smart Selling Tools
DECEMBER 12, 2018
I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs.
Advertiser: Interactions LLC
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.
Smart Selling Tools
DECEMBER 4, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget.
Smart Selling Tools
SEPTEMBER 10, 2019
DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success.
Smart Selling Tools
AUGUST 29, 2019
Every Word Counts: What to Avoid When Leaving Sales Voicemails. The average sales reps spends 15 percent of their total selling time every month leaving voicemails. Furthermore, only 13 percent of sales calls are picked up, which means that the majority of phone calls go to voicemail.
Smart Selling Tools
NOVEMBER 13, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Lauren Mead , CMO of Timetrade.
Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA
Most 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.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!
Smart Selling Tools
OCTOBER 30, 2018
If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group.
Smart Selling Tools
NOVEMBER 28, 2018
While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing. Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine.
Smart Selling Tools
JUNE 11, 2019
What is Sales Enablement? A Guide to Acquiring More Buyers and Keeping Your Best Customers. Sales enablement isn’t the latest tech cure for inefficient sales operations and marketing management. And even though its guiding principle is a laser-sharp.
Smart Selling Tools
AUGUST 4, 2019
SalesTech Video Review: SmartCloud Connect by Invisible.io. SmartCloud Connect integrates CRMs with email and calendars so salespeople can be their most productive and you can have all the data you need to understand pipeline and activity status.
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.
Smart Selling Tools
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage.
Smart Selling Tools
DECEMBER 20, 2018
Our last blog post of the year is a gift to all of you who are looking for sales tools for 2019. It’s our annual Top Sales Tools of the Year Guide – Final Cut, nicely packaged into a shiny guide for you to unwrap.
Smart Selling Tools
JULY 14, 2019
SalesTech Video Review: Modus. Modus is optimized for large, dispersed field organizations like manufacturer and dealer/distributer networks.
Smart Selling Tools
JUNE 5, 2019
3 Big Problems Sales Leaders Solve with Film Review. The numbers are telling. Teams who coach with film review are 30.2% more likely to hit quota. After analyzing the behaviors of 100 sales managers, we found that top managers spent 30% more time on film review.
Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego
Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.
Smart Selling Tools
JUNE 25, 2019
Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins. Today’s episode is with Brian Hirt, Director of Product Management for Zilliant. Salespeople have a lot of information and data thrown their way and CRM doesn’t make it any easier to digest or to act on.
Smart Selling Tools
JULY 9, 2019
The3 C’s Needed to Achieve Your Sales Training Goals. Salespeople love to talk. We like sharing our wins and cursing our losses, but we also enjoy discussing big-picture issues, like the challenges we face, where the sales industry is as a whole, and where it’s going.
Smart Selling Tools
OCTOBER 11, 2018
Last week I was in my favorite city – Boston – for the ever popular MarTech East event. If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. Solving Human Problems: A Case for MarTech – Design Thinking.
Smart Selling Tools
AUGUST 16, 2019
5 Ways to Make Good Sales Enablement Better. WHEN: TUESDAY, 8/27 AT 10AM PT. The Value Gap, the difference between what buyers expect and what sellers deliver, is the biggest threat to modern sales organizations.
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
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