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5 Ways to Uncover Hidden Revenue in Strategic Accounts
Smart Selling Tools
JULY 1, 2020
5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging.
Smart Selling Tools
Executive Interview with Nick Mason, CEO & Founder of @Turtl
Smart Selling Tools
JULY 7, 2020
Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. NICK: I’m a big believer in the power of a great experience in almost any context be it a software user interface, physical product design or pretty much anything else.
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Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask
Smart Selling Tools
JUNE 23, 2020
Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancellations have put quotas at risk. Even with some states reopening, in-person meetings are rare.
SalesTech Video Review: Sharetivity
Smart Selling Tools
JUNE 28, 2020
SalesTech Video Review: Sharetivity. Sharetivity is an intelligent prospecting solution that lets you personalize your outreach at scale.
The Best Sales Forecasting Models for Weathering Your Goals
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
Executive Interview with @ECalnan, CRO & Co-Founder of Seismic
Smart Selling Tools
JUNE 25, 2020
Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS.
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Executive Interview with William Tyree of @ringDNA
Smart Selling Tools
JUNE 16, 2020
Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. WILLIAM: Selling has always been a part of the buying experience. Great sellers act as a trusted consultant to help diagnose problems, solve pains and guide purchasers to the product or solution that best fits their needs.
Top Sales Tools of 2020
Smart Selling Tools
MAY 20, 2020
The Top Sales Tools of 2020. Now is a great time to invest in technology for sales. I’m not talking about CRM – presumably, you have that already. I’m talking about one of the 600 SalesTech solutions that aren’t CRM.
SalesTech Video Review: Seismic
Smart Selling Tools
MAY 31, 2020
SalesTech Video Review: Seismic. Seismic is a Sales Enablement Platform that helps sellers be more productive and effective. It makes it possible for marketers to store, organize, update and distribute content so sellers can find the right content easily.
SalesTech Video Review: @ClearSlide
Smart Selling Tools
APRIL 12, 2020
SalesTech Video Review: ClearSlide. Clearslide is a Sales Enablement solution with Sales Engagement built in. Store, organize and manage all your sales content in one place. With built-in AI search capabilities, Reps can quickly find the perfect content.
Why Smoking Costs Employers More Than They Realize
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Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.
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SalesTech Video Review: ReferenceEdge
Smart Selling Tools
APRIL 22, 2020
SalesTech Video Review: ReferenceEdge. ReferenceEdge is a complete customer reference management platform that is 100% Salesforce Native. It’s an automated solution that centralizes customer reference accounts and content and makes both easy to find, approve, and update.
Executive Interview with John Moore of @Bigtincan
Smart Selling Tools
MAY 12, 2020
Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. JOHN: Selling is a critical activity in the B2B buying experience.
Executive Interview with John Steinert, CMO, of @TechTarget
Smart Selling Tools
APRIL 29, 2020
Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. JOHN: Even if we’re super enabled – we’ve done everything conceivable to assist our buyers with the decision support resources, tools, case studies, etc.
Putting the H Back into C-R-M
Smart Selling Tools
JANUARY 14, 2020
Co-authored by Thomas Kattnigg and Nancy Nardin. Putting the H Back into C-R-M: 5 Human Factors to Consider When Buying a CRM. As you read this headline you’re probably scratching your head. Obviously, there has never been the letter H in CRM, so what’s the meaning of this?
Lead Generation Checklist to Get Better Results Now
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You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.
Time for Sales & Event Teams to be Equal Partners
Smart Selling Tools
MAY 5, 2020
Time for Sales and Event Teams to be Equal Partners. We all know we’re now in a ‘Pre-New Normal Phase’ of doing business and, like in our own personal lives where we’ve naturally worked together to support our communities, we now need to apply this approach to business as well.
SalesTech Video Review: StitchView
Smart Selling Tools
MARCH 29, 2020
SalesTech Video Review: StitchView. With StitchView, you create specific views that automatically open relevant records from any app – giving reps all the information they need in one view. No more switching windows and having to navigate to the right records in different apps.
20 Must-Follow on Twitter at Dreamforce 2019
Smart Selling Tools
NOVEMBER 13, 2019
Dreamforce is a giant event taking place in San Francisco (and by giant, I mean it’s the world’s largest technology conference with 170,000 people expected; takes over the entire city, and spans the course of 4 days).
How Engaged Accounts Can be Known and Then Treated More Effectively
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.
Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap
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“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.
6 Ways Sales Enablement Leaders can Gain Sales Management Support @ACollaborator
Smart Selling Tools
JANUARY 28, 2020
6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization.
Enablement’s Responsibilities: Own, Define, Communicate!
Smart Selling Tools
APRIL 8, 2020
Enablement’s Responsibilities: Own, Define, Communicate! Recent studies have shown that (Sales) Enablement is on the rise with over 60 percent of organizations having (Sales) Enablement established in their organizations.
Seismic Spring 2020 Release Enhances Sales & Marketing Teams’ Ability to Work Remotely
Smart Selling Tools
MAY 28, 2020
Seismic Spring 2020 Release Enhances Sales & Marketing Teams’ Ability to Work Remotely. San Diego, CA (May 28, 2020): Seismic, the industry-leading and award-winning sales enablement platform provider, today announced enhancements to its Seismic Storytelling Platform.
The Scalable Sales Manager: the Key to Unlocking Your Sales Teams’ True Potential
Smart Selling Tools
FEBRUARY 10, 2020
The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. by Howard Brown, CEO of ringDNA. The role of Sales Manager has always been one of the hardest jobs in sales.
B2B Pocket Playbook: End-to-End Guide to Sales Enablement
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
SalesTech Video Review: @Chorus_AI
Smart Selling Tools
JUNE 14, 2020
SalesTech Video Review: Chorus.AI. Chorus is a Conversation Intelligence platform that captures and analyzes sales conversations. You should think of it as a tool to help you build a roster of “A” players no matter their role.
Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior
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.
What Your CMO Doesn’t Know About Customer Advocate Programs
Smart Selling Tools
FEBRUARY 25, 2020
What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year.
SalesTech Video Review: @Brainshark
Smart Selling Tools
FEBRUARY 23, 2020
SalesTech Video Review: Brainshark. Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve.
Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection
Advertiser: ZoomInfo
This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.
Seeing Through the Hype: Making Sense of Sales Enablement Technology
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.
How Salespeople Can Better Prioritize Using Purchase Intent Data
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.
How Technology Will Change the Way Salespeople Sell in 2019
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.
How to Do Both High-Volume and High-Value Selling
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”.
Marketing-Led Post-COVID-19 Growth Strategies
Advertiser: ZoomInfo
Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.
Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles
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.
The Top Marketing Tools Guide of 2018
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.
SalesTech Video Review: Cirrus Insight
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.
Top Sales Tools of the Year Awards
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.
How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales
Advertiser: ZoomInfo
Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”
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