Smart Selling Tools

The Pros and Cons of Following Sales Playbooks

Smart Selling Tools

The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off.

Sports 107

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage

Smart Selling Tools

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview George Brontén , Founder & CEO of Membrain.

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation

Smart Selling Tools

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Vlad Voskresensky, CEO & Co-Founder, Invisible.io.

Data 65

SalesTech Video Review: @ZoomInfo

Smart Selling Tools

SalesTech Video Review: ZoomInfo. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs.

Video 105

Successful Social Selling Best Practices Guide

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.

SalesTech Video Review: Cirrus Insight

Smart Selling Tools

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.

Video 109

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching

Smart Selling Tools

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight.

SAP 65

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies

Smart Selling Tools

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies.

SAP 65

20 Must-Follow on Twitter at Dreamforce 2019

Smart Selling Tools

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 to Do Both High-Volume and High-Value Selling

Smart Selling Tools

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”.

Sales Training Playbook by Lessonl

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

SalesTech Video Review: ringDNA

Smart Selling Tools

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.

Video 108

How You Prospect Matters: Prospect Engagement Playbook Launch Webinar

Smart Selling Tools

How You Prospect Matters: Prospect Engagement Playbook Launch Webinar. REGISTER NOW. WHEN: FRIDAY, 9/27 AT 7AM PT.

3 Ways Small Cap CMOs Can Improve Revenue Performance

Smart Selling Tools

3 Ways Small Cap CMOs Can Improve Revenue Performance. One of the great things about working for a relatively small company is that it trains you to be very pragmatic.

Brainshark Named Best Training Solution in 2019 Golden Bridge Awards

Smart Selling Tools

Brainshark Named Best Training Solution in 2019 Golden Bridge Awards. Brainshark , Inc., delivering SaaS-based sales enablement and readiness solutions , today announced it is a winner in the 2019 Golden Bridge Awards®.

SAP 100

Fulfilling Today's (Changing) eLearning Needs

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.

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy

Smart Selling Tools

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.

Data 118

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams

Smart Selling Tools

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner.

SAP 97

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue

Smart Selling Tools

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.

Buyer 130

Invisible.io Launches New RevenueGrid.com Sales Engagement Platform

Smart Selling Tools

Invisible.io Launches RevenueGrid.com, New Sales Engagement Platform that Goes Beyond CRM, AI And Redefines What Sales Engagement Tools Should Be.

SAP 98

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.

Emerging Trends in Sales L&D

Smart Selling Tools

Emerging Trends in Sales Learning & Development. Few could blame the sales organization for reconsidering its sales training investments. After all, sales training is difficult and expensive.

SalesTech Video Review: @AllegoSoftware

Smart Selling Tools

SalesTech Video Review: Allego. Allego offers a comprehensive suite of learning, content and collaboration tools designed for access where salespeople spend their time – on their mobile device. It’s for use starting from the 1 st day of onboarding to the 10 th year as seasoned seller.

Video 65

It’s 2019, Still Segmenting and Planning in Excel?

Smart Selling Tools

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.

Overcome Common Sales Onboarding Challenges

Smart Selling Tools

Overcome Common Sales Onboarding Challenges. REGISTER NOW. WHEN: TUESDAY, 9/10 AT 11AM PT.

Churn 103

Sales Training That Gets Results – With or Without Classroom ILT

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!

Transforming Sales: What Areas Organizations Could Benefit from Taking a Transformative Approach

Smart Selling Tools

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.

Looking at Sales Enablement From Two Different Lenses

Smart Selling Tools

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.

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior

Smart Selling Tools

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.

Trends 128

SalesTech Video Review: Conversica

Smart Selling Tools

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.

Video 103

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.

Sales Acceleration: Why Video is a Powerful Sales Prospecting Tool

Smart Selling Tools

Sales Acceleration: Why Video is a Powerful Sales Prospecting Tool. REGISTER NOW. WHEN: WEDNESDAY, 10/9 AT 8AM PT. Key Takeaways from the Webinar: Using videos for prospecting: the must-have tool. The art of getting responses and engagement with videos.

Tools 91

Unlocking the Future of Sales Enablement

Smart Selling Tools

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?

Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction

Smart Selling Tools

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.

Buyer 103

How Technology Will Change the Way Salespeople Sell in 2019

Smart Selling Tools

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.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

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.

How to build a Revenue Stack with the right SalesTech: with Nancy Nardin

Smart Selling Tools

How to Build a Revenue Stack with the Right SalesTech: with Nancy Nardin. This week, David, Anand and Chitra Iyer are joined by Nancy Nardin, creator of the Nancy Nardin Salestech Landscape, to talk about all things Salestech.

How Salespeople Can Better Prioritize Using Purchase Intent Data

Smart Selling Tools

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.

Data 142

Sales Enablement: Marketing and Sales Alignment by Design

Smart Selling Tools

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.

Every Word Counts: What to Avoid When Leaving Sales Voicemails

Smart Selling Tools

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.

How to Successfully Coach Your Sales Team to Drive Efficiency

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.