Smart Selling Tools

26 SalesTech Leaders

Smart Selling Tools

Video Reviews

Video 77

The 5 Must-Attend Sessions at #B2BMX Feb 19-21

Smart Selling Tools

This will be my second year of attendance at the B2BMX event , organized by DemandGen Report. The event is a not to be missed if you’re in Marketing, but it’s increasingly become a must-attend event for those responsible for Sales Enablement as well. The reason is not shocking.

AI: The Answer to the Ongoing Sales Content Dilemma

Smart Selling Tools

Do your sales people have what it takes to be successful in educating, engaging with, and selling to your customers?

Why Every Sales Leader Needs to Adopt a Continuous Planning Approach

Smart Selling Tools

Happy New Year! The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

Creating Emotional Connections With Customers Through Video

Smart Selling Tools

Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. We see this with the advent of of social selling as well as the proliferation of digital content.

Video 71

The Top Sales Tools of the Year – The Final Cut

Smart Selling Tools

Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Closing Deals.

Tools 73

Just Out! Our Top 20 Sales Tech Vendors to Follow at Dreamforce #DF17

Smart Selling Tools

Dreamforce 2017 is just around the corner. Nov.6-9 in gorgeous San Francisco. I’ve got my ticket [the event SOLD OUT weeks ago] and soon will be packing my bags with flat-heeled shoes and comfy clothes.

Enable Your Sellers to Enable Your Buyers @petermollins

Smart Selling Tools

Your prospects want to succeed as much as you do. And they want to boost their companies — and hopefully their own careers — in the process. So, if your offer will help them succeed, why wouldn’t they call you back immediately and sign now? If something’s good for you, surely you should want it!

Buyer 72

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Sales Tech Simplified with @Katie_E_Bullard: How to Eliminate the Problem of Data Decay

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Katie Bullard , Chief Growth Officer of DiscoverOrg. Nancy: Why does the industry need your solution?

Data 71

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

Smart Selling Tools

The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow.

How Finding the Common Revenue Thread Simplifies Executive Decision Making

Smart Selling Tools

Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with? What was our ROI on that new tech investment?

When Paper-based Sign-offs Become Turn-offs

Smart Selling Tools

There is often little margin for error when working and closing a deal. Unfortunately, it’s at the finish line where many sales opportunities stumble and fall, preventing the successful close of the deal.

How High-Performing Sales Organizations Differ From Others

Smart Selling Tools

What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? That’s what Velocify , along with Steve Martin , author of the “Heavy Hitter” series of books on enterprise selling, set out to discover.

Survey 141

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Guess What Dad… I’m Going Into Sales!

Smart Selling Tools

I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context. When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern.

3 Rules of Thumb for Selling to Buyers from Hell

Smart Selling Tools

Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes.

Buyer 145

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Mark Magnacca , Co-Founder & President of Allego. Nancy: Why does the industry need your solution?

Who Would You Draft in Your Fantasy Sales League?

Smart Selling Tools

With this week’s announcement of a professional league for Esports , it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it. We love to watch others optimize a process to achieve a goal, whether physical or mental.

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.

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.”

Sales Tech Simplified: How to Deliver Accurate Forecasts and Improve Pipeline Management @AvisoInc

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Michael Lock , CEO of Aviso. Nancy: Why does the industry need your solution?

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. Nancy: Why does the industry need your solution?

Real Time Customer Intelligence – The Key to Getting Heard. by @CliveArmitage

Smart Selling Tools

For Account Based Sellers (ABS) and Account Based Marketers (ABM) the amount of irrelevant, vacuous content being created by businesses presents a huge opportunity to get noticed.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Predictive Sales Analytics: The New Normal?

Smart Selling Tools

Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms.

Smart Selling Visions: Up-Close with Top Revenue Leader Henry Schuck

Smart Selling Tools

We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning and their vision, for the industry.

The Most Important Question You Can Ask Yourself Today

Smart Selling Tools

Everyone wants to be happy, to be appreciated, to be healthy, to have a purpose, to be joyful, to love and to be loved. In short, we want all the “good things” What do businesspeople want out of life in their Sales role? Of course, we also want all that is good.

How to Turn CRM into a Strategic Advantage

Smart Selling Tools

CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research.

CRM 116

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1]

Study 150

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.

26 SalesTech Leaders Answer the Most Important Question: “WHY”

Smart Selling Tools

Sales tech decision makers suffer from information overload and have to wade through a lot of marketing hype. It doesn’t take long for decision fatigue to kick in. That’s why we publish helpful and free resources—to reduce those frustrations and cut through all the noise.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.

Sales Training Playbook by Lessonl

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

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” I have to give him some credit – he got my attention and raised a very important question.

Smart Selling Visions: Up-Close with Top Revenue Leader Anil Jwalanna of Witty Parrot

Smart Selling Tools

We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning and their vision, for the industry.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Mark O’Connell of @SAVO_Group

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.

Groups 132

How Inbound Fits Into A Successful ABM Strategy

Smart Selling Tools

In the B2B marketing arena, Account Based Marketing (ABM) is on fire these days, and it isn’t showing signs of cooling off anytime soon.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.