INDUSTRY INSIGHTS YOUR PEERS ARE READING
As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less. MORE
SEPTEMBER 13, 2018
The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. Indeed, when making business-to-business purchases for work, buyers are increasingly frustrated by the level of service they encounter. MORE
game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a a potential game changer that could revitalize the entire US aerospace industry”. MORE
It’s been enjoyable reading all the posts on what people are most thankful for. What am I thankful for most of all? I’m thankful that I’ve been lucky. Now, I’m not discounting hard work and perseverance. 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While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing.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
The Sales Signals We’re Ignoring Could Be Worth Millions. We’ve all heard the line, “If a tree falls in a forest and no one is around to hear it, does it make a sound?” MORE
On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland. 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. 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 Patrick Welch , President and CMO of Bigtincan. 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 Jared Aho , Sr. Director of Product & Corporate Marketing for Zilliant. MORE
The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. 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
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 Brendan Cournoyer, VP of Marketing for Brainshark. Connect with him on Twitter or LinkedIn. MORE
“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing. 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 David Bloom , Founder & CEO of LevelJump. MORE
eSigning Contracts with AdobeSign to Shorten Sales Cycles. Using AdobeSign allows companies to minimize risk and it simplifies the closing process both of which lead to increased sales and better customer experience. Visit AdobeSign. Video Reviews AdobeSign esigning 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 Vlad Voskresensky , CEO and Co-Founder of SmartCloud Connect by Invisible Solutions. MORE
For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic. Traditional demand generation methods just aren’t cutting it anymore. 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 Raguin , CMO of Seismic. MORE
Customer-Specific Prices: The Silent Source of Margin Leakage. 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 Larry Warnock , CEO and President of Olono. MORE
Seven years. A thousand employees. Hundreds of consultants. 500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S. MORE
As a sales leader, onboarding new hires quickly should be a top priority. When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales. MORE
Unless you live under a rock, you know that Salesforce’s annual event, Dreamforce, is just around the corner. If you’re going, I hope to see you there. I’ll be at the Sales Enablement Soiree at the Four Season’s hotel on Thursday the 27th all day. Come by and say “hi.” 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 Clive Armitage , CEO of Agent3. 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 Jake Braly , VP of Marketing of Highspot. MORE
Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? 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 Mark Kopcha , Founder & CEO of Revegy. 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
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 Jon Kondo , Co-Founder & CEO of OpsPanda. MORE
Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. MORE
What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking. MORE
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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
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
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.
Smart Selling Tools
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage.
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A blueprint for turning average performers into top reps.
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 1, 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.
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Smart Selling Tools
OCTOBER 23, 2018
Seven years. A thousand employees. Hundreds of consultants. 500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S.
Smart Selling Tools
OCTOBER 17, 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 Mark Kopcha , Founder & CEO of Revegy.
Smart Selling Tools
OCTOBER 9, 2018
On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland.
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.
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Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Smart Selling Tools
SEPTEMBER 20, 2018
“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing.
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Smart Selling Tools
OCTOBER 4, 2018
What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking.
Smart Selling Tools
DECEMBER 11, 2018
Title title title text. Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.
Smart Selling Tools
NOVEMBER 6, 2018
game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a a potential game changer that could revitalize the entire US aerospace industry”.
Smart Selling Tools
NOVEMBER 15, 2018
Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs?
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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
OCTOBER 25, 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 Jake Braly , VP of Marketing of Highspot.
Smart Selling Tools
SEPTEMBER 18, 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 Patrick Welch , President and CMO of Bigtincan.
Smart Selling Tools
NOVEMBER 20, 2018
It’s been enjoyable reading all the posts on what people are most thankful for. What am I thankful for most of all? I’m thankful that I’ve been lucky. Now, I’m not discounting hard work and perseverance.
Smart Selling Tools
JUNE 21, 2018
As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less.
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.
Smart Selling Tools
SEPTEMBER 13, 2018
The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. Indeed, when making business-to-business purchases for work, buyers are increasingly frustrated by the level of service they encounter.
Smart Selling Tools
JULY 10, 2018
For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic. Traditional demand generation methods just aren’t cutting it anymore.
Smart Selling Tools
JUNE 19, 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 Larry Warnock , CEO and President of Olono.
Smart Selling Tools
SEPTEMBER 11, 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 David Bloom , Founder & CEO of LevelJump.
Speaker: Jeff Davis, Founder, jd2 Consulting Group
Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.
Smart Selling Tools
OCTOBER 2, 2018
Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings.
Smart Selling Tools
MAY 17, 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 Raguin , CMO of Seismic.
Smart Selling Tools
JUNE 12, 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 Brendan Cournoyer, VP of Marketing for Brainshark. Connect with him on Twitter or LinkedIn.
Smart Selling Tools
SEPTEMBER 26, 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 Vlad Voskresensky , CEO and Co-Founder of SmartCloud Connect by Invisible Solutions.
Speaker: John Barrows, CEO, JBarrows Sales Training
As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!
Smart Selling Tools
APRIL 19, 2018
As a sales leader, onboarding new hires quickly should be a top priority. When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales.
Smart Selling Tools
APRIL 11, 2018
The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling.
Smart Selling Tools
DECEMBER 9, 2018
eSigning Contracts with AdobeSign to Shorten Sales Cycles. Using AdobeSign allows companies to minimize risk and it simplifies the closing process both of which lead to increased sales and better customer experience. Visit AdobeSign. Video Reviews AdobeSign esigning
Smart Selling Tools
MAY 10, 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 Jon Kondo , Co-Founder & CEO of OpsPanda.
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Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
Smart Selling Tools
SEPTEMBER 12, 2018
Unless you live under a rock, you know that Salesforce’s annual event, Dreamforce, is just around the corner. If you’re going, I hope to see you there. I’ll be at the Sales Enablement Soiree at the Four Season’s hotel on Thursday the 27th all day. Come by and say “hi.”
Smart Selling Tools
APRIL 26, 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 Clive Armitage , CEO of Agent3.
Smart Selling Tools
MAY 2, 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 Jared Aho , Sr. Director of Product & Corporate Marketing for Zilliant.
Smart Selling Tools
MARCH 13, 2018
The Sales Signals We’re Ignoring Could Be Worth Millions. We’ve all heard the line, “If a tree falls in a forest and no one is around to hear it, does it make a sound?”
Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce
Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.
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