Smart Selling Tools

5 Pain Points of Sales Reps Solved With Automation

Smart Selling Tools

While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing.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.

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.

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Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

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 Lauren Mead , CMO of Timetrade.

Why Profitability Matters When Creating, Maintaining, and Renewing Customer Prices

Smart Selling Tools

Customer-Specific Prices: The Silent Source of Margin Leakage.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

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 to Accelerate Sales by Driving Agreement in the Buying Group

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.

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Are you Making This $500 Million Mistake?

Smart Selling Tools

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.

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See the Way to Win with Key Accounts

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 Mark Kopcha , Founder & CEO of Revegy.

5 Selling Lessons From the Saddle

Smart Selling Tools

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.

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.

In the Race to Win More Customers, Sales Needs Digital Transformation

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.

The Hidden Cost of Being Helpful

Smart Selling Tools

“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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Dreamforce 2018 Wrap-Up Report: Take-Aways from the #DF18 Expo Floor

Smart Selling Tools

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.

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Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

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”.

Sales Ethics: Knowing When it’s Necessary to Stop a Sale

Smart Selling Tools

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?

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.

Sales Tech Game Changers: @Highspot – How to Equip Sellers to Be Effective in Every Buyer Conversation

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 Jake Braly , VP of Marketing of Highspot.

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Sales Tech Game Changers: @Bigtincan – How to Learn Faster, Sell Smarter, and Win More

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 Patrick Welch , President and CMO of Bigtincan.

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This Thanksgiving I’m Thankful For….

Smart Selling Tools

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.

Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

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.

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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.

Still Thinking B2B? It’s Time for H2H: Human-to-Human Selling

Smart Selling Tools

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.

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How to Find a Deal That Will Close This Month

Smart Selling Tools

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.

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Sales Tech Game Changers: How to Guide Reps to Their Destination – The Close

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 Larry Warnock , CEO and President of Olono.

How Sales Leaders and Enablers Can Reduce Ramp Time by 40%

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 David Bloom , Founder & CEO of LevelJump.

Togetherness: Achieving Sales and Marketing Alignment

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.

4 Ways to Achieve Better Personalization with Inside Sales: How a Data-Driven Approach Will Help Your Reps Work Smarter. @TechTarget

Smart Selling Tools

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings.

How to Generate Larger Deals and Shortened Sales Cycles

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 Raguin , CMO of Seismic.

Sales Tech Game Changers: How to Improve Sales Enablement & Readiness

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 Brendan Cournoyer, VP of Marketing for Brainshark. Connect with him on Twitter or LinkedIn.

How to Save Sales Reps Time so They Can Focus on Selling

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 Vlad Voskresensky , CEO and Co-Founder of SmartCloud Connect by Invisible Solutions.

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Staying Relevant in Sales as AI and Technology Continue to Take Over

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!

3 Ways to Shorten Onboarding Time for New Sales Reps

Smart Selling Tools

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.

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4 Powerful Methods to Keep Opportunities from Stalling

Smart Selling Tools

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.

SalesTech Video Review: AdobeSign

Smart Selling Tools

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

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Sales Tech Game Changers: How to Increase Your Sales Forecast

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 Jon Kondo , Co-Founder & CEO of OpsPanda.

7 Must-Have Automated Documents for Sales Success

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.

Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

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.”

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Sales Tech Game Changers: Accelerating Time to Quota

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 Clive Armitage , CEO of Agent3.

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Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

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 Jared Aho , Sr. Director of Product & Corporate Marketing for Zilliant.

If Data is Not in Your CRM, Does It Exist?

Smart Selling Tools

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?”

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Using Connected Device Data to Improve Sales

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.