Smart Selling Tools

Executive Interview: Mark Kopcha of @Revegy

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. MARK: The buying experience is absolutely one of the most important parts of a salesperson’s job.

SalesTech Video Review: @Turtl Content Personalization

Smart Selling Tools

SalesTech Video Review: Turtl. Easily create personalized versions of all kinds of documents – from sales brochures to proposals – to make a deeper impression on your prospects.

Video 92

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Executive Interview: Jim Benton, CEO of @Chorus_ai

Smart Selling Tools

SELLING AS A BUYING EXPERIENCE. Q: HOW SHOULD COMPANIES DECIDE WHICH BUYING EXPERIENCE IMPROVEMENT INITIATIVES TO START WITH - ASSUMING THEY CAN'T DO ALL AT ONCE? .

SalesTech Video Review: Qstream Micro-Learning Platform

Smart Selling Tools

SalesTech Video Review: Qstream. Qstream is a micro-learning platform for a remote sales environment that’s scientifically proven to improve sales performance.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

4 Action Steps Every Remote Sales Onboarding Program Should Include

Smart Selling Tools

4 Action Steps For Remote Sales Onboarding. The global pandemic has forced most organizations to move their workforce entirely remote and many have had to make changes to their organizations such as furloughs or layoffs.

On-Demand Webinar: How Redis Labs Scales Discovery Call Coaching with Chorus.ai

Smart Selling Tools

On-Demand Webinar: Manager-led Coaching for Perfecting Discovery Calls. In this on-demand webinar with Jerry Pharr, we get into detail on how he’s created a successful Manager-led sales coaching program for better discovery-call outcomes.

Mediafly Acquires Presentify to Transform Marketing and Sales Content

Smart Selling Tools

Mediafly Acquires Presentify to Transform Marketing and Sales Content.

Becoming a SalesTech Entrepreneur: One Man’s Journey with Ankesh Kumar

Smart Selling Tools

Becoming a SalesTech Entrepreneur: One Man's Journey with Ankesh Kumar. An intro by Nancy Nardin, Founder, Smart Selling Tools. I met Ankesh Kumar around this time last year. What immediately struck me was his enthusiasm and confidence. It wasn’t hubris.

Executive Interview: Peter Murphy, Global VP of Platform Sales, @MRP_Prelytix

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. PETER: Enterprise B2B sales is a complex process of which the buying experience is one very important attribute to closely understand.

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The Best Sales Forecasting Models for Weathering Your Goals

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!

Mediafly Launches Jumpstart Presentations, Elevates Sales Conversations in Remote Selling Environments

Smart Selling Tools

Mediafly Launches Jumpstart Presentations, Elevates Sales Conversations in Remote Selling Environments.

Executive Interview: Ankesh Kumar, Founder of @Sharetivity

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. ANKESH: In any relationship, business or personal one needs to understand the perspective of the other party. This is how we develop an understanding and more importantly a stronger bond with our buyer.

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5 Ways to Uncover Hidden Revenue in Strategic Accounts

Smart Selling Tools

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts.

Executive Interview: David Sroka, President & CEO @PTofRef

Smart Selling Tools

Q: What are the top ways companies can transform sales to improve their prospects’ buying experience in the next 12-24 months? David: The sheer number of MarTech stack providers is 10X what it was just 5-7 years ago and the Smart Selling Tools sales technology landscape grew 7X in the same period.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“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.

@Qstream Achieves 30% New Business Revenue Growth in 2020

Smart Selling Tools

Qstream Achieves 30% New Business Revenue Growth in 2020. Burlington, MA, October 7, 2020 –. Qstream, leaders in microlearning software for the remote workforce, reports that through August 2020, achieved 30% year over year new business growth and expanded its revenue by 20% in existing accounts.

@Seismic Raises $92M in Series F Funding Led by the Permira Funds, Valuing Company at ~$1.6B

Smart Selling Tools

Seismic Raises $92M in Series F Funding Led by the Permira Funds, Valuing Company at ~$1.6B. SAN DIEGO & MENLO PARK – [September 29, 2020].

@TechTarget Launches Prospect-Level Intent to Dramatically Accelerate Technology Marketing and Sales Engagements

Smart Selling Tools

TechTarget Launches Prospect-Level Intent to Dramatically Accelerate Technology Marketing and Sales Engagements. NEWTON, MA – SEPTEMBER 9, 2020. TechTarget, Inc.

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask

Smart Selling Tools

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. This has left many teams wondering how prepared they are for Q3. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

New Allego 6 Platform Delivers All-in-One Solution to Make Virtual Teams More Successful

Smart Selling Tools

New Allego 6 Platform Delivers All-in-One Solution to Make Virtual Teams More Successful. Needham, MA – Sept 15, 2020 –.

Mediafly Launches JumpStart ROI, Empowers Sellers with Fast Access to Affordable, Usable, Scalable Value-Selling Assessment Tool

Smart Selling Tools

Mediafly Launches JumpStart ROI, Empowers Sellers with Fast Access to Affordable, Usable, Scalable Value-Selling Assessment Tool. CHICAGO – July 29, 2020 .

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SalesTech Video Review: Mediafly Jumpstart ROI

Smart Selling Tools

SalesTech Video Review: Mediafly Jumpstart ROI. Jumpstart ROI is a Mediafly solution that lets you quickly create and deploy a customizable value assessment tool so every seller can quantify value for every prospect.

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Executive Interview with Sergey Medved of @ClearSlide

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. Sergey : What customers are buying is changing. Not long ago, buying experience was only about consumer-facing sales, while B2B was all about solution selling. Now the buying experience trend has come to B2B. Your customers are regular people, and when they come to work, they are expecting intuitive, frictionless buying process, just like at home. It is a massive shift from selling solutions to selling experiences.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

SalesTech Video Review: Sharetivity

Smart Selling Tools

SalesTech Video Review: Sharetivity. Sharetivity is an intelligent prospecting solution that lets you personalize your outreach at scale. With one click, Sharetivity gives you a holistic view of your prospects’ activities on social media and the web and presents sellers with ready-made – personalized icebreakers. Sharetivity is changing the game when it comes to personalized outreach at scale. It’s easy to get started and there’s no cost for the Chrome extension. Learn More.

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Executive Interview with Nick Mason, CEO & Founder of @Turtl

Smart Selling Tools

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. So yes, I think sales should absolutely be viewed as a buying experience. Very few people – myself included – really like being sold to.

Top Sales Tools of 2020

Smart Selling Tools

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. I don’t advocate for spending on shiny objects, but those of you who haven’t opened your eyes beyond the narrow squint of CRM… you’re missing out. CRM can’t do everything.

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Executive Interview with @ECalnan, CRO & Co-Founder of Seismic

Smart Selling Tools

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. ED: The selling environment has completely changed now that buyers are able to go online and find out who a company is, what they do, who their competitors are, and even get active testimonials from sites like G2, all before the buyer ever interacts with the company’s sales team.

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[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Seismic Launches Interactive Content to Improve Digital Engagement for Marketers and Sellers in Summer 2020 Release

Smart Selling Tools

Seismic Launches Interactive Content to Improve Digital Engagement for Marketers and Sellers in Summer 2020 Release. SAN DIEGO, CA (August 31, 2020) –.

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5 Tips to Successfully Transition to Remote Selling

Smart Selling Tools

5 Tips to Successfully Transition to Remote Selling. While the number of remote employees worldwide has steadily increased in recent years, in 2019, 44% of global companies still didn’t allow remote work. And of the 56% of global companies that did, only 16% were fully remote.

How Engaged Accounts Can be Known and Then Treated More Effectively

Smart Selling Tools

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. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Executive Interview with William Tyree of @ringDNA

Smart Selling Tools

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. More importantly, they educate at a level that is ideal for the sellers’ learning style. As technology solutions grow more complex, we see the role of sellers increasing.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

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: ReferenceEdge

Smart Selling Tools

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. It also measures and tracks the identification and usage of customer references to facilitate winning new deals. Sellers spend Less time hunting for a reference Program managers can build and maintain references easily.

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Executive Interview with John Moore of @Bigtincan

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. JOHN: Selling is a critical activity in the B2B buying experience. The buyer and seller must be partners to understand the business challenges fully, the environment within which these challenges exist (technology), as well as the personnel dynamics (people). Sales Enablement often fails to support this relationship fully.

SalesTech Video Review: @ClearSlide

Smart Selling Tools

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. Reps can prep for meetings faster; find what they want during sales meetings quickly, and have better call outcomes. Plus meetings can be recorded for follow-up and coaching purposes.

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SalesTech Video Review: StitchView

Smart Selling Tools

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. Search for a name, or an order number and see all the information related to that name pop-up in one place. No need to search multiple applications. Make reps more productive and effective.

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How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.