Sales Tech Game Changers: @VanillaSoft – How to Dramatically Speed Up Sales Productivity

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. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

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

Smart Selling Tools

For some of you in B2B sales, this may come as a surprise. The Value of Blending Digital & Human Channels. Fortunately, increasing live interactions – whether virtual or in-person – has an easy remedy, and for many, it starts with the scheduling of an appointment.

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Reinvent Sales Training or Risk Wholesaler Irrelevance


We’ve had a front-row seat to watch leading distribution teams reinvent sales learning and development to ensure their reps succeed in today’s tough environment. With mobile video sales learning technology they cut the percentage of wholesalers needing remedial workshops from 37% to zero.

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation


It has just been ruined by snake oil lead generation firms (for those of you younger than I am, and that would be most of you, snake oil is defined as: a substance with no real medicinal value sold as a remedy for all diseases). These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. If you have a 3-month plus sales cycle, don’t sign up for a “100 hour” program.

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What


In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Increased the size of the sales team. Did you hit your sales goals?

9 marketing trends that will dominate 2019


Integration of different marketing channels will become more common. Traditional marketing channels will retain their importance as essential drivers of new customers. Join thousands of sales professionals. See also: How your sales team can leverage artificial intelligence.

8 Creative Sales Prospecting Ideas You've Never Tried Before

Hubspot Sales

Creative Sales Ideas. Sales success largely depends on routines. After all, many buyers will never get on your radar via traditional channels. Bill Cates, a sales referral expert, suggests creating a simple website customers and contacts can use to forward you referrals.

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success?

Social Media Demand Generation: A Q&A


Why is social media the perfect channel for demand generation? Fortunately, social media allows you to access the insights you need to remedy this issue. Social media accelerates the sales pipeline. Not all channels will fit your company’s goals and initiatives.

Provocation-Based Selling: Loosening the Status-Quo for Sales Success

The ROI Guy

As we saw in technology bubble-burst, even when the economy recovered, technology sales and marketing was never the same. However, we find that over 30% of vendors and sales professionals still rely on this antique sales approach.

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Why The Best Salespeople Are Phenomenal Project Managers

Sales Hacker

At first glance, project managers and sales professionals don’t seem to have much in common. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner. You see, core project management skills and sales skills aren’t all that different. What You Get When Sales Is Managed Like A Project. Discipline in sales is crucial.

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Content Mapping for Marketing Success


They’re not looking for a sales pitch and will likely shy away from branded or salesy content. Instead, they stumble upon it organically through channels they’re already using—like social media for example. They have identified a pain point and are ready to find the remedy.

How to Help Your Whole Company See Through Your Customers’ Eyes


Looking to increase your sales success? Coming to terms with this fact is only the first step in becoming a truly customer-centric sales team, but it’s nonetheless critical. It’s more than a sales tactic; it’s creating an unparalleled customer experience.

3 Ways to Operate a More Data-Driven Marketing Program


In essence, data-driven marketing is a strategy in which all aspects of a campaign-from channel to content- are designed and developed using insights garnered from data analysis. In an attempt to remedy this statistic, we’re sharing a few ways to improve your data-driven marketing strategy.

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Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. At SiriusDecisions , analyst Jim Ninnivagi indicates that it’s easier for B2B buyers to “do-nothing” than “challenge the status quo”, leading to hundreds of missed selling opportunities and stuck sales processes. Commodity sales professionals are being disinter-mediated.

PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus


He suggests the remedy is for a company to narrow its focus and concentrate on one or two spots and get really good at a limited number of social media sites. I'm pleased to have Paul Gillin as a guest for our fourth episode of PowerViews.

Companies Must Care How Revenue is Earned


If you’ve worked inside a sales organization for even a short time, you have probably experienced ethical dissonance. “If That’s how things work in sales. Over many years as a sales rep, I endured countless hours in meetings given to “tips and tricks” for making quota, but I don’t recall a single time when ethics or honesty were even mentioned. Don’t put all the blame on aggressive, amoral sales reps. The Volkswagen Group generated sales revenue of €202.5

Are You Merely Just One of the Flock or do You Stand Out?

Jonathan Farrington

And isn’t that what is happening in the sales space today? Then Colleen Francis and I debate the reasons why so many sales pipelines are in total disarray and what can be done to remedy the situation.

Top Ten Sales Tips

Sales Overdrive

Particularly for small to medium organizations, whether you are the CEO, company leader, consultant, or sales and marketing team member, you likely see areas and opportunities for growth. Most CEOs today have a good idea as to what’s not working, but selecting the best sales strategy and allocating enough bandwidth to implement sales solutions requires a clear plan of action. The Core Imperatives are as follows: 1. Create a Culture of Sales Excellence.