Empowering B2B Sellers Through Sales Technology

Sales and Marketing Management

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet. To be successful, it’s time to focus on the value of the company and leave the stagnant sales decks behind.

The 2018 Sales Technology Landscape: Discover 800+ Players Ruling the Topology

Sales Hacker

A lot has happened in the s ales tech space since I introduced my first sales tech landscape last summer. Both sales and sales operations are sharing an increased frustration with the number of applications they have in their stack. 2) Sales Engagement.

Why Marketing Teams are Taking Charge of their Channel Program


There are many benefits to investing in a channel marketing partner program, and marketing teams are beginning to take notice. In fact, many companies expect channel sales to increase in importance over the next few years. Build a strong channel program.

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

Smart Selling Tools

We call it Sales Tech Simplified. It is the primary objective for CEO’s and for Sales and Marketing executives. CEB/Gartner research shows that 53% of customer loyalty is driven by the sales experience.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts.

The 2019 SalesTech Landscape: What’s Hot and What’s Not Today

Sales Hacker

This hardship, combined with the CRM transition to the cloud and the rise of digital selling, has created a mini gold rush for sales software fueled by abundant VC money. Last September, it introduced High Velocity Sales for inside sales. Sales have become a number’s game.

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In Search of the Perfect Sales Tech Stack (Here’s What’s Working Today)

Sales Hacker

Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. Namely… What does the perfect sales stack look like? 5 sales activities that can be optimized with tech.

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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. Announcer: Welcome everybody to Sales Enablement Radio.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

It takes a lot to succeed in sales. And then, there are sales tools…. The human element of sales will never go away – that’s a fact. But here’s another fact: sales is HARD! There’s Plenty Of Fish (I Mean Sales Tools) In The Sea. Account-based Sales and Marketing.

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Leveraging Google Chrome: 50+ High-Performing Chrome Extensions for Sales Professionals

Sales Hacker

If you’re a sales professional using Google Chrome, you may want to stick around for this… More than 3.8 Sales professionals should not give their web browsers a backseat behind the company’s official technology stack; namely superstar tools such as CRMs and big data software.

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Sales Tech Simplified: How to Measure and Improve Sales Proficiency at Scale

Smart Selling Tools

We call it Sales Tech Simplified. Steve: More and more companies are investing in sales enablement solutions, and as evidenced by your own SalesTech Landscape , there’s now a wide array of solutions and services for organizations to choose from.

Prospecting in a Post-GDPR World

Sales Hacker

As of a year ago, 57% of surveyed marketing and sales reps were not aware of GDPR or how it would impact them, and only 29% of organizations label their approach to data protection and organization as “mature.”. In sales, that would include name, email, and maybe a phone number.

What Does ZoomInfo’s Acquisition of Datanyze Signal to the Sales Industry?

Sales Hacker

A couple weeks ago Zoominfo , a premiere B2B contact database, acquired Datanyze , a more recent pioneer that arms sales teams with technographics about their leads. The sales world is abuzz about these two joining forces! We already had sales-channel saturation.

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

Smart Selling Tools

We call it Sales Tech Simplified. Michael: There are three critical sales processes that are central to driving revenue: forecast management, pipeline reviews, and deal reviews. There is no more important task for sales than closing more deals. OR, speak to a sales rep.

How High-Growth Companies Buy Leads


Naturally, companies only want to invest in lead generation channels that yield higher returns. Make sure you are not only following up fast, but also persisting beyond the first few contact attempts with multiple channels of communication. Leads are expensive!

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How Will DiscoverOrg’s Acquisition of ZoomInfo Affect Sellers?

Sales Hacker

A few months ago we wrote about Zoominfo’s acquisition of Datanyze in an effort to strengthen its sales intelligence engine. For the creative, intelligent, and multifaceted sales teams, the answer is, “Yes, of course, you can still find an edge. appeared first on Sales Hacker.

How European manufacturers can get their edge back

Miller Heiman Group

In our latest white paper, The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century we share insights into how manufacturing sales teams can navigate these dramatic transformations and turn themselves into the modern sales organizations that this industry needs. Sellers also need to prepare to work within channel sales, as up to 70% of European manufacturing business involves selling with and through third parties.

PODCAST 48: The Secret to Amazing Sales Engagement w/ Max Altschuler

Sales Hacker

This week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach , Max Altschuler. If you missed episode 47, check it out here: PODCAST 47: Key Qualities of great Sales Leadership w/ Dan Fougere. Subscribe to the Sales Hacker Podcast.

Creating Women Friendly Environments in Tech with Christine Kaszubski, SalesLoft

Igniting Sales Transformation

In this episode, I talked with Christine Kaszubski, Chief People Officer at SalesLoft about how companies can create more inclusive and diverse sales organizations, as well as how to recruit more women to sales roles and then keep them once they join the team.

32 Omnichannel Technology Tools to Sell Anywhere, All the Time

Sales Hacker

Three-fourths of customers report using multiple channels throughout their shopping journey. Consequently, if you don’t have omnichannel technology tools in your sales stack , you’re already behind competition. What Does Omnichannel Technology Look Like in Sales?

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The CCPA for Sales and Marketing Leaders: Everything You Need to Know (California Consumer Protection Act)

Sales Hacker

Sales and Marketing have officially joined the likes of healthcare, telecom, and financial services as a regulated market. For any company with a Sales and Marketing function, compliance may very well be the new standard. So, how does all this affect Sales and Marketing leaders?

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

Smart Selling Tools

We call it Sales Tech Simplified. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. As a veteran sales trainer, I noticed that despite these technological advances, sales training had remained stagnant.

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

Smart Selling Tools

We call it Sales Tech Simplified. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. As a veteran sales trainer, I noticed that despite these technological advances, sales training had remained stagnant.

Forrester & SiriusDecisions Acquisition: Ripple Effects for Chief Revenue Officers Everywhere

Sales Hacker

Unless you were living under a rock, sales leaders everywhere woke up this week to the news that Forrester would acquire SiriusDecisions for $245MM in cash. The acquisition highlights a number of important strategic considerations for CRO’s and sales leaders everywhere.

36 Best Lead Generation Tools to Increase Leads by 300%

Sales Hacker

Technology has brought a new way to target leads. Instead of relying on “spray and pray” methods of reaching out to customers, brands can gather lists of verified leads from reputable channels. Notable Clients: CA Technologies, Centurylink, Charles Schwab. Sales Technology Tool

Sales Automation: 210+ Tools to Turbocharge Your Sales Process

Sales Hacker

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action.

The 33 Best Slack Integrations and Apps for Sales & Marketing Productivity

Sales Hacker

To make sense of all this Slack madness, we’ve decided to breakdown our top picks of slack integrations for sales & marketing productivity. Top Benefits of Using Slack Integrations for Sales & Marketing Productivity. Every sales and marketing professional does.

Building an Effective Lead Management Process for High-Growth Sales


Demand generation marketers are focused on supporting sales teams, and a large part of their role is ensuring that carefully curated leads are moving through the funnel effectively. Last year, our sales and marketing teams aligned on a high-growth strategy for 2017.

Wondering What All of These ‘Conversation’ Products Do?


The sales and marketing tech space is filled with ‘conversation’ products that do everything from start discussions with prospects to telling managers which sales reps need coaching. There are thousands of sales and marketing technology companies which fall into plenty of different categories. Categories like “sales coaching software” just add to the confusion when you begin your research. Sales leaders want their reps to truly learn and master their craft.

Velocify Named AA-ISP Sales Acceleration Service Provider of the Year


But for inside sales organizations, the AA-ISP (American Association of Inside Sales Professionals) is the ultimate one-stop shop. It connects inside salespeople with industry-focused technology providers, service providers, and consultants.

A Sales Leader’s Guide to Conversation Intelligence Technology


Sales coaching is undergoing a paradigm shift. Managers and leaders are abandoning the headphone splitter for something much more intuitive– Conversation Intelligence technology. Conversation Intelligence (CI) is a relatively new technology category that takes business conversations and transforms them into actionable data points through call intelligence software. What is Conversation Intelligence Technology? Use Cases for Conversation Intelligence Technology.

6 Steps to Improve ROI of your Mortgage Email Marketing


Email is a powerful sales and marketing tool. For every $1 spent, the average ROI is $38 and is far superior to paid search, social, radio, and TV, according to Venturebeat.com’s “State of Marketing Technology.”

How Marketing and Sales Drifted So Apart


Marketing and Sales traditionally operate as separate universes. By bringing both worlds closer together, Marketing and Sales can share information and insights that will result in customers feeling they are receiving solutions to their challenges and not just another sales pitch. In today’s world, awareness is not enough; Marketing spend must be directly related to increased leads and ideally, sales. Sales, on the other hand, operates as a separate silo.

To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy. Technology has an important role to play in sales, but it’s a supporting role.

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Forbes: 4 Sales Trends That You Need To Know About In 2019


Looking back at the last year, we’ve seen some exciting trends in 2018 – and as we kick off the new year, we’re excited to talk about some of the sales trends that are soon to come. How is sales technology expected to change and expand?

10 Most Important Sales Trends That Will Define 2019 (And Predictions)

Sales Hacker

Time for Sales Hacker’s Annual Top 10 Sales Trends and Predictions for the Future of Sales in 2019. Due to the proliferation of modern sales technology and people’s love of it, I added a new element this time. the 2018 sales tech landscape.

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Bestselling author Robyn Benincasa to keynote Miller Heiman Group Elevate 2019 in Arizona

Miller Heiman Group

Mark the calendar for Elevate 2019 North America: Framing the Future , Miller Heiman Group’s premier event for sales and service professionals, held this year May 8-10 at the Hyatt Regency Scottsdale Resort and Spa. Sales and service professionals will love Benincasa’s strategies and thoughts on building world-class sales teams and taking on a game-changing mindset that creates next-level success. Panels from clients, discussing best practices in sales and service.

How Sales Engagement Solves 7 Major Business Pain Points

Sales and Marketing Management

In their stead, we have new modern sales communications that are data-driven, personalized, relevant, omnichannel, sequenced, and fully optimized for today’s sophisticated buyer. The following are the seven major business pain points solved by sales engagement: Business Pain Point #1: Not Optimizing for the Modern Buyer. Selling to buyers the way they like to be sold to is not a novel concept, yet with all the channels in existence today, it’s not as simple as it sounds.

PODCAST 58: Evolution of Scaling a Business and Shaping the Future of Modern Organization w/ Jake Dunlap

Sales Hacker

This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Why we need sales development.

How Technology Will Change the Way Salespeople Sell in 2019

Smart Selling Tools

I asked thought leaders from various sales technology firms, how they think SalesTech will change the way salespeople sell in 2019. Historically, Customer Relationship Management (CRM) systems have tended to create work for sales people, rather than simplify their job.