Customers, Employees and Influencers as High Performing Sales and Marketing Channels

The Pipeline

And they can do it at scale and more efficiently than traditional channels. The Benefits of New Channels are Compelling (examples). Other reasons customers, employees and influencers make good sales and marketing channels; 1. The Pipeline Guest Post – Dick Beedon.

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. We shouldn’t be asking ourselves which is more important, skill-sets or tool-sets. Sales Issues.

Tools 129

Boosting Margin with Sales Tools

Cincom Smart Selling

Even with the most advanced sales tools available, it’s expensive to sell stuff. You must pony up bucks in advance to get bucks from the proceeds of a product sale. It doesn’t matter if you are a hobbyist selling hand-tooled belt buckles on eBay or if you are a multinational corporation moving million-dollar earthmoving machines, the cost of selling is significant. Sales Tools Are Efficiency Tools. CPQ brings the expert along for the sales call.

Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive. As a result, many companies are looking to channel partners as a more efficient revenue source.

Increasing Sales Tool Adoption – A Proven Customer Perspective

The ROI Guy

We recently asked the developer of a very successful ROI/TCO tool what it took to get the tool to have such a big impact on driving incremental business, increasing competitive win rates and reduced discounting.

Tools 65

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. Demo automation can be effective for: Sales Development Reps (SDRs).

B2B 141

Direct Mail: The Forgotten Outbound Channel That STILL Works In Sales Today

Sales Hacker

However, direct mail has been making a huge come-back as an effective sales tactic. These days, I feel like every other sales rep is in love with email. I won’t go as far as saying email is dead as a sales communication channel, it’s not. Sales Process Infographics

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? Then they provide access to a sales or partner portal.

Multi-Channel Sales Drive Growth for Manufacturers

Cincom Smart Selling

Why should you care about CPQ and multi-channel sales? For many enterprises, especially those that are currently operating via a direct or single-channel sales organization, the lure of adding channels and going to an indirect model is strong. After all, who isn’t intrigued by the idea of expanding the sales force without adding the overhead that comes with additional feet on the street? You will also need to prepare for buyer expectations after the sale.

Multi-Channel Sales Drive Growth for Manufacturers

Cincom Smart Selling

Why should you care about CPQ and multi-channel sales? For many enterprises, especially those that are currently operating via a direct or single-channel sales organization, the lure of adding channels and going to an indirect model is strong. After all, who isn’t intrigued by the idea of expanding the sales force without adding the overhead that comes with additional feet on the street? You will also need to prepare for buyer expectations after the sale.

The Undeniable Value in Custom Sales Applications

Smart Selling Tools

Modern businesses have access to a wealth of data, insights, and technology to ensure every sales interaction someone has with their brand is tailored to their personal preferences, interests, and behaviors. Does your sales enablement solution differentiate your sellers?

Why Sales Organizations Need to Embrace Technology That Allows Them to Capitalize on the Explosion of Data

Smart Selling Tools

Transforming Sales: Why Sales Organizations Need to Embrace Technology That Allows Them to Capitalize on the Explosion of Data. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way.

Data 80

How can I get my sales folks to best adopt the Alinean-powered sales tools?

The ROI Guy

Sales professionals and channel partners need to know that these tools exist, and have clear recommendations on where to best use them in the sales process / to help facilitate the buyer’s journey. Adoption Sales Enablement Training Alinean Sales Tools Awareness

What are the key parts of an ROI / TCO calculator / analysis sales tool?

The ROI Guy

TCO Calculator Demand Creation Specialists ROI Sales Enablement Value Marketing TCO Pisello Alinean Value Selling Sales Tools ROI Analysis ROI Calculator

View IT as a Channel Strategy? Maybe It’s Time We Did.

Cincom Smart Selling

Sales directors, here’s an interesting question to ask yourselves: “Have you ever thought of IT as a strategic sales tool?”. The Critical (but Often Missed) Connection between IT and Sales. With channel sales teams relying so much on evolving technology, CIOs are in a key position to have a tremendous impact on a sale’s success. I guess that makes Sales and IT two halves of a revenue-producing bacon sandwich, or else it just means that I’m hungry.

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.

Sales Proficiency: The True Competitive Differentiator That Wins Business

Smart Selling Tools

Sales Proficiency: The True Competitive Differentiator That Wins Business. Yet, in enterprise sales, it is the sales rep who wins the trust and attention of customers and converts the sale. The case for sales proficiency as a competitive differentiator.

Lead Processing Techniques for 30% More Meetings and 35% Extra Time to Sell

Smart Selling Tools

The Undeniable Value in Customized Sales Applications. Steve Roch, CEO / Founder at BolderCRM and ActionGrid, a 52-person Salesforce consulting and ISV firm, and a highly acclaimed CRM User Adoption Expert, will show how to effectively outreach prospects to gain 30% more sales meetings.

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.

Does Alinean recommend registration up-front in order to access ROI / TCO calculators / sales tools?

The ROI Guy

For on-line self-service ROI / TCO Calculator Tools, it is recommended that you let the user quickly answer the questions and see a high level summary of results first without registration, but make registration a requirement in order to get the full analysis report and advice.

ROI 56

Just Out! Our Top 20 Sales Tech Vendors to Follow at Dreamforce #DF17

Smart Selling Tools

There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role. The other thing to keep in mind is that not every solution provider caters to marketing or sales.

Vendor 142

6 Reports Your Sales Reps Need to Be Successful

Hubspot Sales

Important Sales Reports. Salespeople often struggle to understand lead behavior across different channels. Anyone in sales can attest -- your contacts are your most valuable asset. This report is a must for account-based sales (and marketing) strategies. CRM Sales Tools

Report 104

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. Clearly, B2B sellers must close this costly gap and make it easier for buyers to interact with them via the channel of their choice.

B2B 122

Nancy’s Sales App of the Week: @Velocify

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Velocify , a sales acceleration tool that improves performance and conversion rates of both inbound and outbound calling. Until then… Sell Smarter, with smart selling tools.

30 of the Best SaaS Partner Programs (and Why They Are So Good)

Allbound

After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing. Sales / Support Partners. Marketo focuses their partner program around providing strong sales and marketing support.

Top 10 SalesTech Blog Posts of 2018

Smart Selling Tools

Nancy Nardin, Smart Selling Tools. For some of you in B2B sales, this may come as a surprise. Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights. Sales Tools or Sales Stack

SAP 103

How to Make Your Sales Enablement Roar Like a Ferrari

Smart Selling Tools

You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right? Because of its very nature, Sales Enablement should not be seen as static, nor should it be considered merely a set of KPIs.

Sales is challenging, but AI is here to help.

People.ai

Sales is challenging. A marketer recognizing the plight of my sales brothers and sisters! With the advent of digital technology and the growth of digital channels, buyers are more informed and prepared to deal with the sales process, and as brands, we have to be ready to address this new informed buyer. That puts pressure on sales teams to be faster and more. Sales alignment crm sales sales enablement sales tools tech stack technology stack

How much effort will my team have to expend in order to help develop an Alinean-powered ROI / TCO Calculator / Sales Tool?

The ROI Guy

An ROI / TCO Tool will require your team to collaborate, providing input and reviews on the questions, benefit and cost calculations, assumptions, configuration and pricing, visualizations / graphs and reports. TCO Calculator TCO Tools ROI TCO Pisello Alinean ROI Analysis ROI Calculator

ROI 52

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales reps can use DocuSign right from within Salesforce CRM. Fantasy Sales Team.

Gartner: Create Buyer Enablement Tools to Win More

The ROI Guy

And this is having a significant and tangible impact, leading to more stalled deals, elongated sales cycles and steep discounting. As the complexity grows, good sales reps still play a vital role, helping buyers find the signal through the noise.

Tools 56

Do you have sales training to help our sales team and channel partners better adopt and use the Alinean-powered tools?

The ROI Guy

Yes, Alinean provides a thorough 4 hour or 8 hour customized ValueExpert™ training class and certification on your specific tool.

Taking a Page from the Marketing Playbook: How Sales Teams Can Stand Out by Using Data. @chrisrothstein

Smart Selling Tools

Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology. More competition means there’s more noise in prospects’ inboxes, voicemail, and every other channel you can imagine.

Data 63

The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. Your business value / ROI sales tools should be simple, easy and fun to use, all while providing credible analyses and results.

ROI 67

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Plus, our tools are versatile. Decision makers know there’s no silver bullet to increase sales.

Optimism Is For Sissies…Or Is It?

No More Cold Calling

Yes, the radio’s still here—after threats that TV and the Internet would create yet another relic in the communication channel. Sure makes sales an optimistic venture, if you ask me.).

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

Velocify

But for inside sales organizations, the AA-ISP (American Association of Inside Sales Professionals) is the ultimate one-stop shop. Search categories like “productivity tools” and “gamification and recognition” cater to the needs of inside sales teams.

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.

Three Key Metrics for Your 2015 Selling Effectiveness

The ROI Guy

Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI).

[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

DiscoverOrg Sales

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. Thus, we harp on, What if I don’t get this sale?

Video 156