How Emerging Companies Attract ‘A’ Player Talent

Sales Benchmark Index

How Companies Routinely Short Change Their Own Sales Force

Understanding the Sales Force

Dave Kurlan accurate sales assessment sales leader technology companyImage Copyright iStock Photos.

Navigate Your Company to Rapidly Developing Markets

Sales Benchmark Index

Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry.

Sales Reps are CRITICAL to Company Success

Score More Sales

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change. B2B Sales Productivity company success

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results.

Why Companies Need More Women in Sales

Score More Sales

As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales. women in sales sales leadership

2016’s Most Prospected Companies By State

DiscoverOrg Sales

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Your company announces new funding or new hiring initiatives? The Most Prospected To Companies” By State During the 2nd Half of 2016.

How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition.

How Top Companies Interlock Product Development and Sales

Sales Benchmark Index

Article Product Strategy Sales Strategy interlock product development product stategy sales and product interlock

The Modern Essentials for Sales Onboarding Effectiveness

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

Traditional sales onboarding methods have not produced a strong return on investment or moved the needle on the sales metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s ROI of onboarding?

Clients Deal With Companies

The Pipeline

We are all familiar with the battle cry of many in sales: People Buy From People. Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients.

Sales Ops Inside Big Companies

Sales Benchmark Index

Here is a 30 minute podcast for sales ops leaders inside of big companies. Sales Operations Strategy Forecasting sales operations sales forecasting sales planning Podcast

Why Do Sales People Leave Companies? - Management

Anthony Cole Training

sales talent acquisition sales performance coaching responsibilities of sales managerMANAGEMENT RESPONSIBLE FOR A $450 BILLION PROBLEM.

How the CRO of an Emerging Technology Company Drives Revenue

Sales Benchmark Index

Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better.

What is Your Company’s DNA?

Sales and Marketing

Author: Andy Cunningham Who are you as a company? To respond, you must fully understand what – at at its core – your company does, what your value proposition is to your most important customers, how you are positioned vis-à- vis your competition, and how to tell your story in a compelling way. Just as people can understand much of who they are from their DNA, so too can companies. What does that DNA mean for positioning a company to win in the market?

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us.

Key B2B Sales Challenges for Supply Chain Companies

Sales and Marketing

Author: Kevin McGirl, President, sales-i The supply chain is the engine of the global economy. The consequences of a single inefficiency in a single company can echo across the entire chain, leading to wasted time and lost revenue. The following four sales obstacles were identified as the most persistent and the most troubling for B2B companies across the supply chain. Kevin McGirl is President of sales-i , a sales analytics software company

An Unconventional Approach to Attracting ‘A’ Players to Your Company

Sales Benchmark Index

Podcast Sales Strategy

Is Your Company Hard to Buy From and Sell For?

Sales Benchmark Index

Joining us for today’s show is Biju Baby, a Vice President of Global Sales Operations who knows a thing or two about supporting revenue growth. His company has seen an impressive 54 quarters of sequential revenue growth and Biju has.

Becoming the Buyer Expert in Your Company


In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. We were finally successful in doing so, but only by becoming the company experts on our buyers. But by effectively understanding and defining our buyer personas, we shortened the sales cycle for the reps who followed our strategies.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement?

Sales Tips: How B2B Companies Are Increasing Revenue

Customer Centric Selling

Sales Tips: How B2B Companies Are Increasing Revenue. By Connie Schlosberg, Primary Intelligence.

Companies Rush to Get This One Thing in Place for their Sales Teams Before January

Understanding the Sales Force

I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area.

Inside the Company’s Mind


There is an old adage that says: ‘Companies don’t buy, people buy.’ The message is that, in order to get a company to buy something from you, you have to get the people in the company to buy. Companies have personalities and culture. Donal's Insights Sales Transformation

Keys to Selecting a Sales Training Company

Understanding the Sales Force

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

A Tale of Two Clueless Companies – Part 2

Increase Sales

Clueless companies come in all sizes. Then in 2007 with another new CEO at the helm of Ford, he immediately brought back the name of Taurus and this trademark vehicle for Ford started gaining sales.

How Average Companies Play Catch-up

Sales Benchmark Index

Some CEOs are tempted to think of a baseball analogy when their companies fall behind the competition: All you need to do is tie them in the ninth and then slap a single for the go-ahead run at the bottom. Corporate Strategy Magazine best practices ceo emerging sales

How Wrong are Company Methods to Rank and Compensate Salespeople?

Understanding the Sales Force

When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. Sales grades are another story altogether and that is where most companies make terrible, horrible, awful mistakes.

Company Seeks Sales Superstar

Score More Sales

It was an “aha” moment for me this week at the Boston Chapter meeting of the AA-ISP (American Association of Inside Sales Professionals). Session presenters Mark Rodman, Principal of Xtra Effort Solutions and Jeanne Lambert, Director of Inside Sales at Ping Identity did just that.

How Emerging Tech Companies Attract ‘A’ Player Talent

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy SBI on Demand attract talent chief revenue officer cro emerging growth emerging technology eric janssen hire talent intellitix onboard talent people plan retain talent sales talent talent acquisition

3 Keys to Make Sure Your Next Portfolio Company Add-On Is Not a Failure

Sales Benchmark Index

Mergers, Bolt-ons, and tuck-in acquisitions are increasing common growth strategies being deployed by Private Equity firms today. However, they are also fraught with peril and littered with the tombstones of well-intentioned deals that were dead on arrival. We are here to.

Sales Ethics Reflects Company Culture


Sales ethics reflects company culture. There is a perception that sales is a glamorous profession and all salespeople do is smile, play golf and invite prospects to meals. Sales professionals are no exception. I do feel however that salespeople are often held to a higher standard, simply because they are in sales. Pipeliner CRM fully empowers sales ethics. The post Sales Ethics Reflects Company Culture appeared first on SalesPOP!

What B2B Companies Can Learn from Uber’s Pricing Strategy

Sales Benchmark Index

Uber is a fascinating company. Article Corporate Strategy Pricing Strategy Sales Strategy b2b pricing methodology pricing strategy uber's pricing strategy value based pricing

8 Questions Every Customer of An Acquired Company Should Ask

Accent Technologies

Take an active role on behalf of your company and ensure this shift is in your best interests. In a previous article , we went over 58 questions you should ask potential vendors when purchasing a sales enablement solution. An acquisition doesn’t have to be a disaster.

What B2B Companies Can Learn from Uber’s Price Discrimination?

Sales Benchmark Index

Uber is a fascinating company. Article Corporate Strategy Pricing Strategy Sales Strategy b2b Price Discrimination pricing methodology pricing strategy uber's pricing strategy value based pricing

Why Aren’t My Company’s Sales Growing as Expected?


Having spent the past twenty-eight years working in small and mid-size businesses as a senior sales & marketing executive or as an independent sales operations consultant, the question I hear over and over again from business owners is … “Why aren’t my company’s sales growing as expected?”. The company does not conduct an annual performance review with each member of the sales team. The company is overly reliant on the sales team to generate leads.

How Top Companies Develop Product Launch Messaging

Sales Benchmark Index

Sales and Channel Marketing at Intuit. Rob lead sales, channel marketing and analytics across Intuit’s retail, e-tail, inside sales, resellers, OEMs and financial Institutions. . Today’s topic is Product Launch and Messaging. Joining us is Rob Lips, Vice President of U.S.

Importance of 1st Impressions from Sales Leadership Training Companies

Score More Sales

I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him. B2B sales leadership

Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things

DiscoverOrg Sales

The study revealed that doing hard things is just as relevant to the performance of teams and companies as it is to individuals. The Fastest Growing Companies Do Hard Things. At the end of 2016, we set out to study what drives growth at the fastest growing companies in the world. We wanted to uncover the characteristics that distinguish companies like those on the Inc. According to TOPO’s 2016 Sales Development Report, outbound SDR teams set an average of 18.2

What Does This Company Do?

The Pipeline

There is continuing progress in aligning sales and marketing, but there is room for more. I came across the following when I went to a company’s web site, under the “About Us” tab. Business Acumen Buying Process Client Life Cycle Communication Marketing Sales 2.0