No More Cold Calling

APRIL 30, 2020

Of course, I know why,” she said. “My I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. The mother thought about it for a moment and then admitted she didn’t know why. My pan was too small.”.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

MARCH 1, 2018

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.

Lead Generation 249

Lead Generation Data Leads Marketing Qualified Lead 249

Allego

JUNE 10, 2020

Mastering the techniques associated with virtual selling is critical during the pandemic and will remain so long after the virus has run its course. But successful virtual selling is not just about skillful execution of tactics, it’s about winning the sale in this new environment. Practice Customer Presentations. Reinforce Messaging.

Hiring 108

Hiring Sales Methodology Call-back Video 108

Vendor Neutral

APRIL 16, 2021

What Is a Data-Driven Sales Strategy? The stakes are often high, and choosing the wrong course of action can have a real and significant effect on customer acquisition, customer retention, and overall bottom line. 5 Ways to Successfully Integrate Data into Your Decision-Making. Making business decisions can be stressful.

Webinar Metrics 80

Webinar Metrics Data Strategy Revenue 80

No More Cold Calling

MARCH 29, 2018

Of course, pipeline-building is a daily priority, year-round. Yet, it’s so easy to sit back and wait for leads from marketing or SDRs—or even worse, to spend hours sending connection requests on LinkedIn, thinking these are actually sales leads. Back then, we stored and accessed lead generation data in our heads.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

The Spiff Blog

JANUARY 9, 2024

With 2023 in the rearview mirror, business leaders find themselves reflecting on their Q4 results and simultaneously charting the course for the forthcoming year. What does this mean for sales teams? The documentation you provide to sales reps— playbooks, call scripts, etc.— Prioritize interactive training.

Banking 84

Banking Hiring Churn Scale 84

Hubspot Sales

MAY 18, 2023

Certification courses broaden your professional horizons and knowledge. In this course, you'll learn about the following: External financial decision-making reporting. Some of the more typical course content includes: Finding potential clients for sales. Knowledge of sales technology. Attending a 37.5-hour

Hiring 71

Hiring Ideal Customer Profile Education Networking 71

Allego

JANUARY 13, 2022

Life remains turbulent, but Allego maintains a steady course—continuing to advance, innovate, and achieve new levels of success. In doing so, the company garnered the attention of several organizations during 2021, winning awards and accolades for its technology, customer service, and workplace culture.

Lead Rank 157

Lead Rank Lead Scoring Journal Sales Enablement 157

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

SalesForce 113

SalesForce Lead Rank Sales Enablement Face-to-face 113

Pipeliner

JULY 2, 2022

The basic problem is rooted in an overall shift, over time, from a human to a mechanical approach to sales. Today this has resulted in the use of an “ideal buyer persona” model in sales (a buyer type which responds the exact same way every time). Entry Into Sales—”The Ideal Buyer”. Well of course it completely demoralizes them.

Hiring 97

Hiring Lead Rank CRM Education 97

No More Cold Calling

JANUARY 29, 2020

That said, I’ve committed to getting out of my sales comfort zone this year, and that means confronting my technology aversion head on. I’ll have a new platform for my referral course, and I might even have a new CRM. Because it doesn’t actually help with sales execution. I’d delegate if I could. But this is mine.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

SBI

AUGUST 13, 2019

Of course, the ‘trigger’ could also just be a lack of productivity and performance by the sales organization that could require a rethinking of the sales process, methodology, organizational structure – you get the idea. In just three months, sales for that product line had increased by 100%.

Benefit 96

Benefit Hiring Sales Enablement Quota 96

Highspot

MARCH 10, 2020

Whether you’re the one responsible for buying the tech or the one rolling it out to the team, you’re now faced with more than 100 vendors vying for your attention and, of course, your dollars. How are you supposed to know where to draw the line? How do you decide where to invest and why?

Scale 72

Scale eBook Face-to-face Ideal Customer Profile 72

Zoominfo

MAY 17, 2018

In this article, we’ll break down five actionable strategies you can put in place to speed up your sales pipeline , roll out more accurate sales forecasting, and make course corrections before it’s too late. Keep reading for our top tips to increase sales forecast accuracy and speed up your pipeline.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Allego

OCTOBER 1, 2020

Given its powerful impact on the bottom line, sales enablement is no longer optional. It’s a crucial element for survival and growth—now and when the pandemic has run its course. The Guide concludes, “Sales enablement platforms provide essential functionality to support sales organizations, especially in a post-pandemic recovery.

Sales Enablement 90

Sales Enablement Marketing Pivotal Vendor 90

SBI

OCTOBER 10, 2017

I have a passion for sales technology. The website offers a community portal to engage in discussions with your fellow Sales Enablement practitioners. Of course, Sales Enablement leaders aren’t the only ones involved in SalesTech purchases. So are Sales, Sales Ops, Marketing, and Marketing Ops leaders.

Survey 139

Survey Sales Enablement Trends Conference 139

Sales Hacker

MARCH 18, 2019

So instead of specific event highlights, I want to share with you some common themes I heard about the state of sales tech after having (literally) hundreds of different conversations with the industry leaders in the sales technology space. RELATED: How to Structure Your Sales Organization for Maximum Efficiency.

Intent Data 68

Intent Data Sales Technology Conference Scale 68

SBI

FEBRUARY 10, 2020

Sales managers must train up new reps on products, talking points and value propositions, objection handling, sales operations, and much more, and do it as quickly as possible so they can begin hitting quota and contributing to the company’s bottom line. An Up-To-Date CRM – No Longer a Pipe Dream.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

SBI

OCTOBER 23, 2018

locations, earlier this year scrapped a technology project that was supposed to be the largest tech transformation in the company’s history. Sales organizations make this mistake all the time. They purchase the go-to CRM to form the backbone of their sales technology system, expecting to customize it as they go.

Software 139

Software Software SAP CRM 139

Increase Sales

DECEMBER 10, 2016

Of course, not everything you read, see or hear is agreeable to your own beliefs and knowledge. Technology is probably one of the greatest impetus for having an open mind. For salespeople seeking sales success, finding the best sales technology tools such as a CRM is essential. That is okay.

Lead Rank 70

Lead Rank Lead Scoring LinkedIn Sales Technology 70

Highspot

APRIL 14, 2023

Sales managers also need to be closely attuned to what’s happening in the market to understand any headwinds their sales reps are facing. A problem many businesses face today is that the approach to sales training is stuck in the past. Allow your sales reps to find answers to their questions.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales managers also need to be closely attuned to what’s happening in the market to understand any headwinds their sales reps are facing. A problem many businesses face today is that the approach to sales training is stuck in the past. Allow your sales reps to find answers to their questions.

Training 52

Training Scale How To Hiring 52

Close.io

DECEMBER 17, 2019

Inside sales is the act of identifying, nurturing and turning leads into customers remotely. Inside sales has become one of the most popular sales tactics in high-value industries as buyers have become accustomed to buying and collaborating remotely. And sales technology has made this all possible.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

No More Cold Calling

JULY 19, 2012

Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, Of course you are. The Internet and technology are great, but you are the ultimate sales technology.). They talk about the “informed buyer.” Is the so-called Buyer 2.0 more informed?

Buyer 267

Buyer Social Media Media Vendor 267

Velocify

JUNE 13, 2017

A wave of new sales technologies is providing businesses unprecedented choice in building out their ideal sales stack. As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting.

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

Sales Hacker Training

MAY 27, 2019

The #2 service that Sales Enablement provides is Sales Tools — beating out process improvements, coaching, competitive analysis, and even proposal development. In short, having the right sales technology for the job matters. Unveiling the Sales Stacks of the Sales Stars. Why Is Your Stack Built That Way?

Top of Funnel 143

Top of Funnel Scale Lead Rank Sales Qualified Lead 143

SBI

JUNE 27, 2019

Some of this confusion stems from: A lack of agreement on the basic definition of sales enablement. A mismatch in views towards sales, and there are many other reasons of course. The Value of Sales Enablement Charters. Our friends at Smart Selling Tools have a survey underway, The 2019 Sales Technology Benchmark Survey.

Sales Enablement 110

Sales Enablement Survey Exercises Sales Technology 110

Miller Heiman Group

JULY 9, 2018

Sellers need technology and a methodology to succeed. But here’s the problem: No sales technology on the market is connected to a successful sales methodology. And when it comes to sales methodologies, it’s difficult to sustain over time, monitor seller adoption and ROI, and achieve CRM integration.

Groups 51

Groups Sales Methodology Analytics Sales Technology 51

DiscoverOrg Sales

APRIL 11, 2019

Whether it’s cloud-based products evolving to new needs and new markets, salespeople adapting to new sales technologies, or products so cutting-edge that you can barely describe them – don’t get comfortable. The Sales Acceleration Formula – by Mark Roberge. Adapting to change is key. Product Demos That Sell by Close.io

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

SalesLoft

JUNE 15, 2023

Sunshine: Our new CEO David Obrand gave a keynote about the important cycle that’s happening in technology right now, and how the shift we’re in is something that only happens every 10 and 20 years or so, but leads to major breakthroughs. The next fundamental tectonic shift for sales technology is AI.

Hotels 52

Hotels Intent Government CRM 52

SBI

JANUARY 12, 2022

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Hiring 65

Hiring Lead Rank Lead Scoring Scale 65

Zendesk Sell

FEBRUARY 7, 2019

Below are five ideas focused on the customer relationship to help you think outside the box with sales lead generation. Offer a helpful email course. Support tickets are also directly accessible by the sales team so they can see every conversation with a customer across the company. Offer a helpful email course.

Top of Funnel 74

Top of Funnel Lead Rank Marketing Qualified Lead Sales Qualified Lead 74

Highspot

JANUARY 31, 2020

If you find that sales teams consistently fail to meet targets, then granular metrics, such as the ones above, will help uncover roadblocks and enable you to resolve them. How Do You Achieve Sales Excellence? Sales excellence is achieved through the right combination of processes and programs including: Sales enablement.

Lead Rank 98

Lead Rank How To Sales Enablement Analytics 98

SalesLoft

SEPTEMBER 7, 2021

The explosion of sales technology and access to capital has made the fight for buyers’ attention incredibly difficult. Even the best sales organizations plan for only 60% of their sellers to hit quota – and this number has been declining for the last decade. This vision is inspired by our customers. Buyers expect more. .

Revenue 52

Revenue Face-to-face Quota Channels 52

Janek Performance Group

MARCH 12, 2024

Consider sharing the information over the course of a few days. Set the Stage In our recent white paper How to Build A Top-Performing Virtual Sales Team , we note that one challenge sales members face is setting a virtual sales stage to maximize a rep’s technology, environment, and appearance.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Zoominfo

OCTOBER 5, 2021

Let Customers Tell Their Own Success Stories – Salesforce The popular sales technology company specializes in a particular kind of brand storytelling: They allow their customers to tell their stories for them. Their Success Stories page follows clients who have used Salesforce to grow their businesses.

Examples 130

Examples B2B Microsoft Case Study 130

Hubspot Sales

MAY 3, 2021

There's no denying that sales can be chaotic. Sales technology might be unreliable, and every rep is bound to deal with their share of curveballs here and there. Sales orgs need to do what they can to keep things on as even a keel as possible. Prospects can be unpredictable.

Sales Methodology 124

Sales Methodology Sales Process Report Survey 124