Hosting Workshops? Environment Counts.

Engage Selling

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto.

What Happened at the End of the Workshop?

Your Sales Management Guru

What Happened at the End of the Sales Leadership Training Workshop? At end of the second day I always ask the participants what was the most interesting or important learning take-a-way from the workshop.

Sales Tips: Qualitative or Quantitative Data – Which is Better?

Customer Centric Selling

Sales Tips: Qualitative or Quantitative Data – Which is Better? There’s an ongoing debate over which type of data is better: quantitative (“quant”) or qualitative (“qual”). Quantitative Data Quantitative data is all about numbers.

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Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. In an earlier article , I discussed the merits of quantitative and qualitative data. What patterns are emerging from the data that are common across different buyers?

Creating the Right Agenda for Data-Backed Quarterly Business Reviews


In order to host QBRs that are viewed as invaluable, it all comes down to preparation and constructing just the right agenda that packs quantitative and qualitative data points into a succinct time period. > What topics should we cover in a future sales workshop or all-hands meeting?

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Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Start with an alignment workshop. After that, you can begin to implement an account-centric data infrastructure, including things like lead-to-account matching.

Sales Tips: The Keystone to Competitive Advantage

Customer Centric Selling

Sales Tips: The Quality of CRM Data Is the Keystone to Competitive Advantage. By Connie Schlosberg, Primary Intelligence.

Sales Tips: The Critical Component for Your Long-term Strategy

Customer Centric Selling

Arming yourself with this strategic quantitative data is critical to understanding how to grow your market presence, how to sell more products and services and how to win more customers. Yet for some organizations, there’s an increasingly strong bias toward data-only feedback.

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

Ultimately programs process data by executing rigid rules. In doing so, inaccurate data will provide flawed information that management will use to make decisions. While often glossed over, the fact is that salespeople were the data entry people for SFA software.

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Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

Turn Data into Action. Take a look at the sales training workshops available to you to help improve sales performance. Sales Training sales tips sales training workshop sales training workshops sales team sales training company improve sales performance sales tip sales performance

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Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Provide them with the data (average transaction size, 2017 (revenue goals, etc.) Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: How to Plan Your 2017 for Success.

Sales Tips: Latent Need of CEOs

Customer Centric Selling

The data for forecasting often amounts to opinions of salespeople asked each month to put in writing how good a job they’re doing. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: The CEO's Need to Exert Control Over Sales.

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

The point of my last article was that the integrity of data determines how accurate CRM forecasts will be. The primary titles are IT (they have to implement and support the new software) and salespeople who ironically serve as the data entry staff. Sales Tips: Who Owns the Pipeline?

Sales Tips: Does CRM Just Speed Up the Mess?

Customer Centric Selling

One thing that became crystal clear to new customers was that if the data that was entered into the system was wrong, the reports generated would also be wrong. Take a look at the sales training workshops available to get started and improve sales performance.

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Surprised when Loyal Customers become Former Customers?

Babette Ten Haken

Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. The transformation of loyal customers into former customers is a real conundrum.

Adaptive Business Services – New Sales Programs and Offerings

Adaptive Business Services

We will always continue to seek to improve our member services and, now that I have a partner, we have more time to do so and I have more time to focus on … Workshops. I love doing workshops and have now fully developed six and have two more under development. I will be doing workshops for companies only. In the past I offered open workshop s and lining up the people, the location, and the services drained 100% of the fun out of any session that I ever did.

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The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

4) Keep current – How up to date are the product / services info, benchmark metrics and pricing data in your business value / ROI tool? It is for this reason that we have implemented formal Customer Success Workshops, led by Dave Stachura , the latest addition to the Alinean team.

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The Missing Key Element to Sales Success

Sales and Marketing Management

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on.

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Guest Post: What the World of Selling Can Learn from Watching Netflix

Jonathan Farrington

Netflix has 33 million subscribers worldwide and it is mining its Big Data to give its customers what they want. It is using its massive amount of data to look into the future to inform big bets that pay off. I respect the value of data.

Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Is machine utilization data an accurate reflection of human end user experience? Engage me to speak or conduct a keynote speaking program and/or workshop at your next corporate or association event.

Customer Intelligence: The Secret Treasure from your Value Selling and Marketing Tools

The ROI Guy

Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities.

Selling Value: The Missing Piece


Conduct a Value Inventory Workshop. (Or Here is a sample of the output from a workshop. The example above is a slice of data collected during a workshop where we capture key information and create content that is used throughout the sales process.

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Top 9 Alignment Resources That B2B Sales and Marketing Leaders Need to Ensure They Didn’t Miss This Year

Jeff Davis A fast growing podcast for B2B leaders that fuses conversations with experts in sales, marketing, leadership, psychology, data science and more to create insights toward a more holistic and strategic approach to aligning Sales and Marketing.

How to Reduce Churn, Drive Customer Trust and Loyalty, and Maximize Revenue – Interview with @strikedeck

Smart Selling Tools

Strikedeck enables Sales and Customer Success teams to more efficiently identify and handle the following key scenarios: Churn Reduction: Strikedeck analyzes historical data to detect leading indicators of churn and highlight at-risk customers long before they are up for renewal.

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Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

Smart Selling Tools

Jared: Since our founding in 1999, Zilliant has partnered with our customers by curating actionable insights hidden in their data that drive sales actions, customer relationships, and profitable growth. We turn a company’s data into actionable intelligence that is proven to drive growth.

The Science of Basic Selling Skills

Bernadette McClelland

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And the basics of selling are….?

The Power of Sales Stories

Anthony Cole Training

Not just any question, but fierce questions – questions that are courageous and direct…questions that help the salesperson paint a story instead of data dumping a bunch of facts. And let us know if we can help your team with an upcoming workshop.

Video: LeadGnome 90-Second Nugget E3 – Mining Sales-Ready Leads From Email Replies


In studying data from real LeadGnome customers, I’ve found that more than half of OOOs contain alternate contacts. When you send an email marketing campaign, what’s the most common type of reply that hits your inbox? Yep, Out-Of-Office.

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Video: LeadGnome 90-Sec Nugget – Stop Database Decay With Reply Email Mining


The data trapped inside each reply comes directly from the absolute freshest source possible: the leads you’re already talking with in those accounts. To join us for future LeadGnome 90-Second Nugget Workshops, click on the red “Subscribe” button below the video.

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Sales Tips: How a Simple Gesture Can Sway the Decision in Your Favor

Customer Centric Selling

I had gotten into the account with disk drives about 6 months prior, the first non-IBM devices in their data center. My highest contact was the VP of IT who was responsible for the data center. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Making Sense of the Sales Ops Tech Stack

Smart Selling Tools

1:10 PM – 1:50 PM: Sales Planning for Growth Executives 101 Workshop. 3:10 PM – 3:50 PM: Data Governance – The Foundation of Everything. Making Sense of the Sales Ops Tech Stack.

Pipeline Cleanliness Playbook: Four Lessons Learned


We recently hosted a small customer workshop for sales ops leaders to compare their successes, and collaboratively develop the Pipeline Cleanliness Playbook: Four Lessons Learned. Set a KPI/bonus for high data quality.

Four Ways the Cloud Helps Sales Grow

Score More Sales

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. Finance has more data, and it is extremely difficult to bring disparate data together into insight.

Hit the Bullseye: Know and Do the Most Meaningful Activities w/Kristina McMillan

Igniting Sales Transformation

Sales activities should be driven by current data, trends and buyer expectations. Meet Kristina and sit in on her session with Jeremey on Tuesday, March 12 @ 3:30pm for their presentation on Bullseye: Data-Driven Ways to Increase Pipeline. .

How Qualifying Customer Experience helps Us Quantify CX

Babette Ten Haken

Then, the majority of us who are just plain uncomfortable around analytics never even question the information (raw data) upon which these alleged statistics are based. Except that conducting surveys is a form of data science as well as market research. No fake data, please.

Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

Smart Selling Tools

In Person Workshop – SAVO meets with the client in a live, onsite workshop to finalize the design and configuration of the solution. Sales Productivity – Measured by the correlation of SAVO usage to changes in sales performance data.

11 Traits of a High Performance Sales Culture

Sales Benchmark Index

Hank had analyzed exit interviews and the performance management data. Hold a vision creation workshop over 2 half days. During this workshop, work through defining these four areas, using results from step 2: a. Run the team through a common vision creation workshop.

2 Things about Sales Success and/or Success in General

Anthony Cole Training

I'd like to gather some data from those in sales executive positions as to "why" people fail to meet expectations. The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops. I am currently conducting a poll on Linkedin. Here is the link: Linkedin Poll.

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Why Collaboration Common Sense is Workplace Unsustainable

Babette Ten Haken

Attendees at many of my workshops and keynotes , especially those on cross-functional collaboration and professional intimidation, get back to me, post-event. How many slides with white font on dark blue background, jam-packed with data, can they present, anyway?

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3 Keys to Effective Sales Teams in the Age of the Informed Buyer

Sales and Marketing Management

For example, consider industries, such as medicine or education, that have strict regulations on personal data. The key issue may be ease of data analysis from the company perspective, but for these customers, maintaining Health Insurance Portability and Accountability Act compliance or student-grade privacy guidelines is critical.

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