Babette Ten Haken

MARCH 24, 2017

For starters, you do not implicitly assume your marketing communications or sales enablement materials are relevant and valuable to clients. Because enlightened sales teams strive to develop sales engineering mindset themselves. If sales people are intimidated by your technical acumen, so what?

Engineering 58

Engineering Hiring Margin Retention 58

Artesian Solutions

MARCH 11, 2019

Over the years technology companies have realised selling with a product focus, i.e. showing and talking about their product or service, its features, advantages and benefits is no longer sustainable, particularly for those selling hardware, where margins are small and competition is high.

Solutions Selling 45

Solutions Selling Customer Segment Decision Maker 45

PandaDoc

APRIL 21, 2023

Lifetime value After examining an account’s revenue potential, delve a little deeper and look at its margin for expansion. Formalize key account management The CSO Insights 2017 Sales Enablement Optimization Study found that only 33.1% Try to meet with accounts regularly, or at least speak to decision-makers on the phone.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Nutshell

JANUARY 14, 2020

Because of the high-stakes nature of SaaS selling, sales reps should be ready to include multiple decision-makers from a target company into their sales process and offer a high-touch, personalized customer experience. The length of the SaaS sales cycle tends to increase as the price of the product increases.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Zoominfo

DECEMBER 13, 2018

Dave Kurlan is a renowned expert in sales force assessments, training and strategic growth strategies. For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Go check it out! Influence at Work.

Channels 187

Channels Face-to-face Video Hubspot 187

Sales Hacker

JUNE 11, 2019

Command of the Sale. The idea at the core of this methodology is that you should customize your company’s sales enablement tools and activities based on solutions that are already in place. Engage contacts who can influence decision makers when direct engagement is not possible. Conceptual Selling. SNAP Selling.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

The Brooks Group

SEPTEMBER 12, 2019

It’s critical that salespeople be prepared to address the prospect as a person, not just a decision-maker. Sales Rep: What impact does that have on your efficiencies and bottom line? It’s cutting into our profit margin substantially, not to mention it creates a ripple that ultimately affects patients.

Strategy 40

Strategy Consultative Selling Ideal Customer Profile Face-to-face 40

Chorus.ai

MARCH 5, 2021

If you’re having to lodge a mountain of calls per-qualified-lead, you may need to assess your sales-enablement best practices or look at your qualifying method again. Is your sales organization able to easily find the right sales contacts? This means there’s a margin for error.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

The ROI Guy

MARCH 15, 2011

Skeptical Buyers: Inundated with more carpet-bombing marketing campaigns than ever before, buyers are suffering from information overload, making it difficult, if not impossible, to use legacy strategies to break through the noise to connect and engage with decision makers, and moreover, gain their trust.

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

Zoominfo

DECEMBER 13, 2018

Dave Kurlan Dave Kurlan is a renowned expert in sales force assessments, training and strategic growth strategies. For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Go check it out!

Channels 100

Channels Video Hubspot Face-to-face 100

Sales Hacker Training

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

The ROI Guy

MARCH 30, 2011

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." What does the customer need to be successful?

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

Highspot

MARCH 15, 2022

To investigate the disconnect between the behaviors sellers need to succeed while working remotely and what sales teams actively measure, they surveyed 464 sales leaders and sales enablement decision-makers to further explore how to be successful with an increasingly virtual B2B sales model.

Decision Maker 52

Decision Maker Lead Rank Margin Survey 52

Mindtickle

JUNE 21, 2023

Sales Terms A - D F - M N - R S - Z Account-based selling A strategic approach to sales that focuses on targeting and engaging specific high-value accounts with personalized and tailored messaging. It represents the desired level of sales performance that the individual or team is expected to achieve.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Sales Enablement. Jill Konrath.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Apptivo

OCTOBER 11, 2023

Sales productivity is crucial for many reasons: Resource allocation When sales productivity is high, fewer resources (time, money, and effort) are wasted. Increased profits Efficient sales processes typically lead to higher margins and profitability.

Tools 52

Tools Webinar Metrics Pivotal Software 52

Sales Hacker

MAY 4, 2020

In the office, a senior decision maker might drop into a conference room to say hello and catch the last 10 minutes of a vendor demo. She might even leave a copy on her CEO’s desk with margin notes. You need to arm your advocates with something snazzy that’s easy and natural to share with other decision makers.

Prospecting 68

Prospecting Decision Maker Vendor Face-to-face 68

Sales Hacker

OCTOBER 7, 2021

Understanding how various decisions impact the company’s margin (e.g. Becky Kuperhand is a Managing Partner at Apex Assembly, where they unite F2000 decision makers to solve critical business challenges at IT and IT Security executive forums. What is one a-ha moment you’ve had in your sales career?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130