Homicide Detective Makes Best Case for Sales Process
Understanding the Sales Force
MARCH 20, 2024
How can sales organizations, sales enablement, sales cultures, and sales leadership make the paradigm shift to move from “Belief That” to “Belief In?
4 Must-Have 2023 Sales Technologies for CROs and RevOps Leaders
Mindtickle
MARCH 28, 2023
As I learned about their challenges, it became clear there are some recurring themes when it comes to the sales technologies in their stack. Here’s what I heard during my tour: “We simply don’t have enough repeatability built into our sales org.” “We need to get better at timing deals and knowing why they’re won or lost.”
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Stop Counting Dials, Start Counting Connections
No More Cold Calling
JULY 27, 2023
They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. A sales leader in Europe needed the same splash of cold water. The chance to get all the decision-makers in one room was worth the inconvenience and the extra money. I had heard enough.
Decision Maker 
156
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Make a Change in 2024 [Q4 Referral Selling Insights]
No More Cold Calling
DECEMBER 21, 2023
I’m tired of hearing sales leaders complain about not having enough leads, struggling to get access to decision-makers, and not making quota. Read “ The Irrefutable Referral Business Case ”) Sales Tech That Doesn’t Work Digital communication only takes us so far … period. Cold outreach doesn’t work.
Referrals 156
156 
Stop Buying Digital Snake Oil for Your Account Based Sales Team
No More Cold Calling
DECEMBER 14, 2017
They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained to me that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. Well, that was a splash of cold water.
Account 228
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The Phrase of the Year Is Seller Access
No More Cold Calling
FEBRUARY 24, 2021
Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.” Seller Access: New Buzzword, Old Problem.
Referrals 323
323 
37 Sales Leadership Stats to Know in 2020
Hubspot Sales
NOVEMBER 18, 2020
The top challenges of virtual sales organizations are getting the buyer’s attention, keeping the buyer engaged, and changing the buyer’s point of view on how to solve a problem. Sales Leader Priorities. 58% of sales managers say they have a hard time completing their work tasks in the time given.
Sales Leadership 141
141 
To Get B2B Leads, Pick Up the Damn Phone!
No More Cold Calling
JUNE 9, 2019
Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. This multichannel cold calling madness isn’t helping sales, and it certainly isn’t helping business relationships. The Sales Technology Tipping Point. Don’t believe me?
Is Your Lead Generation Data Leading You Astray?
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
249 
Ch-Ch-Ch-Changes!
Braveheart Sales
APRIL 20, 2021
Let me explain each one: Reaching Decision Makers is ever more important and is critical to future sales success. I cannot emphasize just how important it is to have salespeople who can reach decision-makers. Embracing Sales Technology includes using a CRM to stay organized and focused.
Why There Is No Silver Bullet for Account Based Sales Development
No More Cold Calling
SEPTEMBER 28, 2017
Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. With the introduction of AI sales technology, computers will soon replace salespeople. It’s finally about to happen.
Account 245
245 
To Get B2B Leads, Pick Up the Damn Phone!
No More Cold Calling
JUNE 6, 2019
Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. This multichannel cold calling madness isn’t helping sales, and it certainly isn’t helping business relationships. The Sales Technology Tipping Point. Don’t believe me?
Industry Insights for How to Sell Cyber Security Technology
Emissary
DECEMBER 20, 2022
As a result, business executives will weigh in on technology decisions and risk analysis will drive their selections. . Key decision makers are hard to reach. . Even though technology buyers are looking for more from their vendors, they have less time to spend with sales reps during the buying process.
Industry 52
52 
Without Fundamentals, You’ve Got Nothing (June Referral Selling Insights)
No More Cold Calling
JUNE 29, 2019
Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. Despite the ever-growing treasure trove of new sales technology, research shows that sales is actually harder than it used to be.
Referrals 222
222 
How to Sell to the C-Suite
Vendor Neutral
MAY 13, 2021
5 Ways to Have a Successful Sales Meeting with an Executive. Don’t Talk About Your Product Whatever level of decision-maker you’re dealing with, the most important word in selling today is “value.” People today are exhausted with pitches—senior decision-makers more so than anybody.
Is Sales Automation Making Your Team Soft?
No More Cold Calling
DECEMBER 15, 2016
As your reps rely more on sales technology, they may be forgetting how to actually sell. . Sales technology won’t get reps into meetings with decision-makers; relationships and referrals will. I used to add long columns of numbers and never had to check my math. I knew I got it right the first time.
Sales Automation 120
120 
How to Measure Sales Fitness
Sales and Marketing Management
MARCH 26, 2018
Sales technologies, on the other hand, aid the process of generating revenue and should never cause fear, uncertainty or doubt. . With today’s technologies, there is no excuse for this kind of ignorance except laziness. . The more meaningful conversations a sales person has, the more likely sales will result.
How To 218
218 
Increase Sales Forecast Accuracy and Speed Up Your Pipeline
Zoominfo
MAY 17, 2018
Think about it, how often do deals stall out while your sales team chases down key decision-makers? How often do opportunities revert to an earlier location in the sales funnel or skip to the bottom quickly? For this reason, sales professionals don’t always have a clear view of their pipeline.
Sales Forecasts 232
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Social Selling: What You Should and Should NOT Do
No More Cold Calling
AUGUST 23, 2018
Only Being Social Online Far too many people use social media and other sales technology as an excuse to hide behind screens and forgo building relationships. That’s a doomed strategy in sales, which is dependent on relationships. You will gradually earn their trust, which is priceless.
Social Selling 218
218 
Balancing AI and Trust in Sales for Optimal Results
Janek Performance Group
OCTOBER 4, 2023
Sales technology feels like it is evolving faster than we can keep up. Here I will explore the current state of AI in sales, and its potential for improving seller productivity. It is impossible to optimize customer satisfaction without trusted advisor interaction in complex sales.
Remote Selling Viewpoints: Sales Intelligence & Buyer Intent Data
SBI
AUGUST 17, 2021
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. .
Intent Data 146
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Smart Selling Visions: Up-Close with Top Revenue Leader Garin Hess, CEO of @DemoChimp
SBI
NOVEMBER 4, 2014
Can you imagine a sales force that had few to no repetitive sales conversations – only specific and personalized closing conversations with the right people in the buying panel? Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)?
Up-Sell 130
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Improve Your Business Performance with These 4 Stats
LeadFuze
DECEMBER 1, 2021
Key Sales Insights to Improve Business Results in 2022. Invest in sales technology and methods to increase productivity. Managers should focus on frontline sales, not just the management of their company. 1) Invest in sales technology and methodologies. 12% Shorter sales cycle. 56% Larger deal sizes.
The Time is Now for Manufacturers to Invest in Sales Transformation
Miller Heiman Group
AUGUST 13, 2019
Buyers are more informed than they’ve ever been, and expect manufacturing sellers to deliver a personalized and individualized sales approach that includes both technical product knowledge and a deep grasp of their clients’ business, including meeting the needs and wants of a growing number of diverse decision-makers.
Don’t Let CRM Slow You Down
Miller Heiman Group
JULY 16, 2018
CRM systems continue to benefit management teams, not sales representatives. They don’t receive value from the experience, so they don’t consider it an essential part of the sales process. Scout fills the gap in sales technology. Sellers use CRM because they are forced to.
CRM 48
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Don’t Let CRM Slow You Down
Miller Heiman Group
JULY 16, 2018
CRM systems continue to benefit management teams, not sales representatives. They don’t receive value from the experience, so they don’t consider it an essential part of the sales process. Scout fills the gap in sales technology. Sellers use CRM because they are forced to.
CRM 50
50 
Good to Great Sales Teams
Braveheart Sales
OCTOBER 1, 2020
Sales Technology Proficiency – 68% vs 7%. Reaching Decision Makers – 84% vs 18% (and this trait has shown a 331% greater success rate among those that are proficient). Following a Repeatable Sales Process – 80% vs 11%. Reaching Decision Makers is a Milestone in the Sales Process.
Sales success – reducing risk is as important as selling value
Sales Training Connection
MAY 18, 2015
One often underemphasized is the ability to help the customer deal with the perceived risks of moving ahead with the purchasing decision. So, how can you reduce the risk and make it easy for a decision maker to say “yes?”. Let’s take a look at three different levels of decision makers: CEO, President, COO.
Pipeliner CRM: Vital In Times of Crisis
Pipeliner
AUGUST 6, 2022
The first of these is that we have not taken a mechanical approach to sales as others have, but a human-centric approach, as we have recently covered in-depth. Modern sales technology is targeted at making a salesperson better at selling, under the mistaken belief that technology, all by itself, can make a salesperson into a better performer.
Pipeline 98
98 
Tips for Engaging with Executives in Sales Meetings
Vendor Neutral
MAY 17, 2021
Be Authoritative Senior decision-makers like to deal with other decision-makers. Explain how each stage of your plan will work, detail how and when to implement the various components, and then outline a system for measuring and sustaining success long term.
Remote Selling Viewpoints with George Donovan of Allego
SBI
MARCH 18, 2021
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 164
164 
Move Deals Forward with Your CRM
Miller Heiman Group
DECEMBER 11, 2019
By combining methodology and technology, organizations give sellers what they really need to succeed at their jobs: forward-looking insights that guide them through the sales methodology and offer specific actions they can take to improve the odds of success. Start Closing More Deals with Scout.
CRM 50
50 
How to Calculate the ROI of Your Sales Tools
Vengreso
MAY 28, 2020
Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?
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The Fundamental Error of Approach in Today’s Sales
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”. Where did we go so wrong? The “Economic Man”.
Hiring 97
97 
Cold Email Marketing 101: Playbook to Effective Cold Emails
SalesLoft
JULY 22, 2022
You and your team can use a sales technology like Salesloft to scale parts of your cold email marketing campaign. Then during touches five through six, you can utilize sales technology to quickly add personalization and other time-consuming tasks, like phone calls. . Either way, you’ve gained vital intel!
The Power of ZoomInfo Data in Chorus
Chorus.ai
JULY 23, 2021
The prospect mentions she pulled in her boss (likely the C-suite decision maker), so your rep frantically tries to grab her name and title to look her up later. The second and third most valued platforms were Sales Engagement and Call Recording. They say “No”, only to have three other team members show up on the next call.
Data 62
62 
10 Sales Trends & Predictions for the Future of Sales in 2020
Sales Hacker
DECEMBER 18, 2019
When I started Sales Hacker, sales technology was in its infant stages. There were very few sales-tech companies, and the sales stack (plus it’s associated budget) was non-existent! I created Sales Hacker to be the rising tide that lifts all boats. We’re truly entering a new era in sales technology.
Trends 58
58 
B2B Sales Prospecting Strategy: 6 Ways to Improve
Zoominfo
JUNE 6, 2019
[Read more] Overcoming Sales Objections: The 5-Point Guide. In fact, 78% of decision-makers have taken an appointment or attended an event that came from a cold call ( source ). We offer the leading sales technology fueled by a world-class contact database to make every aspect of selling more efficient.
B2B 100
100 
Making the Business Case to Eliminate Lead Gen Forms in Your ABS/ABM Strategy
Sales Hacker
NOVEMBER 21, 2017
And here’s the thing: The people who are turning away from lead capture forms and looking for that real-time, conversational experience … a lot of them are decision-makers. At Drift, we recently put together a report with our friends at Clearbit that looked at the sales conversations happening across thousands of B2B websites.
Lead Gen 71
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In Search of the Perfect Sales Tech Stack (Here’s What’s Working Today)
Sales Hacker Training
MAY 27, 2019
Most sales teams depend on 5 key activities to succeed: Intelligence : Sales intelligence refers to technologies, applications, and practices for the collection, integration, analysis, and presentation of information to help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business.
Top of Funnel 143
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10 Most Important Sales Trends That Will Define 2019 (And Predictions)
Sales Hacker
DECEMBER 27, 2018
Time for Sales Hacker’s Annual Top 10 Sales Trends and Predictions for the Future of Sales in 2019. Due to the proliferation of modern sales technology and people’s love of it, I added a new element this time. You know, since it’s extremely apparent that the sales technology landscape keeps growing like wildfire.
Trends 104
104 
How To Reach Your Sales Quota During The Holidays [INFOGRAPHIC]
InsideSales.com
DECEMBER 1, 2019
XANT created this holiday guide with lots of great gifts and strategies you can share with your sales reps to help them boost their sales: 1. You’ve gotten in touch with the decision-maker. It’s crunch time — the last-minute push to meet your sales quota during the holiday season can be brutal, but it is possible!
Quota 74
74 
The Impact of AI on Sales Strategies and Performance
Highspot
MARCH 13, 2024
Data-Driven Sales Training and Coaching AI’s analytical power gives sales managers the metrics to customize sales training and coaching to their teams’ needs. It allows them to precisely focus on the unique strengths and opportunities within the sales team.
Elevate Preview: How Sales Enablement Helps Sales Organizations Adapt to Changing Business Buyers
Miller Heiman Group
APRIL 10, 2018
Unlike most traditional sales functions (leadership, sales operations, training, marketing), sales enablement is an orchestrator of services. Sales enablement must become a strong influencer of the sales technology stack.
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