The Ultimate Guide to Choosing a Winning Sales Methodology


Enter sales methodologies. Businesses rely on sales methodologies to help their reps consistently deliver at every stage of the sales cycle. Here’s everything you’ll need to know to make the right choice: What is a sales methodology?

Everything You Need to Know About Demand Gen vs. Lead Gen


Inbound sales is a modern sales methodology based on the fact that customers are more in charge of their buyer's journey than ever before and have quick and easy access to the information they need to decide on making a sale before ever speaking to a sales rep.


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The Challenge with The Challenger Sale

SBI Growth

It’s been two years since The Challenger Sale was published. Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. However, it is not a magic pill for every struggling sales organization. Sales VPs think my guys have become comfortable with “How ya doin?” A Sales Methodology is only effective if it is reinforced. Most sales reps don’t have “Challenger” DNA.

Revegy’s 2018 Year in Review Signals Strong Outlook for 2019


As VP of Marketing, Talibah Mbonisi has over 15 years experience driving demand generation strategy and execution and marketing operations in B2B technology organizations. Revegy was named a Top Sales Tool of 2018 by Smart Selling Tools and was also included in SellingPower Magazine’s Top 15 Sales Enablement Vendors of 2019. In addition, Sales Hacker added Revegy to its 2018 Best Sales Tools list. “We

The Difference Between a VP of Sales and a CRO

Sales Hacker

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales.

The Definitive Prospecting Guide for Sales Management to Grow Pipeline


Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm.

Holistic revenue performance series IV: Sales operations


At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Operations Pitfalls.

The Top Sales Enablement Conferences and Events to Attend in 2019


Professional growth is vital to a salesperson’s success, and sales and sales enablement conferences are one of the best ways to get a new perspective and learn best practices. They provide sales reps with a change of scenery to reset, expand their knowledge, and meet industry experts from across the globe. As you plan for 2019, consider these events to aid your sales team in success and growth. Rainmaker is Salesloft’s annual event and is all about sales engagement.

PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan

Sales Hacker

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris walks us through his habits, his principles, and his system for enterprise sales. If you missed episode 27, check it out here: PODCAST 27: How Former HubSpot CRO Built a Predictable Sales Machine w/ Mark Roberge. Staffing a team of field sales, inside sales, and sales engineers in lockstep.

Destination:London Date: June 7th ….You Really Should be There!

Jonathan Farrington

It was only a matter of time before the highly successful Sales 2.0 During the last 2 years we have seen an increasing interest and demand from business executives in Europe to understand and leverage technology within their sales organizations to improve overall sales effectiveness. From our 2012 survey done in conjunction with Frost & Sullivan of global sales leaders, we discovered their top 5 challenges are: 1. Implementing lead generation strategies.

Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Sales Hacker

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event.

The Sales 2.0 Conference Bandwagon is heading for London

Jonathan Farrington

It was only a matter of time before the highly successful Sales 2.0 During the last 2 years we have seen an increasing interest and demand from business executives in Europe to understand and leverage technology within their sales organizations to improve overall sales effectiveness. From our 2012 survey done in conjunction with Frost & Sullivan of global sales leaders, we discovered their top 5 challenges are : 1. Implementing lead generation strategies.

Rainmaker Pre-Conference Workshops: The Calm Before The Storm


– when bestselling author Mitch Albom takes the stage to close out our fourth installment of what has become the world’s leading conference for sales professionals. Sales Leadership & Strategy. Sales Operations & Systems.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. In this guide, you'll get an introduction to sales operations, why it's a critical piece of your sales puzzle, and how to build your own sales ops team (or make your existing one stronger).

Sales Metrics 101: How To Find (And Fix) Those Dangerous Cracks In Your Sales Funnel

Sales Hacker

Revenue = Opportunities * ASP (Average Sale Price) * Win Rate. Any easy way to visualize this is to think of a sales funnel – revenue is the bottom of the funnel, opportunities are the top, and ASP + win rate are components of the funnel itself. Not only are these the key components of new revenue – each of these metrics is also directly tied to an aspect of your sales motion. Opportunities come from Prospecting and Demand Generation.

Career Advice from the Pros: Starting a Sales Career in 2020? Do This

Sales Hacker

Sales development representative roles have grown 5.7X since 2012, according to LinkedIn’s State of Sales report. That’s a lot of new people entering sales! If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started. How do you jump-start your sales career and fast-track success? Our question: “What is your best advice for anyone starting their sales career in 2020?”

The Proven Process for Developing a Go-to-Market Strategy


Pick a sales strategy. Generate interest. It generally includes a business plan outlining the target audience, marketing plan, and sales strategy. decision makers for every sale who have a say in whether a product is purchased. Choose a sales strategy.

Sales Hacker Recommends: 97 Best Sales Books for Peak Performance (2020 Update)

Sales Hacker

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you.

170+ Women in Sales Share Their Career-Defining Aha Moment

Sales Hacker

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? Become the Beyonce of B2B sales.

Oracle 109

Interview: Where Can You Get The Insights Needed for Provocative Selling?

The ROI Guy

Click here to review the Interview On-Demand Click here to access the slides from the session. Here are the notes from this compelling and important interview: One of the biggest issues for Sales is that according to several research firms, over 1/2 of a typical prospect’s purchase decision is already complete before your sales reps are even being invited to the table. Why do you think sales reps are being invited later and later into the prospect’s decision-making process?

Study 40

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Interactive Smart Content™ and Dynamic Sales Tools Required to Meet Changing Buyer Needs Marketing of B2B solutions has clearly become more difficult over the past several years, evident in research from IDC indicating that: 62% of B2B vendors now need more leads in order to generate the same amount of sales; 72% indicate an increase in buying cycle time over the past 6 month, while the buying cycle timeframe has increased over 10% in the past 12 months.