Wed.Apr 17, 2019

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée.

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Asking Questions In Sales – What You Need To Know

Discover the value of asking questions in sales and learn the different types of sales questions to help you figure out the needs of your customers in this post.

7 Ways to Be a (MORE) Confident Salesperson

Marc Wayshak

To be a more confident salesperson, you need to make some major mindset changes. Follow these 7 ways to be a more confident salesperson to start closing more sales with a brand-new approach. The post 7 Ways to Be a (MORE) Confident Salesperson appeared first on Sales Speaker Marc Wayshak.

Becoming a Great Sales Professional in Today’s Market

Adaptive Business Services

Around ten years ago, the consumer market was a totally different landscape where the sales process involved telemarketing and setting appointments for sales professionals to gain clients and close deals. The system was pretty straightforward then, requiring relatively simple methods.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

The Death of Traditional Sales Coaching


Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue.

More Trending

You Need More Than Technology to Solve Your Sales Problems


If you’re like me, you’re bombarded with advertisements for sales enablement technologies that claim they’ll increase your revenue, improve profits, make your life easier, and probably butter your toast as well. Sales Management Sales Enablement

How I knew I was going to lose a $200k deal

John Barrows

There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal.

Promoted! Now What? First-Time Sales Manager Series


You’re new to your role as a Sales Manager. Congratulations on your recent promotion! Not promoted yet but angling for a sales manager role? Here's a post to help you get there.). career Learning to lead manager or leader new sales manager

Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

Sales Benchmark Index

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them

Keith Rosen

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team.

SBI Promotes Eric Estrella and Josh Horstmann to Partner

Sales Benchmark Index

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, is pleased to announce that both Eric Estrella and Josh Horstmann have been promoted to Partner. Estrella most recently served as SBI’s Senior Vice President of Client. News & Press SBIEurope

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople. Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again.

How to Develop and Deliver the Best Campaign Recap

The Center for Sales Strategy

“Wow, this is the best campaign recap I’ve ever received!” As a seller, have you ever heard this from a customer? The odds of getting this type of feedback are low. Don’t feel bad because most campaign recaps are mediocre at best. Most are a bunch of data that do not tell a story.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Don't Underestimate the Power of Good Sales Content and Collateral

Janek Performance Group

The middle of the pipeline can sometimes be an awkward purgatory – you’ve captured their interest, qualified, and are working the opportunity, but the prospect isn’t quite ready to make a decision.

5 Reasons Your Sales Results Are Suffering

Anthony Iannarino

From time to time, I take note of what I am seeing and write it down. I tend to look for the themes, trends, and patterns that either improve or harm sales. The following is what I see causing sales results to suffer.

3 Reasons Today's CFOs Need Data Analytics to Succeed


Discover how CFOs can use data analytics to drive strategic sales planning. Forecasting Sales Performance Management

Why Left Brain Thinkers should run your next Sales Team Meeting

Babette Ten Haken

Really? The idea of a left brain thinker, or STEM colleague, running your next sales team meeting probably is one of your biggest nightmares. Mostly because you avoid working directly with the STEM colleagues and left brain thinkers in your organization.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Prospecting Differentiation

Partners in Excellence

We want our prospecting efforts with customers to stand out. To, somehow, differentiate ourselves from the dozens of other prospecting calls or emails our customers receive.

Out with the Funnel, In With the Flywheel: The Modern Buyer’s Journey


As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on.

Tricentis COO David Keil Joins Revegy’s Board of Directors

Smart Selling Tools

Tricentis COO David Keil Joins Revegy’s Board of Directors. Revegy , a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

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How to Create a Sales Culture That Keeps Improving

Selling Power

To create a great sales culture, you need to put the right people and processes in place to produce enough revenue and profit margin. Sales Leadership Sales Success

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Shifting SPM Perspective: Closing the Data Gap

Accent Technologies

CRM data entry has traditionally come at a steep price for organizations. Intelligent analytics have changed what is now possible to streamline the process. Brief History of Buyer Engagement Tracking.

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#SalesChats: How to Coach the Complex Sale


How to Coach the Complex Sale. There are many moving parts in a sales process which gives way to complexity, especially if you don’t have a plan. Host John Golden interviews Alice Heiman on what exactly makes a sale complex and how sales teams can embrace it.

How to Budget Accurately for Marketing Development Funds


When a smart, strategic approach is taken, marketing development funds (MDFs) can be an excellent resource to help accelerate your sales and grow your channel business.

12 Eye-Opening Ways to Make Your Product Unimportant


Organizations take products too seriously and sales are expected to flog them. They think products convey value and stress features, cool technology and price as the reasons why people should buy. The product-centric strategy is flawed. Products don’t make companies or sales organizations great.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

How Hikari Used Nimble + Office 365 To Unify Data Under One Roof

Nimble - Sales

About the Company Cloud Solutions Provider Hikari Data Solutions (Hikari) was formed in 2018 as the result of a spin-off from EMIT Solutions, founded by Eamon Moore and recipient of a recent Microsoft Global Partner of the Year Award for SMB Cloud Solutions.

What Are the Best Ways to Handle Project Delays?

Selling Energy

Every now and then you’re going to encounter a prospect who delays a project. My experience has shown me that you should tie the advantages of the project to a hot button issue. Selling Performance

This Will Change How You Sell: Introducing The Conversational Sales Handbook


Today’s B2B buyer is in charge. And guess what? They’ve done a lot of research on you before ever coming to your website. So when they do come to your site, you need to give them the personalized experience they’ve come to expect in the consumer world.