SBI Growth
FEBRUARY 8, 2018
Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.
MTD Sales Training
FEBRUARY 8, 2018
I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years. He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. I asked him if he had calculated the cost of losing so many good people. And I didn’t just mean hard cash costs.
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SBI Growth
FEBRUARY 8, 2018
Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you.
Jill Konrath
FEBRUARY 8, 2018
It was my last day at the Sundance Film Festival. After waiting for way too long, Shari Levitin and I finally entered the virtual reality experience that people were raving about.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
SBI
FEBRUARY 8, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Erroin Martin , VP of Sales for Conversica. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Erroin: Conversica helps businesses drive revenue by finding prospects that want to do business.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Engage Selling
FEBRUARY 8, 2018
It’s a common scenario. A seller sends a proposal out to a prospect. They’re excited because the prospect seems eager to move forward and hasn’t brought up any objections or indications that they’re even on the fence.
The Center for Sales Strategy
FEBRUARY 8, 2018
I have a confession to make… I absolutely hated cold calling. It’s been a few years since I was in outside sales, but I still have flashbacks to some of my worst cold calling experiences. You know the ones where you’re treated like a complete nuisance, talked down to, or hung up on. Necessary Evil. Like most salespeople, cold calling for me was a necessary evil.
Julie Hanson
FEBRUARY 8, 2018
Many presenters share the actor’s nightmare of being in front of an audience and not knowing their lines. I lived that nightmare early in my sales career. A Presenter’s nightmare. As a new salesperson I was excited when I received a last-minute opportunity to present to an important prospect. Although I didn’t know the product well or have much preparation time, I felt confident.
SalesforLife
FEBRUARY 8, 2018
We all have leadership expectations to meet, goals to reach, and milestones to achieve. Think you or your buyers and customers are not biased? Think again. It's baked into us from a young age—check out this post from HubSpot on 26 forms of bias.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Repsly
FEBRUARY 8, 2018
Every beer company wants to get the word out about its brews, and field events help to get the job done. If you’re creative, you can dream up a million ways to get your beer into people’s hands and turn curious consumers into loyal sippers. Although field events come in many forms, all of them end with putting a new group of customers in direct contact with their next favorite craft beer.
Partners in Excellence
FEBRUARY 8, 2018
Over the past several weeks, I’ve been writing articles related to designing our organizations for performance. Whether it’s talent management,rethinking the bell curve, metrics and shifting the numbers in our favor, or rethinking the pareto principle–we can and are obligated to design our organizations for performance. It’s a simple concept, but too often, it seems we design for mediocrity.
Pipeliner
FEBRUARY 8, 2018
We’ve learned a thing or two about hiring salespeople in the 19 years I’ve been running a company of for-hire senior level Door Openers®. Most sales VPs–and, for that matter, business owners–know the difference between farmers and hunters in sales. What they may not know, however, is that not all hunters are created equally. There are those who excel at meetings and closing sales, while others are great at opening doors.
Cincom Smart Selling
FEBRUARY 8, 2018
How does Finance use a CPQ (configure-price-quote) system to grow revenue and drive profitability? The Finance department does more than count the beans. Rather than being relegated to the sidelines keeping score, enterprises are looking to Finance to play a larger role, both strategically and tactically, in the management of the business. Finance is expected to make meaningful contributions toward helping the enterprise boost revenue, increase margin and improve operational efficiency.
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Sales Hacker
FEBRUARY 8, 2018
The post How to Use Sales Triggers to Close More Deals, Faster appeared first on Sales Hacker.
Pipeliner
FEBRUARY 8, 2018
Off the Cuff Instant Interview Question: What is the secret to becoming a great storyteller as part of pitching? The secret to becoming a great storyteller is to have a story that is clear, concise and compelling. When you tell stories you tug at the heartstrings which makes people want to open their purse strings. The person who tells the best story wins the sale.
Factor 8
FEBRUARY 8, 2018
Got a beef with call coaching? Let me guess, “How can I get my sales managers to do more coaching?” maybe, “Call coaching isn’t getting the results I need.” Frankly, […]. The post Better Call Coaching For Your Team appeared first on Factor 8.
Hyper-Connected Selling
FEBRUARY 8, 2018
The post Don’t Confuse Success and Fame appeared first on David J.P. Fisher.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Sales Hacker
FEBRUARY 8, 2018
The post How to Prepare for GDPR in 5 Steps appeared first on Sales Hacker.
OnePageCRM
FEBRUARY 8, 2018
The management team at OneLaw (A Legal practice management software company) believed there was a better way of streamlining their daily operations and decided to do a complete company-wide systems overhaul. It was during this process that the opportunity arose to try other CRM’s and the team jumped at the chance to try OnePageCRM. As OnePageCRM, came highly recommended by a friend they were confident it would be a good match for their sales process.
Zoominfo
FEBRUARY 8, 2018
B2B sales and marketing professionals are constantly looking for ways to increase their qualified website leads. In fact, 85% of B2B marketers say lead generation is their most important content marketing goal ( source ). Yet, a staggering 80% of marketers also say their lead generation efforts are only slightly or somewhat effective ( source ). So we’ll pose this question: How can marketers quickly and easily improve their lead generation efforts?
Sales Hacker
FEBRUARY 8, 2018
In this article, I will breakdown how to run effective discovery calls within the sales process, in just 7 easy steps. It’s no secret that discovery is one of the most crucial parts of any sales opportunity, and ultimately – delivering demos without this vital component is likely to be a wasted activity. When I posed to my LinkedIn network a couple of months back the question as to the importance of discovery, the response was overwhelmingly aligned.
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No More Cold Calling
FEBRUARY 8, 2018
Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him. He said that Craig, the new VP, had the sales leadership experience we needed, and that a degree, in this case, was irrelevant. It turns out the president was right.
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