Mon.Feb 11, 2019

How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing.

Sales Training Gamification: Game On or Game Over?


Gamification is one way to get reps engaged in sales training content. But engaging and learning are two different things

The embarrassingly stupid sales mistake even smart negotiators make—And my foolproof method for avoiding it

Let me tell you a story about a friend of mine. We’ll call him Alexander. Alexander was working with one of his company’s best clients—a high-value, long-term customer. That client was evaluating alternatives and considering leaving the company for a new vendor.

How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen?

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

Why Do PE Firms Care About Customer Experience?

Sales Benchmark Index

First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, maximizing reducing the expense to bookings ratio, while providing customers with a great interaction.

More Trending

Putting the Customer First

Igniting Sales Transformation

In this interview, I talked with Sydney Sloan , Chief Marketing Officer at SalesLoft. You can meet Sydney personally at the Rainmaker 2019 conference here in Atlanta in March. Haven’t gotten your tickets yet? You still can. REGISTER HERE.

How to Become an Entrepreneur With No Money or Experience

Hubspot Sales

Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail.

Sellers Must Focus on Perspective to Increase Win Rates in 2019

Miller Heiman Group

CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment.

PODCAST 44: From Sales Engineer at Salesforce to building a $100M company w/ Travis Bryant

Sales Hacker

This week on the Sales Hacker podcast , we talk to Travis Bryant , Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

5 Ways to Heat Up a Cold Start to the New Year

The Center for Sales Strategy

January is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good new s ; it is not too late to make some changes to accelerate revenue and improve sales performance.

How Allocadia Operationalized & Automated Sales Onboarding in

Smart Selling Tools

The Undeniable Value in Customized Sales Applications. WHEN: THURSDAY, 2/28 AT 11AM PT. Hear Jocelyn Brown, SVP of Customers & Revenue at Allocadia, reveal how she and her team built and executed their sales and success onboarding within the Salesforce workflow.

Stop Selling and Start Building A Relationship

KO Advantage Group

When people ask me what’s the difference between sales as a whole and high value sales, I ask them which do they want to achieve better: quick wins or long-term achievements? Any sales person can make a sale, but not everyone can tap on qualified leads and generate high value sales.

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How Will DiscoverOrg’s Acquisition of ZoomInfo Affect Sellers?

Sales Hacker

A few months ago we wrote about Zoominfo’s acquisition of Datanyze in an effort to strengthen its sales intelligence engine. Well, along comes another fish to swallow the first two!

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

What to do when a sales contact ghosts you


Things are going great with your sales contact, you’re making steady progress towards a deal. You’ve had several excellent calls with them. They seem to be fully engaged and enthusiastic about your product. They asked […]. The post What to do when a sales contact ghosts you appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Strategy Social Sales B2B sales contact management engagement Inside Sales sales strategies

The Real Reason You’re Having Trouble Hiring Women in Sales (and What you can do About it Now)

Sales Hacker

Here’s a quick reality check: the competition to hire women in sales is stiff and becoming stiffer. According to a study by PwC, nearly 80 percent of Fortune 500 companies have established rigorous initiatives to increase the hiring of women in their companies.

Going Exponential

Selling Energy

Over the past twenty years there has been an explosion of data-based companies surpassing their “traditional” or “linear” counterparts. Most of this is due to how virtually free and accessible information is these days. Instead of maps, customers opt to use GPS systems or apps like Waze.

The embarrassingly stupid sales mistake even smart negotiators make—And my foolproof method for avoiding it

Let me tell you a story about a friend of mine. We’ll call him Alexander. Alexander was working with one of his company’s best clients—a high-value, long-term customer. That client was evaluating alternatives and considering leaving the company for a new vendor.

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.

Avoid OVER-Coaching! How Managers Quickly Coach Salespeople to Improve Performance & Save their Sanity – PODCAST

Keith Rosen

I know. When you’re coaching, it can often feel like you’re continually going down a dark abyss with no end in site.

Do you know why your SDR’s suck?

Frontline Selling

Many organizations have a love/hate relationship with their SDR (or BDR) team. On the one hand, they shower love on their SDR’s because (let’s face it) their job is really, The post Do you know why your SDR’s suck? appeared first on FRONTLINE Selling. Featured Mike Scher


X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (XO Group)


Learn about XO Group's sales compensation process and how Xactly has helped them improve performance

Myth Busting Part I


First three myths from my new myth busting series: Myth: I am busier than I have ever been! Reality: I am more distracted that I have ever been! – I have access to nearly every news & sports resource in the world on demand plus I have multiple social media & messaging apps of all kinds so I can pretty much distract myself so more efficiently than I ever could before.

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.

Identifying Quality B2B Sales Leads

The SalesPro Leader

The article, Identifying Quality B2B Sales Leads originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. Blog #B2Bsales #LeadGeneration #stevejobs

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Elements of a Typical Enterprise Sales Process


The enterprise sales process is a grind, rife with opportunities for a deal to fall through. When the sales cycle is six months or more and requires sign-off from multiple stakeholders, getting to that final contract can seem tough. Yet it is possible to navigate enterprise sales successfully. Though every sales process is going to be unique, the key is to understand and follow these best practices for every stage in the process. Prospecting. It all begins with prospecting.

Three New Selling Skills You Need to Win with Buyers

Selling Power

Why does it make sense for salespeople to develop new selling skills? To start, consider these three facts about the current state of buying and selling. Selling Skills

AI Revolution in Mobile CRM


You may not realize it—or the fact may have snuck up on you while you weren’t looking—but today there are far more smartphones out there than computers. There are currently an estimated 3 billion smartphones in use globally. Just to show the comparison, in 2017, the percentage of smartphone users accessing the internet was 63%, versus 37% by computer. There are parts of the world that don’t even have computers, but yet have mobile. There are endless applications available for smartphones today.

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Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Clutch Ranks SalesPro Leads a Top B2B Lead Gen Firm

The SalesPro Leader

The article, Clutch Ranks SalesPro Leads a Top B2B Lead Gen Firm originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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Do You have a bright shiny Client Retention Strategy?

Babette Ten Haken

A bright shiny client retention strategy treats existing clients like the solidly and brightly shining golden treasure they are. Instead of glittering baubles of uncertain worth. Consider that the success of existing clients is the key for your business growth strategy.