Mon.Nov 04, 2019

How to Upsell Key Accounts Using the Consumer Journey

The Center for Sales Strategy

Whether they realize it or not, consumers travel through a series of steps before purchasing an item. For the consumer, this journey is not something they think about; they’re simply trying to make a decision.

How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

Sales Benchmark Index

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products.

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My Road Less Travelled!

Bernadette McClelland

LEADERSHIP LESSONS from the CAMINO de SANTIAGO! In the words of the famous poet Robert Frost: “ Two roads diverged in a wood, and I— I took the one less traveled by, And that has made all the difference “?. .

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If You Want to Enact Change, Breaking Through the Noise Is Key

Sales and Marketing Management

Author: Jimmy Verrett Take a moment to look around, and I suspect you’ll quickly find anecdotal evidence to support what research now confirms : Increased consumption of content is shortening attention spans.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

It Is An Unconditional No Until It Is A Yes

Anthony Iannarino

It is always a no until it’s a yes. When your success requires that you ask people for commitments , you can expect to hear no as many—or more times than you hear yes. It is the nature of the endeavor we call selling, and no one, no matter how skilled, is free from this experience.

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#SalesChats: 21st November at 9am PT/Noon ET


Building Real Relationships Through Networking. Join us for a high-energy sales chat with Michelle Beauchamp who will provide you with great insights into how to be a top networker.

Predictable Buying

Partners in Excellence

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs.

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PODCAST 82: Be Fanatic About Connecting With Your Customer w/ Zvi Guterman

Sales Hacker

This week on the Sales Hacker podcast, we speak with Zvi Guterman , founder and CEO of CloudShare. Zvi is a serial entrepreneur. In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his customers. He’s now experiencing 50% growth.

Sales Technology: The Value of Artificial Intelligence and Machine Learning (AI/ML)


Discover how artificial intelligence and machine learning (AI/ML) sales technology can provide key insights to optimize your sales planning and performance. Analytics and Technology Sales Performance Management

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

What’s In My Stack? (A Look at Reachdesk’s Go-To Sales Tools)

Sales Hacker

What are the tools modern sales teams use to get peak results? Some of our partners have been kind enough to share their sales stack with the community, but we want to hear from other organizations as well.

How to sell to non-believers: Turn doubt into trust

“Our product works. It saves our customers a lot of money. We can prove it. Heck, we even do a pilot for them when they ask. Afterwards, they see the numbers, the data confirms our claims. But they still don’t buy! What are we doing wrong?".

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Gartner Names Modus in its List of Top Sales Engagement Platforms

Smart Selling Tools

Gartner Names Modus in its List of Top Sales Engagement Platforms. Modus is a sales enablement platform that empowers dealer, distributor, and field sales success by ensuring predictable and instant access to the most effective sales content for any selling situation.

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How to Succeed at Being Creative on Purpose

Sandler Training

Mike Montague interviews Scott Perry on How to Succeed at Being Creative on Purpose. In this episode learn: What does being creative on purpose mean? Are YOU creative? Four principles to be creative on purpose. The post How to Succeed at Being Creative on Purpose appeared first on Sandler Training.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Why I’m Bullish on Outcome-Based Enablement


Outcome-Based Enablement


The 16 Best Client Management Software Tools in 2019

Hubspot Sales

Just as we saw in the popular sitcom " The Office ," sales reps have a lot to deal with. Whether it's a prankster coworker like Jim or dealing with manual data entry, finding a way to be more efficient can be hard.

Playing The Infinite Game

Selling Energy

How often does the word “winning” find its way into business language? Often, as we all know. Nevertheless what if winning was never the point to begin with, even though business is littered with figures we deem winners and losers? book recommendation book review


Make sure your Managed Services Provider (MSP) checks off these boxes


Much like choosing the wrong sales performance management ( SPM ) or process management ( CPQ ) software, choosing the wrong SPM MSP can do more harm than good to your sales operations. For starters, MSP personnel that are slow ramping or lack expertise can cost you the time you hired them to save.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Don’t Wait a Moment: The Case for Coaching in the Flow

Miller Heiman Group

In this guest blog post, Tim Conroy, one of our inaugural Miller Heiman Group Icons , learning and development director with Applied Materials and an expert on sales coaching strategies, shares how he drives sales managers to perform their best. Most sales managers arrived in their position because they’re outstanding at selling or at managerial skills like developing market share or driving revenue.

Building Sales Capability in Financial Services: Key Takeaways from the Sales Operations Institute


Recently, the Sales Operations Institute brought together industry and corporate leaders to discuss how to build and maintain a coherent and effective sales strategy for corporate advantage.

What Are the Consequences of Your Actions?

Hyper-Connected Selling

While comparing notes with a friend who also has small children, we stumbled across an important question: How do we ensure that our children have good taste in music when they grow up? For two guys who were DJs in former lives, that’s a really important question.

The Pineapple Principle


About Annie Meehan: Annie Meehan is an inspirational Keynote Speaker, an award-winning author & Certified Coach.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time. Rebrands as XANT to Reflect Focus on New Revenue Acceleration Solutions

SILICON SLOPES, Utah — November 4, 2019 — today announced its corporate rebrand to XANT. Under the new name, XANT will continue to build upon the company’s innovative foundation and customer adoption for its intelligent sales engagement solutions. A play on the word cognizant, XANT embodies how its data and platform makes sales organizations “all-knowing.” This new brand name reflects the hyper-aware, informed sales organization that XANT solutions enable.

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7 Top Sales Methodologies (and Which One is Best For You)

The average sales cycle for closed-won deals is 96 days. Even closed-lost deals average 20 days of a sales rep’s time. With so much time dedicated to closing, it’s more important than ever to organize your team’s efforts around a central sales methodology.

Why I’m Bullish on Outcome-Based Enablement


Outcome-Based Enablement


?? How To Pitch To Win at Sales


Often, a company buys from a salesperson because that salesperson had a great pitch. It is not always because the product is better than others on the market.

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

3 Tips for Getting on Top of the Holidays as a Salesperson


‘Tis the season for SDR’s to assess Q3 performance and pinpoint ways to succeed during the holidays, so they can outcompete and crush quotas ahead of the New Year. In most businesses, Q4 generates more revenue than any other quarter. So, from a selling standpoint, this time of year holds an opportunity to drive significant growth. But, for SDRs, the year’s final quarter is also one of the most challenging to navigate because it has the fewest business days available for prospecting.

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?? Strategic Sales Planning


One of the fundamental sales steps that is often missed by organizations is collaborative strategic sales planning. It’s all about engaging your sales team to come up with the key activities required to grow your business.

#71: Steven Broudy of Bevy — Accidentally Involved, Intentionally Successful


Steven Broudy, VP & Head of Sales for Bevy, teaches us about how finding and developing the best people are crucial to maintaining the core values companies must have to reach hyper-growth. Learn why being uncompromising on who you hire by using assessment and selection helps leaders screen candidates to find those who can succeed under the conditions of your sales team. podcast credibility trust values