Tue.Sep 28, 2021

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Why You Should Have a Talent-Based Sales Organization

The Center for Sales Strategy

To thrive, an organization needs to be able to attract, hire, and retain top talent. Top talent are the people that are going to take the team to the next level. They’re the ones who instinctually want to be the best and are the best. They serve clients in a way that no other can. They uncover client needs, close and grow your key accounts, and solve problems in a way you wish everyone could.

Hiring 62
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Creating Momentum Is A Critical Tactical Skill

The Pipeline

By Tibor Shanto. Most people when challenged or pushed will revert to their comfort zone, and for sellers, comfort is their product. I know what you’re thinking, “not my team.” Yet every time we do an exercise around what “you sell”, we see a different result. In almost all cases, sellers answer that question in the form of the deliverable. Most of the time the answer is a description of their product, and when it’s not, it’s usually no more than a feel-good statement, “I sell peace of mind,

Lead Rank 201
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How a $3B Software Company's Forward-Thinking Strategy Accelerated Them Through the Downturn

SBI Growth

Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors. Autodesk is among those whose strategy pre-pandemic allowed them to weather 2020 unscathed. On today's show, Steve Blum, Autodesk CRO and EVP Worldwide Field Operations, joins us to discuss topics that are top of mind for commercial leaders

Scale 173
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Moving From Information Scarcity To Abundance

Partners in Excellence

In the “good old days,” perhaps 10+ years ago, salespeople were the primary source of information about potential solutions for their customers. Customers and prospects sought sales people to learn about new solutions, trends in the markets, what other similar companies were doing. Customers, also, looked for other sources of information–through networking with others, conferences, trade magazines, research companies, consultants, and others.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Advisory Board Learnings From Growth-Minded Commercial Leaders

SBI Growth

SBI recently held its Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the following topics: The Ascent to Chief Executive Officer. The Evolution of Commercial Effectiveness.

Revenue 156

More Trending

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How a Chief Customer Officer Helps Companies Overcome Common Digital Evolution Pitfalls

SBI Growth

Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a "new normal." Now, companies worldwide have adapted to new digital capabilities to operate better than ever before, but many still struggle to replicate a personalized customer experience online. On today's show, Brad Christian, Chief Customer Officer at Conversity, joins us to discuss how they have helped companies connect with customers in a virtual world while maintaining the personaliz

Company 156
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How to Use Social Media for Your Brand or Business

Nimble - Sales

Social media is a powerful tool. A huge number of people, myself included, have gotten jobs, met lifelong friends, and engaged with valuable clients over social media. Personally, as someone who has friends from many parts of the world, social media is the only way I can connect with certain people. That being said, it’s […]. The post How to Use Social Media for Your Brand or Business appeared first on Nimble Blog.

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The Offer You Must Make TODAY to Work with More Clients TOMORROW

SalesProInsider

Do you have capacity to help more people? Most advisors do. Yet they get stuck in the “How do I get in front of more people?” conundrum. The good news is that TODAY is a fantastic opportunity to add more value to existing relationships so you can start new relationships. Similar to the beginning of the pandemic, the recent proposed tax law changes create an opportunity to start new conversations.

Proposal 128
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How AssetMark Uses Allego to Collaborate In a Virtual World

Allego

One of the biggest challenges of the pandemic has been to keep teams connected. Working from home or in a hybrid situation can take a toll on an organization’s ability to collaborate and sustain its culture. AssetMark turned to Allego to help meet the challenges of a remote workforce. By extending its use of our sales learning and enablement platform , the company created a knowledge and information hub to fulfill the training and onboarding needs of its employees and preserve its collaborative

Hiring 112
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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WEBINAR: Leslie Douglas hosts “Creative Ways to Keep Your Team Incentivized in a Remote/Hybrid World” Sponsored by AMBITION

John Barrows

The post WEBINAR: Leslie Douglas hosts “Creative Ways to Keep Your Team Incentivized in a Remote/Hybrid World” Sponsored by AMBITION appeared first on JB Sales.

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12 Sales Discovery Questions To Pinpoint Real Pain

Gong.io

The best reps ask the best questions. Asking questions is good for your brand and your career, according to this Forbes article. “The research shows that asking more questions builds emotional intelligence.”. It turns out, asking (more, better) questions also translates well to the most successful reps. Ask questions, yes, but know where the sweet spot is, especially when it comes to questions during a discovery call.

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The State of Email in APAC

Appbuddy

Email marketers are facing some unique challenges in 2021. As we approach peak holiday and sales season, record sending volumes mean even greater competition in the inbox. Plus, the introduction of Apple’s Mail Privacy Protection (MPP) , which prevents email senders from deploying tracking pixels and masks recipients’ IP addresses, will further complicate email marketers’ lives as they start to lose important behavioural data points.

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WEBINAR: John Barrows hosts “Watch 3 AEs Enter The JB Sales Shark Tank”

John Barrows

The post WEBINAR: John Barrows hosts “Watch 3 AEs Enter The JB Sales Shark Tank” appeared first on JB Sales.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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12 Ways To Ensure Your Workplace Is Somewhere Everyone WANTS To Be Everyday

Smooth Sale

Attract The Right Job Or Clientele: Note: Our collaborative Blog provides insights on ‘12 Ways To Ensure Your Workplace Is Somewhere Everyone WANTS To Be Everyday.’ As the work environment reinvents itself and many return to an establishment, the suggestions below become essential for consideration. The idea of your workplace being somewhere everyone wants to be every day will move you far beyond the initial hurdles for returning to work.

Hiring 78
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Remote Selling Viewpoints: Buying Hubs, Collaborative Workspaces & AI

SBI

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. Here’s my interview with Tom Pisello of Mediafly a sales enablement solution that incorporates buying hubs, collaborative workspaces, and more.

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PODCAST 180: Talent Retention with Whole-Person Benefits Package

Sales Hacker

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. powered by Sounder. If you missed episode #179, check it out here : Cultural Insight on Operating a Regional Office with Paula Shannon.

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Genuine Rapport

Selling Energy

I frequently write about rapport-building on this blog because without good rapport, your chances of closing a sale are slim to none. Assuming you understand the basic techniques of rapport-building, how do you recognize when you have achieved genuine rapport with your prospects?

Closing 68
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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How to Coach Your Team: Your Template for More Effective Coaching 1:1s

Sales Hacker

One of the most rewarding activities as a sales leader is coaching your reps and seeing them excel. Unfortunately, most sales managers receive little training in how to effectively coach their sales reps or guide them towards success. In my case, I was promoted to SDR manager based on my success as an individual contributor, first as an SDR and later as an account executive.

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My New Book, The Inside Sales Solution, is LIVE!

One of a Kind Sales

CONTENT: I am so excited to announce that my book, The Inside Sales Solution is now available! This short, easy to read book shows YOU how to set-up an effective outbound prospecting program. You will learn how to build and manage a team of successful outbound prospectors and take back control of your lead generation. The Inside […]. The post My New Book, The Inside Sales Solution, is LIVE!

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5 caveats of CRM implementation + 5 best practices to solve them

Close

Get the most out of your CRM: learn the caveats of CRM implementation as well as best practices to put it in place. Use automation to limit mundane tasks, help your team collaborate with better visibility, train reps to have confidence in the system & customize your pipeline to match your process.

CRM 52
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The Ultimate Guide to Sales Acceleration

Highspot

The journey from prospect to customer is much like any road trip: long, winding, and filled with surprises. . Faced with a difficult path ahead, it is tempting for organizations to hit the brakes and proceed slowly and cautiously into customer engagements. But that’s the surest way to ensure your competition passes you. . Instead, you’ve got to accelerate sales by learning the ins and outs of your revenue engine — so you know exactly how far and how fast you can push it.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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How Branding has Evolved with Digital Marketing (video)

Pipeliner

In this Expert Insight Interview, Kyle Duford discusses brand and branding. Kyle Duford is the Agency Director of The Brand Leader. This Expert Insight Interview discusses: How branding has changed over the last couple of decades. The various customer touchpoints and the evolution of branding through the pandemic. Focusing on internal branding first.

Video 52
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Mindfulness training: Now there’s an app for that

Selling Essentials RapidLearning Center

It’s no secret that mindfulness is good for you. In the workplace, studies show that employees can reduce their stress, lower their blood pressure, enhance their memory, cultivate empathy with others, improve their performance and raise their engagement level through mindfulness training. So it would seem like a slam-dunk for employers to offer such training, which aims to center people on the emotions and sensations they’re feeling, putting them in harmony with their deepest selves.

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8 Must-Have Ecommerce Tools for Rapid Retail Growth

Pipeliner

The year 2020 was the most successful in the history of eCommerce. The pandemic has boosted it on several fronts at once. Why has ECommerce Become so Popular? Massive digitalization, a year of social isolation, and the continued explosion of social media have impacted the eCommerce industry as catalysts: consumers have turned to online shopping to buy things they can’t get in temporarily closed stores.

Retail 52
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Procurement planning platforms: Bring systems, stakeholders, and suppliers together in one collaborative environment

Anaplan

Procurement is sitting on a trove of untapped business value. Bring teams and systems together in a planning platform for a new competitive advantage.

System 52
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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?? Taking Your Sales Pitch from Trash to Cash!

Pipeliner

Watching all the Shark Tank in the world won’t make you a master pitcher. In this Expert Insight Interview, we welcome Precious Williams, the Queen of Pitching. She discusses the principles behind her latest book, Pitching for Profit. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Taking Your Sales Pitch from Trash to Cash!

Sales 52
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How to Become a Successful Real Estate Agent, According to Experts

Hubspot Sales

If you're anything like me, you probably spent last summer binge-watching Selling Sunset , the Netflix reality show that follows the high-end real estate brokerage firm the Oppenheim Group. The show makes the life of a real estate agent look glamorous — and it can be. With flexible hours and high earning potential, the life of a real estate agent can be both freeing and massively rewarding.

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Lessonly vs. Saleshood vs. Bigtincan Learning vs. Brainshark—Which Is the Best Sales Coaching Tool for You?

Bigtincan

You have just finished making the case for purchasing a sales coaching and training platform. They loved your presentation and gave you the go-ahead to move ahead. You celebrate your win — and now, to begin identifying which solutions you want to consider. Or…. You have not yet made the case and are seeking information to both make the case and begin to understand the options available.