Tue.Nov 24, 2020

Are You Selling The Problem Or The Solution?

The Pipeline

By Tibor Shanto. Selling solutions is a great approach, but there is a key prerequisite for it to work. Buyers need to actually have or feel they have the problem purported to be solved. But if they don’t see the problem, they won’t need the solution.

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Are Your CSMs Assigned to the Right Accounts and Touchpoints?

Sales Benchmark Index

Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” ” And “how do I grow within my current customer base?” ” To ensure your organization is focused on the right CS.


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5 Ways to Influence Virtual Relationships with Buyers

RAIN Group

The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going.

Believing is Seeing or Seeing is Believing?

Keith Rosen

Believing is Seeing or Seeing is Believing? How many times have you heard someone say, “I’ll believe it when I see it?” ” You decide. There was a postmaster who knew everyone in the small town where he lived.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Improving Sales Performance: Business Performance and Culture

The Center for Sales Strategy

Your role as a leader is to drive your people toward your ambitious culture. How do you do that? You must connect with people! When COVID-19 closed gyms, 58% of trainers lost some of all of their income, and 23% were furlough or laid off ( PR Newswire ).

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The Deal Desk: Sourcing Internal Expertise to Close Complex Deals

Hubspot Sales

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. It might require some insight, expertise, and materials beyond a conventional sales org's reach.

PODCAST 137: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi

Sales Hacker

If you missed episode 136, check it out here: From the Opera to the C-Suite: Taking the Leap and Founding a Company with Matt Klepac. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:04].

Streaming Vs. Real-Time Intent Data


In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. .

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5 Sales Attributes We’re Thankful For

Force Management: The Command Center

The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog.

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Streaming Vs. Real-Time Intent Data


In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike.

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Exporting Incent Data Via Xactly Connect


Do your organizational processes require you to manually download information out of Incent? If so, consider leveraging Xactly Connect to automatically pull information from Incent in a predetermined layout! Xactly

What is Sales Enablement? And Why Do You Need It?


Sales enablement is having a moment. Selling is harder than ever and more organizations are dedicating people, processes, and technology to supporting this critical function. If you work in sales or marketing, chances are you’ve recently heard the term sales enablement.

PowerPoint Basics

Selling Energy

The way people typically design PowerPoint slides is a joke, mostly due to outdated guidelines. PowerPoint practitioners used to say, "You shouldn't have more than five bullets on each slide, with no more than six words per bullet and one minute spent on each slide.".

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Two Cold-Calling Scripts to Help Your Team Schedule More Meetings


Cold calling is probably the hardest thing to do in sales, and conditions in the market post-COVID-19 haven’t made it any easier.

Speed Up Your Sales Cycle with Data


Let’s be honest, 2020 was not a great year for many businesses. With COVID-19 still ravaging economies around the globe, finding ways to improve sales continues to be top of mind for many.

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Coaching Volume: Setting Quarterly Goals for Highly Effective Sales Managers


Welcome to part three in our series on data-driven sales coaching, aimed at arming sales leaders with the advice they need to effectively direct coaching efforts and realize a strong ROI. If you’re new to the series, start here.

How to Accelerate Sales in the midst of Uncertainty


Every downswing has an inevitable upswing. In some cases, losses may never be fully recouped or prior advantages may no longer exist. On the positive side, economic or organizational uncertainty doesn’t have to spell complete disaster.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

The Art Of The Virtual Product Demo


Demos are by far the most effective method of showing off a product’s capabilities. Unfortunately, the COVID-19 pandemic has made in-person product demo meetings more challenging.

Pipeliner CRM Automatizer: The Automation Growth Engine


A very interesting report was just released from the World Economic Forum. It highlights something that I’ve been saying for a few years, but which is really significant today: without automation no company is going to make it into the future.

SugarCRM vs. Salesforce: 5 Reasons Why You Should Choose Sugar Sell


User experience (UX) is everything in e-commerce. Today’s consumers are agile: They glide effortlessly between devices, making purchases on laptops and smartphones as they flit from place to place.