Thu.May 16, 2019

5 Ways to Make Customers Your Best Salespeople

Openview

Your customers are your most valuable asset in more ways than one. Not only do they create revenue by making purchases, but they can also help you with leadership development, marketing and sales.

Building An Effective and Scalable Content Strategy Using Technology

Accent Technologies

Check out our latest blog inspired by James Mathewson and Phyllis Davidson's SiriusDecisions Summit presentation on content strategy and operations.

What is your definition of a “good” sales rep?

RingDNA

There are many ways to define a “good” sales rep. It’s common to measure their value with factors like experience, performance record, prior companies, and network. There are also unquantifiable factors like personality, drive, character, […].

How to Eliminate Misunderstandings and Closing Delays

Anthony Cole Training

In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. communicating expectations expectations Sales Presentation AWATL

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.

Walking the Tightrope of Sales Compensation Modeling

Sales and Marketing Management

Author: Dave Egloff, Senior Director at Gartner For many organizations, sales commissions are the highest variable expense and unfortunately, very challenging to forecast. That is an uncomfortable fact — the chief sales officer’s highest variable expense might be the most challenging to predict.

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Move the Deal Episode 2: It’s Magic: The Art of Forecasting

Miller Heiman Group

The next episode of our Move the Deal podcast is live! Episode two features the Director of Sales Operations Management of Particle Measuring Systems —and Miller Heiman Group Icon —Kathy Venincasa.

Outreach at Ramp 2019

InsightSquared

We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year!

How to Find, Get, and Excel in Your First SaaS Sales Job

Sales Hacker

In 2009, I was desperate… I had just spent six miserable months trying to become a financial advisor after my dream career of being a spy for the DoD didn’t pan out.

Three Keys to Effective Sales Coaching

Engage Selling

Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

The Problem is Not in the Proposal or the Sales Funnel

The Center for Sales Strategy

Frustration sets in when you look at all the pending business you have sitting in your sales funnel and realize that a good portion of it has been there for weeks!

Change Foe to Friend

Anne Miller

Imagine how you would feel if someone suddenly appeared in your office and said, “Hi. I’m from the IRS and I’m here to help you.” Your likely reaction–suspicion, fear, resistance– is what anyone who works in an external or internal advisory role faces. . Insiders think….

Use Sales Engagement To Break Through The Noise, with Mark Kosoglow, Episode #113

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Sales engagement is a fairly new term but one that every sales rep needs to understand and a skill they need to master.

Types of Sales Tools That Boost Productivity

Highspot

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity.

Tools 87

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

How to take advantage of sales automation tools while maintaining a human touch

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource.

7 Tips To Build A Successful Sales Strategy Plan

InsideSales.com

Learn how to create a successful sales strategy plan for your business with these seven tips.

Separating Facts from Fiction

Grant Cardone

Is Sherlock Holmes Real? In a recent survey, 58% of British teens thought Sherlock Holmes was a real guy…. And 20% thought Winston Churchill was a fictional character. This is just one illustration of how over time, the truth becomes fairytale and fairytale becomes truth in our world.

How Not to Use LinkedIn for Sales

Anthony Iannarino

The image below is from an InMail I received today. The person sending it is inquiring about my need for help with sales. He believes he can help me “increase revenue and reduce my turnover with his award-winning sales optimization.” “The

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

The Magic Formula to Improve Your Sales Hiring Success Rates

Pipeliner

The search for solid salespeople itself requires a healthy dose of salesmanship. Much like the presentations you’ll be hiring salespeople to deliver, recruitment pitches should be approached with a progression of goals in mind.

Thank you for an incredible #SDSummit 2019!

Accent Technologies

Thank you for making this year's SiriusDecisions Summit such an incredible one! Check out this blog post to see some of the highlights from our sponsorship. With shirts as bright as ours… we don’t know how you could have missed us.

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How to Partner and Build a Long-Lasting Relationship with Procurement

Sales Readiness Group

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship. Selling Skills Negotiating

How to become a sales manager: Making the jump from seller to leader

Nutshell

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? There are some significant perks to becoming the boss: less travel, more money, maybe a private office. The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Upland Software Increases Win Rates and Generates Revenue Faster with Award-Winning Enterprise Sales Enablement Solution Suite

Smart Selling Tools

Company Celebrates Two Industry Awards, Announces Major Product Releases, and Opens Inaugural Sales Enablement Customer Roadshow Series.

Rectifying Your Mistakes

Selling Energy

If you’ve made a mistake with a client it’s best to fall on your sword as quickly as possible and take responsibility. It’s important for an unhappy customer to feel both heard and validated. It’s also the first step toward finding common ground regarding potential remedies.

Membrain Partners With Refract.ai to Improve Sales Coaching

Smart Selling Tools

Membrain Partners With Refract.ai to Improve Sales Coaching. Membrain , the Sales Enablement CRM company, and Refract.ai, the UK-based Sales Conversations Intelligence company, have partnered up to improve sales coaching for B2B sales teams.

SAP 66

6 Steps for Solving the Prospecting Puzzle

criteria for success

Solving the prospecting puzzle isn't easy. Read on to learn how to get your sales team solving their prospecting problems. I have an exercise for you: ask your sales team, “How do I put together a jigsaw puzzle?” Most likely, they’ll tell you to follow a process.

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.

Sales Automation: Is it Replacing Us…or Carrying Us Forward?

Pipeliner

People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more.

Funnel Radio Line-up May 16

Sales Lead Management Association

Today's guests include Matt Hayman, Helen Harwood, Joe LaMuraglia, Dora Lutz, Manny Medina, Steve Brazell, Natalie Nathanson, Steve McKenzie. Tune in live starting at 9, get there early to catch up with your favorite show. Full list is in the post.

5 Essential Tips for Developing a Sales and Marketing Alignment Plan

LeadFuze

If that sounds like a win to you, let’s get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you have the right infrastructure in place to support alignment. Before you build out a killer sales and marketing alignment plan, take a step back. Do a review of all of the software and processes that each of your teams is currently using. How many disparate systems are being used?