Wed.Apr 08, 2020

Deal Optimization—A Key to Business Survival During COVID-19

Sales Benchmark Index

Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders. CEOs and CFOs see the negative impacts of poorly optimized deals on the P&L – when.

How To Tell Your Story As a Leader

Score More Sales

People follow people, not plans. Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following. B2B sales leadership profession of sales

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How the next generation of sales managers are being trained

Membrain

Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business. Sales Training

How to Sell with Kids at Home during Social Distancing

Alice Heiman

My clients and others in the sales world know me as a sales coach , trainer , and speaker. They probably also know my dad is Stephen Heiman co-founder of Miller Heiman). But what you might not know about me is: . My undergraduate degree is in elementary and special education. .

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!

The 8 Must Have Traits that Will Improve Your Sales Success

Anthony Iannarino

In the first half of The Only Sales Guide You’ll Ever Need , I cataloged nine attributes (character-traits) one must develop to be exceptionally good at B2B sales, especially the consultative selling necessary now for a modern sales approach.

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5 Ways to Close the Credibility Gap When Your Prospects Don’t Already Know You

Sales Hacker

Selling often means speaking to people who’ve never heard of you. But as you’ve probably experienced, there’s usually a credibility gap — and until it’s filled, they’re not likely to move forward with you. The obvious solution, of course, is credibility.

How and Why You Should Transition from Field to Inside Sales

Hubspot Sales

Field sales has been dying for years. It’s been ailing for so long that no one noticed its actual time of passing. Pretty much everyone knows it (intuitively, at least). But no one’s prepared to acknowledge it. The modern salesperson still feels that the field is their rightful place of battle.

Avoid Sending The “Just Checking In” Email—Do This Instead

The Center for Sales Strategy

At the core of every successful workforce management practice is communication. As managers and sellers adapt to this new normal, clear communication and scheduled talk time is more important than ever before. Talk time comes in forms such as: Manager to seller talk time.

Enablement’s Responsibilities: Own, Define, Communicate!

Smart Selling Tools

Enablement’s Responsibilities: Own, Define, Communicate! Recent studies have shown that (Sales) Enablement is on the rise with over 60 percent of organizations having (Sales) Enablement established in their organizations.

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.

Measuring performance the right way and working smart to peak productivity

Predictable Revenue

No sales team, or no sales process, is perfect. Even the most successful ones – there’s always something to fix, refine, or scrap altogether. Belal Betraway talks about measuring performance the right way and working smart to peak productivity.

Brainshark’s Sales Enablement Magazine: Spring 2020

BrainShark

This issue of Sales Enablement Magazine features a customer success story with Wrike, an introduction to data-driven readiness and best practices for enabling remote workers

5 Key Takeaways from Our Top-Performing Sales Organization Research

RAIN Group

It’s never been more important for your sales organization to be firing on all thrusters. As buyers are tightening their purse strings and uncertainty in both health and economic spheres are plaguing companies, you need an optimized sales organization.

?? How To Influence Your Potential Clients More Effectively

Pipeliner

We’ve unlearned more about the human brain in the last decade then we’ve learned. We’ve had to let go of some of the things we’ve held as absolutely certain or true, in favor of alternatives that are more scientifically proven.

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 Sales Enablement Matters

Sandler Training

There’s been a lot of interest in recent months in the topic of sales enablement. What is it? Why does it matter? How does it work? And how can it benefit your organization? The post Why Sales Enablement Matters appeared first on Sandler Training.

Calm Your Chaos, by Andy Paul

RingDNA

We’re experiencing a time of unprecedented turmoil. A time of chaos. Everything feels out of control right now. Especially out of your control. It’s natural to feel anxious. I normally spend a good chunk of my life traveling for business and pleasure.

Brainshark’s Sales Enablement Magazine: Spring 2020

BrainShark

This issue of Sales Enablement Magazine features a customer success story with Wrike, an introduction to data-driven readiness and best practices for enabling remote workers

Working From Home

Partners in Excellence

Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks.

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.

10 Templates for Follow Up Emails After an Interview, Job Application, and More

Hubspot Sales

Standing out from hundreds — sometimes thousands — of candidates, competitors, others conducting business in your industry can be tough. If you want to get a job, close a deal, or foster a valuable business relationship, though, you have to find a way. The question is, how?

All you need to know about the anatomy of the Demand Side Platform

Pipeliner

Are you looking for an ad tech software framework that is diverse enough to allow marketers, publishers, and agencies to purchase advertisements (banners, video, digital, web, and search advertisements) algorithmically from marketplaces?

How to Sell with Kids at Home during Social Distancing

Alice Heiman

How do you sell with kids at home, while social distancing, without losing your mind? My clients and others in the sales world know me as a sales coach , trainer , and speaker. They probably also know my dad is Stephen Heiman co-founder of Miller Heiman).

Gratitude Everyday

Selling Energy

Regardless of how stressful our lives may be with the backdrop of COVID-19, social distancing, and the slowing global economy, we all have things to be thankful for. The darkest of times encourages all of us to reflect on the most positive aspects of our lives.

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.

How to Create an Ideal Customer Profile (ICP) to Target the Right Prospects

Zoominfo

If you know your Ideal Customer Profile well, then you’ll be aware of how you can solve their pain points now and in the future. Using an ICP helps identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? Keep reading for our best practices!

How to Quickly Boost Your LinkedIn Recommendations

Hyper-Connected Selling

If you keep scrolling through your LinkedIn Profile, tucked in at the bottom you’ll find the Recommendation section. And it’s not getting a lot of love these days. Which is kind of ironic because it’s one of the oldest sections of the profile.

Reframing Your Buyer Message for What’s Happening Right Now

Force Management: The Command Center

In the changing environment, your buyer’s challenges may also be constantly shifting. Elite sales organizations are assessing how this economic environment is impacting their buyers and adjusting their sales message accordingly. Differentiation Sales Productivity

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The Benefits of Using Compensation Tools

Canidium

Sales Compensation tools can allow you to get more out of your sales team, ultimately helping you hit goals and align with company objectives. Read this blog to learn how a sales performance management (SPM) tool will help you with planning, analysis, accuracy, and communication!

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!

15 Questions to Ask Your Employees and Yourself to Embrace the New Normal and Create a Healthy, Happy Lifestyle and Productive Remote Workplace

Keith Rosen

Managers and their teams who have been trained on how to work, coach and sell remotely around this unprecedented change and transition are experiencing breakthrough results.

Three Takeaways from the 2020 Sandler Summit

Sandler Training

We learned a lot from each other at this year’s event. Here are my three big takeaways from the 2020 Sandler Annual Sales & Leadership Summit. The post Three Takeaways from the 2020 Sandler Summit appeared first on Sandler Training.

How To Influence Your Potential Clients More Effectively

Pipeliner

We’ve unlearned more about the human brain in the last decade then we’ve learned. We’ve had to let go of some of the things we’ve held as absolutely certain or true, in favor of alternatives that are more scientifically proven.