Tue.Nov 21, 2017

article thumbnail

27 Top Books for CEOs and Entrepreneurs

Hubspot Sales

Being a CEO or entrepreneur is not for the faint of heart. You’ve got to have a firm handle on the market and your product -- while inspiring employees and influencing stakeholders. Sound like a tall order? It is. So, if you see the letters “CEO” in your future, it’s never too early to start preparing with these 27 powerful and inspiring books. Start your education now and your business and employees will thank you later. 27 Best Business Books for CEOs and Entrepreneurs.

Hiring 111
article thumbnail

The SaaS Metrics Blueprint: How to Define, Measure and Display What Actually Matters

Sales Hacker

This is part of the Winning By Design Blueprint Series in which we analyze and provide practical advice for SaaS sales organizations. In this blueprint, we’ll breakdown how to structure your SaaS metrics, and measure the right data for your business. Many organizations are excited about the amount of data that is flowing into their platform. However, with the explosion of data, they soon are lost on how to interpret it.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

3 Mental Secrets to Performing Like an Olympian [Podcast + Transcript]

Hubspot Sales

On The 1-3-20 Podcast , our host Daniel Pink chooses one business book that really impressed him, asks its author three key questions, and delivers you valuable insights in twenty minutes or less. In the very first episode, he interviewed author of "Psyched Up: How The Science of Mental Preparation Can Help You Succeed" by Daniel McGinn. Podcast Transcript: 1) “What’s the big idea?”.

article thumbnail

Making the Business Case to Eliminate Lead Gen Forms in Your ABS/ABM Strategy

Sales Hacker

There’s no denying how influential account based sales and marketing have become over the past few years. Today, more than 70% of companies are doing some form of ABM or account-based selling. And according to Gartner, ABM is already the gold standard for B2B organizations earning more than 5 million in revenue. But there’s a catch: The people in your target accounts no longer research and buy the way they used to.

article thumbnail

Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

article thumbnail

The Intelligent Way to Prepare Your Sales Team for AI Adoption

SalesforLife

For any salesperson, Artificial Intelligence (AI) poses a dual, but opposing threat. First, it could take away from their focus on their assigned mission to generate the sales and revenue that is the lifeblood of the corporation and, on the other side, it could replace them, making their jobs redundant and unnecessary.

Revenue 63

More Trending

article thumbnail

Power-Probing Techniques for Discovering Customer Commitment

Paul Cherry's Top Sales Techniques

If you love ice cream, you’re probably familiar with the Cold Stone Creamery premium ice cream chain. Customers have a choice among three serving sizes: “Like It!” is the smallest, “Love It!” is medium-sized, and “Gotta Have It!” is the largest portion. Similarly, your business prospects have three levels of commitment. Asking them the right questions will tell you whether your prospect is in the “SHOULD” stage, the“WANT TO” stage, or the“HAVE TO” stage.

article thumbnail

The Power of Agile Merchandising to Grow Your Emerging Brand

Repsly

Launching and growing an emerging beverage or food brand is one part art and one part science. But it always starts with passion. Especially as the retail sector continues to undergo massive transformation - powered by changing consumer tastes, cost pressures, and the growth of online channels, plus the resurgence of both retailers (and restaurants) that strive to offer greater convenience and healthier options.

Retail 54
article thumbnail

Wash, Fold, and Digital Marketing

The Center for Sales Strategy

Everyone is selling digital marketing today. Everyone says they are an expert in digital advertising. From pure digital agencies to traditional media, from digital publishers to full-service advertising agencies, everyone is pushing digital marketing. I'm honestly shocked that when I drop off my laundry that my dry cleaner doesn't offer me an awesome new digital marketing package.

article thumbnail

When It Comes to Sales Technology: Don’t Forget the Conversation

Funnel Clarity

In the last decade, the explosion of sales technology has changed the way we conduct sales and marketing. Today, we can find an application to automate and analyze almost any part of the sales and marketing process making us far more productive and knowledgeable about our customers than ever before. Companies are responding by investing more; according to Salesforce, the average annual spend on sales technology is up 22% costing a business about $4581 per rep a year.

article thumbnail

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.

article thumbnail

Sales Travel Lessons – November 2017

Engage Selling

This year has been the year of international travel for me. As I write this I’m on my last overseas trip for the year, kicking off a new project in France.

Travel 51
article thumbnail

Turn Sales Teams into CPQ Sales Teams

Cincom Smart Selling

There are many tools on the market that promise to boost your sales team’s performance. They offer a variety of approaches to “helping” Sales do a better job. In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

article thumbnail

TSE 709: Sales From The Street -“You Can Learn To Sell”

Sales Evangelist

Not everyone is born a seller. But any one can learn how to sell. If you think you’re never going to be good at selling – stop right there. Stop making excuses. Because you can improve if you commit yourself to it. Today’s guest is Chuck Allen, a commercial and residential roofing sales rep based […] The post TSE 709: Sales From The Street -“You Can Learn To Sell” appeared first on The Sales Evangelist.

Sales 40
article thumbnail

Turn Sales Teams into CPQ Sales Teams

Cincom Smart Selling

There are many tools on the market that promise to boost your sales team’s performance. They offer a variety of approaches to “helping” Sales do a better job. In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

article thumbnail

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.

article thumbnail

Thanksgiving Dinner is the Key to Your 2018 Sales Plan

Sales Result

Thanksgiving shares several parallels to sales planning. Behind the scenes, many moving parts lead up to the big moment when family and friends sit down to enjoy the meal of the year. The key elements that streamline an enjoyable Thanksgiving dinner also provide valuable lessons that you can apply to your 2018 sales planning.

Sales 40
article thumbnail

Decoding Success for Your Sales Team

Groove.co

4 Sales Analytics That Tell You Where and When to Focus Your Effort. Equipping your sales representatives with the best training, scripts, and contacts is a great way to get them started — but it's just that: a start. If you want your sales team to truly succeed, you must also give them the tools to keep evolving and fine-tuning their approaches, adapting what works for each client.

article thumbnail

The Best Event for Sales Enablement Leaders at Dreamforce Wasn’t Even on the Official Agenda

SBI

One of the best experiences from Dreamforce 2017 was not on the official Dreamforce agenda – the Sales Enablement Soiree, an off-site lounge held at the Four Seasons. In just two years, the Soiree has become the go-to spot at Dreamforce for all things Sales Enablement related. During this one-day event, attendees could talk to and see demonstrations of twelve different Sales Enablement solutions including MindTickle , Highspot , Node , Allego , and BigTinCan.

article thumbnail

How to Navigate Sales Turbulence and Land More Customers

EyesOnSales

How to Navigate Sales Turbulence and Land More Customers. Much like an experienced pilot, a salesperson should focus on reducing a customer's risk of getting trapped in a tailspin or thrown off track from the turbulence of an overinformed buying environment. Customers have more resources, opinions, and people to manage than ever. This can suck buyers into a "decision vortex," where confusion, indecision, and the fear of making the wrong choice causes them to doubt their own judgment.

article thumbnail

How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.