Mon.Dec 02, 2019

Best Practices in Account Planning for Sales Operations

Sales Benchmark Index

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

What Is Key Account Management?

MTD Sales Training

It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business.

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Why Prospects are Like Fruit and Why You Need to Pick the Right Ones

Anthony Cole Training

In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!

Tactics to Guarantee Your Team Will Dominate the New Year

Sales and Marketing Management

Author: Mark Thacker With Thanksgiving over and January fast approaching, sales leaders and teams are pivoting their focus to next year. As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context.

Podcast 126: Bridging The Sales & Marketing Divide with Dialpad

John Barrows

This week we’re bringing you a 2 for 1. Dan O’Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that’s been an issue for decades in B2B. These guys have some pretty interesting tactics and methods to help you hire people who are going to have that empathy which bridges the sales and marketing divide.

Only 11% of All Salespeople Do This at the End of a Sales Call

Understanding the Sales Force

This will be the 18th consecutive year that we attend the Boston Ballet's performance of the Nutcracker, and while it is the same performance every single year, it is a wonderful family tradition and we wouldn't miss it for the world. Traditions are important.

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Eight-Step Plan for Ultimate Trade Show Sales Success

Selling Power

Here’s how to optimize your trade show efforts and measure ROI on your investment. Sales Success

How Your Superstitions About Monday Calls Ruins Your Results

Anthony Iannarino

Or, an alternative title: Never Give Up Your Monday. Or Any Other Day. I overheard a salesperson explain why they didn’t call the client with whom they are engaged in a rather serious sales conversation.

Why Opening is The Most Important Phase of The Sale


How to unstick a stalled Sales Deal. Tony is an international keynote speaker, bestselling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership.

Transforming Sales: Evolved Selling with Content & Interactive Tools

Smart Selling Tools

Transforming Sales: Evolved Selling with Content & Interactive Tools. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Carson Conant , Founder & CEO of Mediafly.

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Sales Around the World: Selling Tech in a Global Market

Sales Hacker

Sales Around the World is a new series that explores the dynamics of selling in different markets and different countries. To launch this series, we’ve asked Aurelien Mottier , a Frenchman based in the UK, to share his thoughts on how sales differ from one country to another. About Aurelien Mottier.

4 Steps for Building the Sales Pipeline of Startups and Small Businesses


If you’re at a small company or startup, you probably are impressed by the highly sophisticated and advanced techniques that your peers at large companies use for building sales lead pipeline.

Crazy Comp Story #1: Crediting Gone Wrong!


You need to give credit where credit is due. But what if that sales credit is split between 200 people on one deal? Cue chaos! Incentive Compensation

How Sales and Customer Success Can Align to Better Support Customers

Miller Heiman Group

While sellers focus on the first two phases of the customer journey, awareness and purchase, they stop short of the implementation phase—the phase that matters most to their buyers—and the phase where customer success takes over. A skilled customer success team is especially critical to sales success because they touch an account 10 times more than the sales team. Customers report that sellers don’t show enough interest in them after a sale, according to the 2018 Buyer Preferences Study.

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Scott Leese: How to Humanize Yourself as a Sales Leader

Why is it so crucial to simplify your sales messaging? . How do you use data to iterate your strategy? . Why is vulnerability the missing link for most sales leaders? .

19 Effective Cold Calling Tips For B2B

People say B2B cold calling is dead, but many companies still rely on it to generate more profit. Here are the best practices to make cold calling a breeze. RELATED: 7 Tips To Create Effective B2B Sales Strategies. In this article: Ask These Questions Before Cold Calling.

Deal Success: Your Revenue Team’s Backbone

At Gong’s #celebrate conference, sales leaders discussed three outcomes tied to revenue intelligence: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks.

Live Webinar: How Nutanix Scales Revenue Growth

Smart Selling Tools

Live Webinar: How Nutanix Scales Revenue Growth. WHEN: THURSDAY, 12/5 AT 9AM PT.

How to launch a cold canvassing campaign: 5 simple steps

You are relentlessly dialing hundreds of numbers every day. When you’re directed to voicemail, you’re religiously following up. Even when you get rejected, you pull your chin up and keep calling because you know it’s a numbers game.

10 Sales Training Tips for a Person New to Sales


Oftentimes, people come to work in sales from a variety of backgrounds. This can be great because it provides the industry with a multitude of perspectives and views, but it can also be tricky to train people who have never sold your product or anything similar before. One thing to consider when hiring those new to the industry is their general personality. Just because they haven’t sold before, doesn’t mean they don’t have the qualities of a good salesperson.

Avoid These Mistakes When Choosing an SPM or CPQ Vendor


When you are evaluating a sales performance management ( SPM ) or configure, price, quote ( CPQ ) solution, be sure to keep these important factors in mind to ensure your purchase the best possible solution. Don’t find yourself making one of these harmful mistakes: SPM Vendor Selection

How to Succeed at Being an Intentional Sales Manager [Podcast]

Sandler Training

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager. The post How to Succeed at Being an Intentional Sales Manager [Podcast] appeared first on Sandler Training. Blog Posts Management & Leadership coaching management skills sales management

PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul

Sales Hacker

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon.

Management Consulting: What It Is & How to Succeed in It

Hubspot Sales

If you’re an effective problem-solver who is fascinated by how businesses operate, improve their processes, and scale, management consulting may be the career for you. Some management consultants specialize in certain industries, such as healthcare or the nonprofit sector. There are also management consultants who take a generalist approach and have experience supporting organizations across multiple industries.

A New (Improved) Kind of Manager

Selling Energy

Management isn’t just a job; it can be a style. The question is which style is the most effective in the workplace, not only for the individual, but across the board. book recommendation book review


Informal Learning Makes Great Performances Routine


Until May 6, 1954, no human being (as far as we know) had ever run a mile in less than 4 minutes. Experts believed it was impossible. But in Oxford, England, Roger Bannister broke the barrier that day by running a mile in 3 minutes and 59.4 seconds.

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Gong Raises $65M Led By Sequoia Capital

I am excited to update that we have secured an additional $65M in funding. The round was led by Sequoia Capital bringing our total capital raised to $134M. . Sequoia is one of Silicon Valley’s most enduring venture capital firms, investing in legendary companies including Apple and Google and breakthrough companies like Dropbox and Stripe. We are honored to be welcomed into the fold of what Sequoia has termed “Dentmakers.” . I am also thrilled to welcome Carl Eschenbach to our board.

A Fun Reindeer Game to Play with Your Sales Staff

KLA Group

Here’s an advent calendar that will keep your reps motivated through December! Create a whiteboard chart with columns for the days of the week and rows for sales reps’ names. Each day insert the number of people each rep talked to. Then give out daily prizes to give out to whoever has the most calls.

Adapt or Die

Braveheart Sales

I recently spent two days with about 40 sales leaders from across the country who primarily lead outside sales teams. It was exhilarating, intense, fun and, yes, I was exhausted! Our theme was “Adapt or Die.”

What Matters Most? HOW You Do What You Do

Hyper-Connected Selling

If I had to sum up the philosophy that influences my coaching, speaking, and writing in one sentence… I don’t think I could do it.

#75: Daniella Sardi of TriNet — Making an Impact as a Sales Leader


Daniella Sardi, Director of Client Acquisition at TriNet, teaches us why coaching your reps is the key to high-growth sales. Daniella shows us how having an individual development plan for every rep on your team maximizes your impact as a leader. Focusing on the motives each rep has for success and then tailoring activity and skills can result in measurable improvement for both high-and-low performers, and bring explosive growth to your company’s bottom line.

10 Sales Compensation Mistakes to Avoid


As many people are aware, those who work in sales don’t always get a fixed-pay salary as their total compensation for work. As a way to encourage salespeople to do their best, most sales jobs include commissions or bonuses according to performance. The reason for this is because sales is a highly competitive area to go into. These payments linked to performance are a way to encourage improvement (and even competition) in a healthy way.

Let’s Talk Sales! Effective Mentoring with Sandy Sponaugle – Episode 209

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Sandy Dubay Sponaugle. Sandy is the CEO and President of Platinum PR, a boutique public relations firm that provides businesses and organizations with cost-effective solutions for their communications, marketing and event planning needs. In today's episode, I talk to Sandy about how to make [.]. The post Let’s Talk Sales!

How to Find the Best SaaS CRM For Your Team

Nimble - Sales

The business niche of SaaS, meaning “software as a service”, provides users with remote access to certain pieces of software instead of offering proprietary digital solutions that need to be installed every other employee’s hardware.