Steven Rosen
JUNE 20, 2019
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.
The Pipeline
JUNE 20, 2019
By Tibor Shanto. There is a lot of talk in sales about numbers, metrics , KPIs, and many ways to assess success and progress. Rather than measuring everything, we focus on five data points to drive sales success. Sadly, most salespeople do not know these simple data points, either intentionally or other unknown reasons. At the same time, many managers do not have a continuous improvement plan for their reps, no long game at all.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Sales Heretic
JUNE 20, 2019
Many people believe that marketing and advertising are the same thing. Or if not, that marketing consists of the promotion you do to drive sales. But the reality is very different. Marketing is everything you and your business do that can potentially impact sales. And that’s an awful lot. Using this definition, marketing includes: • [.].
SBI Growth
JUNE 20, 2019
Is your sales team spending too much time doing other things besides selling? Do you feel like you can’t ever focus on strategic objectives because you are too weighed down by a constant stream of ad hoc data requests? Do.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Zoominfo
JUNE 20, 2019
Live streaming, or the transmission of live video, has taken the world by storm. Whether it’s a friend live streaming their workout routine or a celebrity answering fan questions, the personal nature of live video is innately appealing.live. But, because live video is unpredictable and strays from traditional marketing methods, many B2B marketers speculate whether live streaming has a place within their corporate social media strategy.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Alice Heiman
JUNE 20, 2019
How much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be leaving millions of dollars on the table, because you don’t know it’s there or you have no plan to go get it. . Looking for business in existing accounts is something many sales leaders assume their salespeople or account teams are doing.
Gong.io
JUNE 20, 2019
The position of CRO is relatively new to most organizations and most are still hashing out the role’s nuances. That said, a few outstanding CROs have demonstrated an ability to drive revenue growth while aligning the sales, marketing, and customer success functions. Ever wondered how those folks succeed? We did too. We teamed up with Drift and OpenView to ask some of the top SaaS CROs to share their secrets.
Chorus.ai
JUNE 20, 2019
You can’t always give your people a raise. And you can’t always give them the title they asked for. But through mentorship you can give them a path to those things. A mentor picks up where a manager leaves off. They go above and beyond, encouraging and pushing people, to help them reach their fullest potential.
Anthony Iannarino
JUNE 20, 2019
I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean anything worth exploring, you would have to believe that there is a way to be slimy in sales. Naturally, I asked for clarification. Give Up Straight Pitching. The client’s version of slimy comes from his experience with salespeople that immediately started pitching him on why he should choose them over their competitors.
Advertisement
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.
Nimble - Sales
JUNE 20, 2019
It’s not just consumers that want a personalized customer experience when they interact with a brand, online or offline. Today’s businesses also want that same experience; where the brand knows and suggests things that they personally need or want. Here are some strategies you can adapt to personalize the experience for your business customers to […].
Sell Courses Online
JUNE 20, 2019
The post Kajabi vs Thinkific: What Course Platform Should You Use? appeared first on Sell Courses Online. If you are looking for a platform to build your online course or membership site, there are some promising ones to choose from. However, two of the leading online course platforms in the market right now would have to be Kajabi and Thinkific and no wonder—they are compared with each other quite often.
Partners in Excellence
JUNE 20, 2019
We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin rush of being busy, forgetting that we aren’t accomplishing the things we had intended to accomplish. One of the most devastating things to our goal attainment is our mistaken view of what it means to be “customer responsive.” Recently, I was watching a sales team work.
Allego
JUNE 20, 2019
If you were a movie producer, would you ever say this to your actors? “Don’t bother coming to rehearsals. Just be poised and confident in front of the camera. Oh, and be ready to improvise in case the other actors see an opportunity to take the scene in a different direction.”. Probably not. Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your fee
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Babette Ten Haken
JUNE 20, 2019
When you continuously are making excuses for poor product quality and performance or sub-par service and maintenance, how invested are you in client success? Regardless of whether you design, sell or serve, clients do not initially do business with you anticipating a client retention strategy focused on listening to your excuses. If you are making excuses in order to retain clients, it is time to take your professional pulse.
The Center for Sales Strategy
JUNE 20, 2019
EDITOR’S NOTE: This post is by the late Steve Marx , and was written and published in 2015. To keep it current, we’ve updated the content to be relevant, but preserved the knowledge that Steve shared. There are countless lists of what the most successful salespeople actually do. It’s time for a list of what they don’t do. Let’s call it "The Un-checklist"—the list you review when no one is looking over your shoulder (so you can be entirely honest), and where you hope that your honesty doesn’t for
Sandler Training
JUNE 20, 2019
Many organizations underestimate the power of content when it comes to boosting sales conversions. With the right content metrics in place, your sales team will be better prepared to tackle – and close – a lead successfully. Read Time: 5 Minutes.
InsideSales.com
JUNE 20, 2019
InsideSales.com Names Chris Harrington Chief Executive Officer Former COO and SaaS Leader to Drive Next Phase of Growth for Sales Technology Innovator Silicon Slopes, Utah – June 20, 2019 – InsideSales.com, the only AI Sales Platform powered by Collective Intelligence, today announced Chris Harrington has been appointed chief executive officer, effective immediately.
Advertisement
In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Pipeliner
JUNE 20, 2019
As a business owner, it’s only natural that you will want to provide excellent customer service to whoever uses your products and services. To keep your company ahead of competitors, you should take time to analyze what type of support you have available, ensuring that your customers are well taken care of. Here are a few ways to improve customer support in your IT business.
Hubspot Sales
JUNE 20, 2019
Meet Mark. Mark is the managing sales director at his company, and his job is to help businesses grow better. He spends each day meeting prospects and clients, understanding their core needs, attending conferences, and exchanging information. We used our free Build Your Persona tool to better understand Mark. Try it now to create your company’s own buyer persona.
Carew International
JUNE 20, 2019
How many website visitors does it take to generate one qualified lead? How many qualified leads to convert one customer? How many sales or marketing touches does it take to engage a lead? To close a sale? It is easy to get caught up in the statistics of sales and marketing, but often we do so in a misguided attempt to ensure success through some sheer volume of activity.
Drift
JUNE 20, 2019
Drift recently teamed up with the folks at Gong and OpenView to survey leading SaaS CROs to find out what it takes to drive revenue growth while aligning sales, marketing and customer success. We’re digging deep into what makes for a truly outstanding CRO and asked 15 to share their secrets (including our own Josh Allen). A sneak peek of what we found?
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
SalesLoft
JUNE 20, 2019
The Hey Sale speople podcast hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremey Donovan just got even sales nerdier. Episode four stars Pete Kazanjy, Founder of Modern Sales Pros (MSP) and Atrium. While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster?
BrainShark
JUNE 20, 2019
Working in sales can be very rewarding if you come in with the right expectations. Brainshark’s Alex Roy shares 5 realities of life as a sales rep.
Guru
JUNE 20, 2019
Most sales organizations have sales operations teams working behind the scenes, removing barriers to make the sales team more productive. But when a company subscribes to a revenue team model, as Guru does (read more about that here ), a sales operations team alone won’t cut it. If the revenue team encompasses all customer-facing teams – customer experience, support, and sales – a revenue operations team is needed to make each component more successful.
InsideSales.com
JUNE 20, 2019
What’s the secret to succeeding in SaaS sales? It’s a question I’m asked a lot. RELATED: Enterprise-Class SaaS: Stability, Security, Reliability In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results Obsess Over Customer Service Treat the Sales Process Like a Relationship, Not a Transaction There’s No Such Thing as a One-Stop […].
Advertisement
Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Smart Calling
JUNE 20, 2019
Art shares a cold calling opening suggestion he found in a post online. As is, it would likely get a user rejected. Can you spot what is wrong? You’ll hear what it is, AND what could have been added to make it effective. Plus, you can model it for your own successful prospecting openings and voice mail messages. Listen Here. The post Can You Spot What is Wrong With This Cold Call Opening?
Chorus.ai
JUNE 20, 2019
You can’t always give your people a raise. And you can’t always give them the title they asked for. But through mentorship you can give them a path to those things. A mentor picks up where a manager leaves off. They go above and beyond, encouraging and pushing people, to help them reach their fullest potential. In This Episode. In this episode of the B2B Sales Show, we’re talking about all things mentorship in sales.
Allbound
JUNE 20, 2019
Sarah Mouton is a Partner Success Manager at Piesync. While speaking to Sarah it was clear that she had a sense of curiosity and determination that made her stand out. This Belgian woman in tech is someone who is the definition of thriving. Don’t miss her interview below: Q: What made you decide to go into the tech world? A: I need to tell you that before starting in the tech world I actually worked for the government for almost ten years.
Expert insights. Personalized for you.
334 
Let's personalize your content