Thu.Mar 29, 2018

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Which Is More Important—Product Training or Sales Training to Drive Digital Sales?

The Center for Sales Strategy

Product-focused training and sales skill training - both are important to increase the knowledge and expertise of a sales team, but which is more important? Which has the larger impact? Before I answer that question, let me define the differences between the two to make sure that we are all on the same page. Product Training. Product training focuses on the nuts and bolts, on educating your sales force on the features and benefits of what you sell.

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Keep Calm and GDPR On: How Marketers Can Comply with GDPR

DiscoverOrg Sales

This post if for informational purposes only and not for the purpose of providing legal advice. You should contact your attorney to obtain advice with respect to any particular issue or problem. The views expressed are based solely upon DiscoverOrg’s interpretation of these regulations, do not purport to constitute official guidance, and may not be relied upon.

Marketing 198
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How to Dig a Buried Email Out of Your Prospect's Inbox in 15 Seconds

Hubspot Sales

To succeed in sales, you must walk a fine line between persistent and pushy. You don't want to give up too easily -- just because you don't get a response the first time you try doesn't mean the prospect isn't interested. But you also don't want to annoy them -- sending 20 emails over the course of two weeks will turn an on-the-fence buyer into an uninterested one and will probably give your company a bad name.

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A 6-Step Skill Assessment For Hiring Rockstar Salespeople

Hubspot Sales

What Is Skill Assessment? A skill assessment allows employers to test how well a job candidate can complete tasks required of them in their future role. Candidates might be asked to role-play a client phone call, submit a writing sample, or conduct client research. These exercises ensure candidates haven’t exaggerated their skill level and demonstrate how well they think on their feet.

Hiring 108
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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5 Tips for Global Sales Leaders Driving Change Management

SalesforLife

I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world. Within these centers, there are thousands of inside sellers with sales functions such as demand response (commonly known as SDR/BDR), account executives, customer success, and solutions consultants/sales engineers. The scope of the project was immense, and we gave ourselves a very short runway to scale a digital selling foundations certification to all these sellers.

Oracle 57

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The Sales Leader’s Journey from Public to Private

SBI Growth

Our guest on SBI TV is Paula Shannon, the Chief Sales Officer at Lionbridge. Paula shares her journey going from a publicly traded company, as a chief sales officer, to a company owned by a private equity firm. She discusses.

Sales 197
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What Mindset Should We Be Pursuing, React or Respond & Tony Robbins on Mindset

MTD Sales Training

Episode 5 – What Mindset Should We Be Pursuing, React or Respond & Tony Robbins on Mindset. Episode 5: Loads Bubbling Podcast. This podcast includes: What mindset should we be pursuing? Should we react or respond? Tony Robbins on mindset. The post What Mindset Should We Be Pursuing, React or Respond & Tony Robbins on Mindset appeared first on MTD Sales Training.

Training 120
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Implementing a Quota Structure That Works

Gong.io

Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.

Quota 85
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Why Empathy Isn’t Enough to Build Trust in Sales

Shari Levitin

Lately there’s a lot of talk about empathy in business. But empathy alone isn’t enough to build trust, the critical step to grow an organization, land a big deal or cement a relationship. Empathy defined is the ability to put yourself in other person’s shoes. It is understanding and experiencing what another person is feeling. The post Why Empathy Isn’t Enough to Build Trust in Sales appeared first on SHARI LEVITIN.

Sales 83
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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.

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The 8-Slide Framework Using Insight Selling for a Better Pitch

Hubspot Sales

I recently interviewed global sales expert Matt Dixon, co-author of “ The Challenger Sale ” and “ The Challenger Customer ,” and he shared his predictions on what’s next in sales. His thoughts? There’s an evolution happening on the front line of sales today, and it starts with insight selling. What is Insight Selling? Insights are accurate understandings of a person or thing.

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How To Approach Sales Coaching Like a Pro {Part 2 of 5} — the Right Use of Sales Data

Sales Hacker

This is part 2 of a 5-part series to help you develop the right approach to sales coaching. While part 1 focused building the right coaching mentality , this article covers how you can take a data driven sales coaching approach. . Using Data to Inspire Commitment. There are dozens of tools to stimulate conversations between salespeople and sales leaders.

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6 Benefits of Sales Coaching (And Why It Should Be a Priority)

The Sales Readiness Blog

The battle cry for Sales Coaching has never been greater. Learning and development professionals and senior sales leaders continue to identify Sales Coaching as a top priority for their frontline sales managers.

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Cold Calling Is Dead, Unless You Follow These Rules

Gong.io

Cold calling is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality…. Most salespeople are failing miserably at cold calling. Much less than a 1% success rate. But a small minority enjoy a massively unfair share of the success.

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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.

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Sales Turnover is Hurting Your Growth

Engage Selling

Turnover, specifically sales rep turnover hurts your business. How do I know this? I’ve worked with clients who have suffered some devastating losses because of sales rep turnover.

Sales 61
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How To Increase Revenue Without Making A Fool Of Yourself

Veelo

April is fast approaching, and with it the end of Q1 2018. Every year, almost every company has big plans to increase revenue in the first three months, but only the best achieve their goals. The time is right for some deep self-reflection. What went right, what went wrong, and how do you increase revenue […]. The post How To Increase Revenue Without Making A Fool Of Yourself appeared first on Sales Enablement Software | Veelo.

Revenue 63
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It’s Harder To Sell Within Our Own Companies!

Partners in Excellence

Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by an experienced sales manager and her new company. She was invited to join the company because of her track record in the industry. They wanted her to establish a similar team and process to the one she had implemented at her previous company and told her she had Carte Blanche.

Company 64
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Sales Tech Game Changers: How to Improve Campaign Response and Conversion to Pipeline

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Greg McBeth , Head of Revenue at Node. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Greg: Node helps clients proactively discover new opportunities across sales, marketing, and revenue operations.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Why Struggling in Sales Means You're Winning

Selling Power

How many times have you told yourself sales is too hard or that you must be doing something wrong because you’re struggling to make sales?

Sales 61
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Comment on What is Sales Activity Management? [Video] by How to Master Data-Driven Sales Management | CommercialTribe

LevelEleven

[…] Sales activity management provides the data your sales managers need to determine if their reps are performing these activities as expected. This activity data provides your sales managers with visibility into what their high-performers are doing with their time, versus the activity of their mid or low-performers. […].

Data 48
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CPQ-Managed Product Variation

Cincom Smart Selling

Enterprises can harness the power of complex product variants with a robust CPQ solution. Via CPQ, manufacturers can manage product variance to effectively tame the knowledge and documentation challenges. The complexity of these challenges increases almost exponentially with the proliferation of large product families that address diverse markets and multiple applications.

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Implementing a Quota Structure That Works

Gong.io

Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.

Quota 48
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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CPQ-Managed Product Variation

Cincom Smart Selling

Enterprises can harness the power of complex product variants with a robust CPQ solution. Via CPQ, manufacturers can manage product variance to effectively tame the knowledge and documentation challenges. The complexity of these challenges increases almost exponentially with the proliferation of large product families that address diverse markets and multiple applications.

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Cold Calling Is Dead, Unless You Follow These Rules

Gong.io

Cold calling is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality…. Most salespeople are failing miserably at cold calling. Much less than a 1% success rate. But a small minority enjoy a massively unfair share of the success.

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The Mistake That is Sabotaging Your Outbound Lead-Gen | Sales Strategies

Engage Selling

????????Recently, I have been coaching a number of sales leaders in professional services firms. They’ve all been complaining to me that their teams are complaining about a lack of results with traditional outbound calling techniques.

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CPQ-Managed Product Variation

Cincom Smart Selling

Enterprises can harness the power of complex product variants with a robust CPQ solution. Via CPQ, manufacturers can manage product variance to effectively tame the knowledge and documentation challenges. The complexity of these challenges increases almost exponentially with the proliferation of large product families that address diverse markets and multiple applications.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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10 Ways to Avoid Being a Sales Management Fool

Xactly

In the business world, credibility is key. Whether you’re in sales, finance, marketing, or IT, it’s important that your company can rely on you to get your job done and do it well. No matter your position, you’re ultimately responsible for a part of the company’s success. As a sales leader it’s important that you motivate your team because nothing kills employee morale like a bad manager.

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Is Your Sales Team Struggling?

MarketJoy

Written By. Rahul Thakur. Share. Get a Free Quote. [contact-form-7]. As a sales leader, it is your job to spot when your sales team is struggling and find solutions that bring about positive change. To achieve this, you must first assess the root of the issue, then highlight areas for short and long-term change to make the biggest impact. There are four areas of sales effectiveness where inefficiencies can cause poor sales metrics; use them to identify where difficulties are arising for your sal

Hiring 45
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Why You Need a Sales Playbook and What Should Be In It

People.ai

Scoring a big sales win is no easy feat, often relying on a multitude of factors that lead up to that final, successful closed won deal. For many salespeople, especially those that are new to the job or industry, the ramp up to this winning moment can feel like an exercise in trial-and-error. But it doesn’t have to. Leading organizations have a not-so-secret weapon in their toolkit that instantly.