SBI Growth
MARCH 1, 2018
Our guest on SBI TV is Burney Barker, SVP of Worldwide Sales at Gigamon. Follow along as we learn from a transformative global sales leader with success at EMC, Dell, and now with Gigamon. With 96%+ of Gigamon’s revenue coming.
No More Cold Calling
MARCH 1, 2018
You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales 2.0
MARCH 1, 2018
I think it’s all about qualified leads. What do you think? So I’ve tried most forms of sales and marketing techniques now. (I’m getting old/older!) But whichever way I slice it, it all comes back to the revenue bottleneck being qualified leads. Notice I said “qualified leads” not “leads” “Leads” are not that useful.
SBI
MARCH 1, 2018
Speed-to-lead. It’s an expression we use often here at VanillaSoft. If you’re not familiar with the definition, it refers to how quickly you respond to a new lead entering your system. Perhaps a prospect has filled out a form on your website for a killer piece of content or signed up to attend a powerful webinar you’ve scheduled. Maybe somebody responded to an email blast or a social media post asking for more information.
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.
Hubspot Sales
MARCH 1, 2018
TED Talks on Communication. Listen, Learn. Then Lead, by Stanley McChrystal. Remember to Say Thank You, by Laura Trice. The Danger of Silence, by Clint Smith. The Secret Structure of Great Talks, by Nancy Duarte. How to Save the World from Bad Meetings, by David Grady. Connected, But Alone?, by Sherry Turkle. 10 Ways to Have a Better Conversation, by Celeste Headlee.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
MARCH 1, 2018
What is Business Casual Female? For women, business casual is the practice of considering your audience, taking cues from other females in your office, and dressing in a way that makes you feel confident and competent. Forget about dressing for the job you want. Work for the job you want, and dress like the person you are. “What Women Should and Shouldn’t Wear in the Office” “What Does Business Casual Really Mean for Women?
BrainShark
MARCH 1, 2018
Savvy sales managers know that a more productive approach is to acknowledge that millennials often do have a different set of values and behaviors compared to prior generations.
The Center for Sales Strategy
MARCH 1, 2018
I’m sitting in a hotel lobby enjoying my dinner. But I’m only steps away from the front desk. I can easily hear people checking in. What surprises me is the number of arriving hotel guests being greeted by their first name—before they hardly get in the door. There are warm hellos, how is Jane (the wife of a guest), how is your mom doing, and this goes on and on the entire time I am eating (and working!).
Jeff Davis
MARCH 1, 2018
With all the new B2B tech coming at companies today, it's hard not to fall victim to the "shiny new objective" syndrome. It's also sometimes even harder to push back on demands to "Fix it Now!" by not just throwing tech at it. The problem you run into is that implementing new tech is not addressing the real problem - people. I've said many times, alignment is not a tech issue, it's a people issue.
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.
SalesforLife
MARCH 1, 2018
While sales enablement is a relatively new concept in the history of sales, it's quickly become a critical component to many SaaS and enterprise businesses. Sales enablement does just that – it enables sales teams to be more efficient, more productive, and thus more profitable.
Julie Hanson
MARCH 1, 2018
You finally get that presentation or meeting set with your dream account. You arrive at their office pumped up and ready to knock your presentation out of the park! But of course you have to wait…and wait….And with each passing minute you can feel that positive energy slip into anxiety and tension. Before you know it, your mind begins to wander, you’re second guessing your entire presentation, kicking yourself for not practicing more, or searching for distractions on your phone.
SalesLoft
MARCH 1, 2018
Rainmaker is getting close now. Really close. Next week close. Tickets are becoming scarce, and it’s getting real. We’ve worked with the conference venue to add an extra 200 seats, but that’s the limit (per the Fire Marshall). Those last few spots are going fast, so if you’re thinking about attending now is the time to take the plunge! We’ve been diving deep into each of the tracks and have already previewed the three tracks comprising 33 of the 44 breakout sessions: the Sales Leader
Mindtickle
MARCH 1, 2018
As a sales manager, you have a big impact on the success of each member of your team, and your team knows it. Research has shown that 69% of salespeople who exceed quota rate their sales manager as ‘excellent’ or ‘above average’. While it’s great to be recognized, ultimate sales leaders don’t do it for the glory, they live to inspire their team to achieve greatness and know how to push all the right buttons to help them succeed.
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.
Partners in Excellence
MARCH 1, 2018
I use this column, too often, to whine about the state of prospecting emails. But every once in a while, I get a great prospecting note. Despite the dozens of bad emails I get and delete without getting past the first line, there are some that capture my attention and stand out. There are some that earn/demand a response because of the quality of the effort.
Mindtickle
MARCH 1, 2018
As a sales manager, you have a big impact on the success of each member of your team, and your team knows it. Research has shown that 69% of salespeople who exceed quota rate their sales manager as ‘excellent’ or ‘above average’. While it’s great to be recognized, ultimate sales leaders don’t do it for the glory, they live to inspire their team to achieve greatness and know how to push all the right buttons to help them succeed.
Cincom Smart Selling
MARCH 1, 2018
How can sales operations boost revenue with a CPQ ( configure-price-quote ) solution? We’ve talked about CPQ from the perspectives of IT , Sales Management , Finance and Marketing , but what about sales operations and the sales professionals themselves? In the past, companies haven’t spent much time worrying about enabling sales or making the selling task easier for the person out in the field.
Sales Evangelist
MARCH 1, 2018
Not getting replies from customers? Are you wondering why, after sending tons of emails, only a few are showing interest? In today’s episode, Nathan Kontny shares with us the challenges salespersons face when outreaching as well as some personalized outreach strategies for you to see great results. Here are the highlights of my conversation with […] The post TSE 781: How to Personalize Your Outreach in Bulk appeared first on The Sales Evangelist.
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
Sales Gravy
MARCH 1, 2018
The main key to marketing effectively is understanding your value ? the value your prospect sees. When I put a call out for article topics I received a lot of requests for beginner?s marketing information.
Sales Hacker
MARCH 1, 2018
The post Evolution of the SDR: Why the SDR Is No Longer an Entry Level Role appeared first on Sales Hacker.
Sales Gravy
MARCH 1, 2018
Chris Beall, CEO of ConnectAndSell, and Jeb Blount, CEO of Sales Gravy, discuss the economics of building and running highly productive sales teams.
SugarCRM
MARCH 1, 2018
Let’s start this post with some good news: GDPR won’t be the end of data-driven marketing. In fact, it may help companies be more effective because they’ll more often be working with people that have indicated they are “ok” with sharing personal data with your company. If an individual understands why they’re opting into your messaging – and can see the value they’ll gain, that is the beginning of trustful relationship.
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.
Sales Hacker
MARCH 1, 2018
This is part one of a five-part series to help you develop the sales coaching approach that’s guaranteed to make you an unstoppable sales leader! In the past, all you had to do was chase down your number. Now you must worry about things like % hitting quota, onboarding, cycle time, and turnover, just to name a few. Add the new administrative duties, board reporting, and forecasting responsibilities and you may find yourself scratching your head wondering why you accepted that promotion.
Zoominfo
MARCH 1, 2018
As a direct result of the crowded financial sector, differentiation is key to growing your business. As a financial advisor, the only way to become an expert within a new, niche target market is through hard work and specific data-driven marketing tactics. The good news, however, is this: Only 30% of American workers currently work with a financial advisor, which leaves plenty of room for specialized advisors to grow their market share ( source ).
Pipeliner
MARCH 1, 2018
The Job of a Sales Manager: What It Is and What It Is Not. Is there any role in any industry with less clarity and consistency? This is an article for people who hire sales managers. It’s an article about the pure role of sales manager – a person who does not handle accounts personally but does supervise direct reports (called salespeople) whose primary function is to sell.
Zoominfo
MARCH 1, 2018
As a direct result of the crowded financial sector, differentiation is key to growing your business. As a financial advisor, the only way to become an expert within a new, niche target market is through hard work and specific data-driven marketing tactics. The good news, however, is this: Only 30% of American workers currently work with a financial advisor, which leaves plenty of room for specialized advisors to grow their market share ( source ).
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
Chorus.ai
MARCH 1, 2018
Reaching quota and forecasting pipeline conversion keeps us all up at night. Sunday evenings you’ll likely find sales managers scouring over their pipeline trying to figure out what deals will close and which might slip. The challenge is that managers can only join a handful of calls, leaving hundreds where they have no visibility on what was discussed.
Sales Hacker
MARCH 1, 2018
“We don’t use a sales deck. We just do demos.”. The demo-only approach doesn’t work anymore. With an average of 6.8 people involved in each B2B deal, you need a deck if you want your message to travel from the champion you met to the buyer you didn’t. If you rely on your one champion to carry the message, you’ve essentially turned your sales process into a game of telephone.
Expert insights. Personalized for you.
277 
Let's personalize your content