SBI Growth
FEBRUARY 1, 2018
In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.
Zoominfo
FEBRUARY 1, 2018
Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.
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Score More Sales
FEBRUARY 1, 2018
Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader.
MTD Sales Training
FEBRUARY 1, 2018
It’s one of the biggest complaints we hear in our sales programmes. “My prospect won’t return my call!”. Of course, it’s the prospect who’s missing out, isn’t it? It’s the prospect who should be doing the work isn’t it? It’s the prospect who should be picking up the phone after you’ve left your message and begging you to come and see him, isn’t it? The slight sense of sarcasm is deliberate, because when we ask salespeople what they said that would cause the prospect to return their call, much of
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.
SBI
FEBRUARY 1, 2018
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 Brad Layman , VP of Sales for KZO Innovations. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Brad: KZO Sales develops your sales team into top performers with coaching, just-in-time learning, video role play, collaboration, content creation, & selling tools all i
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Increase Sales
FEBRUARY 1, 2018
Do you schedule time with yourself to work ON your small business instead of working IN your business? In the book It’s Not the Big that Eat the Small, But It’s The Fast that Eat the Slow , the authors reveal that most business executives spend less than 15 minutes a day thinking or even planning for their businesses. How many times do you tell yourself that you are just too busy to take the time to do whatever you need to do to work ON your business?
Hubspot Sales
FEBRUARY 1, 2018
As a successful salesperson, you’ve probably spent years perfecting your strategy. But picture this: You’re giving roughly three demos a day, and suddenly there’s no follow-up, no next step, and no sale. Just about everyone in sales has that moment when they realize their usual steps and tactics are no longer working. The key to a long, fruitful sales career is to constantly change course and re-evaluate your strategy.
Pipeliner
FEBRUARY 1, 2018
I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Fact: The tone and focus in every organization is set by leadership, and culture boils down to nothing more or nothing less than the beliefs and behavior of its leaders. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time.
Julie Hanson
FEBRUARY 1, 2018
Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team. So why, three months later, is no one using it?! Here are just a few of the reasons I hear from salespeople: “There’s too much information in it. It’s not my style. It’s already out of date. I can never find what I need…”.
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Babette Ten Haken
FEBRUARY 1, 2018
Your business has a very successful customer abandonment strategy in place. Except you probably aren’t aware of it. You have a client base full of long-time customers who continue to do business with you. That’s good, right? They renew contracts like clockwork. They issue repeat orders each quarter, too. No problem. You can count on your customers to keep your business going.
The Center for Sales Strategy
FEBRUARY 1, 2018
I think we’d all agree that long-term relationships are gold in the business arena, and long-term relationships begin with the very first interaction that delights a customer and are fed by every other interaction subsequently.
SalesforLife
FEBRUARY 1, 2018
In Part A of this series, we talked about the unfortunate miscommunication that most sales organizations have with their front-line sales leaders in clearly outlining the core business outcomes. Assuming that step has been tackled, can your front-line sales leaders tell you how specifically they’re measuring important milestones that will achieve your business outcomes?
Mindtickle
FEBRUARY 1, 2018
As a manager, there is so much to do and never enough time. Research has found that sales managers spend just 32% of their time managing their team and only part of that is spent coaching. To make the most of your time prioritization is key – and the top priority for any salesperson is their targets. So it follows that any task that helps your team reach its targets should be at the top of your list.
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
FEBRUARY 1, 2018
Pipeline coverage is something every sales manager talks about, but few really understand it, that is, most of the time I see it mis-applied, so that it is meaningless, or even dangerously misleading. Pipeline coverage refers to the number of qualified opportunities one must have in their qualified pipelines to make their number. Calculating pipeline coverage is easy, we can all do it in our sleep.
Mindtickle
FEBRUARY 1, 2018
As a manager, there is so much to do and never enough time. Research has found that sales managers spend just 32% of their time managing their team and only part of that is spent coaching. To make the most of your time prioritization is key – and the top priority for any salesperson is their targets. So it follows that any task that helps your team reach its targets should be at the top of your list.
Cincom Smart Selling
FEBRUARY 1, 2018
Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. But, we can look at several tough issues and pain points and see how CPQ makes life easier for those who manage the selling process.
Vainu
FEBRUARY 1, 2018
For most companies, there are millions of sales prospects available. For decades, salespeople have struggled to prioritize certain prospects over others. Fortunately, modern technology makes it easier than ever before to master this challenge. Though it’s taken a long time to reach the point we’re at today, we are now at a point where predictive and prescriptive lead scoring technology can recommend the right companies for you to reach out to, the right time to approach these companies and the r
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The ROI Guy
FEBRUARY 1, 2018
Anyone in technology sales who’s implemented or is considering the Challenger approach worries about how sales reps could be perceived by prospects. Do they like being challenged, or do they see the approach as presumptuous and rude? Research of 230 technology buyers from the USC Marshall School of Business indicate that Challenger approach works for some, but not all buyers.
Sales Evangelist
FEBRUARY 1, 2018
Don’t know what kind of content marketing to use? Podcast? Blog? Social media? It’s overwhelming, isn’t it? But don’t let these overwhelm you that you end up not doing anything at all. Well, you’ve got to start somewhere. Oftentimes too, a lot of business owners have a problem being consistent with their content marketing and […] The post TSE 761 – Should I Hire a Content Marketer or a Virtual Assistant?
Allego
FEBRUARY 1, 2018
Just rushed back from ATD TechKnowledge in San Jose, CA to bask in this Boston heatwave of near double digit temperatures while we get ready for the upcoming Pats victory at Super Bowl LII. Before casting aside our moisture wicking thermals and finally rocking some single layer outfits again, I want to highlight key takeaways from this year’s conference.
Circleback
FEBRUARY 1, 2018
The world has moved beyond websites and the focus has shifted to mobile apps. Smartphone usage has increased tremendously, and mobile apps have completely transformed the way businesses operate. From contact management to placing orders and scheduling appointments with a single tap, apps possess the potential to reduce the time spent on trivial tasks and enhance overall productivity.
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.
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