SBI Growth
JUNE 20, 2017
Our expert practitioner today is a Chief Technology Officer who knows a thing or two about the science of understanding buyer behavior to accomplish a product-market fit. To follow along, download our 10th annual workbook, How to Make Your Number in.
The Sales Heretic
JUNE 20, 2017
I have a black belt in aikido. But that doesn’t mean I’m an expert in the Japanese martial art. Quite the opposite in fact. In aikido—as in many other martial arts—a black belt is not considered to signify mastery. Achieving a black belt means you are now a “beginner.” You have put in several years [.].
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Sales and Marketing Management
JUNE 20, 2017
Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results. That research is now complete, and the results, taken together, reveal something critical about challenging the customer in your sales conversations: There is a proper time to provoke and c
The Sales Hunter
JUNE 20, 2017
Is your sales pipeline moving fast or slow? We do a disservice to our customers when we fail to move them quickly from prospect to customer. Problem you and too many other salespeople have is you can’t move prospects fast because your pipeline is stuck with people who can’t make a decision. You’re better off […].
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.
Jill Konrath
JUNE 20, 2017
Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.
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A Sales Guy
JUNE 20, 2017
I spent the last week at Momentum Ski Camp. It was their “adult” week. Momentum is a mogul and terrain park ski camp that leverages some of the best skiers in the world as coaches to help clowns like me get better. When I say some of the best skiers in the world, I mean it. Look at this list: Mikael Kingsbury – Silver Medalist Sochi Olympics Moguls, 2 Time World Champion and 6 Time World Cup Champion.
Velocify
JUNE 20, 2017
The world of work is changing, and sales leaders are turning to technology to accelerate deals and improve sales team productivity. But there’s more to the world of work than productivity, and salespeople–especially those in the field or on geographically dispersed teams–are leading the way when it comes to finding and using effective technology.
Customer Centric Selling
JUNE 20, 2017
Sales Tips: 2 Costly Mistakes Sellers Make with Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.
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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.
Partners in Excellence
JUNE 20, 2017
I read a comment in a post, “ Sales people don’t have time to create value with their customers anymore. ” In fairness to the author, he was claiming sales is broken—it is. My knee jerk reaction was, “This is complete BS!” Upon reflecting I realized it’s true, and it’s probably an understatement. Without a doubt, sales people are busier than ever.
Topline Leadership
JUNE 20, 2017
[…] Kevin F. Davis shares practical solutions to the most challenging issues that frontline sales managers struggle with every day. Kevin blogs on methods for everything from leading, coaching, and managing priorities, to hiring, forecasting, and driving rep accountability. Kevin is the president of TopLine Leadership, Inc., and the author of the new book, “The Sales Manager’s Guide to Greatness.”Find his blogs and articles at TopLineLeadership.com/blog and kevinfdavis.com/blog […].
Product Management University
JUNE 20, 2017
In the world of agile software development, the product manager vs product owner confusion is hardly new. This problem has existed as long as software and product managers have been around. It merely has a new name. If you define their responsibilities in a way that mirrors the business of the customer, the confusion is gone. Basics on the Product Owner and Product Manager Roles.
Partners in Excellence
JUNE 20, 2017
Starting out as an independent professional, it’s important to know the do’s and don’ts of self-employment. Follow these five steps to avoid common mistakes.
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.
Sales Gravy
JUNE 20, 2017
Think about everywhere you go each day, and ask yourself how many missed engagements and connections are all around you? Then ask yourself, if a connection opportunity presented itself, how ready would you be?
Product Management University
JUNE 20, 2017
If you’re going to dominate your market, you have to make the customer organization measurably better at their business, from the top down. Products and services are the means to the end, but every customer-facing function in your organization plays a role in delivering customer value. It’s like relay race. Everyone understands their role, knows where the baton is at all times, and knows exactly what to do when they run their leg of the race.
OnePageCRM
JUNE 20, 2017
The ultimate guide to planning, conducting and tracking your outbound sales calls. Jump ahead to: Part 1 – Before the call – Catch up here. Part 2 – Making the call – Catch up here. Part 3 – After the call. After the call. Once you’ve hung up the phone, you need a process in place to keep track of where you are in the pipeline and what to do next.
Nudge.ai
JUNE 20, 2017
One of the reasons we created Nudge.ai was to help sales pros better understand and leverage the strength of relationships with their prospects and leads. Which is why we’re also very interested in the notion of Customer Success (CS) and how it impacts sales. CS is top of mind now that companies compete on customer experience, right from the moment buyers sign up.
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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
OnePageCRM
JUNE 20, 2017
Estimated reading time: 9 minutes. The ultimate guide to planning, conducting and tracking your outbound sales calls. Skip to: Part 1 – Before the call – Catch up here. Part 2 – Making the call – Catch up here. Part 3 – After the call – You are here. After the call. Once you’ve hung up the phone, you need a process in place to keep track of where you are in the pipeline and what to do next.
The Sales Hunter
JUNE 20, 2017
If you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […].
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