SBI Growth

DECEMBER 30, 2016

Charles Race is Executive Vice President of Worldwide Field Operations at Informatica, an enterprise software company reporting approximately $1.1 billion in sales. He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth.

Territories 136

Territories Revenue Maximizer Enterprise 136

The Sales Hunter

DECEMBER 30, 2016

In creating a culture for success, the sales leader plays a key role with customers, but it is not at the end of the year when everyone is chasing the last order to make quota. The manager who only appears before a customer at the end of the quarter or year, looking to close an […].

Customer 140

Customer Quota Closing Sales 140

Anthony Cole Training

DECEMBER 30, 2016

Assertive (not aggressive) salespeople win more business than others. They care so much about doing the right thing for their clients that they are willing to risk the relationship and the deal in order to make sure the prospect or client makes the right decisions. Does that describe your people? Are they assertive?

Leads 122

Leads Marketing Qualified Lead Prospecting Sales 122

Increase Sales

DECEMBER 30, 2016

The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value. I find this word “create” to be misleading and very much ego centered (All about me!). What I suggest to my sales coaching clients is to replace “create” with this more emotionally intelligent word of connect.

Decision Maker 123

Decision Maker Facebook Campaigns Sales Coaching 123

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.

Sales Cycle

Engage Selling

DECEMBER 30, 2016

At this time of year, goals are a common topic of conversation among sales professionals. Make sure you about know the major mistake you need to avoid. Want to drastically increase sales in your organization?

Conversion 73

Conversion Sales Loyalty Sales Goal 73