Tue.May 14, 2019

3 Sales Enablement Lessons from Game of Thrones Season 8


We may not have dragons or massive armies. But there’s still much to learn from the warring factions of Westeros about life, business and sales enablement

5 Critical Sales Questions You’re Not Asking Your Leads (but Should)


Here are five sales questions that you should start asking your leads so you can drive more sales. In the race to close a deal, sales professionals often deliver an unending list of product features. Doing so ignores the important step of asking the customer sales questions.

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Your Numbers Suck

The Pipeline

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean.

Sage 297

Who Makes a Great Prospect? 4 Questions You Must Answer

The Sales Hunter

You cannot afford to waste your time with prospects that will not become your customers. Your time is too valuable! All prospects are not the same. The sooner you know who is good and who isn’t, the better off you will be.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

B2B Sales Techniques

MTD Sales Training

Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period.

B2B 185

More Trending

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make

Hubspot Sales

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up. Experienced salespeople simply make different mistakes.

Quota 107

Time Management Tips from the Sales Pros - Part 1 of 3 (VIDEO)

The Center for Sales Strategy

A lot of salespeople and managers that I talk to on a regular basis often seek advice on time management and how they can better manage their time. The truth is. it really depends. It varies depending on you, your individual style, your talents, and the way you like to process things.

Video 95

Unique Selling Proposition: What It Is & How to Develop a Great One

Hubspot Sales

As a salesperson, you need to have the utmost confidence and belief in the product or service you're selling. If you don't believe in your product, it's likely the prospect won't believe in it either.

Automation: Who Is This Human Being?


In our last article we discussed the fact that automation and algorithms are created by humans, and so, therefore, can be biased.

B2C 82

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How to Get Sales Reps to Use Your Marketing Materials

Mobile Locker

Twenty percent of marketing materials or MORE never get used. Here’s how to stop the madness. Studies show that, depending on the type of business, 20 percent of marketing materials are never used by salespeople. Some research pins the number at more than half.

Study 82

Presenting Solutions To Your Clients

KO Advantage Group

When you dine at a restaurant and look at their 8-page menu, doesn’t it feel overwhelming? This situation is no different when you’re presenting solutions to clients.

Introducing NEW Activity Overview & Activity Comparison reports


Let me ask you one thing today: How do you currently track your sales team’s performance? How do you understand which sales rep is closing the most deals, which sales rep has a high deal closing % and which sales rep brought in the most amount of revenue in Q1 this year?

Are You Preparing for the Future?

Smooth Sale

Attract the Right Job or Clientele: Tomorrow arrives quickly, yet many are not preparing for the future. Life and career are never a straight path. It is essential we consider the ‘what ifs’ of life.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative

Force Management: The Command Center

You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.

Capturing the ROI of Sales Training


Effective training is critical to the success of your salespeople, so it’s important to understand whether you’re getting the kind of return you expect from your training efforts. But assessing the ROI of sales training is often a challenge because the “R” (return) part is hard to measure.

ROI 76

9 Great Quotes from SDSummit 2019

Accent Technologies

There were many amazing track sessions, key notes and lunch and learns at SiriusDecisions Summit this year. Check out a few of our favorite analyst quotes from the week. Sales AI: “When we automate activities we don’t like doing, we can get back to creating, designing, engaging and disrupting.

ROI 73

From Player to Coach: Helping New Sales Managers Succeed

Miller Heiman Group

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company? Maybe more? So why is the sales manager one of the most neglected roles when it comes to training?

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

5 All-Too-Common Strategy Mistakes You Might Be Making


It’s always easier for Monday morning quarterbacks to say what should have been done than to plan for success. However, in the SaaS world there are absolutely some dos and don’ts around building a successful brand and keeping those dreaded churn rates low.

Churn 101

3 Must-haves for a Successful Social or Mobile Ad Design

Leading Results Rambings

We’ve been talking a lot about marketing with Facebook and programmatic ads , but we haven’t discussed what makes a successful ad design.

“Customer Propensity To Buy”

Partners in Excellence

For those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It’s been around for decades. Propensity to buy is simply about determining the liklihood of a customer buying something. We use it in developing our websites, our web ad strategies, our marketing programs, and all sorts of things. The goal is to identify that moment and set of conditions (product, place, price) that a customer is most likely to buy.

Bitrix24 Review, Features, And Pricing


Planning to get Bitrix24 for your company? Read on to learn about its features, pricing, and reviews. RELATED: 7 Advantages Of Using CRM Software In this article: What Is Bitrix24?

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Stop Doing What Customers Hate and Discover What They Love

Nimble - Sales

In this webinar, Nimble CEO Jon Ferrara discusses concepts from Mark Schaefer’s latest book, Marketing Rebellion: The Most Human Company Wins. Mark is a globally recognized blogger, author, speaker, and educator with one of the top marketing blogs in the world.

Inside Man

Selling Energy

A few years ago, I heard some excellent advice from one of our Selling Energy training graduates. When he meets with a prospective customer one of the first things he does is strike up conversations at the front desk or with other employees, asking them basic questions. Selling Performance

4 Customer Personality Types Your Sales Reps Must Be Able to Recognize

The Brooks Group

Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach. Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way.

Unleashing the Power of Your Multi-Generational Workforce


At Xactly Unleashed, we’ll help companies unleash the power of their sales teams by teaming up with the #1 generations speaker and researcher, Jason Dorsey. Sales Performance Management

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Sales Enablement Executive Q&A: In Conversation with SevOne’s Brian Promes


In Conversation with SevOne: An Interview with Brian Promes. As the next installment in a series of interviews with Sales Enablement and Readiness leaders, MindTickle’s SVP of Strategy and GTM, Gopkiran Rao, recently spoke with Brian Promes to learn about his experience transforming sales enablement into an impactful and engaging initiative at SevOne.

9 Great Quotes from SDSummit 2019

Accent Technologies

Sales AI: “When we automate activities we don’t like doing, we can get back to creating, designing, engaging and disrupting. AI frees us up to do that.”. Megan Heuer, VP of Research for SiriusDecisions. . Deliver dynamic relevance in real time.

How a Sales Script Will Make You A Better Sales Sherpa

Hyper-Connected Selling

“If you want to be a successful Sales Sherpa , you have to be comfortable using sales scripts.” ” That statement might sound counter-intuitive considering the modern sales environment is increasingly complex, information-saturated, and every-changing.