Xactly
DECEMBER 5, 2018
Sales compensation is a balancing act. First and foremost, you need to incent your sales team to close deals. Without the right incentives and fair pay, performance will suffer. But you also must pay reps at an affordable cost to your company. Because of this, creating a strong sales incentive plan can be a difficult task. Many companies struggle to identify which compensation method is best.
Connect2Sell
DECEMBER 5, 2018
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves. In this post we'll cover how to assess customer needs in a way that still uses your time (and the buyer's) wisely.
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MTD Sales Training
DECEMBER 5, 2018
When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. For others, it could enhance their overall satisfaction and experience with the products or services.
Zoominfo
DECEMBER 5, 2018
Since Reddit’s creation in 2005, the platform has earned its title as the “frontpage of the Internet.” Reddit, a popular social networking site and forum, has over 300 million users, 140,000 active communities, and boasts over 14 million monthly pageviews ( source ). Considering this expansive reach, it only makes sense for marketers to wonder how they can use Reddit to their advantage.
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.
Alice Heiman
DECEMBER 5, 2018
61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ). With those kinds of statistics, it baffles me why more company leaders don’t take it seriously.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
For Entrepreneurs
DECEMBER 5, 2018
Matrix Growth Academy – Zero to 100 was an educational event held in San Francisco, aimed at providing B2B Founders with a road-map for how to get from Zero to a repeatable, scalable and profitable growth process that would take them to $100m in revenue. Please find below the primary videos for They have been.
Membrain
DECEMBER 5, 2018
Atul Gawande is best known for his work in reducing patient death rates by 47% by implementing the simple practice of mandatory checklists among the surgeons.
Close.io
DECEMBER 5, 2018
Here's the recording of today's webinar about how to craft high-converting sales email sequences with our own, Steli Efti. In today's webinar, Steli walks you through and answers live questions about how we (and our customers) use Close.io's new automated email sequences feature to create high-converting email campaigns that generate more replies. Tune in to watch the full recording right here: Shout out to Steli for hosting today's webinar!
Gong.io
DECEMBER 5, 2018
Whisper cracks the code on your top producers’ talk tracks and transforms average sellers into stars. The bell curve is the oldest problem in sales. You’ve got a handful of top producers who are killing it , far exceeding quota. But there’s only a few of them. Everyone else—the middle of the pack—struggles along at 80-90% of plan. Overachievement by your best reps is canceled out by underachievement from everyone else who hasn’t cracked the code.
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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.
Seismic - Sales Effectiveness
DECEMBER 5, 2018
The world of sales and marketing encompasses a lot of different positions. To simply say you are in marketing or sales doesn’t do nearly enough to accurately convey what you actually do in your day-to-day. And to outsiders who aren’t familiar, the nuances of different positions can be lost on them. One of the biggest questions we see being asked nowadays is ‘what is the difference between sales enablement and sales operations?”.
Partners in Excellence
DECEMBER 5, 2018
Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those outcomes may be all over the place—solve a problem, address an opportunity, enable other things to happen. In the case of selling embedded products, it may be to help customer achieve the goals they seek with the development of their new product.
Jeff Shore
DECEMBER 5, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Alice Heiman and Jeff talk about your greatest sales resource your network. A great salesperson thinks like an entrepreneur, networks like crazy, has high achievement drive and must win! But you can’t do it all on your own. Being connected and helping others connect, creates those opportunities for you to win.
Babette Ten Haken
DECEMBER 5, 2018
Engaged employees are not necessarily relentlessly curious employees. Do you identify who the relentlessly curious employees are in your organization? Perhaps you should. Because they are key to positive customer experiences. And they fuel customer success and customer retention. Here’s why. In general, employee engagement focuses on the value of perceived, and measured, employee-centric experiences.
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.
The Center for Sales Strategy
DECEMBER 5, 2018
I recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. If you are not familiar with ABM, it’s simply a strategic approach to focus an organization's B2B sales and marketing efforts on a defined group of high-potential targets instead of everyone, in an effort to create more personalized messaging and content to increase engagement.
CloserIQ
DECEMBER 5, 2018
Gift-giving season is here, presenting sales professionals with an always-vexing question: What gifts should you get for clients? Before you despair (or purchase an uninspired paper weight that will gather dust), consider these great gift ideas: 1) Coffee and tea blends. Coffee and tea are so universally beloved that this gift is a pretty good bet. Most offices have coffee machines, but the coffee usually isn’t of very high quality.
Janek Performance Group
DECEMBER 5, 2018
Humorist Dave Berry once remarked in a column, “If you had to identify, in one word, the reason why the human race has not achieved, and never will achieve, its full potential, that word would be "meetings." It’s a cynicism that you’ll often hear repeated in TV shows and around the office water cooler. Which raises the question –what can be done to make meetings worthwhile?
Selling Power
DECEMBER 5, 2018
Let’s unpack the biggest barriers that keep your sales enablement efforts from hitting pay dirt.
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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
Allbound
DECEMBER 5, 2018
At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. However, when multiple stakeholders are involved and partners need varying vendor assets, it’s hard to keep tabs on all of the moving parts. According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 percent of companies surveyed were not using partner relationship management (PRM) technology, and few
Mindtickle
DECEMBER 5, 2018
In a recent survey, McKinsey revealed that of 50 senior customer-care executives, 94% expected an increase in skills shown by their contact center agents over the next five years. What exactly does this point to? The fact that digitization is totally transforming expectations of the customer contact center. In McKinsey’s new blog, read about just what this kind of change means for your organization – and how to address it as your team grows and moves forward.
Anne Miller
DECEMBER 5, 2018
Two unrelated events come together this week for this blog. One is happening as I write this. President George H.W. Bush is being eulogized in Washington by his biographer Jon Meacham. The other event is being asked by Top Sales World to be one of.
Bigtincan
DECEMBER 5, 2018
Medical Science Liaison (MSL) enablement is a key piece to your organization’s sales enablement strategy. The MSL role continues to be a vital piece of the overall sales enablement strategy, educating and fostering relationships with Key Opinion Leaders (KOLs), implementing Continuing Medical Education (CME) activities, facilitating advisory boards, research, and of course working with the […].
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.
For Entrepreneurs
DECEMBER 5, 2018
Introduction. Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on … The post Matrix Growth Academy – Zero to 100 Videos appeared first on For Entrepreneurs.
Mindtickle
DECEMBER 5, 2018
In a recent survey, McKinsey revealed that of 50 senior customer-care executives, 94% expected an increase in skills shown by their contact center agents over the next five years. What exactly does this point to? The fact that digitization is totally transforming expectations of the customer contact center. In McKinsey’s new blog, read about just what this kind of change means for your organization – and how to address it as your team grows and moves forward.
Marc Wayshak
DECEMBER 5, 2018
Want to learn the 9 steps to a cold email prospect campaign that gets you meetings while you sleep? Check out this video to learn the best tips for sending cold emails to prospects to set far more meetings than ever before. The post 9 Steps to a Cold Email Prospecting Campaign That Gets You Meetings [While You Sleep!] appeared first on Sales Speaker Marc Wayshak.
Anne Miller
DECEMBER 5, 2018
Two unrelated events come together this week for this blog. One is happening as I write this. President George H.W. Bush is being eulogized in Washington by his biographer Jon Meacham. The other event is being asked by Top Sales World to be one of the judges voting for the best sales book of 2018. What is the connection? Universal Advice. Nearly all the sales books emphasize the need in these extremely competitive business times to be unique, to focus on the customer, to add value to the busi
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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
LevelEleven
DECEMBER 5, 2018
Here at LevelEleven, we are dedicated to consistently improving our product suite to suit both our present and future customer’s needs. One feature request we hear often is the request for Channel11 to have the ability to countdown to different days or events. Although Channel11 has always had the ability to countdown to the end of contests, this new feature is not tied to your contests and is therefore fully customizable.
Smart Calling
DECEMBER 5, 2018
The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way. Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no’s. Listen Here. The post How to Never Be Rejected Again on a Sales Call appeared first on Smart Calling Blog.
Sales Hacker
DECEMBER 5, 2018
The post The Number One Secret Sales Leaders Overlook to Close Deals Faster appeared first on Sales Hacker.
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