Membrain

FEBRUARY 24, 2019

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.

Coaching 102

Coaching Tools Conversion Sales Management 102

SBI

FEBRUARY 24, 2019

SalesTech Video Review: Finlistics. Finlistics offers a complex and comprehensive business intelligence database of insights to create a rich profile of your prospects. By leveraging this information, sellers can have much more detailed conversations about the customers current business challenges. Finlistics helps bridge the gap between what your solution does and how it can benefit your customer’s unique company– in other words, it’s true value to the prospect. - Nancy Nardin, Smart Selling To

Video 100

Video Ideal Customer Profile Benefit Tools 100

Pipeliner

FEBRUARY 24, 2019

There’s a ton of articles out there providing guidance on what it takes to be a great leader. They speak of characteristics such as vision, passion, and communications which are applicable to leaders responsible for any type of organization. For example, they would apply equally as well as a marketing leader, the leader of an IT shop or a chief executive.

Face-to-face 68

Face-to-face Loyalty Retention Cold Calling 68

Bigtincan

FEBRUARY 24, 2019

Training and developing employees is hard. It’s time consuming. It’s expensive. And more often than not, you can invest every cent in your budget, and pour in hours creating a training program, and still be unsure if it’s actually serving its purpose. This is a problem. If not corrected, this problem can be the downfall […].

Training 52

Training Consumer 52

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

Selling Energy

FEBRUARY 24, 2019

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 40

Energy Sales 40