SBI Growth
JUNE 2, 2017
Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. Success for Andy, in making his number quarter after quarter and year after year, is tied to his.
Steven Rosen
JUNE 2, 2017
Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business. Best in class sales organizations understand that effective sales coaching is key to their success. With sales managers being pulled in so many directions it becomes difficult for them to be in the field.
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Sales and Marketing Management
JUNE 2, 2017
Author: Paul Nolan, Editor, Sales & Marketing Management. Warren Buffett’s annual letters to Berkshire Hathaway shareholders are pored over by millions of investors who hope to glean every ounce of wisdom the “Oracle of Omaha” has to offer. One philosophy Buffett has espoused for years is the idea of investing in companies that have an “economic moat” — a long-term competitive advantage that allows a company to earn oversized profits over time.
The Sales Hunter
JUNE 2, 2017
Are the decisions we make no different than what everyone else would make? If all we’re looking for is average, then that’s fine. The problem is average is just that — average. It doesn’t get you anywhere. Marc Andreessen, founder of Netscape and one of the earliest Internet gurus, shared some interesting thoughts about robots, […].
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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 Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Paul Cherry's Top Sales Techniques
JUNE 2, 2017
Dear Paul, I can’t tell you how many times I come across good solid prospects (and customers) where it’s a great sales call but they cut short the conversation and say, “I’ve got to run now. Let me call you back this afternoon or tomorrow (or whenever).” Rarely do they follow through. These experiences make me want to scream, “Come on, folks! Do what you say and call me back.
Engage Selling
JUNE 2, 2017
I talk often about a new performance-management culture taking hold in today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve too.
SalesLoft
JUNE 2, 2017
It’s time we face the facts (and data!) that social media is here to stay. The majority of people can’t go a day without feeding into the social media frenzy. It serves as a new source to some, distraction to others, and a vehicle to drive business for the wise sales professional. In Salesforce’s Second Annual State of Sales report , 44% of sales professionals said it is very important, and often critical, to use social media when connecting with customers.
Engage Selling
JUNE 2, 2017
Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.
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Close
JUNE 2, 2017
I hate to be the bearer of bad news, but if you’re in B2B sales, the world is against you. OK, maybe not the entire world.
Velocify
JUNE 2, 2017
In the classic sci-fi film “2001: A Space Odyssey,” two astronauts find their lives in jeopardy when an onboard ship computer thinks it is smarter than the humans that built it and takes over their space mission. A central concept to the story was the danger of artificial intelligence (AI), capable of out-thinking and possibly overtaking its human creators.
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