Xactly

MAY 8, 2019

Your software sales comp plan is up & running, but you're falling short. Now what? Learn more about tuning up your SaaS compensation plans.

Compensation 68

Compensation How To Software Software 68

Membrain

MAY 8, 2019

Like many Americans, we Swedish celebrate the New Year with fireworks, sparkling wine, and lots of snacks. Among our children, "tomtebloss" are a particular favorite. In the US, I think they're called sparklers.

Sales Technology 97

Sales Technology Sales Sales Enablement Sales Management 97

Selling Power

MAY 8, 2019

Managing sales in a rapid growth environment require a sales management training program that introduces the knowledge, skills, and tools new frontline managers need to be successful.

Sales Management 75

Sales Management Tools Training Sales 75

Sales and Marketing Management

MAY 8, 2019

Author: Justin Hartman Technology has infiltrated almost every aspect of our lives from business to education to healthcare. Now, it’s changing the way we plan, host, and attend events. But how has streaming video transformed the events world? In the past, events were limited to space and time. Simply put, to be part of an event, you physically had to be there.

Video 316

Video Strategy Maximizer ROI 316

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

Understanding the Sales Force

MAY 8, 2019

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both?

Channels 289

Channels Sales Customer 289

Zoominfo

MAY 8, 2019

True sales productivity boils down to two things: numbers and time. How many calls can you make in a day? How much time do you spend on selling vs. non-selling activities? More specifically, how can you increase your numbers (calls, email, sales, deal size) during the time you spend working each day? A quick Google search will lead you to plenty of lists claiming to offer the best sales productivity hacks and tricks you need to increase sales productivity.

Data 193

Data Sales Process B2B Company 193

Hubspot Sales

MAY 8, 2019

How much time have you spent sending emails today? Most salespeople spend 21% of their day writing emails. Unnecessary emails and coordinating can take up a lot of that time. Tools like appointment scheduling apps and booking software help automate the process of scheduling meetings with potential and existing customers. So, why should you invest in an appointment scheduling app?

Software 133

Software Software Hubspot Google 133

John Barrows

MAY 8, 2019

This week on the podcast I chatted with Chris Voss, author of Never Split the Difference and founder and CEO of Black Swan Group about all things negotiation. Below are just some of the takeaways from our conversation plus the video of the full interview. If you haven’t read his book, it’s a must-read for anyone in sales. Go grab yourself a copy! You Probably Aren’t Listening.

Negotiation 120

Negotiation Call-back Discount Video 120

Alice Heiman

MAY 8, 2019

You’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen? Execution is everything. Right? What’s Your Plan? How are you planning on making sure your team hits and exceeds its goals? Setting your number and creating your sales strategy is only the first step. Now, you need an insurance plan for you and your team.

Hiring 125

Hiring Insurance Insurance Positioning 125

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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.

Sales

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. In fact, 36% of sales teams regard it as the most challenging part of the sales process, and 28% say it’s their top priority.

Top of Funnel 110

Top of Funnel Closing Ideal Customer Profile Lead Rank 110

Anthony Iannarino

MAY 8, 2019

The reason Apple was able to take on the PC was because Apple made beautiful products that were not plagued with the challenges of the PC—and at a higher price point. At the time Apple executed this strategy, you could buy a PC or a laptop for a few hundred bucks, and Apple offered you a MacBook Pro at something close to the highest price available.

Segment 103

Segment Retail Lead Rank Lead Scoring 103

RAIN Group

MAY 8, 2019

There's abundant advice on how to be more productive. Endless hacks, tips, motivational quotes, trainings , apps, and tools all promising to increase your productivity. It's enough to make your head spin. It definitely made our heads spin over the years as we tried to help our clients increase execution and accountability after training programs. So, we asked the question, "What actually helps people be more productive?".

Analysis 100

Analysis How To Study Motivation 100

Keith Rosen

MAY 8, 2019

Deciding who to hire, who to let go, and when it’s the right time to do so is a daunting and time consuming struggle for managers. Are you running your business by the elusive and costly potential you see in others or by measurable evidence of progress and results? Here’s how to avoid the hypnotic seduction of people’s potential and how to shift from measuring potential to productivity.

Hiring 94

Hiring Coaching Positioning Consumer 94

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.

Cold Calling

SalesLoft

MAY 8, 2019

Want a blueprint for how to become the best salesperson in the world? Or how about a yardstick by which to measure your leadership abilities? The good news is that you don’t need a career counselor or full 360 to get that additional insight. All you need is to be self-aware. Be honest with yourself about where you’re really strong and where you can struggle.

Energy 94

Energy Face-to-face Buyer Account 94

Partners in Excellence

MAY 8, 2019

I’ve come to learn about a seasonality effect on queries I get on Forecast Accuracy. We’re mid way through the second calendar quarter of the year. Executives are seeing they missed the number in the first quarter, we’re now midway through the second quarter and they are starting to worry. For some with XaaS models or long sales cycles, if they are off on YTD attainment, it will be a real struggle to fill the gap and make their numbers.

Forecasting 87

Forecasting Sales Forecasts Sales Cycle Resources 87

Janek Performance Group

MAY 8, 2019

Product knowledge is essential for any salesperson. Whatever you’re selling, know it completely. Because the more you know about what you’re selling, the more confident you’ll be. And because the more confident you are when presenting to the customer, the more the product will appeal to the buyer.

Buyer 84

Buyer Sales Customer Sales Enablement 84

Partners in Excellence

MAY 8, 2019

Yesterday, I wrote, Forecast Accuracy, Again. It’s an important foundation to this article. It focuses on why we need forecast accuracy, which may be different from what most sales leaders think. I’ve actually become very accurate forecasting when and how this topic comes up. There are two peak periods. The first is about now, midway through the second quarter.

Forecasting 80

Forecasting Pipeline Analysis Maximizer 80

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Data

The Center for Sales Strategy

MAY 8, 2019

I've worked with thousands of salespeople over two decades now, and it's interesting that so many salespeople are still afraid to have candid discussions about the results a client is seeking and how well what they have sold them is working. Many sellers wax eloquently about the features and benefits of their product, and especially why it’s a much better value than the competition.

Competition 80

Competition Benefit Strategy Sales 80

InsideSales.com

MAY 8, 2019

Looking for the best CRM for a small business? Keep reading to learn about 9 top-rated CRM software that have features suited for small businesses. RELATED: 15 Sales Management Software and CRMs Used by Sales Teams In this article: Benefits of Utilizing a CRM Software Organized Contacts Efficient Sales Reporting Segmented Customers The Criteria to […].

Small Business 80

Small Business Small Business Segment CRM 80

Vainu

MAY 8, 2019

Sales calls where salespeople read from generic cold calling scripts convert at an abominable rate: Less than 1 percent. That means if you make 100 calls, you’ll only get one meeting. Unsolicited cold calling sucks for the salespeople but is probably worse for the prospects. The phrase “always be closing,” popularized in the 1992 film Glengarry Glen Ross has no place in today's world of informed buyers.

Cold Calling 75

Cold Calling Film How To Buyer 75

Allbound

MAY 8, 2019

We know you’ve heard it: “you’ll always be my little girl/boy.” Well, mom, we made it. We’re adults! Your mom can’t tell you not to eat ice cream for dinner anymore, but there are still a few pieces of motherly advice you should take with you to work; no matter how big of a channel partner program you’re running, or what your job title is. Here are five pieces of moms advice that you should take to your partner program: 1.

Channels 73

Channels Discount Incentives Incentive 73

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.

Sales Process

Pipeliner

MAY 8, 2019

Mindset Management. People can be so extremely hard on themselves. A large majority of our self-talk is negative. Dr. Steve Taubman is an author and former chiropractor who overcame anxiety, depression, and low self-esteem and has been using mindfulness and other techniques to help people with their own mindset management issues. Dr. Steve shares some great insight into our negative thinking and gives one solid piece of advice for getting yourself on the right track.

Social Selling 74

Social Selling CRM Pipeline Closing 74

criteria for success

MAY 8, 2019

As a salesperson, you’re not really selling a product or service. You’re selling a story. Your goal is to give your prospect a compelling reason to buy from you. And, your desire is to have them engage with and see the value of your product. Storytelling matters in business because it's a tool you can [ ] The post Why Storytelling Matters in Business appeared first on Criteria for Success.

Tools 63

Tools Prospecting Sales Management Sales 63

Guru

MAY 8, 2019

Guru’s founding team has been watching the same story play out for years: one team in an organization buys Guru, but quickly realizes that the knowledge they need to do their jobs extends beyond their individual team. From product to security, to marketing and CX, knowledge lives everywhere; often buried in team-specific tools, scattered documents, or people’s heads.

Networking 49

Networking Tools Marketing 49

G2Crowd - Sales Blog

MAY 8, 2019

Newsflash: the vast majority of meetings suck.

Meeting 89

Meeting Motivation How To Sales 89

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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

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Selling Energy

MAY 8, 2019

There are certain shortcuts when it comes to generating leads, and recently I stumbled across another one. Just because a prospect isn’t actively seeking your offerings doesn’t mean they don’t genuinely need them. This is the case when it comes to safety in the workplace. In fact, I recently spoke to a student who says she gets all of her leads by looking up OSHA safety violations.

Marketing Qualified Lead 40

Marketing Qualified Lead Leads Prospecting Relationals 40

G2Crowd - Sales Blog

MAY 8, 2019

Newsflash: the vast majority of meetings suck.

Meeting 73

Meeting Motivation How To Sales 73

Groove.co

MAY 8, 2019

Welcome to our “Question of the Week” series of blog posts where we will address some of the most common issues sales teams deal with on a daily basis. We welcome your questions and comments, so don’t hesitate to reach out if you have anything to add. Sales reps are always looking for ways to maximize their efforts. Repeating the same pitch over and over may be part of the job, but it takes up a great deal of time.

Video 20

Video Face-to-face Follow-up Outbound 20