Thu.Sep 21, 2017

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

Can Women in Sales Overcome Unconscious Bias in High-Tech?

No More Cold Calling

Women in sales have everything they need to succeed. Daily headlines remind us that unconscious bias exists in its most virulent form. We know bias is there, but we can’t confront it until it’s stated and proven.

Alert Subscriptions – A Magic 8 Ball for Outbound Sales Development

DiscoverOrg Sales

If only you’d invested in Bitcoin six years ago. If only you had known where Amazon stock was headed. There’s no Magic 8 Ball for investing, but new tools are making the world of B2B sales development a whole lot more predictable. There’s something very sexy under the hood of DiscoverOrg, and it’s solving a quintessential outbound sales development problem: Knowing when to act. It’s one thing to recognize buying signals from a customer.

Push and Pull In Sales

The Pipeline

By Tibor Shanto – Picture an weighty, rectangular object, placed in the middle square of nine squares; your task is to move the object to another square on the grid, a square other than the one you found it in.

SME 80

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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17 Essential Sales Assumptions

Jill Konrath

Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance. In very short order, we identified 17 sales assumptions and why making them helps you win more deals. Faster. With less competition

Leadership And Empathy

Partners in Excellence

Surprisingly, one of the characteristics I see too many managers lacking is empathy. One would think otherwise, after all, most sales managers have been sales people at some point in their career.

Data 52

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers.

The Conversation CSOs and CMOs Need to Have

Sales and Marketing

Author: Jay Mitchell, Owner and Principal, Mereo LLC While chief security officers and chief marketing officers each have their respective teams to manage and goals to accomplish, they also must make time to manage the relationship with one another — and each other’s departments. The growing gap between sales and marketing is becoming more than a minor issue to be ignored.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.