Membrain

NOVEMBER 11, 2018

Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing).

Pipeline 91

Pipeline Forecasting Sales Forecasts Study 91

Partners in Excellence

NOVEMBER 11, 2018

As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?” Too often, the thinking is, “We have to meet the customer where they are at!” Some marketing and sales enablement people are reveling in the new content challenge, thinking, they have to provide content and related support for every one of these points in the buyer jour

Revelation 89

Revelation Customer Buyer Relationals 89

Tony Hughes

NOVEMBER 11, 2018

Everything you need to know about using questions in selling can be found in Professor Neil Rackham’s timeless book, SPIN Selling™. His work stands today as the only time in history that University PhD grade research was conducted to analyse how business-to-business (B2B) sales people interact with prospects and customers in the field. In the 1980s they observed 35,000 sales calls done by 10,000 sales people in 23 countries over 12 years and employed 40 researchers.

Lead Rank 89

Lead Rank Lead Scoring Research LinkedIn 89

SBI

NOVEMBER 11, 2018

TerrAlign is a Sales Territory Optimization solution that can result in 5-10% more account visits with the same head count while reducing travel costs at the same time. The ultimate goal is to make sure that every rep has a well balanced and viable work load with the lowest over-head. Visit TerrAlign.

Video 50

Video Territories Travel Account 50

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Selling Energy

NOVEMBER 11, 2018

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

Energy 40

Energy Sales 40