Wed.Aug 16, 2017

Want to Beat Your 2018 Sales Target? Start with this Strategy

Sales Benchmark Index

Article Sales Strategy 2018 planning 2018 sales plan 2018 sales strategy plan revenue generation sales strategy

Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?

How Top Companies Interlock Product Development and Sales

Sales Benchmark Index

Article Product Strategy Sales Strategy interlock product development product stategy sales and product interlock

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Marketing VPs. Industry influencers. HR directors. Elon Musk. Your favorite podcast host. Anyone else who’s inbox is a total magnet for “traditional” cold emails. Skeptical?

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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Account Based Everything — Structured Prospecting

Partners in Excellence

Account Based Everything, including Account Based Marketing and Account Based Selling is all the rage. Sometimes, however, I think we make all of this a little more complicated than necessary. Most of what we do in territory development and management applies to what we do in ABE. We just have the ability to focus, personalize, and leverage an incumbent position. The most fundamental aspect of ABE is that it provides a structured approach to prospecting.

The Average Number of Customer Stakeholders Is Higher Than Ever! - So what?

The Ultimate Sales Executive Resource

I recently came across a post written by Aja Frost on HubSpot’s Blog. In there, she writes that according to Brent Adamson, principal executive advisor at CEB, the average number of customer stakeholders involved in a B2B purchasing decision is 6.8 -- up from 5.4 in late 2014.

Jeb Blount & Gina Lynch On Identifying, Recruiting and Developing an Elite Sales Team Podcast


On this podcast, Jeb Blount, Founder and CEO of Sales Gravy, discusses his bestselling book Fanatical Prospecting with Gina Lynch. Gina and Jeb focus on what start-up founders and entrepreneurs must do to accelerate sales by building effective teams

Selling 101 – Series Introduction

Adaptive Business Services

For the past several years, the focus of my writing has largely been devoted to social selling. Because that is the hot topic and it is also what people have asked me to write about. Gives the folks what they want. I would also strongly endorse the benefits of this (r)evolution! Social selling has brought about some dramatic changes including selling-marketing mashups as well as specialized sales positions … SDR, BDR, etc.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.