SBI Growth
AUGUST 7, 2017
World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. To prepare, review the marketing strategy introduction of the How to Make Your Number in 2018 .
The Pipeline
AUGUST 7, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Being a holiday Monday here in Ontario, thought we’d look at something that can get you to think enough not to distract from the sun and water, yet enough to count. So for that our topic for today is that there two views (often more, but at least two) into every issue. As a seller, be that an individual rep, a specific VP or an entire company, must be full cognizant, understand the other view if they are to succeed.
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SBI Growth
AUGUST 7, 2017
Joining us for today’s show is Natalie Fedie, a Vice President of Customer Success who knows how to grow and retain customers. Today’s topic is dedicated to the topic of Customer Success. Natalie and I leverage the How to Make.
Score More Sales
AUGUST 7, 2017
What are the top tips to success when it comes to crafting cold email messaging? Do you even believe there are strategies for success sending cold emails? There are.
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.
The Sales Hunter
AUGUST 7, 2017
Want to make your number in December? It depends all on your sales prospecting NOW! You have to be prospecting now, and be sure the prospects are truly prospects and not “suspects.” Quantity in your sales pipeline doesn’t matter nearly as much as quality. Making (and exceeding) your number in December will be exponentially easier […].
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Hyper-Connected Selling
AUGUST 7, 2017
“Play as loud as you can, as fast as you can, as hard as you can.” That was a quote written in black Sharpie on one of my cymbals when I was playing in a band. I wrote it there because that was the energy I wanted to bring to our live shows. And our shows reflected that ethos. They were high-octane dance parties (even if there wasn’t anyone at the show – we were more than happy to entertain ourselves).
Close
AUGUST 7, 2017
Every year, hundreds of startup founders move to Silicon Valley. But even if you’ve had success elsewhere, it’s a risky move.
SalesLoft
AUGUST 7, 2017
Contracts are a necessary part of buying and selling goods, especially in the B2B sales world. Gartner estimates that 60-80% of B2B deals are managed by contracts. It’s surprising then how many companies leave the contract process up to chance or a sales rep’s discretion. According to IACCM, ineffective contract management can cost businesses up to 9.2 percent of annual revenue. 9.2 percent!
Mindtickle
AUGUST 7, 2017
There are many functions powering modern sales teams, Sales Enablement, and Sales Operations are two examples. As a company grows each function evolves and roles are more clearly defined, it will become easier to identify the organizational structure. But organizational charts don’t always reflect the dependencies that different roles have on each other.
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Partners in Excellence
AUGUST 7, 2017
Bob Apollo recently wrote a great piece, “Where Did That Close Date Come From?” His discussion focused on improving forecast accuracy. It provoked me to extend the discussion. Target close date and maintaining the accuracy of those close dates is important. Most of the time, the way sales people establish the target close date is one of the following ways: Wild ass guesses driven by wishful thinking.
Mindtickle
AUGUST 7, 2017
There are many functions powering modern sales teams, Sales Enablement, and Sales Operations are two examples. As a company grows each function evolves and roles are more clearly defined, it will become easier to identify the organizational structure. But organizational charts don’t always reflect the dependencies that different roles have on each other.
BrainShark
AUGUST 7, 2017
. Did you know: the number of companies with dedicated sales enablement roles has more than doubled since 2013?
Aviso
AUGUST 7, 2017
As a Sales Manager, you’re essentially being asked to predict the future. The CRO or VP of Sales want to know when deals are going to close and for how much. You’re being asked to know how much pipeline you need to make or exceed quota and how many “blue birds” you can expect to […]. The post Four Insights Aviso Sales Managers Have… And You Don’t appeared first on Aviso.
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.
Sales Evangelist
AUGUST 7, 2017
Still focused on trying to get a sale? Perhaps it’s about time to change that mindset and instead direct your attention to solving your customer’s problems. Today’s episode will help you do that. As Jeffrey Gitomer says, “People love to buy, but they hate to be sold.” I know we’ve been put into so many […] The post TSE 632: Stop Selling and Start Finding Problems appeared first on The Sales Evangelist.
Product Management University
AUGUST 7, 2017
If your products consistently make people better at their job in a way that’s valuable to the customer organization, you’ll have those customers for life. In a world of SaaS and recurring revenue models, customer retention is the single biggest testament to the value of your products and services. Unfortunately, there aren’t a whole lot of telltale signs that customers are likely to renew or defect until it actually happens.
Aviso
AUGUST 7, 2017
Jeff Williams from Bain recently published a blog called: “5 Important Metrics in Sales Forecasting.” While I couldn’t agree more on the importance of these metrics for sales operations professionals, sales leaders and sales reps, I have to point out that most solutions fall short of actually meeting the complex nature of producing these metrics. […].
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