Wed.Jan 16, 2019

Are You chasing Realistic Goals or Workplace Squirrels?

Babette Ten Haken

Setting realistic goals often are your last priority at the beginning of each fiscal year. You do it to yourself. I do it, too. And the organizations we work with are right there, alongside us. In very short order, it is far too easy to become exhausted.

SME 90

3 reasons your sales kickoff is a waste of money

Membrain

Are you headed out to Las Vegas in January for a giant sales kickoff (SKO) event with your team? Flying folks in from all over the world for a few days of inspiration, motivation, and team-building, mixed heavily with fancy buffets, alcohol, and schmooze? Sales Management

Sales in a Digital World: Adopting an Omni-Channel Approach

Sales and Marketing Management

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report.

How to Be a Memorable Salesperson: Part 1

Connect2Sell

What does it mean to be memorable? sales strategies sales questions sales process sales effectiveness

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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

It's the Little Things in Selling

Anthony Cole Training

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

More Trending

SBI’s October 2018 CMO Newsletter

Sales Benchmark Index

Reconstructing a Marketing Organization from Start to Finish Chief Marketing Officer demonstrates how she transformed a marketing organization to help her company achieve a successful exit strategy… Design Thinking, Empathy, and the Ideal Customer Experience Design Including customers in the design process. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Episode #099: Exceptional Customer Experience in Sales with Joe Calloway

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Joe Calloway, author of The Leadership Mindset, and Jeff talk about the customer’s need for an exceptional experience. What memories, as a sales professional, will you give your customer that makes their experience unique?

SBI’s August 2018 Product Officer Newsletter

Sales Benchmark Index

Is Your Product Leader a Grief Creator or Grief Reliever When It Comes to Annual Planning? The best Product Leaders are grief relievers. They are on top of the three steps talked about in this article, and they execute the necessary. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Are You Selling Your Experience Or Your Value?*

Partners in Excellence

Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

SBI’s September 2018 Private Equity Newsletter

Sales Benchmark Index

What to Do to Enter a New Market Walt Megura, the VP of Emerging Industry Segments and Channels for Ericcson, demonstrates how to ensure you have the right sales strategy and talent to enter new markets… When Is a 100 Day Plan. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

My 5 Coolest Performance Improvement Discoveries of 2018

The Center for Sales Strategy

I’m a sales performance improvement geek, and I admit it! I enjoy discovering, and sometimes creating, things that help sales organizations improve revenue performance. I encountered some really cool things in 2018 — here’s a list of my top 5. sales performance sales management sales accelerator

SBI’s August 2018 CEO Newsletter

Sales Benchmark Index

Your First 100 Days as a CEO If you adopt this new planning approach, the result will be to leapfrog the competition. Implement emerging best practices of market leaders and you will end up ahead of those whom you now lag… Article Corporate Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Disguise Your Micromanaging With a Performance Management Platform – Your Team Will Thank You

LevelEleven

Are you micromanaging your team? Although you may feel like you’re doing what’s best for everyone by monitoring all aspects of your department, that’s far from the truth.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

SBI’s August 2018 CMO Newsletter

Sales Benchmark Index

Keys to Implementing Digital Customer Experience An in-depth look at different keys to implementing and perfecting the art of the Digital Customer Experience… What Role Does Your Marketing Team Play in The Revenue Desk? An emerging best practice in Key Account Management. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Everything is on fire, but I feel fine

Nutshell

This article was originally published on Medium. The software company I work at had a system slowdown today. Our average response times jumped from 100 ms to almost 900 ms.

SBI’s August 2018 CSO Newsletter

Sales Benchmark Index

The CRO’s Role in Merging Two Sales Organizations JD Miller, Chief Revenue Officer for Motus, demonstrates how to integrate two selling organizations during a post-acquisition integration… Increase the Impact of Customer Success by Mapping the Customer Journey Bernie Kassar, Chief Customer Officer. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

5 Easy Steps to Set More Appointments [Turning Cold Calls into Warm Calls]

Marc Wayshak

Set more appointments in sales by following these 5 simple steps. Check out this video to learn how to turn cold calls into warm calls — so you can set more appointments than ever before.

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.

SBI’s August 2018 Private Equity Newsletter

Sales Benchmark Index

Deciding Between Organic and Inorganic Growth A two-part series with Steve Grimshaw, the CEO of Caliber Collision, on how to orchestrate the perfect level of inorganic growth to grow revenue and maximize value for your company… Establishing Interlock between Marketing, Sales, Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Selling to the C-Suite: Why You Need a Different Sales Mindset

Janek Performance Group

Many of our customers have commented over the years that they don’t know how to sell to the C-Suite. It can be an intimidating process – hard to get the meeting in the first place, even more difficult to have a successful presentation.

SBI’s September 2018 CEO Newsletter

Sales Benchmark Index

Do You Have an Agile Annual Plan? If you adopt this new planning approach, the result will be to leapfrog the competition. Implement emerging best practices of market leaders and you will end up ahead of those whom you now lag… Article Corporate Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

How To Effectively Onboard New SDR Hires

InsightSquared

It’s easy to say you need great onboarding, but it’s another to implement effective onboarding. On top of that, it’s easy for growing companies to push an onboarding strategy low on the list of priorities. This can be a fatal mistake.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

SBI’s September 2018 CMO Newsletter

Sales Benchmark Index

The Importance of B2B Reputation Management Greg Clark, the Chief Marketing Officer for Caliber Collision Centers demonstrates customer reputation and management… Why Most Marketing Generated Personas Fail with the Sales Force A large portion of your marketing content budget is being wasted on. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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3 Ways to Turn ASC 606 from a Burden into an Opportunity

Xactly

With the December 2018 deadline come and gone, private and public companies alike must now fully comply with the ASC 606 / IFRS 15 revenue recognition standards.

SBI’s September 2018 CSO Newsletter

Sales Benchmark Index

Leveraging Enterprise Sales Expertise to Accelerate out of the Start-Up Phase Ryan Mang, CRO of Axial, demonstrates how an enterprise sales leader brings the best of the enterprise to a fast-growing tech company… The Account Manager Position is an Endangered Species Customer. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Using Partner Relationship Management to Encourage Your Channel Partners

Allbound

Think about it: Your partners are regular people. It goes without saying that they will likely perform better if they become more personally invested in what they’re doing. However, empowering your partners is easier said than done.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Build a B2B Sales Organization from the Ground Up

Alice Heiman

Start building your B2B sales organization by laying a foundation for success. When you are building a house, before you do anything else, you put the infrastructure in place and lay the foundation. A solid foundation ensures a stable structure. The same is true when you build a sales organization. Think about what needs to be in place to build a stable organization that will support sustained growth. . Before you start or continue hiring, make sure you have these critical things place. .

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Top Boston Startups with Female Founders

CloserIQ

For job seekers, it’s worth paying attention to companies with women CEOs. There are many advantages to working at a company headed up by a woman. According to one study of 45,000 business leaders , women receive higher marks on average for leadership effectiveness.

3 Ways to Make Your Sales Training System More Effective

RAIN Group

The most popular and effective diets and workout routines—ones that lead to the most dramatic changes—have specific guidelines and rules for how to follow the system. No such system existed for sales—until now. And, it works. Sales Training Sales Management