Tue.Sep 18, 2018

6 Must-See Statistics for Sales Enablement Leaders

BrainShark

Bob Kelly, chairman of the Sales Management Association, breaks down several key trends around sales enablement and effectiveness

Trends 101

How to Leverage Company Data in Different Customer Segments

Vainu

Customers come in all shapes and sizes. The type of data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile.

7 Sales Gamification Ideas To Help Your Team Conquer Quota

Chili Piper

It seems like forever ago when I first took on the role of SDR. We used to have monopoly money that our sales managers gave out for various contests that we would later turn in for “cash” that was added to our commission checks. We tried everything.

Quota 52

What Does World Class Pipeline and Forecasting Management Take?

Sales Benchmark Index

Everyone knows that as a highly effective sales leader you should inspect the key leading and behavioral indicators of your team as a predictor of future sales success. What always amazes me is how many sales organizations just do the.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Eleven Ways to Boost Your Presentation Skills

The Sales Heretic

Whether you’re a salesperson, executive, or business owner, presentation skills are vital to your success. But presentation skills are rarely taught in school, and too many companies don’t invest in such training for their people.

More Trending

Data Shows 1st Year Sales Improvement of 51% in this Competency

Understanding the Sales Force

I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.

Data 183

Announcing The JBarrows Certified Platform Partner Program

John Barrows

In 2012, during one of John’s month-long globe-trotting sprints delivering the Filling The Funnel and Driving To Close training on-site, we realized we were at terminal velocity. The number of customers and sales teams we could work within a given year was maxed.

Funnel 177

My Top 9 Lessons Learned after Escaping The Corporate Cubicle

Bernadette McClelland

As everyone was preparing for the Y2K bug to close down the world, I was closing up my files, picking up my bag and saying my goodbyes to a company I had called home for some 20 years.

Sales Tech Game Changers: @Bigtincan – How to Learn Faster, Sell Smarter, and Win More

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Patrick Welch , President and CMO of Bigtincan.

Retail 130

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

5 Tips to Boost Your Sales and Still Have a (Happy) Life

Jeff Shore

By Amy O’Connor. For those of us in sales, we do it because we love it. We love the people and helping them improve their lives. We love the financial rewards that come with being really good at our job. We love the dynamic environment that is constantly changing.

Six Crucial Questions to Ask Before Investing in Sales Acceleration Tools for Salesforce

RingDNA

Salesforce is an incredibly flexible CRM with a vast number of applications available to add to its functionality. In fact, Salesforce’s AppExchange marketplace contains over 3.5 million applications. However, with so many third-party apps at […].

Increase Your Closing Ratio by Adding This to Your Proposal

The Center for Sales Strategy

Most proposals follow a pattern of reviewing a customer need or desired business result and then presenting the solution that will deliver the desired result. I agree with that approach, but you will increase your closing ratio if you add a section in between those two. That section? Measures of Success. Proposal salespeople sales process

The Risks of Personalization: When Marketers Cross the Line

Zoominfo

Personalization. It’s one of the most talked-about trends in the marketing world today. Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them.

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.

The 8 Questions You Must Ask to Create a Continuous Learning Culture

criteria for success

Are you a sales leader looking to establish a continuous learning culture? Don't know where to start? That's ok! Creating a learning culture - especially one that lasts for years - doesn't happen overnight. Start by asking yourself these 8 questions to establish a continuous learning culture.

The Beginners Guide to #DF18 From a Fellow Beginner

LevelEleven

As a Dreamforce newbie, I’ve heard a lot of positive things about this amazing conference and couldn’t be more excited to attend! With that being said, I also know that Dreamforce is a beast and being prepared is crucial to making the most of the experience.

Do You Replay Conversations?

Smooth Sale

Attract the Right Job or Clientele: The one sales strategy I found to work best is, I replay conversations. After each meeting, I review the high points of everything conveyed to me. . Examining conversations and the verbiage used opens ideas to new questions and ideas.

When To Merge Your Sales And Post-Sales Teams And How To Do It

CloserIQ

Movable Ink made an unorthodox shift last year: We merged our sales team with our post-sales team. A risky move? Sure—but it really helped us grow our existing accounts and bring on new business. This strategy isn’t right for every company, but I strongly recommend sales leaders at least consider it.

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.

Neuroscience in Sales: How a Positive Attitude Can Improve Your Performance

Janek Performance Group

You know that always cheerful, chipper coworker whom you wish somedays would turn down the sunbeam while you’re grumpily reaching for your coffee and mulling over the giant pile of paperwork on your desk? It turns out, Sunny Sunshine may have the right idea.

How to Get a Prospect’s Attention Today

Paul Cherry's Top Sales Techniques

Value Opening Statements and “Elevator Pitches” Up until recently, value opening statements and elevator pitches were popular. Today we need to get to the point sooner and focus on our customers. So let’s do away with that “stuff.”

Sprocket Talk Podcast – Email Strategies With HubSpot & LeadGnome

LeadGnome

6 Steps to Create a Successful Sales Business Plan

The Brooks Group

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Unfortunately, many sales reps fail to prioritize planning.

Sales Training Playbook by Lessonl

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

How to Leverage Company information in Different Customer Segments

Vainu

Customers come in all shapes and sizes. The type of company data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile.

Sales and Marketing Alignment

Pipeliner

Sales and marketing are two areas of sales that have long struggled to unite. This article provides actionable insights on how to unify the sales team and marketing team to create better results, and move buyers through the sales funnel more swiftly and effectively. Why Has It Been So Difficult? Sales have embraced revenue responsibility forever, but marketing hasn’t.

Outsourced Sales Development

OutboundView

Are you considering outsourced sales development? Your sales team, despite their best efforts, are only human. Time is finite, and there’s only so much they can accomplish in any given period.

7 Sales Gamification Ideas To Help Your Team Conquer Quota

Chili Piper

It seems like forever ago when I first took on the role of SDR. We used to have monopoly money that our sales managers gave out for various contests that we would later turn in for “cash” that was added to our commission checks. We tried everything.

Quota 52

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

You've Attended Sales Training: Now What?

Selling Energy

Businesses spend more than $70 billion each year on sales training. That averages out to $1,459 per salesperson annually, which is 20 percent more than companies spend training any other kind of employee.

Sales Channel Management – by John Kypriotakis

Selling Fearlessly

What is “sales channel management,” and how can we implement it in an effective manner? Before we get too far into this discussion, let’s first identify the exact meaning of the word “channel” (courtesy of www.dictionary.com): A course or pathway through which information is transmitted. A route of communication or access. Often used in the plural. […]. Selling

Introducing Scaled Practice & Coaching

Lessonly

Many teams using Lessonly are growing—fast. They’re onboarding new employees left and right, and they’re using lessons to keep their team engaged, reduce turnover, and create better customer and prospect experiences.