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

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

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The Worst 4 Letter Words In Sales

The Pipeline

By Tibor Shanto. No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. Given that there so many words, every day bringing more, that the word we’ll focus on today is a proxy for words rather than just one guilty word. The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking. Fear of Silence.

Vendor 199

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.

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 180

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 119

Sprocket Talk Podcast – Email Strategies With HubSpot & LeadGnome

LeadGnome

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.

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 […].

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.

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.

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

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.

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.

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.

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.

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.”

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.

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.

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.

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.

The Monkey-Ladder Experiment

Lessonly

Have you ever encountered a confusing process or approach and wondered: Why do we do it that way? If so, this one-minute video about an experiment involving monkeys, ladders, and raincoats is for you. link]. Like our monkey counterparts, we humans also have a tendency to stick to plans and rules that lost their relevance and utility long ago. But unlike monkeys, we have words that allow us to have rich discussions about the things that confuse us.

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.

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.

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

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