SBI Growth

MAY 26, 2019

If you are a CFO or a PE Firm thinking about buying a company whose product has a low fixed and high variable cost (i.e., software), this is important to you. Why, because when you are looking at investments, price.

B2B 168

B2B Strategy Software Software 168

The Sales Hunter

MAY 26, 2019

You probably take the time to get orders and gain customers, but do you ever spend time trying to upsell? I am referring to adding on another product or service. It’s quick and easy and will only increase your profits. If you got just 25% of your customers to buy one more item, how much more profit would you bring in this year? Today, start thinking about what you can add on to help your customers.

Motivation 168

Motivation Video Sales Strategy 168

Mr. Inside Sales

MAY 26, 2019

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I was number one!” he answered proudly. “And if you look at your team right now, many of whom are not at their goal, can you point to one thing you did to be number one that you don’t see in your team members?”.

Face-to-face 141

Face-to-face Inside Sales Commission Call-back 141

Membrain

MAY 26, 2019

I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless.

Sales Enablement 114

Sales Enablement Sales Coaching Coaching Sales 114

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.

Sales Cycle

Partners in Excellence

MAY 26, 2019

When we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly, however, this capability is critical for sales success. Organizational nimbleness is the ability to understand how organizations work and to navigate them to get things done. There’s a lot of evidence that shows the importance of this skill: More people are involved in the consensus decision-making process.

Consumer 75

Consumer Channels Networking Influencer 75

Pipeliner

MAY 26, 2019

Most cultures I know strive to get things right, and this is an admirable goal on which to mold employee behavior. But most organizations don’t always get it right the first time; unintended mistakes sometimes happen and customers are left disillusioned and angry. What most organizations don’t understand is that anger can be turned into adulation; “going postal” can be transformed into hugs.

Policies 73

Policies Energy Loyalty System 73

Sales Lead Management Association

MAY 26, 2019

We all agree that the fundamental purpose of a company is to create a customer and that can only come about when marketing or sales creates a demand for the company’s products.

Marketing 48

Marketing Company Customer Sales 48

Selling Energy

MAY 26, 2019

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 40

Energy Sales 40