SalesLatitude
NOVEMBER 1, 2018
With closing deals and managing pipelines on the minds of every sales person, sales manager and sales leader on the planet, what are you doing to achieve predictable sales growth? When you look at your pipeline, does it put a smile on your face? Are you resigned to the fact that you are not going to make quota? Or are you just plain scared to death?
Xactly
NOVEMBER 1, 2018
ASC 606 (IFRS 15) is well underway. Public companies have been under compliance since December 2017, and the implementation date for privately held organizations is quickly approaching (December 15, 2018). Under the new revenue recognition standard , companies must change the way they report revenue in their accounting for sales commissions. On Oct 17, we held a customer roundtable with Xactly Commission Expense Accounting (CEA) customers.
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Sales and Marketing Management
NOVEMBER 1, 2018
Author: Xavier Musy CRM platforms are already firmly ensconced within the sales technology and strategies of most small and midsized businesses. Sales teams have been using their CRMs for basic, day-to-day-functions -- such as managing customer information and tracking purchase history -- for decades. In that time, CRMs have faithfully served as a place to store data, log notes, and manage contacts.
Zoominfo
NOVEMBER 1, 2018
B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. In fact, 49% of B2B marketers rank social media marketing as the most difficult lead generation tactic to execute ( source ). Although demand generation and lead generation aren’t the same, they do go hand-in-hand.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Hubspot Sales
NOVEMBER 1, 2018
Picture this: You're preparing to launch your new product. You've likely spent countless hours, days, weeks, months, even years determining what sets the product apart from the competition and developing your brand identity. But how can you ensure your marketing efforts are aligned with the brand? Branding plays an essential role in a business' development and consistent brand presentation increases revenue up to 23%.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI
NOVEMBER 1, 2018
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 Garin Hess , Co-Founder & CEO of Consensus , whose technology solves the largest challenge in B2B sales: driving agreement across the stakeholders in the buying group.
Jeff Shore
NOVEMBER 1, 2018
By Jeff Shore. ?Question: What does success look like? What do successful people do? Answer: For one thing, successful people are confident! I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer.
The Center for Sales Strategy
NOVEMBER 1, 2018
Do Millennials simply have less sales talent than prior generations? After conducting tens of thousands of sales talent assessments, we here at The Center for Sales Strategy can assure you that’s not the case. In part one of this two-part series, I shared four key differences in how the Millennial generation was raised , insight I gained from Brad Karsh in my never-ending quest to learn more about how to activate Millennials.
Go for No!
NOVEMBER 1, 2018
You know that old saying that motivation is like Chinese food? It’s great, but a couple hours later you’re hungry again. Zig Ziglar had the perfect comeback to this: “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” When it comes to overcoming fear of rejection, it must become a daily ritual in order to truly change how you react.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Babette Ten Haken
NOVEMBER 1, 2018
After all is said and done, collaborative revenue generation is part of everyone’s job function. Whether stated or not in an employee’s job description. Sounds pretty boring, doesn’t it? Actually, collaborative revenue generation is the lifeblood responsible for business growth, expansion and sustainability. Have I got your attention? Consider that each employee touches some aspect of the customer acquisition and retention process.
Guru
NOVEMBER 1, 2018
Maybe you’ve been in this scenario before. After a year of working hard as a customer support representative, you get a huge promotion. Since you’ve become the de facto subject matter expert, you’re going to be in charge of writing FAQs, process walkthroughs, and troubleshooting tips for the whole team. "Finally!" you think, "Our documentation has never solved our customer’s issues.
Engage Selling
NOVEMBER 1, 2018
Ready to hire a new salesperson or salespeople for your team? I know, there can be a certain air of excitement surrounding hiring.
Smooth Sale
NOVEMBER 1, 2018
Attract the Right Job or Clientele: Being able to express your desired clientele with clarity leads you to them. But unless we have a natural talent for marketing plus motivation to learn, denial can take over. Sometimes it takes years of trial and error in working with less than desirable clients that will lead us to a better place. My Story About Trying to Attract Desired Clientele.
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Repsly
NOVEMBER 1, 2018
Trade promotion is the biggest factor to influence purchasing behavior at retail. But due to improper execution, 55% of trade promotion spending fails to develop brand awareness by any tangible metric. Strong trade spend optimization often seems more like witchcraft than a highly-optimized process. It doesn’t need to be this way. We figured out the three steps you must take to turn blind trade spending into a major asset for your marketing team, elevating your brand to a new level.
Vainu
NOVEMBER 1, 2018
The most successful sales organizations are the ones working systematically. To do that you have to have clearly defined goals, KPIs, and relentlessly measure and monitor how your sales and marketing efforts contribute to help you reach them. This is why performance sales development teams have well thought out KPIs that are being tracked daily, weekly and monthly.
Frontline Selling
NOVEMBER 1, 2018
Every sales leader wants and expects their sales team to be performing at a high level and to be generating revenue for the business! But what happens when a sales. The post How to Motivate Your Sales Team appeared first on FRONTLINE Selling.
Mindtickle
NOVEMBER 1, 2018
I’m sadly not alone in having stories of prematurely losing male loved-ones to untimely, often unnecessary and tragic deaths. I never realized I was in the midst of a male health crisis of my own having lost a dear friend at 39 years old to pneumonia, a father who was only 69 to a stroke, and a grandfather to suicide. My colleague Oscar Collingsworth-Smith, our new star FinServ Industry Exec, has similar stories of losing dear male family members to tragic, not-caught-early-enough diseases.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
SalesLoft
NOVEMBER 1, 2018
Sales email personalization. It’s a frequently discussed topic. There is no question personalizing communications to buyers is important. However, there are questions surrounding the practical application of personalization by salespeople. We decided to find answers to our questions and share the findings to help other sales teams make the most out of their email personalization efforts.
Bigtincan
NOVEMBER 1, 2018
by Chris Williams Imagine all the good stuff happening in the field across your sales organization – the countless text messages, emails, phone calls, sales meetings, lunches, happy hours, many of which are happening outside the purview of sales management, operations, and marketing and are never being logged to your company CRM (like Salesforce.com).
Mindtickle
NOVEMBER 1, 2018
I’m sadly not alone in having stories of prematurely losing male loved-ones to untimely, often unnecessary and tragic deaths. I never realized I was in the midst of a male health crisis of my own having lost a dear friend at 39 years old to pneumonia, a father who was only 69 to a stroke, and a grandfather to suicide. My colleague Oscar Collingsworth-Smith, our new star FinServ Industry Exec, has similar stories of losing dear male family members to tragic, not-caught-early-enough diseases.
Lead411
NOVEMBER 1, 2018
Time is always a key factor in sales. Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. However, there is nothing worse than reaching out and getting “ghosted” Never hearing back and having to deal with the anxiety of “do I reach out again?
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
criteria for success
NOVEMBER 1, 2018
As a sales manager or any type of sales leader, not hiring the right sales people is detrimental to all facets of business. Hiring top notch talent is essential to accomplishing your team’s sales goals. Your job is to make sure that you have the best process to recruit, interview, and onboard great salespeople. Not [ ] The post Not Hiring the Right Sales People?
Troops
NOVEMBER 1, 2018
Following up quickly with an inbound lead can make or break your deal. Inbound leads usually identified their challenges and possible solutions before engaging with your company. They already completed half of the sales process by themselves, and are ready to choose their vendor. There have been lots of studies around lead response times. Some interesting takeaways: On average, inbound leads reach out to 3 to 5 companies. 50% of customers buy from the company that responds to their inquiry first
Carew International
NOVEMBER 1, 2018
Across the nation, parents and teachers are dealing with the sugar-fueled, sleep deprived aftermath of Halloween! It is to be expected; after all, for every action, there is a reaction. Excessive candy plus delayed bedtime equals lethargic, burned-out kiddos. Sales professionals can experience a similar phenomenon after big events, like a big sales presentation or RFP preparation.
Selling Fearlessly
NOVEMBER 1, 2018
One day, a poor boy who was selling goods from door to door to pay his way through school, found he had only one thin dime left, and he was hungry. He decided he would ask for a meal at the next house. However, he lost his nerve when a lovely young woman opened the […].
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Sales Hacker
NOVEMBER 1, 2018
The post How to Solve the Scale-Productivity Paradox of a Fast-Growing SDR Team appeared first on Sales Hacker.
Sales Evangelist
NOVEMBER 1, 2018
All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll […] The post TSE 955: TSE Hustler’s League – “False Truth” appeared first on The Sales Evangelist.
Selling Energy
NOVEMBER 1, 2018
One of the reasons I print out our financial worksheets and juxtapose them with each other is to demonstrate the outcomes of three scenarios for doing an energy efficiency improvement:
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