Fri.Mar 15, 2019

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own


Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy.

Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

5 Ways to Improve CRM Adoption


There’s nothing worse than making a huge purchase, taking the bow off, and then having it fall short of your expectations. Talk about buyer’s remorse. This is quite often the case with CRMs.

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How a Chief Growth Officer Can Make or Break Your Year

Sales Benchmark Index

Today Jill Rowley, former Chief Growth Officer of Marketo, discusses how this emerging role brings together sales and marketing leaders to leverage the power of their best salespeople: their customers. Jill shares key drivers that bring about executive alignment that.

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.

Build Your Wall

Grant Cardone

There’s a lot of talk about building walls lately. But the truth is, walls are everywhere. Your house or apartment has a wall. To keep people OUT, right? Every University in this country also has a wall. It’s not a physical wall, but it’s a WALL. It’s called admissions.

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More Trending

A More Beautiful Question

A Sales Guy

I just picked up a truly badass book by Warren Berger. It is absolutely straight fire. A More Beautiful Question. . If you’ve read Gap Selling , you know the key to executing is rooted in questions. The better you are at questions, the better you can execute the Gap Selling methodology.

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SBI’s February 2019 CMO Newsletter

Sales Benchmark Index

Should Your Field Marketing Team Own a Number? Of the myriad marketing roles in today’s workforce, none is more widely misunderstood than field marketing. The bad news is marketers tend to have a blind spot to how they’re perceived in the. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Never Mind the Bollocks, Start Saying What You Mean

Sales and Marketing Management

Author: Jeremy Dale “Be a voice, not an echo.” – Albert Einstein. The irony of punk music was that you didn’t need to be a musician?— you just had to have something to say. The Sex Pistols certainly had something to say. Their lyrics were aggressive, straight-talking, and they didn’t pull any punches. They became the unofficial voice of the alienated British working-class teen-ager of the mid ’70s. The Sex Pistols said it as they saw it.

SBI’s February 2019 CSO Newsletter

Sales Benchmark Index

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan. Your product road map provides validated ideas that deliver real value. It sets your organization up to capture more market share. But having. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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.

Selling IS A Service

Partners in Excellence

It seems the world is migrating to an “As A Service” model. Everyday one hears a new (sometimes not so new) XaaS approach. The model, at least as a subscription payment approach, is not new.

SBI’s February 2019 Private Equity Newsletter

Sales Benchmark Index

Why Do PE Firms Care About Customer Experience? PE firms invest because they know that additional capital will drive EBITDA and revenue, or they would not do it. So how does customer experience play into that investment strategy? It is a. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Complete Customer Referral Project Checklist

Smart Selling Tools

Complete Customer Referral Project Checklist. Start your new Customer Reference Program the easy way! Whether you’re starting a program from scratch and aren’t sure where to begin, or just need to do some minor tweaking, these robust and interactive planning guides are a must-have!

SBI’s February 2019 Pricing Newsletter

Sales Benchmark Index

Ending Sales Team Resistance to Your Pricing Initiatives Too many B2B companies today fail to activate pricing initiatives because they don’t focus on overcoming resistance from the sales team. The key stakeholder in pricing execution is the sales organization. Without them, Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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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.

Weekly Roundup: Effectively Employing Sales Enablement + More

The Center for Sales Strategy

- MOTIVATION -. THE WAY TO GET STARTED IS TO QUIT TALKING AND BEGIN DOING.". WALT DISNEY. AROUND THE WEB -. > > The 4 Components of Effectively Employing Sales Enablement — LeadG2. Sales enablement is quite the buzzword these days, but for good reason.

SBI’s February 2019 CEO Newsletter

Sales Benchmark Index

A Sales Enablement Tool for the CEO CEOs with a “bet-the-company” new product launch cannot afford even the hint of failure. Most CEOs do the basics of launch planning, but many neglect to properly enable their sales force ahead of time. Article Go-To-Market Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

You Only Get One Chance to Make a First Impression

Women Sales Pros

Before any sale can be made, a relationship must be opened. And if multiple sales are to be made to the same customer, that relationship must be maintained and maximized through continually opening new opportunities and, sometimes, new relationships that will enhance the buyer/seller partnership.

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14 Pro Tips for Running a Successful Business

Hubspot Sales

Anyone can start a business. Fill out a few forms. Get the necessary permits or licenses. Advertise in some way, shape, or form. Running a successful business, though, is an entirely different story. For example, in the United States roughly 9% of businesses both new and old close each year.

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.

Connecting With Your Prospects

KO Advantage Group

When you make the first move to approach a client, to raise awareness and present solutions to their problems, know that you’re on the right track. It’s always exciting when clients reach out first.

Don’t Overlook this Talent Source | Sales Strategies

Engage Selling

??????????I’ve ’ve been working a lot with sales managers over the past few months and interestingly, we’ve been talking about recruiting, retention, motivation, and top performance. They all have one thing in common. All of the companies that I’ve worked with … Read More » Sales Tips Colleen Francis Engage Selling Solutions internal hires optimizing sales sales Sales Goals sales success sales talent sales team success culture talent top performers

Your Complete Guide to Using Infographics for Lead Generation

Smooth Sale

Attract the Right Job or Clientele: NOTE: Shaw Bongo, Content Specialist for Spiralytics , provides today’s Lead Generation Infographic. Shaw Bongo is the resident multilingual at Spiralytics.

5 Questions to Help Identify Your Prospect’s Pain Points


The Discovery Call is the first call after connecting with a prospect – some say it’s the most important step in the modern sales process. Sales reps provide value by making informed recommendations to their prospects.

Sales Training Playbook by Lessonl

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

Three Critical Keys to Success in Sales

Closer's Coffee

Semper Paratus – Always Ready. Real success in sales is never formulaic. It comes from the desire to exceed expectations. This type of success is also always multi-layered. So, while there is no formula for sales success, there are certain aspects that must be respected. I have observed over the years that the sales professional who overlooks these keys does so at his or her peril. These 3 keys to success in sales are: Focus – Have you ever wondered about the focus required to be a brain surgeon?

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Is Your Pharma Sales Rep Training Working?


It’s one thing to know that pharma reps have completed required training courses. It’s another to know, with confidence, that each rep is ready to do the job effectively

Prospect vs. Lead vs. Buying Signal


The terms prospect, lead and buying signal are all well-known to B2B sales professionals, but their differences can be unclear. In part, the reason is that different CRM and marketing automation providers are using the terms in different ways.

Five Must-Have Ingredients for Improving Your Organization’s Sales Enablement Practices

Miller Heiman Group

Every sales organization wants to offer resources that can help their sales teams win more deals. From training programs to coaching services to sales playbooks, sales enablement services maximize revenue opportunities, improve customer acquisition rates and generally support your sales reps along the customer’s path. Organizations increasingly recognize the value of sales enablement.

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.

The Role Of Anchoring Bias In A Negotiation

The Accidental Negotiator

Anchors can change how a negotiation turns out Image Credit: Thomas Kohler.

7 Signs You Should Invest in Sales Training

Selling Energy

Is your sales team performing at its best? Probably not, but corporate managers tend to overlook even lackluster sales performance as long as company profits continue to climb. Sales Trainings

Believers, Not Leads


If you take nothing else from this writing, know this: Words matter. Let’s start with the ones that keep those on sales’ frontlines up at night, shall we? Lead generation, sales funnels, and quality prospects are all terms B2B companies hungry to scale put up on their leader boards. To sell more means posting high returns in these categories. A great survey on this comes from BrightTALK , in collaboration with the B2B Technology Marketing Community on LinkedIn.

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