Sales Hacker
OCTOBER 1, 2018
I’m a big believer in sales contests. During my 10 years in sales leadership, I’ve had a lot of time to experiment with designing sales contests—some of which have worked, some of which have not. In this post, I’ll share my biggest takeaways on designing sales contests that work. But first, let’s tackle a bigger question – what are you actually trying to achieve when you run a sales contest ?
Close.io
OCTOBER 1, 2018
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more.
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Selling Power
OCTOBER 1, 2018
Here are some ways sales managers can leverage the power of artificial intelligence (AI) to create, keep, and incentivize teams to close the sale.
Mr. Inside Sales
OCTOBER 1, 2018
You’ve Got 5 Seconds to Make a Good Impression. By Mike Brooks, [link]. Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone.
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.
SBI Growth
OCTOBER 1, 2018
The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
OCTOBER 1, 2018
It's the beginning of the month. You're ready to help your team crush their sales goals. Sometimes they need a reminder of why they love what they do or a little help to boost their morale after a lost sale. Well, there are many things you can do to help your team improve sales performance and reach their sales goals, and here's something that can help boost morale, inspire, and increase productivity : motivation.
Xactly
OCTOBER 1, 2018
As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? Are we creating competitive enough comp plans to attract and retain the right reps? Are we assigning effective territories? Is our pay in line with performance? Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization.
Nutshell
OCTOBER 1, 2018
The only way to make an angry customer happy is to fix their problem—or at least let them know that they’re being heard—but before you can do that, you need to find the source of that anger. People who work in Customer Experience tend to be empathetic, and having empathy means considering why an upset customer is in that state to begin with. For all we know, they could be going through some terrible personal crisis, and they’re sad and frustrated and they just need someone to listen
Partners in Excellence
OCTOBER 1, 2018
I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement. The chart I keep coming back to is their 2018 SRP Matrix, reproduced below: Usually, as we look at charts like this, we focus on comparing Level 1, Level 2, Level 3 performances, perhaps being som
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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.
Mindtickle
OCTOBER 1, 2018
In a recent Forbes article, VP of Enablement Excellence and Innovation Pat Lynch touched on a few different strategies that contribute to being successful when organizing sales enablement programs. In the post, he explains how success consists of laying a solid foundation of commitment and communication, delivering powerful content and building up processes that are measurable so that the data can reinforce the methodologies.
Babette Ten Haken
OCTOBER 1, 2018
Everyone has professional habits: some good and some not so hot. The good habits are the ones we rely on, time after time. Because good, solid professional habits are the core foundation of our professional success. Not only that. Solid professional habits, once honed and fine-tuned, create the customer experiences critical to customer success and customer retention.
Miller Heiman Group
OCTOBER 1, 2018
Notice anything different? Don’t worry, your eyes aren’t playing tricks on you. Miller Heiman Group is excited to present our updated website. The new look, tone and user experience reflect our commitment to our roots in sales, service and research, while recognizing our evolution into technology and analytics. I’ve been thinking a lot about the future as Miller Heiman Group prepared for this launch — and, in turn, about the past.
BrainShark
OCTOBER 1, 2018
Sales blunders can be avoided with the right training, coaching and preparation; the key is often identifying them in the first place.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Janek Performance Group
OCTOBER 1, 2018
Although the 80/20 rule was first popularized in the business world by Richard Koch’s 1997 book, The 80/20 Principle, the concept itself was devised a hundred years earlier (1896) by Italian economist and sociologist Vilfredo Pareto at the University of Lausanne in his work, Cours d’economie politique (Course of Political Economy). Subsequently, the 80/20 rule - which says that in a given set of events, 80% of the results arise from 20% of the causes - came to be known as the Pareto Principle.
Vainu
OCTOBER 1, 2018
Prospecting used to mean purchasing a static lists of prospects from one of the many vendors out there offering these. In today’s hyper-competitive sales landscape static lists based only on basic firmographics don’t cut it for salespeople who aim for strong sales figures (don’t we all?). High-performers within sales use dynamic data and more data-points provided in a smart prospecting platform when looking for new accounts to approach with their offer.
Bigtincan
OCTOBER 1, 2018
Last week was a busy and exciting time for Bigtincan as we made the cross-country trip to San Francisco, CA for Dreamforce 2018. During the week-long event, we met a ton of great people at our booths, hosted speaking sessions, made some major announcements, and enjoyed the San Francisco nightlife. Major Announcements During Dreamforce, Bigtincan […].
Mindtickle
OCTOBER 1, 2018
In a recent Forbes article, VP of Enablement Excellence and Innovation Pat Lynch touched on a few different strategies that contribute to being successful when organizing sales enablement programs. In the post, he explains how success consists of laying a solid foundation of commitment and communication, delivering powerful content and building up processes that are measurable so that the data can reinforce the methodologies.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Troops
OCTOBER 1, 2018
Our Co-Founder & CEO, Dan Reich, has been interviewed for the SaaStr Podcast. Here’s the link to the iTunes SaaStr podcast. You can listen to Dan on Episode 195. Harry Stebbings and Dan Reich discuss: How Dan made his way into the world of SaaS with the founding of Spinback? How that led to his founding of the ultimate slackbot for sales teams in Troops?
Hyper-Connected Selling
OCTOBER 1, 2018
I have a question for you. One that may not have an answer. Or maybe the answer is simply another question. “What will you do on the day after you achieve the thing that you are working so hard for now?” I’m not looking for an “I’m going to Disneyworld!” answer. Yes, assume that you are going to celebrate your hard-won victory.
Accent Technologies
OCTOBER 1, 2018
If you’re concerned that you, a colleague or an employee is suffering from burnout, look for these warning signs and follow these steps to prevent and heal. Sales is a fulfilling career with many unique advantages. It develops interpersonal skills, enables us to gain new knowledge and rewards us for our success. Sales is also a challenging field that requires high levels of persistence.
criteria for success
OCTOBER 1, 2018
The featured guest of episode 87 is Jacqueline Wales. She is a Transformational Leadership Coach, Advisor, and Facilitator at Innerfluence. She helps leaders improve self awareness, and strong leadership muscles so they can build a happier workplace with greater returns for the company and the individual. On this episode of Let's Talk Sales, I interview [ ] The post Let’s Talk Sales!
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
The Brooks Group
OCTOBER 1, 2018
Email prospecting can be a powerful tool for sales reps—when it’s used in the right way. Reps sometimes think they’re saving time with mass emails, but the reality is that sending unsolicited emails can backfire. In addition to poor click-through rates, canned emails create distrust and can damage brand reputation and undermine future prospecting efforts.
Pipeliner
OCTOBER 1, 2018
In my last article, I wrote about French Marshal Napoleon Bonaparte , who even today can be regarded as a remarkable example of strategic leadership. His methods of preparing for battle, his ability to foresee many possible and unprecedented situations, and his awareness of and attention to detail—all are extremely rare leadership traits indeed. Leadership could be likened to a puzzle consisting of numerous unique pieces.
Costello
OCTOBER 1, 2018
Amy Volas, Founder, Avenue Talent Partners. Avenue Talent Partners founder Amy Volas has built her 20-year career on her passion for sales. Amy has served every role in a sales organization: individual contributor, director, and everything in between. She founded Avenue Talent Partners in 2015 to help startups develop and scale their own sales and client success teams.
DialSource
OCTOBER 1, 2018
Our CEO, Joshua Tillman provides an inside look into the award-winning cloud telephony platform, DialSource. Interviewed by AppExchange podcast host, Danny Ryan, Joshua gives us a little background about the company, a sneak peek into what they have in store and walks us through a quick demonstration of how seamlessly the dialer platform is integrated within SalesForce and within your business. “One of the big problems that we’ve seen over the years is that even when you have the best sale
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Lessonly
OCTOBER 1, 2018
At Lessonly, we’ve helped hundreds of teams across the globe learn, practice, and Do Better Work. Over and over again, we found that the best teams examine their training efforts through six key phases: Assess, Plan, Build, Learn, Practice, and Perform. So, how do high-performing customer service teams listen to their people, identify successes and challenges, and accurately assess their team’s training needs?
DialSource
OCTOBER 1, 2018
CEOCFO Magazine interviews our CEO Joshua Tillman about his sales platform, DialSource. Interviewed by their senior editor Lynn Fosse, he answers questions like: “What is the idea behind DialSource?” “How does your approach apply to your clients?” “Why choose DialSource?” See the interview here. The post CEOCFO Interview With Joshua Tillman appeared first on DialSource.
Hubspot Sales
OCTOBER 1, 2018
Looking for a few easy, virtually-free ways to immediately connect with more prospects? I’m willing to bet you just said, " That’s a no-brainer.". Below, I’ve compiled 18 of my favorite methods for reaching prospects. Some of them take seconds to deploy, and all of them will save you time throughout your workday. To help prioritize first steps, I put them in sequential order -- starting with those that offer value the fastest and ending with those that require more time.
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