Thu.Oct 10, 2019

How to Measure Your Sales Effectiveness

Xactly

Top sales organizations must be productive and efficient to operate at peak performance. These are 5 sales effectiveness metrics you should be measuring. Sales Coaching and Motivation Sales Performance Management

Does Size Really Matter?

No More Cold Calling

If you’re in data overload, you may not need to be. You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor. How often do you take on large projects and get mired down in the details—rather than breaking the project into small, digestible, actionable chunks? You’re overwhelmed with data and don’t know where to start, so you start everywhere. And nowhere. I’m certainly like that.

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Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage

Smart Selling Tools

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview George Brontén , Founder & CEO of Membrain. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Qualities of a Modern Sales Leader

CloserIQ

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75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

When To Personalize and When To Automate Your Selling Tactics

Crunchbase

Undoubtedly, automation should play a vital role in every business’s sales funnel. Automation takes care of manual, time-consuming tasks and frees up time for brands to focus on other essential areas. It also increases efficiency, improves accuracy, and speeds up the sales process. However, not only should businesses automate their sales funnel, but they should also use personalization in sales. According to Marketo, 66% of customers expect personalized brand interactions.

More Trending

The Deciding Journey: Four Value Conversations You Need to Master

Corporate Visions

The post The Deciding Journey: Four Value Conversations You Need to Master by Tim Riesterer appeared first on Corporate Visions. When you think about the customer journey, you might recall the stages in a typical buying journey model, like Awareness, Consideration, and Decision. But in practice, the B2B customer buying journey doesn’t follow such a broad or predictable sales process. When you label a prospect as being in the “Consideration” stage, for example, what does that really tell you?

CRM Automation: The Ultimate Guide

Hubspot Sales

Implementing a CRM software is a clear indication that you are prioritizing scaling and growth for your business. For businesses of all sizes, spreadsheets and manual record keeping gets old quickly. Using a CRM makes your life much easier and helps your business grow — research shows sales reps that work at companies using mobile CRM software reached 65% of their sales quotas , compared to 22% at companies that don’t use mobile CRM software.

CRM 67

Data Governance: Salesforce Objects in a Lead-to-Cash Process

Sales Hacker

Reliable data is everything…. Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Any change to the business — whether its a simple change to your product’s pricing or packaging, or an acquisition requiring the integration of new CRM data with your existing data — means your system needs to be adapted. The challenge? Being able to scale easily. It’s not an easy task….

Tech-Based Communication Solutions to Improve Sales and Marketing Processes

InsightSquared

With communication taking on digital forms, tech-based tools and solutions are lucrative to the success of a modern sales and marketing strategy. A successful tech-based communication strategy depends on defining the plan, finding and implementing the right tools, and taking measures to ensure their longevity. The following steps can help create a strong and highly engaged workplace with tech-based communication strategy. . Design a Strategy.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

45 Quotes from LGBTQ+ Leaders about Diversity and Inclusion in Business

Zoominfo

Statistically speaking, companies who employ a diverse staff achieve more financial success, attract better job candidates, and are more likely to capture new markets than less-diverse companies ( source ). But— the term diversity doesn’t just speak to a person’s skin color, ethnicity, or even their skill set. True diversity is achieved when a group of people who have a wide range of perspectives, experiences, and backgrounds are given a chance to openly collaborate and voice their opinions.

Sales Reps: The Winning Sales Demo Formula for 2020 & Beyond

Sales Hacker

The post Sales Reps: The Winning Sales Demo Formula for 2020 & Beyond appeared first on Sales Hacker. Sales Process Webinars

Sales 62

5 Marketing Attribution Trends for B2B Marketers

Zoominfo

It’s no surprise to see more and more marketers explore and invest in attribution modeling in 2019 and beyond. After all, the B2B buyer’s journey has become increasingly complex, as each prospect engages with a number of digital touchpoints on their path to becoming a customer. It’s imperative for marketers to understand their customers’ journey and the role that each touchpoint plays in an eventual purchase — and marketing attribution is the one tactic that helps them do so.

Three Sales Training Techniques to Stop Using Now (And What to Do Instead)

Funnel Clarity

There are many things to consider when you are looking to modernize your sales training. Your sales training could be teaching sales tactics that are outdated. Even if you are teaching appropriate skills, the way you are going about training your sellers may be a bit too old school. Qualification Sales Process Prospecting Team Performance

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

How To Support Frontline Sales Managers w/Natalie Bering @ServiceNow

InsideSales.com

??????? In this podcast, I talk to Natalie Bering of ServiceNow on how to support frontline managers by coaching them to think big, maximizing their 1-on-1 time with staff, and focusing on professional development. Keep reading to find out more. RELATED: Sales Organization Structure For Optimal Performance In this article: What Are Frontline Managers? Coach Your […]. The post How To Support Frontline Sales Managers w/Natalie Bering @ServiceNow appeared first on The Sales Insider.

Bring Value to the Table

Selling Energy

When you’re meeting with a prospect ask yourself this question: "If I had half an hour with the most important person in this organization, what would that person want me to show them?”. planning Sales Presentations

Coaching a Sales Team Using the Xvoyant Skill/Will Quads

Xvoyant

Rob Jeppsen, CEO & Founder of Xvoyant, and Nico Chapparo, Director of Customer Experience at Xvoyant, host a webinar showing how to use the Skill/Will quadrants in Xvoyant in a 1:1. Sales leaders can learn the best way to utilize your Salesforce data to keep track of how your sales team is performing both as a group and individually, and where the best opportunities are for improvement. webinar improvement predictive quadrants salesforce

Best Offsite Meeting Locations at Dreamforce 2019

LevelEleven

Dreamforce is all about making connections, whether that be with business partners, new friends, or even new products and ideas. Although the heavily populated Dreamforce campground makes for a great place to be introduced, that’s not so much the case for cultivating deeper relationships. Sponsors are offered certain meeting rooms but they’re hard to come by. In addition, Navigator and lower level sponsors share meeting rooms between themselves, getting blocks of time each day.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Lessons learned from hiring 200 sales reps in a year with Samsara’s Nick Rathjen

Predictable Revenue

We provide the framework and break down the process, fast-growing company Samsara used to hire 200 new sales reps in a year. Find out how Samsara maintains company culture and provides mentorship for new reps while rapidly growing their team. The post Lessons learned from hiring 200 sales reps in a year with Samsara’s Nick Rathjen appeared first on Predictable Revenue.

Funnel Radio Line Up October 10

Sales Lead Management Association

Listen live starting at 9 am Pacific to guests including Richard Conde, Lance Walter, Tessa Burg, Patrick Renvoise, Lindsay Pedersen, Erik Taylor, Susan Trudeau, and Rob May. link] tune in or catch the replays from any of our hosts. CRM Radio Funnel Radio Channel LeadGenius Radio Lola.com Patrick Morrissey Sales Pipeline Radio SLMA Radio

Five Ways to Manage Marketplace Trends Disrupting Sales

Miller Heiman Group

Last month, Miller Heiman Group CEO Byron Matthews kicked off our webinar series, The Future of Sales Is Now , by sharing marketplace trends that challenge sales teams across all industries: Sales performance is faltering. Perspective is the differentiator. Talent gaps are derailing sales organizations. Due to new technology and the abundance of readily available information, buyers see salespeople as less relevant in the buying process.

What If We Kept “Target Close Date” Sacred?

Partners in Excellence

Just finished one of those “aha” conversations with a client. Thought I would share the concepts with you. One of the things I pay a lot of attention to, as I review pipelines or deal strategies, is the Target Close Date, and how many times that date has been changed. I believe sales people should do everything possible to: Identify the most realistic target close date possible. Do everything possible to keep that date sacred.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

9 Qualities of a Modern Sales Leader

CloserIQ

Sales organizations talk about the changes in buyer behavior and the evolution of sales processes in general over the years, but the changing role of sales leaders isn’t often discussed. . Sales leaders have an important role in carrying the responsibility for the success or failure of their sales teams. In this competitive industry where new technology surfaces every day, it can be challenging to keep up with new trends while also maintaining a sales process that works for your team. .

TSE 1197: How To Effectively Sell New Products To Current Customers

Sales Evangelist

How To Effectively Sell New Products To Current Customers Salespeople often ask how to effectively sell new products to current customers. Some clients are satisfied with the current service they’re getting and they’re not keen on investing in another one. There is a way through this sales ordeal. Thomas Steenburgh teaches business marketing and sales at the Darden School of Business. He’s also an administrator and has stayed with the school for seven years.

Three Sales Training Techniques to Stop Using Now (And What to Do Instead)

Funnel Clarity

There are many things to consider when you are looking to modernize your sales training. Your sales training could be teaching sales tactics that are outdated. Even if you are teaching appropriate skills, the way you are going about training your sellers may be a bit too old school. Qualification Sales Process Prospecting Team Performance

How To Support Frontline Sales Managers w/Natalie Bering @ServiceNow

InsideSales.com

? ? ? ? ? ? ?. In this podcast, I talk to Natalie Bering of ServiceNow on how to support frontline managers by coaching them to think big, maximizing their 1-on-1 time with staff, and focusing on professional development. Keep reading to find out more. RELATED: Sales Organization Structure For Optimal Performance. In this article: What Are Frontline Managers? Coach Your High-Potential Leaders. Help Them in Discussing the Pipeline. Give Context to the Numbers Game. Make the 1-on-1s Count.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

The 6 Best Times to Assess Your Organizational Culture

criteria for success

Why is it important to assess your organizational culture? Traditionally, customer relationships, cost structure and revenue streams have reigned as the most important elements of running a business. However, making its way up that list is organizational culture. Office culture is what makes your business unique. It's influenced by everyone hired to work for your [.]. The post The 6 Best Times to Assess Your Organizational Culture appeared first on Criteria for Success.

The Importance of Follow-Up in Inside Sales

Carew International

We’ve recently written about the importance of responsiveness and the use of the exploratory process in inside sales. This week, we’re writing about the third key aspect of any inside sales process – follow-up. As an inside sales professional, operating with accountability and integrity at the forefront of your mind is key.

Five Things to Consider When Executing Your Client Experience Strategy

Mindtickle

Recently, I spoke to Julie Zhang , Director of Sales Enablement for Russell Investments, about how they took their client experience strategy from inception to execution. They achieved this by empowering and enabling their client-facing staff, but it hasn’t been easy. One of the most important things they’ve learned along the way is that taking an idealistic strategy through to execution is challenging.