Thu.Oct 10, 2019

How to Measure Your Sales Effectiveness


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.

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.

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.

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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.

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.

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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

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Tech-Based Communication Solutions to Improve Sales and Marketing Processes


With communication taking on digital forms, tech-based tools and solutions are lucrative to the success of a modern sales and marketing strategy.

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


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 ).

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

??????? 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.

Sales Training Playbook by Lessonl

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

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.

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

5 Marketing Attribution Trends for B2B Marketers


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.

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.

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.

11 Tips on How Human Resources Can Drive Sales Success


Traditionally, human resources and sales department do not work together. Human resources deal with recruitment and solving employees’ issues while the sales department focuses on driving sales for the company.

Coaching a Sales Team Using the Xvoyant Skill/Will Quads


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.

Best Offsite Meeting Locations at Dreamforce 2019


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.

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.

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.

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.

Five Things to Consider When Executing Your Client Experience Strategy


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.

Hierarchy of Purpose


About Antonio Nieto-Rodriguez: Antonio Nieto-Rodriguez is the global champion of project management and has transformed project management into one of the central issues on every CEO’s 2030 agenda.

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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.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

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Bernadette McClelland

It starts with a feeling. Not a thought. One day something feels NQR. Not aligned to what’s important to you. How do you know when to quit? How do you know when to go again? It’s so easy. Move your hand from your forehead, Put your hand on your gut. Then your hand on your heart.

Willing & Able

Sandler Training

What kind of salesperson should you always be on the lookout for? What specific traits does the ideal sales hire always possess, no matter what industry you’re in, and no matter what your market looks like? The post Willing & Able appeared first on Sandler Training. Blog Posts Management & Leadership business growth leadership skills sales culture sales management

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

? ? ? ? ? ? ?. 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.

When To Personalize and When To Automate Your Selling Tactics


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.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

?? Why Sales Managers and CRM Systems Need to Change


Although sales and marketing alignment has been discussed for many years, it hasn’t really reached the level at which it needs to be in today’s lightning pace of commerce.

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.

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.