Accent Technologies
MAY 21, 2018
Explore the top technologies coming out of Google’s I/O 2018 conference and what they mean for B2B sales organizations in the not-too-distant future. As anyone in the B2B sales space knows, sales technology is rapidly advancing. This month, tech innovation got a big boost. (more…).
Customer Centric Selling
MAY 21, 2018
Guest post from Primary Intelligence, CCS® Partner. It’s been said that insanity is doing the same thing over and over again and expecting different results. This is obviously a cultural rather than a medical definition, but if you sell for a living, and you cannot figure out what you’re doing that’s causing you to lose deals you were sure you were going to win, you might start to feel like you’re losing your mind.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Altify
MAY 21, 2018
Contrary to some current misconceptions, B2B buyers are not in fact conducting much of the buying cycle unaided by sellers, evaluating solutions on their own, and only reaching out to suppliers in the late stages of their process. According to Inside the Buyer’s Mind , which researched over 1,200 buyers and sellers , over two-thirds (67 percent) of the buyers seek input from suppliers before they begin to evaluate solutions.
Babette Ten Haken
MAY 21, 2018
Typically, customer base triage is conducted in reaction to a large number of customer casualties. These casualties are in the form of loss and/or defection to the competition. And this defection has been going on for quite a while. However, like a slow leak in a tire, you miss the signs that something is amiss. In fact, you only realize you are in trouble when the warning light goes on.
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.
Selling Power
MAY 21, 2018
Businesses need to have key measures in place to prevent their sales teams burning out.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
MAY 21, 2018
In the modern marketing landscape, personalized marketing has quickly become the gold standard. Here’s why: Prospects and customers have access to a wide variety of content online and as a result, companies must take extra steps to make sure their content is seen first. Personalized marketing content is inherently more engaging, more relatable, and ultimately, more successful than other types of content.
SBI Growth
MAY 21, 2018
Welcome to the Revenue Growth Fast Frame of the Week. Joe Vitalone, the Chief Sales and Marketing Officer at Razberi Technologies provides insight into evaluating a potential partner — What are the 3 most important criteria to consider when assessing.
Hubspot Sales
MAY 21, 2018
Much thought leadership is dedicated to the art of selling: pitching, presenting, closing, building trust, developing a relationship, and a myriad of other skills. But showing off these talents depends on getting on prospects’ calendars in the first place. That’s when active selling skills get put on ice and reps have to flex their follow-up email or phone call muscles instead.
Pipeliner
MAY 21, 2018
What Can a Salesperson Really Do To Save Their Quota? Do you have a plan to achieve your sales quota? Probably! But unfortunately, the plan you have developed to meet your sales quota rarely plays out the way you intend. There are always unexpected events that happen, placing your quota in jeopardy. This 4-step action plan will help save your quota, even when you are staring failure directly in the eyes.
Advertisement
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
MAY 21, 2018
At the SiriusDecisions Summit this year one of the best sessions I attended was the one on “Sales Knowledge Transfer Framework.” It laid out the case for changing how companies are transferring knowledge to their sales teams. However, despite all the advancements made in educating companies on the value of sales enablement, it’s surprising that […].
Fill the Funnel
MAY 21, 2018
Ignoring This Might Be The Worst Decision In Your Business This Year Now that I’ve Got Your Attention, it’s Time to Talk About the Problem… EVERY WEBSITE, INCLUDING YOURS, NEEDS TO BE GDPR COMPLIANT ?ON OR BEFORE MAY 25TH, 2018! GDPR (General Data Protection Regulation) is a law passed by the EU (European Union) that mandates every website to follow certain […].
Janek Performance Group
MAY 21, 2018
Life on the road as an outside sales rep can be an exciting, fun lifestyle - perfectly suited to nomadic, wandering personalities. But staying productive while away can be difficult – it’s a lot of time by yourself, and it’s easy to feel disconnected from everyone, including the home office. Fortunately in today’s blog, we’ve got some advice on how you can achieve maximum productivity while on the road.
The Center for Sales Strategy
MAY 21, 2018
This post was originally published on Hubspot. Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.
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.
Close
MAY 21, 2018
As salespeople, we can be naturally selfish. When we write emails or make cold calls, we’re only concerned with what we want: a response, a demo, a sale. But we don’t think about what our prospect is experiencing. And this is a huge missed opportunity.
Mindtickle
MAY 21, 2018
“The biggest challenge for sales reps to meet their quota is difficulty in differentiating offerings from competition or buyer status quo.” At the SiriusDecisions Summit this year one of the best sessions I attended was the one on “Sales Knowledge Transfer Framework.” It laid out the case for changing how companies are transferring knowledge to their sales teams.
Partners in Excellence
MAY 21, 2018
The poet, John Donne, wrote, “No (wo)man is an island, entire of itself; every (wo)man is a piece of the continent.” Donne’s point is that none of us and what we do exists in isolation, we are part of a bigger thing–a family, a community, a nation. Alternatively a department/function, an organization, a company, a market ecosystem… “Well dughhhh Dave, what’s your point?
Cincom Smart Selling
MAY 21, 2018
CPQ offers a useful and effective vehicle for achieving digital transformation within the sales transaction process and exploits virtually every aspect of BI, IoT, Cloud and AI. CPQ uses these technologies to obtain and process the data required to specify, design, price and configure effective solutions to perfectly match the complex requirements, pains and needs specified by the customer.
Advertisement
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
Partners in Excellence
MAY 21, 2018
About 6 months ago, I became obsessed with both the concept and power of making micro improvements. I’ve written about it several times, here are some articles you may find interesting: Plateauing , and Micro Improvements-A Progress Report. Most of us focus on massive improvements we make over time, for example, “How do we improve productivity by 20%, how do we grow in ‘double digits?
Product Management University
MAY 21, 2018
There’s an old saying in sports – winning cures everything. The same could be said for B2B organizations that consistently meet their strategic goals. When organizations are winning, many of their so-called problems fade into the background. Which brings me to an important point that every product management team should consider: If your organization is on a crusade to find and solve customer problems, STOP!
Sales Evangelist
MAY 21, 2018
Your buyers are exactly like you. Statistics suggest that at least 57 percent of the buying process happens online before any conversations ever take place. If you aren’t taking advantage of social selling, and if your prospects can’t find you online, you’re missing a huge opportunity to impact the sales process. On today’s episode of […] The post TSE 838: Social Selling Practices That Will Drive Results For You Today!
Mindtickle
MAY 21, 2018
At the SiriusDecisions Summit this year one of the best sessions I attended was the one on “Sales Knowledge Transfer Framework.” It laid out the case for changing how companies are transferring knowledge to their sales teams. However, despite all the advancements made in educating companies on the value of sales enablement, it’s surprising that […].
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.
Braveheart Sales
MAY 21, 2018
A few weeks back, I was at a trade show (ISC West), and I’m still haunted by a sales interaction I witnessed. Maybe you’ve had the same thing happen to you at a similar event. A Tortuous Attack. Here’s the situation (without names to protect the guilty): I was walking the show floor with a good friend who is also a business operator in the industry.
Selling Energy
MAY 21, 2018
When it comes to networking you often hear the same thing: “It’s a jungle out there.” For many sales professionals that’s the case, and if you’ve ever been to a networking event it might seem like a lot of work with no guarantee of satisfaction! It doesn’t necessarily have to be this way. I have been asked for networking tips on several occasions, and I always maintain that you should start with yourself.
ExecVision
MAY 21, 2018
No one wants to work for me, at least not for long. And that’s exactly what I want. If they do, either I’m doing something wrong or they are. I’ll explain. For more than 10 years, I have managed inside sales teams of all kinds. In that time, I’ve had the unique privilege of managing hundreds of aspiring sales people. Almost every one of them had ambitions beyond the role they were hired into.
MarketJoy
MAY 21, 2018
Written By. Rahul Thakur. Share. Get a Free Quote. [contact-form-7]. Coming on May 25th, 2018, EU’s General Data Protection Regulations (GDPR) is one of the greatest change in data security in last 2 decades. Ruling the headlines, this new regulation states that any company that processes, stores or uses data related to an EU citizen will be subject to citations and accompanies fines for noncompliance – even with just one customer.
Advertisement
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
Sales Gravy
MAY 21, 2018
How frequently, in business including small business owners, entrepreneurs to C Suite executives, do we continue to ride dead horses? Years ago I stumbled upon a story about a man riding a dead horse.
Selling Fearlessly
MAY 21, 2018
Actor John Wayne said, “Courage is being scared to death—but saddling up anyway.” If you’re a one-call-close salesperson, this post is for you. If you’re not a one-call-close salesperson, I suggest you read Sam Richter’s Take the Cold Out of Cold Calling. If you’ve ever perused sales-job ads, you’ve probably noticed many promising “leads, leads, leads—no […].
Sales Gravy
MAY 21, 2018
When you own it 100%, your whole life begins to change. If there's a magic bullet in a salesperson's world, that's it. Here are two sure-fire systems to boost accountability in your team. 1.
Expert insights. Personalized for you.
68 
Let's personalize your content