Thu.Feb 14, 2019

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. We’ll also discuss sales prospecting techniques and best practices, and how they support sales enablement.

What Kind Of Valentine Are You?

Pipeliner

As you get ready to celebrate Valentine’s Day, here is a fun piece where you can decide what kind of a Valentine are you when it comes to sales? Gas station Charmer: . Are you the one screeching into the gas station late on Valentine’s eve grabbing some tired roses and a cheesy, dog-eared Valentine’s card. All guaranteed to make your other half feel an after-thought and an obligation to be joylessly fulfilled.

How one company’s disciplined, targeted approach to demand generation delivered big results

Mereo

All leadership says the same thing to their salespeople: “We want you to be successful.” Because when salespeople are successful, a company realizes that success through predictable revenue streams and increased profits. Leaders want to help their salespeople achieve goals but many leaders either don’t invest enough time up front or they don’t know how to do so in a manner that will pave the way for the most success. Let’s flash back almost two decades now.

How to Reap the Rewards of Talent Programs and Ensure Tangible ROI

Sales Benchmark Index

HR leaders work for months creating Talent Programs that target sales and marketing employees. There is substantial pressure on making sure that the spend is worth the efforts. The programs have been meticulously created, the work has been done and.

ROI 206

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 whitepaper to learn how important conversational AI is to your CX strategy.

Without Call-Backs, Your Lead Gen Is Dead in the Water

No More Cold Calling

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure.

More Trending

Why Sales Enablement Needs To Be Measured in Salesforce

Smart Selling Tools

Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. Many SaaS companies struggle with ramp time, and it’s getting worse over time.

CRM Database, Explained in 400 Words or Less

Hubspot Sales

How do you manage your contacts and deals? If you're manually keeping track of them with spreadsheets and documents, you're likely in need of some automation and organization. Manual data entry can result in missing contact information due to human error.

CRM 87

VIDEO: 3 Effective Ways to Shift the Conversation from You to Value

SalesLatitude

A wise executive once said that value is in the eye of the beholder. Unfortunately, very few sales people can effectively differentiate themselves as valuable to their customers during the selling process. And that’s according to their customers.

Video 77

Tricks of the trade: How UJET’s Alex Palomino gets the highest open rates and the most responses – while sending the fewest emails on her team

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Palomino, Sales Development Representative at San Francisco-based customer support provider UJET. The post Tricks of the trade: How UJET’s Alex Palomino gets the highest open rates and the most responses – while sending the fewest emails on her team appeared first on Predictable Revenue.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

6 Reasons You Need a Podcast

Leading Results Rambings

Podcasts aren’t easy – you need more than a $15 microphone and the audio recording app on your phone.

Selling Techniques for Getting that First Appointment

The Center for Sales Strategy

You called. Left a message. Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you. Maybe you just haven't given them a compelling enough reason to call you back. If you want people to call you back, you need to give them a reason.

Law of Delegation Magnified By Social

Tony Hughes

We are delegated down to people we sound like.

9 creative sales exercises to make your weekly team meetings more interesting

RingDNA

It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]. The post 9 creative sales exercises to make your weekly team meetings more interesting appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Before Sales Outsourcing, Stop and Think About These 4 Things

LeadFuze

What exactly is sales outsourcing? Sales outsourcing is when you purchase sales functions (lead generation, cold calling , etc.) outside of your own in-house sales department to help promote your company’s products or services. Sales outsourcing has been at the center of sales management debates for over a decade now. Many companies prefer to be in “full control” and are hesitant to trust third-parties to operate crucial parts of their pipeline.

What Inclusivity on a Sales Team Feels Like

Women Sales Pros

Here is a great video made by Boston technology company, Hubspot on sales culture (and company culture) If your company has a great sales culture, and you are hiring for diversity and inclusion, why not talk about it on your website? It could make the difference between someone applying and not.

What is Pay at Risk?

Xactly

Learn everything you need to know about building strategic, competitive pay mixes as part of your sales compensation plan. Incentive Compensation

How to Handle “I want to think about it.”

Smart Calling

Hearing “I want to think about it” from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you. In this episode you’ll hear how to identify the prospect’s intention, and how to respond to get movement quicker. Listen Here.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Is Consumerism past its use-by-date?

Sue Barrett

This is a very interesting, perplexing and vexing question which is now being discussed at all levels of society.

Sales 65

4 Ideas for Creating a Collaborative Culture

criteria for success

We’ve been talking about the importance of collaborating with others on the CFS blog this month, and today I’d like to share some ideas for creating a collaborative culture within your organization. 4 Ideas for Creating a Collaborative Culture Start with a Culture Check I recommend starting with a culture check. This can be done [ ] The post 4 Ideas for Creating a Collaborative Culture appeared first on Criteria for Success.

Shortcomings of Brochures

Selling Energy

There's no glory in sending out brochures. In fact, things change so often in this industry that dedicating time to designing, printing and distributing them can be counterproductive.

For the Love of Sales – Be a Mentor!

SalesLoft

Guest post by Sahil Mansuri, CEO and Co-founder of Bravado. Did you know that your job is one of the best-kept secrets in the 21st century? Sure you did. Why not pay it forward? For the love of sales, be a sales mentor! Sales professionals have one of the highest paying jobs in the United States.

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.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. We’ll also discuss sales prospecting techniques and best practices, and how they support sales enablement.

Profitable Collaboration Outcomes need Positive Stakeholder Experiences

Babette Ten Haken

Profitable collaboration outcomes continue to be elusive to organizations and associations. Often, there is an either-or choice to be made. You create a profitable outcome, which is not quite as robust and nimble as intended.

Why Sales Leaders Should Adopt a Sales Enablement Platform, According to Gartner

Accent Technologies

From the technology trigger to plateau of producivity, Gartner's Hype Cycle report reviews the emerging and maturing sales technologies in the market.