Funnel Clarity
OCTOBER 22, 2018
No matter how many Glengarry Glen Ross references are made in jest, there’s little about B2B sales that is humorous or dramatic. There’s also very little about professional selling that is extemporaneous or done without preparation. Effective selling requires planning and authoritative execution. However, despite these differences, sales and Improv comedy have more in common than you might think.
Vainu
OCTOBER 22, 2018
Predicting the future trends in B2B sales is becoming an annual tradition here at Vainu. This is already the fourth time when we sat down together and discussed what’s happening in this space. In the previous years, we've accurately predicted the rise of micro-targeting, sales automation and the explosive growth of AI-powered sales tools. There are also trends that we missed such as conversational marketing which got a lot of coverage in industry blogs this year and was quickly adopted in differ
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InsightSquared
OCTOBER 22, 2018
One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Though you’d think that the benefits of cross-team collaboration would be obvious, sales reps and marketers can easily fall out of alignment, leading to clashes that undermine collaboration and impact both teams’ success.
SBI Growth
OCTOBER 22, 2018
Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Understanding the Sales Force
OCTOBER 22, 2018
My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24. With that in mind, I will save you if you didn't happen to read last week's article which is a pre-requisite for this one. PREVIOUSLY ON UNDERSTANDING THE SALES FORCE.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mr. Inside Sales
OCTOBER 22, 2018
One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Yeah, right. I mean, how often does that happen for you? Truth is, the more you “pitch” the gatekeeper, the more you just identify yourself as a sales person and the more the gatekeeper is alerted to screen you out….
Openview
OCTOBER 22, 2018
When I was the sales leader at ion interactive, even our smartest customers sometimes asked me questions that, at the time, seemed pretty clueless. For example, I’d often get calls from prospects asking “So wait, how are you different from Google Analytics?”. In my head (though thankfully never out loud) I’d be screaming: “I just told you! We’re nothing like them.
Sales Hacker
OCTOBER 22, 2018
I read a quote the other day that immediately resonated with me: “Memorizing a playbook is like memorizing a script. When they change the script at the last minute, it’s like changing a play in the game.”. Never has this been more true than in the art of selling. No two deals are the same, though they likely share common DNA. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales te
MarketJoy
OCTOBER 22, 2018
Are your sales emails getting ignored? If the answer is “yes,” you’re not alone. Most sales emails these days get ignored. According to stats , only 24% of sales emails are opened. But before you decide to drop this channel from your sales strategy, check out these stats, you have a 21% chance of getting a reply to your second email if the first goes unanswered. ( Source ).
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Xactly
OCTOBER 22, 2018
If you manage a sales team, you’ve probably seen your fair share of sales reps. There are experienced top-performers, newbies with huge potential, and those who aren’t quite where you need them to be. For each of your reps, how are you determining their individual value? Can you identify and mitigate problem areas to cultivate top performers? What is your plan for their professional career path within the company?
The Center for Sales Strategy
OCTOBER 22, 2018
I was listening to a sports radio station in town last week, and it had breaking news that the Major League baseball team had just fired their manager. It wasn't a big surprise. The team had underperformed for the last couple of years, but what was surprising was the reason the club gave to the media. His style wasn't connecting to his players. What?
Selling Power
OCTOBER 22, 2018
I don’t know who invented the RFP, but it’s one of the biggest rackets in business today.
Babette Ten Haken
OCTOBER 22, 2018
Customer disloyalty happens. When we fail to meet customer requirements after we initially attract and win their business. When customers become disenchanted, their loyalty is jeopardized. The next step is customer defection. Far too often, businesses of all sizes leave the customer’s loyalty in the hands of front-line employees. These gallant individuals deal with disgruntled – perhaps even irate – customers, attempting to calm things down.
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
BrainShark
OCTOBER 22, 2018
Sales enablement professionals care a great deal about providing salespeople with great training, coaching and content – and with the tools needed to do their jobs effectively.
Repsly
OCTOBER 22, 2018
At this year's Natural Products Expo East conference, we caught up with some of our favorite brands to get a behind-the-scenes look at what's driving their growth at retail. Check out the highlights below!
Selling Fearlessly
OCTOBER 22, 2018
Once upon a time, Nicki and I went looking at exercise equipment. I was experiencing sciatica in my left leg (I didn’t know it at the time, but it was caused by a synovial cyst pressing on the nerve between L4 and L5; after an MRI revealed the problem, microsurgery provided the cure), was getting physical […].
Sales Evangelist
OCTOBER 22, 2018
Bringing a revolutionary new product to market can be difficult, especially if you don’t yet have a community of supporters. Apple did it in 2007 with the iPhone, solving a problem that people weren’t even aware that they had. How can you capture people’s attention if you don’t already have that community? Today on The […] The post TSE 947: How Do You Help Sell or Bring a Brand New Product to Market?
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Pipeliner
OCTOBER 22, 2018
Some say that an institution can kill inspiration. Not true. Institutions don’t kill anything; people do. That said, every leader wants to grow their company; it is THE imperative of their strategic game plan and is the essence of sales. The founder of a startup has a vision that they can only realize when a larger and larger market consumes their product or service.
Selling Energy
OCTOBER 22, 2018
The business world isn’t always known for its best examples. Companies rise and fall when they are led by power-hungry and selfish leaders. Employees work from day-to-day without a sense of loyalty or passion, proving that fear and intimidation can only take success so far. The reason is simple: when the person (or people) in charge decide their own self-interests take precedence over the “why” of their business, they have lost their way.
eGrabber
OCTOBER 22, 2018
Really awesome article. I loved reading it. Thanks for sharing.
SalesforLife
OCTOBER 22, 2018
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Sue Barrett
OCTOBER 22, 2018
Choice, focus, decisions, openness – positivity!
DiscoverOrg Sales
OCTOBER 22, 2018
Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “ Culture eats strategy for breakfast.” But where does culture come from? How does an organization find and build its culture? Does a company inherit the genes of its founder? Do the personality traits – charisma, punctuality, passion, je ne sais quoi – of a CEO trickle down into company culture?
Sales Hacker
OCTOBER 22, 2018
This week on the Sales Hacker podcast, we chat with Matt Millen , SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies like T-Mobile and even sold at Tony Robbins. Matt walks us through his playbook for building high-performing sales teams and how to build the right kind of culture and sales mentality. .
Partners in Excellence
OCTOBER 22, 2018
I’ve been working with sales professionals (and unprofessionals) for more years than I’d like to think about. I talk to and work with thousands of sales people and hundreds of managers every year, traveling a couple hundred thousand miles doing it. So it’s easy to get jaded when you sit in sales meetings. Despite, different times, companies, industries, geographies, too often one hears the same thing over and over.
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In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Zoominfo
OCTOBER 22, 2018
The social media landscape is constantly in a state of change—and although it can be difficult to keep up at times, modern marketers must make an effort to do so. Consider these statistics ( source ): The average consumer spends over two hours on social media a day. 67% of all Americans report getting their news from social media. 81% of the US population has at least one social media profile.
DialSource
OCTOBER 22, 2018
Aragon Research Inc. has published their Hot Vendors for 2018, Part IV in which they have identified today’s most innovative and noteworthy vendors in the following markets: communications and collaboration, intelligent content analytics (ICA) for image and video, marketing automation (MA), robotic process automation (RPA), and team collaboration. Sacramento, CA, Monday, October 22, 2018 – DialSource, a leading provider in Voice + CTI solutions, today announced has been included in the li
criteria for success
OCTOBER 22, 2018
All October, we've been writing and talking about sales leadership and management both on the blog and in the podcast. So in this "CFS Talks Sales" roundtable, we share best practices for managing sales. In this episode of Let's Talk Sales, you'll hear from Charles Bernard, Rebecca Twomey, and me, Elizabeth Frederick. Charles recently published an eBook called [ ] The post Let’s Talk Sales!
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