Thu.Feb 07, 2019

The Cost of Performing Functionally but not Purposefully

Babette Ten Haken

Are you part of a workforce where the emphasis is performing functionally, but not purposefully? Then, consider the cost of your employer’s business model and hiring strategy on not only your professional role driving workplace profitability. But also, your employee experience.

There's a Huge Difference Between Hiring and Recruiting

The Center for Sales Strategy

Your sales team determines the success or failure of your operation. This shouldn't come as a surprise to you, but if you're like other sales managers, you don’t start looking for new sales candidates until one of your salespeople leaves the company. By then, it’s too late.

Be Your Version of James Bond

Grant Cardone

When I was young, I watched James Bond. I thought to myself, that’s the guy I want to be. Cardone. Grant Cardone. But in our society you can’t tell people you want to be James Bond. You can’t tell people you want to be rich.

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Your Product Does Not Sell Itself – Why Clarity Between Product Management and Marketing is Critical

Sales Benchmark Index

As the product leader, the knock is on your door when sell-through doesn’t meet expectations. And then the painful inquiry starts – was this a strategic error? Poor execution? One fatal cause often overlooked is functional alignment – well-intentioned people.

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.

There’s a Difference Between Being Alone and Being Lonely

No More Cold Calling

“Imagination is the highest form of research.” Albert Einstein. Ever have a good idea pop into your head, seemingly out of nowhere?

More Trending

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization.

5 customer-centric ways to generate quality sales leads

Base CRM

When considering strategies for sales lead generation, there are many tried-and-true tactics that are both direct and effective. But think about this — the overall goal with lead generation is to eventually turn leads into customers by providing value and creating a relationship.

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The Easy Way to Improve Sales Closing Ratios

Engage Selling

There’s an easy way to improve sales closing ratios. When a sales leader notices that his or her ratios aren’t up to par, a variety of tactics are often implemented.

Sales Team Roles and Responsibilities: How to Compensate Accordingly


Learn everything you need to know about designing incentive compensation plans for different sales roles on your team. Incentive Compensation

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

How to UseThe “Golden” Technique to (Finally) Stay Organized in Sales

Sales Hacker

The last hour of work is my favorite. And no, not because I can’t wait for work to be over. Much ado has been made about the importance of a strong sales morning ritual , but did you know an end-of-day sales ritual can be just as powerful?

The Secrets Behind The Success Of The World’s Largest Digital Sales Training Company, Episode #100


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. There is now no doubt, NO DOUBT that the company I am honored to lead as CEO is the world’s largest digital sales training company.

How SAP Concur Goes Beyond Customer Happiness


SAP Concur is a SaaS company that helps businesses manage travel and expense services. Ellie Wu, Senior Director, Customer Success, guides cross-functional teams across all stages of the customer journey to provide the best possible customer experience.

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Three Steps to Minimize No-Decision Limbo

Miller Heiman Group

When conducting sales pipeline reviews with your team, the last thing you want is a bunch of prospects stuck in no-decision limbo. Sometimes priorities shift, resulting in what seems a no-decision to the seller. This can affect many professional services companies whose offerings can be deprioritized because they don’t support the buyer’s day-to-day operations. For any B2B supplier in any industry with a long sales cycle, this can be incredibly nerve-wracking.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Know Your Prospect and Speak to Their Concerns


We’re pleased to feature this guest blog by our partner, Campaign Stars. In this article, they discuss the importance of ensuring sales teams effectively articulate the right messaging and ABM strategy throughout the sales cycle.

Stop Focusing On SAL’s!

Partners in Excellence

SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are the Holy Grail of Marketing and Sales. Everything we do seems focused both on improving the quality and quantity of these. The thinking is if we get the right volume, our pipeline problems go away, we easily make our numbers. There are a lot of huge leaps in this thinking.

Stunningly useless sales productivity advice


Some advice just doesn’t work. New parents can relate – they constantly receive unsolicited advice, often based on old wives tales, on parenting from friends, family members, even random people in the grocery store. Smokers […]. The post Stunningly useless sales productivity advice appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

3 Ways to Achieve Your Marketing Goals in 2019

Leading Results Rambings

It’s early February 2019. You’re crushing those New Year’s resolutions, right? Get more exercise: check. Lose weight: making progress (see above). Spend less money: yeah, there’s a little extra money in the bank. Learn a new skill: Rosetta Stone, conquering the world one language at a time!

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Is Your Closing Ratio Suffering?

Selling Energy

If you have a lousy closing rate, what are you doing wrong? It's usually a combination of talking to the wrong people and saying the wrong thing in your proposals. Perhaps you’re not addressing objections or really asking for the sale. sales process

6 Tips For Millennial-Friendly Email Marketing Campaigns

Connext Digital

Despite persistent rumors to the contrary filtering in over the years (likely from overzealous social media converts), email marketing isn’t dead. In fact, it’s never been more alive.

How to maximize your SaaStr (and other conferences!) ROI with Boast Capital’s Lloyed Lobo

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lloyed Lobo, veteran entrepreneur and conference facilitator. The post How to maximize your SaaStr (and other conferences!) ROI with Boast Capital’s Lloyed Lobo appeared first on Predictable Revenue.

The Definitive Guide to Conversational Marketing


As with most business functions, technology is drastically changing the way we market our products and services. We’ve long since understood the power of one-to-one marketing, but without modern technology, it wasn’t always feasible, scalable, or affordable.

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.

5 Strategies to Start Leveraging For Your Sales Team

Sales Hacker

There are many different sales strategies and by no means should your sales team implement just one. In fact, by combining several sales strategies into a customized toolkit for your team, your sales reps are likely to experience more success.

The Why & How of Promoting Collaboration in Sales

criteria for success

Promoting collaboration in sales doesn’t have to be like pulling teeth. In fact, with the right tools and processes, collaboration can happen fast. Many companies view sales as an us-against-the-world department. In fact, sales relies heavily on pretty much every department in the company. Not only this, sales reps rely on one another for learning, development, [ ] The post The Why & How of Promoting Collaboration in Sales appeared first on Criteria for Success.

Guest: Bob Burg, co-author of “The Go-Giver,” and “The Go-Giver Influencer”

Smart Calling

Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, “The Go-Giver Influencer.” ” He shares his Five Secrets of Genuine Influence which we can use in sales, and all areas of life. And you’ll hear his one sentence that is guaranteed to prevent misunderstandings. Listen Here. The post Guest: Bob Burg, co-author of “The Go-Giver,” and “The Go-Giver Influencer” appeared first on Smart Calling Blog.

Sales Engineers: the Answer to Technology’s Rapid Forward Progress


Technology is advancing at a breakneck speed in almost every single discipline, which means regular sales personnel are at risk of becoming obsolete. Companies now need people who can present the benefits and features of highly specialized products. Unfortunately, many of these products are beyond the comprehension of those without at least some background in engineering.

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.

You’re Either Green & Growing or Brown & Dying

Hyper-Connected Selling

The post You’re Either Green & Growing or Brown & Dying appeared first on David J.P. Fisher. Quotes


Sales Enablement Defined: What is a Sales Enablement Tool?


Sales enablement has many moving parts, and while some may not even realize it, they are fulfilling the responsibilities of a sales enablement professional. We continue our sales enablement blog series to help clarify what sales enablement is and how businesses can effectively execute on their strategies. If you need a refresher, here’s everything you need to know about sales enablement.

Project Product Event


The post Project Product Event appeared first on Lessonly. Conferences