Wed.Aug 05, 2020

How to Shape Your Sales Motions Using a Data-Driven Framework

Sales Benchmark Index

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after.

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Networking for Sales Effectiveness


networking networking for sales effectiveness

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16 Things Successful People Don’t Say

The Sales Heretic

A while back, I wrote a post listing words and phrases that successful people say on a regular basis. Just as important as what successful people say, however, is what they don’t say. High achievers understand that just as the right words can solve problems, heal wounds, create connection, and move people to action, the [.]. Sales business communication customers manager success

How We Can Build a More Inclusive Future in Tech


Building a diverse team is core to how we grow as a business. As part of that commitment, we are honored to not only be sponsoring this year’s virtual WiT Regatta — but to have many of our incredible employees speaking at the event.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Best Discovery/Probing Question Ever

Anne Miller

Not actually a question, here’s a very simple, yet powerful, way to get prospects to open up about the real issues, goals, hopes and concerns they have that will affect their decision to work with you. Tell Me more about that…”. That’s it. Like an iceberg, that simple phrase leads people to go beyond their surface statements and reveal the deeper issues, concerns, perceptions, politics, etc. underlying those statements.

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This Missing Piece in Your Sales Tech Stack Can Cut Your Deal Cycle by 24%

Sales Hacker

As salespeople, we’re all probably aware of tools like Salesforce, Hubspot, Outreach, and Zoominfo. But what most sales teams don’t know is that their sales tech stack is still missing a critical piece — a tool that can accelerate the last leg of their deal cycles and cut it down by 24%. Contract lifecycle management (CLM) software. What? I hear you asking yourself. That sounds more in legal’s wheelhouse. Right…? Wrong!

This is Why You Should Talk to The People You Know

Alice Heiman

Talk to the People You Know. What are your salespeople doing all day? Is it productive? Are they getting results? . Do they dial the phone 100 times and reach one person? . Do they send hundreds of emails to get a 1% response rate? . How much is this costing your company? . Instead of cold outreach, why not talk to the people we know? We know so many people and we all have a large network , but we don’t tap into it or utilize and leverage it the way we should.

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How to make complex sales as simple as possible but no simpler


In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”. This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same. Sales Enablement

Executive Interview: David Sroka, President & CEO @PTofRef

Smart Selling Tools

Q: What are the top ways companies can transform sales to improve their prospects’ buying experience in the next 12-24 months? David: The sheer number of MarTech stack providers is 10X what it was just 5-7 years ago and the Smart Selling Tools sales technology landscape grew 7X in the same period. Buyers need a lot more than product demos to make a smart decision. In fact, insight from peers is consistently ranked as a key influence on purchase decision-making.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Realign Your Priorities With an Account List Management Strategy

The Center for Sales Strategy

The Pareto Principle suggests that 80% of sales come from 20% of clients. Alternatively, 20% of what you do represents 80% of that activity’s outcome. Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.

Unmotivated Sales Team? 3 Sales Meeting Ideas to Inspire & Motivate

criteria for success

Are you a sales leader with an unmotivated sales team? Are you struggling to find sales meeting ideas that will inspire and motivate your team to get moving and just sell already? Sales “ headtrash ” has a way of getting to the best of us—everyone needs a little pick-me-up every now and then. As a sales manager, you have a lot more power than you might think. We believe that your sales team meetings are the perfect place to take a few moments to focus on empowering your team.

The Real Mission of Sales Enablement


We seem to have a different concept for Pipeliner CRM than other developers and vendors have for their CRM offerings—for we believe that CRM in itself should empower salespeople. It doesn’t make sense from a financial or any other standpoint to have a “Sales Enablement Platform” (SEP) in addition to CRM. We have therefore placed our solution into the SEP category, for it is totally a sales enablement solution and belongs both in that category and the CRM category.

How to Reach Your Sales Quota in a Year of Uncertainty

Selling Power

Mid-year is an ideal time to reflect, recalibrate, and re-energize. As a sales professional, your livelihood anchors on achieving quota, so now is the time to refocus. With the right approach and mindset, you can put yourself on track to meet – and even exceed – quota by the year’s end. Selling Power and ValueSelling Associates partnered to survey more than 300 B2B sales professionals about their quotas.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

The Business Definition of a Founder

Hubspot Sales

In many young organizations, the company founder or a co-founder serves as the CEO. However, just because the roles are commonly held by the same individual does not mean they are interchangeable. It also doesn’t mean this setup is ideal for all businesses. During the early stages, many companies operate in an “all hands on deck” manner, meaning the team members on board handle all aspects of the business, including leadership.

3 Easy Steps To Integrate Your CRM Platform With A Company Information Provider


Love them or hate them, customer relationship management (CRM) platforms have matured into incredibly complex systems. Countless features and options help companies and salespeople track and optimize their entire sales process, making CRM systems today the backbone of any sales organization. However, while CRM software is powerful on its own, integrating your CRM with other tools across your sales stack will unlock its full potential.

This Missing Piece in Your Sales Tech Stack Can Cut Your Deal Cycle by 24%

Sales Hacker

As salespeople, we’re all probably aware of tools like Salesforce, Hubspot, Outreach, and Zoominfo. But what most sales teams don’t know is that their sales tech stack is still missing a critical piece — a tool that can accelerate the last leg of their deal cycles and cut it down by 24%. Contract lifecycle management (CLM) software. What? I hear you asking yourself. That sounds more in legal’s wheelhouse. Right…? Wrong!

Remote Sales Coaching: Quick Tips, Tools and Best Practices


Many organizations have had no choice but to reimagine their sales coaching programs for a remote-work reality. These tips will help

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The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How To Improve Employee Efficiency At Work


As industries across the board are navigating the transition to remote and asynchronous work, we turn again to the perpetual question: are employees less efficient working from home ? And if the answer is yes, how can employee efficiency be improved in 2020? knowledge management

How Can Sales Enablement Bounce Back from a Tough Q2?


For a lot of companies, last quarter was a tough one. We’re all feeling it. . While there are no easy answers, sales organizations still need to find ways to stay productive and right the ship. And that’s where sales enablement is more important than ever.

How We Onboarded Our First Remote CSM Using LevelJump


This is part 1 of a 4 part series on CS onboarding & enablement. Stay tuned for part 2 next month! Sales Onboarding Outcome-Based Enablement

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Insults and Humiliations: Different Schools of Thoughts


“We should practice by showing one another love and helping one another. It is a mistake to pursue happiness and to seek to avoid suffering by deceiving and humiliating other people. We must try to achieve happiness and eliminate suffering by being good-hearted and well-behaved.” Dalai Lama. When you fail in life, people often ignore you. Some people show their true colors by ridiculing, insulting, and humiliating you. Don’t waste your precious time by reacting to them.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Why Now Is the Time to Double-Down on Sales Training


Due to the pandemic, sales organizations – and sales enablement teams specifically – have been navigating a world where requirements and expectations have shifted quite a bit. And in many cases, more than once

Comment on 4 Winning Tips for Selling to the Fortune 500 by Janek Performance Group

Janek Performance Group

In reply to Isaac Tabalamule. Thank you Isaac! We’re glad you enjoy our blog

A B2B Sales Rep’s Guide to Selling to the C-Suite


Have you ever tried to set up a meeting with a senior-level contact? If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them. But what is the key to c-suite sales?

Comment on The Importance of Personal Development in Sales by Janek Performance Group

Janek Performance Group

In reply to Michael Smith. Thank you Michael

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Making the Right Changes for Remote Selling

Selling Energy

In spite of our current situation, industries are still producing, customers are still consuming, and many companies are sitting on piles of cash. Governments are providing more liquidity to the economy as well. In short: plenty of sales are still happening. sales tips sales performance Sales Presentations recession selling remote selling

Sales Forecasting Examples

Accent Technologies

The post Sales Forecasting Examples appeared first on Accent Technologies. Uncategorised

We Took Our Own Advice…And It Worked!

Braveheart Sales

I’ve frequently pointed out, both verbally and in my writing, the need to pivot sales during this crazy time. For example, up until when the pandemic hit it was extremely difficult to attract sales talent. There were more sales positions than qualified people to fill them. Well, in the blink of an eye, that all changed.