Thu.May 11, 2017

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How to Transition Channel Partners to Cloud Solutions

SBI Growth

Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management.

Channels 196
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6 Metrics to Predict and Increase Sales from Inbound Leads

Sales and Marketing Management

Author: Sabrina Ferraioli, Co-Founder and VP of Global Sales, 3D2B Marketing and sales metrics can give you a window on the future and the insights you need to optimize sales. That’s because once you understand the metrics that drive sales, you can more accurately predict what’s ahead. Also, if you’ve defined the measurements that lead to perfecting your sales process, you will naturally move toward it.

Inbound 164
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Sales Lead Generation: Saving Money – Killing Performance

Pointclear

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.

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When Your Sales Tank, What Do You Do?

Increase Sales

Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers? Yet maybe this is the time for inward reflection and realize they have potentially violated the first sales buying rule. People buy from people they know and trust. Possibly, your sales leads do not know you and do not trust you.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

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.

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Why Great Sales People Make Assume When Selling

A Sales Guy

Too often people make the assumption, that in sales assumptions are bad. That is a bad assumption. Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. Here’s a good example of what I’m talking about. Your product or service only solves a handful or substantial, relevant problems for you target customers, therefore, you have to assume they may be experiencing one or more of those problems

ACT 83

More Trending

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What About Sales Person Retention?

Partners in Excellence

Retention is a hot topic–customer retention that is. We’ve all seen data around customer acquisition costs. Basically, the cost of acquiring new customers is several time higher than the cost of retaining and growing existing customers. The whole subscription model, on which all SaaS and XaaS companies are built has customer retention as a fundamental to the success of the business model.

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How to Get Past Gatekeepers

Engage Selling

Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.

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Overcoming Negative Sales Stereotypes

The Brooks Group

Salespeople are no strangers to the stigma associated with their profession. But it can be difficult for even the most successful salespeople to brush off the outdated and negative sales stereotypes that some people still hold today. I know (or can assume) that sales professionals are still sensitive to these negative sales stereotypes by analyzing the traffic that we get to this blog.

Hiring 49
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Interactive Content for Account Based Marketing (ABM) and Selling (ABS)

The ROI Guy

Account Based Marketing (ABM) and Selling (ABS) methodologies are becoming more popular, with almost 40% of B2B solution providers now leveraging this strategic approach to better target and more personally engage with prospects. When we examine these ABM and ABS programs, most are leveraging the method to better identify and reach the right customers and people within the target organizations.

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How to Stay Competitive in the Evolving State of Martech

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

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Time To Change The Sales Rhetoric

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . You know it’s getting bad when the pundits are spending more time picking at each other, than dispensing advice to the masses who clearly yearn for knowledge and means to achieve quota. Pundits are no different than other vendors or providers, they want to sell their services, I know I do, to that they need to find an audience, that’s what I am doing right here.

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Are Account-Based Sales Reps Motivated by Money?

No More Cold Calling

New research from Xactly suggests it’s more complicated than that. The title of this post is a question—a seemingly ridiculous one. Of course, account-based sales reps are motivated by money. Who isn’t? But that’s not all that matters to them. It matters that their clients get results. It matters that implementation is flawless. It matters that their clients provide referrals to their networks.

Account 168
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How Data is Democratizing Growth and Driving Disruption

DiscoverOrg Sales

Launching and growing a business has never been easy, but it used to be a lot harder. Not long ago, large enterprises—with deeply entrenched incumbent business relationships, rolodexes, and enormous advertising budgets—wined, dined, and golfed with their customers more than any small business could ever afford or imagine. Startups and challengers—even those with disruptive offerings—faced a significant uphill battle to win new business at scale and steal market share from industry leaders, becau

Data 154