The Pipeline
JANUARY 29, 2019
By Tibor Shanto. I have written in the past about how “ perfection is overrated.” The quicker you realize that the more productive you’ll be. As with many things in sales, it comes down to focus. There is no secret that I am big on execution, but always with the question “To what end?” Meaning that the outcomes should be driving things. This allows me to focus on the outcomes of my activities, and less on the activity itself.
Shari Levitin
JANUARY 29, 2019
I love watching the Super Bowl, and I love a good tailgate party. But to excel in sales, or any worthwhile endeavor, you need to play the game, get dirty, fall down, and get back up again! Learn how. The post Are You A Tailgate Seller? appeared first on SHARI LEVITIN.
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Vainu
JANUARY 29, 2019
Account-Based Marketing (ABM) is the rising star of the B2B world. The rapid surge of marketing and sales tech has pushed forward the development and implementation of ABM at a scale. Left and right, companies are jumping on the ABM train, and they are doing it for a reason. A report from the Information Technology Services Marketing Association found that 84 % of companies surveyed said that account-based marketing delivers higher ROI than other types of marketing.
SBI Growth
JANUARY 29, 2019
As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
The Sales Heretic
JANUARY 29, 2019
Ask any sales expert, and they’ll tell you that the right attitude is essential for success. But it’s not just one attitude that’s necessary—there are several. I would suggest there are nine different—but related—attitudes you need to nurture in order to be successful in sales. 1. Optimism I have never met a successful salesperson or [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Readiness Blog
JANUARY 29, 2019
A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.
SBI
JANUARY 29, 2019
The Number 1 Question Everyone Working in Sales Enablement Should Be Able to Answer. There are a number of considerations to weigh when deciding to implement a Sales Enablement platform. The goal of implementing a Sales Enablement platform is more than boosting productivity or ensuring compliance – it’s a complete business transformation. Often times, an investment in Sales Enablement can only come with the blessing of a senior executive, often C-Suite.
The Center for Sales Strategy
JANUARY 29, 2019
There are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your soci
Partners in Excellence
JANUARY 29, 2019
Most sales people focus on the outcome of the deal. They want to get to the close and an order as fast as possible. Managers constantly reinforce this rush to completion in their “coaching conversations,” by asking, “When are we going to get this deal?” or “We need this to close this quarter!” Everything we do is focused on jumping to the end of the buying process.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
SalesforLife
JANUARY 29, 2019
When sales and marketing work well together, social media marketing and social selling are powerful strategies for driving revenue. In fact, as recent social media statistics state, 64% of Twitter users and 51% of Facebook users are more likely to buy the products of brands they follow online.
Troops
JANUARY 29, 2019
Manuel Harnisch is Head of Customer Success at network analytics provider Kentik. His team handles onboarding, continuous outreach, and renewals, with only about 10% of their time going to reactive support. Manuel Harnisch, Head of Customer Success at Kentik. Obviously, he cares a lot about retention and having a robust renewals process in place, especially when there’s an opportunity for expanding service consumption.
Zendesk Sell
JANUARY 29, 2019
The answer? Well, it depends. A virtual sales team and an in-house sales team are both designed to manage your company’s sales operations. However, there are key differences in their structure. Virtual sales team: Works for an agency or works independently. Paid to run your sales department. May work for other organizations as well. In-house sales team: Built internally through a company hiring process.
Nimble - Sales
JANUARY 29, 2019
Have you ever wondered why some companies which produce innovative and creative products have small profits? Usually, it happens because they focus on the product and forget about the sales. That is the reason why top companies employ professional salesmen. You may say that all successful people are born sellers. However, that is not true. […].
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Aviso
JANUARY 29, 2019
Whether it’s day 1 of the quarter or a week from close, we all fret about hitting our sales targets. If you dare to look at your CRM’s forecast, the picture can sometimes feel like a gut punch: you may be millions of dollars away from your target, with no hail-mary prospects in the pipeline […]. The post Zombies, Zeros and Icebergs: 5 Counter-Intuitive Forces That Will Help You Hit Your Sales Numbers appeared first on Aviso.
Allego
JANUARY 29, 2019
Lack of knowledge is the biggest issue in sales today, according to Aragon’s lead analyst, Jim Lundy. Sales professionals need video knowledge in today’s workforce. Video content is rapidly moving to the front of the new digital selling charge, and Aragon forecasts 10x the amount of growth in video content over the upcoming years. The Growth of Mobile Video.
Miller Heiman Group
JANUARY 29, 2019
In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way. Unfortunately, many midsize organizations struggle with sales enablement. One of the largest inhibitors to sales enablement in midsize companies is taking a random approach to it.
Pipeliner
JANUARY 29, 2019
For many sales teams today, it’s difficult to imagine work without using some sort of team chat app. These tools have long replaced email as the primary communication hub and a way to improve upon their work processes. Besides improving internal communication and staff morale, they’re also an excellent way to increase your sales team’s productivity.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Aviso
JANUARY 29, 2019
Whether it’s day 1 of the quarter or a week from close, it is always there looking at you from the horizon: your forecast. If you dare to look at your CRM forecast, it can feel like a gut punch: you may be millions of dollars away from your target, with no hail-mary prospects to […]. The post 5 counter-intuitive insights hidden in CRM appeared first on Aviso.
Bigtincan
JANUARY 29, 2019
I love meeting with marketers in the Life Sciences industry. Whether it is with an executive at a Blue Chip Pharma, a Medical Device Market Leader, or a smaller but highly competitive lab company, they take a pragmatic approach to their craft and have a clear understanding of the challenges in the current sales and […].
Aviso
JANUARY 29, 2019
Whether it’s day 1 of the quarter or a week from close, it is always there looking at you from the horizon: your forecast. If you dare to look at your CRM forecast, it can feel like a gut punch: you may be millions of dollars away from your target, with no hail-mary prospects to […]. The post 5 counter-intuitive winds to get to shore appeared first on Aviso.
Janek Performance Group
JANUARY 29, 2019
In this interview with Selling Power , Janek Managing Partner Nick Kane discusses the onboarding process, highlighting key areas that are stumbling blocks for organizations trying to put together an effective onboarding program. He also emphasizes the difference between those companies that have a formal onboarding process vs an informal one and talks about the boarding process is influenced by sales rep hiring strategy.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
criteria for success
JANUARY 29, 2019
Wondering how to organize a day in sales? You’re in the right place. We all know how it goes: you get to work with a plan of exactly you want to do to tackle the day. You’re going to open your email to that signed contract. Then you’re going to send out the follow-up that [ ] The post How to Organize a Day in Sales: 5 Steps for Success appeared first on Criteria for Success.
Leading Results Rambings
JANUARY 29, 2019
Brand awareness is how consumers view the quality of your goods and services and your company culture – and it’s critical to your success. Brand awareness tries to align how you want others to perceive your business and how people actually do perceive your business. This is more important than ever with social media because news and opinions – good and bad – spread like wildfire.
Selling Energy
JANUARY 29, 2019
Your own home can be one of your best investments. It can provide a better financial return than the stock market, the money market, a certificate of deposit or a bond. So, what about investments that improve that already attractive investment’s energy efficiency?
ExecVision
JANUARY 29, 2019
This guest post was authored by our friends at OrecX. Speech analytics technology requires quality audio going in for quality transcription and analytics to come out. This all starts with the call recording itself. The audio must be crystal clear or the transcription will be off and the resulting intelligence will be flawed. The clarity of the recorded call comes down to several factors, including the audio acquisition itself.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Product Management University
JANUARY 29, 2019
How valuable are product feature comparisons? Product feature comparisons are highly overrated in B2B. They only tell you HOW a competitive product works. They don’t tell you WHY buyers do or don’t prefer it. Whether verbalized or not, most buyers want an explicit answer to the question, “Why should I buy from you?” Solution providers typically answer with product capabilities but never answer the real question.
Braveheart Sales
JANUARY 29, 2019
As a sales leader, there is one overarching thought to keep in mind: It is your responsibility to push your sales reps to greater heights than they would achieve on their own. Otherwise, you are excess cost. When it comes to doing this, too many times we find sales leaders who are extreme. They either want to be their salespeople’s friend (marshmallow) or feel like they have to be drill sergeants (meanie pants).
SugarCRM
JANUARY 29, 2019
While doing some research for speakers for SugarCon, our annual user conference, I came across some interesting articles on trust in today’s technological age. We all know that trust has changed. Things that you wouldn’t have done 10 years ago (ride in cars with strangers for instance), we do today without batting an eye on rinse-and-repeat. Even outside of the bubble of Silicon Valley, we see this shift in trust occur.
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