Tue.Nov 12, 2019

Are you setting your SDRs up for failure?

Predictable Revenue

Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click. After chatting with hundreds of CEOs and sales leaders over the last couple years, I know they too feel the pressure when things aren’t working because, ultimately, the buck stops with them. But unlike those in leadership positions, a junior SDR tends to be pointed in a specific direction by a superior and will, by default, trust they’re being pointed in the right direction.

How They Make Decisions – Not How They Buy

The Pipeline

By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on. It’s time to deal with it; it’s time to learn from buyers, why are there more players? Can salespeople make this work for them? The answer is yes.

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What Big Bets Will You Make to Drive Additional Revenue?

Sales Benchmark Index

As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year.

You Can’t Afford to Keep Your Old RFP Process: 4 Benefits of Technology

Sales and Marketing Management

Author: Beau Wysong RFPs are a pain. There’s really no way around it. Responding to proposal requests is a slow process that adds time to the sales cycle. For many businesses, the RFP process has changed very little over the years. Manual processes tie up the sales and marketing team for weeks as they sift through previous answers to repetitive questions, chase responses to new questions, verify the information and seek approvals, over and over again.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Best Practices to Improve Your Shared-Screen Calls and Telephone Etiquette

The Center for Sales Strategy

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings - we spend a lot of our time on the phone and using shared screens! How you portray yourself over the phone and on shared-screen calls represents both you and your company. It’s important that we present ourselves as well long-distance as we do in-person.

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3 Ways Small Cap CMOs Can Improve Revenue Performance

Smart Selling Tools

3 Ways Small Cap CMOs Can Improve Revenue Performance. One of the great things about working for a relatively small company is that it trains you to be very pragmatic. You’ve basically got to operate and manage all the same tasks and processes as in a bigger shop — only you’ve got much less resource to do it with. To deliver impact, you quickly realize you can only prioritize the absolute essentials. And this is where it gets a bit tricky.

Mental Framing: Obstacles are Opportunities

John Ellis

The principal factor in your success will be what goes on within the six-inches between your ears. The way in which you frame obstacles and opportunities will far greater impact your success than either the team you’re on or the territory that you sell in

7 Key Principles of Value-Based Selling

Hubspot Sales

In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. However, what if selling for the sake of selling wasn’t your main mission? Enter value-based selling. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product).

Give Your Knowledge Management a Seasonal Kick with Guru’s Fall Launch


Is it just us or did fall appear out of thin, crisp air this year? There’s been an uptick in pumpkin-flavored cookies and red coffee cups ( sans gingerbread lattes) around our office lately, which can only mean that we are in the thick of Instagram’s favorite season. And as traveling home starts to become an every-other-week affair, we at Guru HQ are also returning to our roots with our Fall Launch. product updates

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!

How to Use Basic Design Principles to Close More Deals

Hubspot Sales

Take a look at the two sales proposals below. If you had to send one to a client right now, which one would you choose? Image source: SocialMediaProposal.com. Image source: PandaDoc. If you’re leaning towards the one on the bottom, you’re not alone. Nothing is certain in this life except death, taxes, and that every client in the world would prefer to receive the sales proposal on the right.

Sales Futurists Roundtable – How to Achieve Your 2020 Sales Goals With Fewer Resources

Keith Rosen

Are You Listening in the C-Lounge? I Need Help! We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.”. And yet, according to recent research by the Sandler Research Center.

Five Skills to Help New Sales Managers Succeed

Miller Heiman Group

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made. Yet many sales organizations don’t see this, instead promoting top sellers to managerial roles based on their excellent selling skills and deal results.

What Fuels the Sales Performance Engine?

Force Management: The Command Center

There are many things that fuel sales performance, but two of the most critical are discipline and practicality for your reps. Without these two elements, it is difficult to achieve repeated performance and quota attainment. Sales Transformation

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.

5 Tips to Prevent Channel Conflict


Even for the most channel-centric companies, partner conflict is inevitable. Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. By being proactive, you can take steps to prevent these issues. To increase channel sales, it’s vital to keep your product top of mind with your partners. Depending on the industry, your partner may be selling hundreds, if not thousands, of other products.

5 Things to Consider When Designing Your 2020 Comp Plan


Compensation planning season can be a stressful time of year, especially if you've never created a comp plan before. Whether you're a veteran, or a rookie, here are five things that you should consider this 2020 compensation planning season. compensation planning

The Live Experience

Selling Energy

Have you ever been to a live stand-up comedy show in a packed comedy club? If not, I strongly recommend it. There is a palpable energy created when people gather for the communal experience of laughing together. When the crowd is really going, laughter rolls through the room like a wave. Sales Presentations

5 Ways to Leverage Your CRM When Planning an Event

Nimble - Sales

When planning an event for your organization or business, it’s important to understand the audience and attendees you’re targeting. The best way to do this is by using a customer relationship manager (CRM). What is a CRM? A CRM manages all of your relationships with customers and prospective customers. It tracks communications, interactions, and past […]. The post 5 Ways to Leverage Your CRM When Planning an Event appeared first on Nimble Blog. Social Selling

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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.

TSE 1211: The Accidental Seller Series - "Wendell Jordan"

Sales Evangelist

The Accidental Seller Series - Wendell Jordan This is the 4th episode for the Accidental Seller series. Wendell Jordan is the owner of Jordan Consults and a local SEO specialist. His company works with small businesses to increase their digital footprint. Growing up, Jordan and his friends wanted to become professional basketball players. However, playing for the NBA became an afterthought when he reached high school.

Do You Have These Three Success Habits?

Smooth Sale

Attract The Right Job Or Clientele: While in conversation with a four-year-old, I was reminded of three success habits salespeople use to their benefit. The same may apply to an everyday conversation as well as businesses of all types. Also, speaking seriously with a four-year-old reinforces the fact that diversity counts on multiple levels. No matter the age, the country one is from, or gender, we can each contribute ideas that enhance our agenda for moving forward.

The First Month of a New Year is the most Important month of the year.

Sales Lead Management Association

The first month and the first quarter of a new year are the most important month and quarter for any company. I mention this now because now is the time to guarantee Q1 of 2020. . Sales Forecast

How to Increase Seller Effectiveness and Improve Buyer Engagement


If you can’t effectively and consistently engage potential customers, your deals stall and you miss revenue goals. Of course, achieving high buyer engagement rates is easier said than done, and that’s why a range of modern technology platforms have emerged to help your team connect with buyers. Recent Gartner research examines sales engagement technology.

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7 Keys to Creating Massive Value in Your Sales Meetings

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

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Sales for startups: How to do it in the early days


So you’re in the early stages of growing your startup. You want to place a heavy emphasis on increasing sales, but you’re not entirely sure what to focus on. You’re also worried that if you hire the wrong people or invest in the wrong strategies, nobody will buy your product and your startup will crash and burn. Sound like you? Good news—you’ve come to the right place.

Pipedrive Review: Overview, Features, And Pricing


What makes Pipedrive one of the best CRM software in the sales software market today? Read our in-depth review below. RELATED: 7 Advantages Of Using CRM Software. In this article: What Is Pipedrive CRM? Features and Benefits of Pipedrive. Pipedrive Specifications. Pipedrive Integrations. Pipedrive Interface. Pipedrive Pricing. Pipedrive CRM Lead Management. Pipedrive Pipeline Management. Customer Reviews. Pipedrive Review | CRM Software Review. What Is Pipedrive CRM?

Host a Client-Only Event in Q4

KLA Group

Q4 is an ideal time to generate more customer leads. Customers already trust you and work with you, so the sales cycle is shorter. You can make this more fun with a client-only event that is festive and educational. Cover topics your customers should know about. They’ll appreciate your insights and the break from the. Read more. blog Lead Generation & Nurturing Weekly-tip lead generation

Establishing a Productive Sales Team by Employing Gratitude

criteria for success

Are you a sales manager who is struggling to build a productive sales team? Well, by employing gratitude as a leader, you can actually boost workplace productivity! Establishing a Productive Sales Team by Employing Gratitude If you express gratitude as a manager, you increase your team’s will to be productive. And when people are willing [.]. The post Establishing a Productive Sales Team by Employing Gratitude appeared first on Criteria for Success.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

CRM Evaluation


CRM Functionality. In our last article in this series , we discussed the most important factor when deciding on a CRM solution: the technology being used. Now, let’s take up the next in importance, which is functionality. CRM Features. Just as a note, there is no standard set of terminology for CRM features, like for example you find in the auto industry. When you’re shopping for an SUV, a sunroof is a sunroof and will be referred to that way by every manufacturer.

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Servitization: How to Empower Sales to Drive Growth, Loyalty and Value


Historically, large manufacturers have used third parties to provide services like break-fix and routine maintenance. It has allowed them to focus on their core competencies, rather than equipment maintenance. However, in recent years there has been a trend towards servitization, where manufacturers are beginning to offer additional services of increasing sophistication. Not only can this boost revenue, but it can also help improve customer engagement and retention.

How Top-Performing Sales Managers Coach Differently


So you’re a sales leader tasked with building out a new team. If you’re like me, you probably join starry-eyed and ready to introduce the “best sales process ever.” You spend time getting to know customers, hire your people, and stay up all night refining the pitch. In the early days, you’ve got time to coach, and you obsess over it. Sales leaders live to onboard their first hires. Discovery is one of your favorite things to coach - and - “the most important part of the process!”