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.

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.

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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.

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.

Why Your Sales Blitz Is a Bad Strategy

Anthony Iannarino

There are many good reasons to have a sales blitz. If you want to accelerate the creation of new opportunities, an intense focus on increased activity can ramp up the number of conversations, meetings, and, ultimately, new opportunities.

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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.

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.

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.

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.

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.

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.

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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

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.

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

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?

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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.

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.

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

?? Employee Advocacy


The people who know most about an organization, the employees, play a considerable part in advocating, or not advocating, for their company. They have the opportunity to make massive changes with the things they say and share with others.

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.

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.

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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.

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.

MindTickle’s Integration Platform for the Enterprise Tech Stack


MindTickle today has a comprehensive integration platform with over 60 pre-built connectors to some of the most commonly used tools in the enterprise technology stack.

?? The Key to Sales and Marketing Alignment


It has long been a struggle for companies to get their sales and marketing teams to align. Throughout the last decade, there have been numerous changes in the sales world, and sales and marketing departments have not been unaffected. However, with these changes have come some complications.

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!

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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.

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.

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.

Humanizing “Bot People” with Sara Pion {Hey Salespeople Podcast}


As Conversational Marketing Manager at Drift, Sara Pion knows that the human-to-human part of the sales process can’t be left out of the equation. She explains that automated or not, conversations still come down to personal connection.

Is it Possible That Our Customers and Clients Have Become Irreversibly Promiscuous?

Jonathan Farrington

I suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Let’s look at what we know: All of our […]. Customer Service Sales Trends

Three Ways a Loyalty Program Helps You Keep Customers – and Find New Ones


We’re living in an exciting time for loyalty marketing. Businesses of all shapes and sizes have access to tools that can help them boost customer retention and keep customers engaged at all stages of the purchase process. But how exactly does a loyalty program do this for businesses? And how can it help e-commerce companies? It can help because every industry is competing to get their content seen and their products recognized and purchased.

Advice for the New Sales Ops Leader


Originally posted on SOPSA.org. Can you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the globe.