The Pipeline
OCTOBER 26, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people. There is no doubt that technology will continue to change the process of revenue generation, maintenance and growth, but that’s nothing new.
MTD Sales Training
OCTOBER 26, 2017
Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that are shown on a daily basis. These then become habits, and it’s this habitual alignment of skills, attitudes and motives that increases the successful results of any KAM.
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SBI Growth
OCTOBER 26, 2017
Joining us as our guest expert is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here to.
Jill Konrath
OCTOBER 26, 2017
I'm not typically an eavesdropper. Normally I mind my own business when I'm out to eat. But Friday morning, while having a veggie omelet for breakfast at George's Restaurant, my ears suddenly perked up when the guy at the table next to me said, "I'm seriously slammed.".
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.
DiscoverOrg Sales
OCTOBER 26, 2017
Equifax, one of the three major credit card reporting companies, has certainly been through the ringer since a major data hack occurred, leaving 143 million American’s personal data at risk. In the month since then, details of this breach (and far too many others) have made headlines, keeping cybersecurity top of mind for weary, wary consumers. Having such sensitive information in the hands of hackers is a terrifying thought, but what makes it worse is that it could have easily been prevented.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
OCTOBER 26, 2017
Trying to provide salespeople with the tools, data, expertise, and support they require to navigate complex deals has made selling more difficult, not less. Our research at CEB, now Gartner, shows sellers working in “high burden” organizations have a 12% lower conversion rate than those who don’t. Fair or not, from a rep’s perspective the main burden isn’t customer difficulty or product complexity.
SalesforLife
OCTOBER 26, 2017
Serious question: how well do you think you could function in sales today without the technology and automation that is available? According to a study done by Linkedin this year, sales tech is used by over 91% of all sales people (and only 2% of the top sales performers in the world don’t use it). I’m certainly a fan of it myself, and use a number of digital tools to manage my own sales process for ATP (more on that later).
Hubspot Sales
OCTOBER 26, 2017
“The medium is the message.”. Media analyst Marshall McLuhan popularized this quote in “The Medium is the Massage.”. No, that typo isn’t a mistake. McLuhan originally intended for the book’s title to say “Message,” but the typesetter made an error and the book was mass-produced with “Massage” on the cover. Instead of requesting a change, McLuhan said, “Leave it alone!
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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.
Repsly
OCTOBER 26, 2017
Choosing and tracking the right KPIs for each member of your team is important — focus on the wrong ones and you could be leaving money in potential sales on the table, but align your team with the right ones and you can unlock their maximum productivity. The key is to pick KPIs that are relevant to both your industry and your business goals.
BrainShark
OCTOBER 26, 2017
We discussed 5 sales enablement lessons from Curb Your Enthusiasm , and now we’re bring you learnings from the classic workplace comedy,
Mindtickle
OCTOBER 26, 2017
Purchasing sales enablement software isn’t as simple as deciding what features you want and ticking them off a list. That’s because sales enablement as an industry is at a nascent stage which makes it difficult to know exactly what your business will need today, tomorrow, and into the future. Sales leaders are also still defining what they need and want from sales enablement.
The Center for Sales Strategy
OCTOBER 26, 2017
Considering that Millennials make up the largest percentage of the workforce, it's likely you will be hiring one, if not now, in the near future. Understanding what makes a Millennial happy in the workplace gives you clues about the best way to recruit one.
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.
Vainu
OCTOBER 26, 2017
Technology leaves footprints that other technologies can track and follow. As a sales person, these footprints can tell you a lot about a company’s current needs and help you determine whether it’s worth it for you as to spend your time cultivating that lead or not. If a company is using a technology that your software integrates seamlessly with — or if they show an obvious positive attitude to modern technology — they are more likely to welcome a sales call from you.
Julie Hanson
OCTOBER 26, 2017
Why your presentation must be compelling. If your prospect had a remote, would he be tempted to change the channel on your presentation or demo? That’s a tough question to ask yourself, but given the number of choices today’s buyers have and the demands on their attention, you need to take a hard look at just how compelling your presentation or demo is to your audience.
Tenfold
OCTOBER 26, 2017
Markets in Financial Instruments Direction II, or MiFID II, is an expansive set of regulations governing EU investment firms that goes into effect on 3 January 2018. It has been under development for nine years, being formally approved in 2014, and replaces the original MiFID enacted in 2007. The original law sought to harmonize financial intermediaries and thereby shield investors from unscrupulous or unbeneficial trading while at the same time increasing transparent, efficient, and client-focu
Engage Selling
OCTOBER 26, 2017
It’s fall, which always means a lot of travel for me, and this year is no exception.
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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
Sales Hacker
OCTOBER 26, 2017
The post Slack for Sales: How to Leverage the Slack Ecosystem to Drive Rep Productivity appeared first on Sales Hacker.
Groove.co
OCTOBER 26, 2017
Do you feel like your sales team is not reaching its full potential? You may need to go beyond basic productivity-boosting strategies and try options that are designed to help reps go further. These five strategies will help you eliminate roadblocks standing in the way of optimal sales performance and allow you to elevate your top performers. 1. Build Relationships With Your Prospects Your prospects have a long way to go from lead to purchase decision.
Sales Hacker
OCTOBER 26, 2017
The post Advanced Prospecting: The Art of Creating Kick Emails with Video appeared first on Sales Hacker.
No More Cold Calling
OCTOBER 26, 2017
Here’s how to stop losing deals. Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long. Leadership can’t count on accurate forecasts when pipelines are unqualified. Big problem. Most account based sales reps would give their right arm for a chance to bypass all the middlemen and talk directly to their buyers—not just once in a while, but routinel
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.
Sales Hacker
OCTOBER 26, 2017
The post 3 Quick Strategies to Drive Sales Productivity appeared first on Sales Hacker.
Hubspot Sales
OCTOBER 26, 2017
On October 10, LinkedIn announced new updates to Sales Navigator. Previously, there were two versions of Sales Navigator: Professional and Team. If you’re an individual rep, Professional is still the best choice -- you can keep tabs on your leads and accounts, not to mention search for your next sales role. If you belong to a sales team, Team is probably ideal.
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