Tue.Nov 06, 2018

When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

11 Simple Questions to Assess the Maturity of Your Sales Team


In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park.

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Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.

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More Trending

Sell Like Steve Jobs: How to Use Silence in Sales


Steve Jobs may have left us seven years ago, but even to this day, the mere mention of his name sparks a range of responses. One of the many things Jobs was known for was […].

10 Closing Myths That Lead You to Bad Sales Behaviors

Jeff Shore

By Amy O’Connor. Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. And that bad training leads to bad technique, but maybe even worse, bad training leads to bad mindset. It’s important to understand that flawed mindset always leads to flawed technique.

How to Not Waste Your Trade Show Dollars in 2019

Selling Power

Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process. Prospecting and Sales Leads Sales Leadership

Time Is the Enemy of High-Quality, Complex Deals. Team Selling Is the Solution (Interview with Tim Sanders)


When you’re working a high-quality B2B deal, the biggest enemy to success is time.

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

How FLEXE’s Dominic Atkatz gets his new SDRs phone-ready in two-and-a-half weeks

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dominic Atkatz, Sales Development Manager at Seattle-based FLEXE. The post How FLEXE’s Dominic Atkatz gets his new SDRs phone-ready in two-and-a-half weeks appeared first on Predictable Revenue.

WebSummit Presentations

For Entrepreneurs

I presented on two topics at WebSummit 2018 in Lisbon on November 6th. The slides and videos of those two presentations can be found below.

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Sales Kickoffs and National Sales Meetings—What’s Your Approach?


Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO).

2018 SAAS Private Survey Results- Part 1

For Entrepreneurs

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~385 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey! Thank you also to David Spitz (@dspitz) and the team at KBCM Technology Group for their. Startup Help SaaS SaaS business Sales & Marketing Machine Sales and Marketing

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Negotiation Scorecards: Why You Need Them for Sales Team Negotiation

criteria for success

Are you a sales leader looking to improve your sales team negotiation tactics? Start with a negotiation scorecard! Scorecards tend to take us back to the times we played or watched sports at school.

How to Use Visuals to Enhance the B2B Buyer’s Journey


Making a purchase in a brick and mortar store is an inherently visual experience. Customers typically look through a number of items, spot something they need or want, and put their hands on the product before deciding to buy it. The modern B2B buying journey, on the other hand, is much more complex.

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Decisions Made Easy: A Sales Manager's Strategic Cheat Sheet

The Center for Sales Strategy

How many decisions does a sales manager make in day? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers. So, how do they do that? sales strategy sales performance sales management coaching

Top Sales Books for Enterprise Account Executives


Succeeding in enterprise requires mastery of many complex and constantly moving parts. But as an account executive working on enterprise accounts, you only get to work on a limited number of deals per quarter. You can only look at a small slice of enterprise.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Do You Ask ‘Why’ to Expand Opportunity?

Smooth Sale

The question of ‘why’ provides insight that leads us to being able to expand opportunity. Some people may be put off by the style of questioning. But by sticking to the method, we qualify the better matching clientele.

My Simple Secret for Maintaining a Healthy Database


Traditional database maintenance usually involves some combination of list vendors, professional database cleansing services, email scraping, and good old fashioned personal outreach. There’s no perfect process.

How to Maintain a Client Relationship After You've Won the Sale

Janek Performance Group

After a lot of hard work and effort, you or your team has landed the sale and revenue is coming in. But that doesn’t mean the sales process is over. In fact, a new phase begins – maintaining the relationship.

5 Popular Sales Metrics That Destroy Sales Performance

Hubspot Sales

In 1997, Billy Beane became the General Manager of the Oakland A’s. The A’s had the lowest payroll in Major League Baseball and in the four full seasons before Beane became GM, the A’s averaged less than 70 wins a season.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

How Incorporating Core Values Into Your Interview Process Can Be a Competitive Differentiator


A strong foundation of core company values is crucial to building the right culture — and the right team. Anchoring your interview process in your company’s core values attracts the sort of hires who will not only complement your company’s vision, but help you achieve it. thought leadership

Active Listening Tips, Part Two

Selling Energy

Today, we’ll continue with active listening tips. active listening


A Sales Leader’s Guide to Effective Negotiations

Carew International

As a sales leader, when it comes to being involved in the negotiations between your sales team members and their clients, it is important to know where you should be dedicating your time! This free white paper offers insights to help you ensure you are adding value in the right places during the negotiations process…. If you are reading this white paper, you likely perceive issues with the negotiations skills of your sales team.

Following up about meetings


Last week, I asked for your feedback on some ideas we’ve been tossing around about meetings. I learned a lot from all of your responses. Here’s a summary of my takeaways: On holding a no-meeting day. Many companies hold no-meeting days. By far, the most popular day of the week for this was Wednesday.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Conversation Intelligence: Your New Outsourced Sales Development Tool


Our co-founders David Stillman and Steve Richard are no strangers to outsourced sales development. Before entering the SalesTech world, they built a best-in-class outsourced appointment setting firm, Vorsight. How have they remained best-in-class? Much of it is due in part to conversation intelligence technology. See how call intelligence software is making outsourced sales teams better and improving client satisfaction. What is Conversation Intelligence Software?

Selling Power Blog – The Popularity and Pitfalls of Online Sales Training

Carew International

The attraction of online sales training is easy to understand. But as training specialists, it has long been hard for us to accept this trend. The unique dynamic of in-class training sessions to facilitate cultural alignment, team-building and problem-solving are all too imperative to the learning process to be neglected as they are in online sales training.



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