February, 2018

Transforming a Marketing Organization to Generate a Successful Exit

Sales Benchmark Index

Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you. Marketing Strategy Video market strategy

One of the Most Effective Technologies To Gain New Customers

Fill the Funnel

Are you ready to dig into one of the most effective technologies for gaining new customers? Exit Intent Technology and Pop-Ups Don’t let the terminology intimidate you. It sounds complex but it is actually straight-forward and very easy to implement once you understand the idea.

Three Ways to Handle the Price is Too High Objection

Inside Sales Training

Are you still ad-libbing a response to the “your price is too high,” objection?

Measure Change in Sales Effectiveness without Numbers and Metrics

Understanding the Sales Force

We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there.

An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

More Trending

Master Zapier and Automate The Tedious, Repetitive Activities In Your Business

Fill the Funnel

Making the decision to automate some parts of your business activity can bring solid results. For years, I have been telling my clients and audiences to “tech the tedious and automate the repetitive” A while back I wrote about Zapier and IFTTT and shared examples you might benefit from.

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Why Motivation Isn’t Enough

Inside Sales Training

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to.

Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?

Understanding the Sales Force

Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It's the same garage, but now it looks awesome.

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How to Engage Prospects to Identify True Interest

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Erroin Martin , VP of Sales for Conversica.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

How to Leverage Competitive Intelligence to Win Deals

DiscoverOrg Sales

Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. In fact, the tech stack isn’t just part of competitive intelligence – it’s the critical heart. In order to target the right prospects with relevant talking points, this information is key.

Elevate Sales Ops from Tactical Grunt to Strategic Partner

Sales Benchmark Index

Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.

5 Tips to Improve Sales Productivity

Increase Sales

Sales productivity is simply the actions necessary to secure the business results that are delivered from your sales goals. When productivity is high, the results should also be high unless there is a lot of lost potential or waste happening with the daily actions. Here are some simple tips that will help you realize greater results by improving your sales productivity. #1 1 – Have a sales plan and more. Without a plan, you are trying to hit a moving target.

I Doubled My Income in 90 Days Using This Technique

Inside Sales Training

Seems too good to be true, doesn’t it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

What Salespeople Can Learn from Josh McDaniels Gutsy Reversal

Understanding the Sales Force

If you follow American football even a little, then you were paying attention this week when the Philadelphia Eagles defeated the New England Patriots to win Super Bowl VII.

26 SalesTech Leaders Answer the Most Important Question: “WHY”

Smart Selling Tools

Sales tech decision makers suffer from information overload and have to wade through a lot of marketing hype. It doesn’t take long for decision fatigue to kick in. That’s why we publish helpful and free resources—to reduce those frustrations and cut through all the noise.

True Love or Bad Data? (Database Dating Advice for the Brokenhearted)

DiscoverOrg Sales

Is your relationship with your database true love … or more like love-hate? For too many marketers and sales professionals, the relationship with the database is complicated, unsatisfying, and fails to live up to its potential. To you, we say, dry your eyes: This Valentine’s day, DiscoverOrg’s data relationship advice expert is here to solve your stickiest data dilemmas. Get ready to fall in love with your data all over again. 4 best database dating advice for the brokenhearted: 1.

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When is the Right Time to Deploy CSMs?

Sales Benchmark Index

In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Does Sales Lead Generation Really Require a College Degree?

No More Cold Calling

Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him.

Cold Calling: Stop Pitching the Gatekeeper

Inside Sales Training

Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees.

Easiest Way to Assess Degree of Sales Success

Understanding the Sales Force

Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness.

AI: The Answer to the Ongoing Sales Content Dilemma

Smart Selling Tools

Do your sales people have what it takes to be successful in educating, engaging with, and selling to your customers?

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

It’s no small investment to send salespeople to trade shows: Airfare, hotels, meals, transportation, and swag are just a few expenses – in addition to a lot of time. All attendants expect to see a return on that investment: leads. Lots of warm leads. And collecting a handful business cards doesn’t cut it. We have trade show prospecting down to a science. Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year.

How to Execute a High Performance SDR Team

Sales Benchmark Index

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.

Why Are You Not Using the Telephone to Sell?

The Sales Hunter

A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […]. Blog Professional Selling Skills Prospecting phone prospecting sales skills selling telephone skills

Emotions Are Your Customer Experience Reality

Increase Sales

Emotions are the common thread that bind humans beings. And it is those very same emotions that are guiding each and every customers experience specific to the points of connection. Again, points of connection are everything your customers see, hear, touch, smell, taste and feel. Extensive customer service research by Rosenberg has shown customer behavior can be predicted by emotions.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Glue - The Missing Element That Makes Every Sales Training Initiative Successful

Understanding the Sales Force

I still conduct a limited amount of training with some of my personal clients. We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly every geography across the globe.

Sales Tech Game Changers: How to Get Contracts Signed 21x Faster

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign.

How to Prospect at Trade Shows: The Ultimate 10-Step Checklist

DiscoverOrg Sales

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. People can check out different demonstrations, network, and even enjoy the occasional sponsored concert or hosted bar. Yet through all the excitement, how do you connect with new contacts? We asked Jake Shaffren, our Director of Sales Development at DiscoverOrg and trade-show prospector extraordinaire, how he approaches the process.

Generate Shareholder Value with a Sales Transformation

Sales Benchmark Index

Our guest on SBI TV is Jack Molloy, Executive Vice President of Worldwide Sales for Motorola Solutions. Jack has transformed the sales force and generated tremendous growth in shareholder value. Jack is here today to share how he made that.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)