December, 2017

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Improving Company Culture Starts With Wellness

No More Cold Calling

An increasing number of employers have connected the dots between employee wellness and improved workplace productivity. That’s why it makes so much sense for businesses to emphasize wellness as part of their company culture. In fact, 72 percent of companies in the Society for Human Resource Management’s 2016 Employee Benefits survey said they currently offer some form of wellness program, .

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5 Ways to Supercharge Your Sales Enablement Efforts

DiscoverOrg Sales

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013.

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10 Good Practices to Foster A Growth Mindset Culture in Your Class

The Pipeline

December 31, 2017 Wishing all of of our readers here in EdTech and mLearning a wonderful and happy new year, a year full of success, love and happiness. For today’s post we are sharing with you.read more.

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Tackling the Impossible Sales Challenge

Jill Konrath

How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

Sports 240
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Santa Facing Increasing Pressure to Stop Using Reindeer

The Sales Heretic

Animal rights group, People for the Ethical Treatment of Animals (PETA), added its voice to the chorus of organizations calling on Santa Claus to end his practice of using reindeer to pull his sleigh. “Reindeer are proud, majestic, noble creatures who deserve to live independent, cruelty-free lives with their families,” reads PETA’s statement. “By keeping [.].

More Trending

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Why Introverts Are Better at Asking for Referrals

No More Cold Calling

You don’t have to be the life of the party to succeed in sales. She lights up a room when she walks in. She doesn’t have to say a word, but you know she’s there. She looks for every opportunity to show up—at parties, networking events, conferences, you name it. She thrives on the interaction. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts.

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7 Ways to Get More Women in the Sales Profession (and Keep Them)

DiscoverOrg Sales

Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.

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3 Lessons that Apply to Every Sales Call No Matter What You Sell

Understanding the Sales Force

It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker. It's truly a magical show and even though the primary dancers change from year to year, the execution of the show's script and musical score is flawless. Several years ago, during one of the performances, it dawned on me that the orchestra's role in the show correlated very nicely to an effective sales presentation.

Sales 229
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8 Sales Enablement Predictions for 2018

Sales and Marketing Management

Author: Jim Ninivaggi Time to dust off the crystal ball. As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Donning the analyst hat I wore in my previous role – and also pulling from experiences I have with our sales team and customers every day – here are my sales enablement and readiness predictions for 2018: 1.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Only 1 in 7 Sellers Do This Crucial Skill

Jill Konrath

I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.

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Merry Christmas

The Pipeline

Join us for some Christmas cheer at out new site www.TiborShanto.com. The post Merry Christmas appeared first on Renbor Sales Solutions Inc.

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Stop Buying Digital Snake Oil for Your Account Based Sales Team

No More Cold Calling

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. She finally asked her team: “Did you ever close business over email?

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Your Job is Not to Sell Anything

The Sales Heretic

A lot of people hate selling. But that’s because they have the wrong idea of what selling is. Too many people believe that sales is about manipulating prospects into doing something they don’t want to do. That it’s about conning a person into buying your product instead of someone else’s. That it’s about doing whatever [.].

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Which is Worse - Crappy Salespeople or Crappy Sales Managers?

Understanding the Sales Force

In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.

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Can motivation be coached?

Sales and Marketing Management

Author: Paul Nolan When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.

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17 Sales Tips On How To Progress To Close The Sale

MTD Sales Training

When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision. Here are some tips that will help you when you get to this important point in the sale. 1) Don’t think of the close as a close !

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Selling To Sybil

The Pipeline

By Tibor Shanto. I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. I worked with a company that had very clear and detailed outline of the various personas (or is it personae?), they sold to, each based most on their corporate roles.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Is Failure an Option for Your Account Based Selling Teams?

No More Cold Calling

If your sales reps miss quota this year, they might not deserve the blame. “We’ve never lost an American in space; we’re sure as hell not going to lose one on my watch. Failure is not an option.” This famous line from the Apollo 13 movie is delivered by Ed Harris, who plays NASA flight director Gene Kranz. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota.

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Millennials Matter: Coaching, Mentoring, and Developing Millennials

Steven Rosen

Book Review Millennials Matter: I have been asked by so many senior sales leaders “what is the best way to coach , mentor and develop Millennials?” With so many seasoned leaders retiring at a record pace, they are concerned that many Millennials just aren’t ready to fill the gap by moving into leadership roles. In fact, many of us complain about this generation.

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14 Sales Topics That Readers Cared About Most in 2017

Understanding the Sales Force

As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below. And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. I'll republish the Nutcracker article early next week.

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Why Being Stuck In the Office Over the Holidays Is a Lucky Break

Sales and Marketing Management

Author: Mike Scher If your sales teams reduce their outreach during the holiday weeks because they think anyone who matters is on vacation, they shouldn’t. This is actually an optimal time of year to reach decision-makers. Data has shown that the best sales-booking days of the year are holiday weeks. Move your fingers away from the cookie plate and back to your phone to get your sales pipeline jumping again.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Sales Topic Revisit - Is Sales-Productivity an Obsolete Goal?

Score More Sales

Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion. Today we look at a LinkedIn post by Billy Bob Brigmon, Sr. Principal, Emerging Sales Talent & Innovation at Workday.

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3 Reasons Your Prospecting Messaging Fail

The Pipeline

By Tibor Shanto. Last week another social warrior decided to take to the soap box, and tell us why cold calling is dead, and for him and his followers, it may be, but it can still play a role in your sales and prospecting success. As is my nature, I took issue with their thinking, but as I read my post , I realized that I had glossed over a key point.

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How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

The road to landing your product or service in customers’ hands is not a direct route. There is much twisting and turning along the way to close-won. At first glance, it might seem random, but every account won has a rhyme and a reason – if you dig into it. Taking control of each step helps to better evaluate and scope your needs. Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct pote

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In A Sales Slump? Here Are 7 Ways To Boost Your Confidence & Motivation

MTD Sales Training

It happens to us all. Even though you are doing the same things that you were doing when sales were up, you enter that phase where nothing closes, no-one wants to talk to you and the competition start taking over. It can be enough to drive you to depression. But it needn’t. Here are some tips that will improve your motivation and drive when things aren’t going according to plan. 1) Remember that ‘motivation’ is temporary.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Is the Onboarding of New Reps Your Achilles Heel?

SBI Growth

Joining us for today’s show is Jeff Harris, the Chief Business Development Officer for Millar. Jeff answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to provide guidance on how to onboard and train reps quickly. Turn to the Sales Enablement.

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7 Conditions to Create a High-Performance Sales Environment

Sales and Marketing Management

Author: Bob Junke, CEO, Adventace A vice president of sales recently said to me, “Creating a high-performance sales environment is what sales leaders dream about, but most have no idea how to do it.” But the dream is not as elusive as it might seem. A high-performance sales environment is one where the conditions conducive to a successful sales culture have been put in place – resulting in predictable, continuous, metric-based performance improvement.

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10 Things You Need to Do Now for Sales Success in 2018

The Sales Hunter

This is it! The end of another year. How did you do? More importantly, how does next year look for you? Success is not what you did yesterday. Success is what you will do today, and with that it’s time to start moving forward. Here’s my list of 10 things you need to do now […].

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