Sat.Sep 15, 2018 - Fri.Sep 21, 2018

The “Chaotic” Buying Process

Partners in Excellence

We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it should help us help the customer in navigating their buying process.

The sales rep exodus is coming… here’s how to stop it.

Openview

Every year around this time, I see a lot of messages that look like this: This isn’t a rep who is failing and has to make a move… it’s a talented person who will be actively open to/looking for a new role because something is missing in his current one.

Churn 79

A Little Healthy Competition: Enabling the Competitive Nature of Sales

LevelEleven

It’s no secret that sales reps have it tough, and their jobs are only getting tougher. A 2018 State of Sales Enablement report shows that nearly 70% of respondents reported that their company’s sales process were becoming more complex.

The Hidden Cost of Being Helpful

Smart Selling Tools

“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing.

Survey 129

See the PureCloud call center in action

All cloud contact centers are not created equal. Register now for an upcoming live demo covering supervisor, admin, and agent experience in PureCloud!

Call low

Sales 2.0

I used to do it. I would get to the office extra early and I’d start dialing before 8AM. I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning.

Eleven Ways to Boost Your Presentation Skills

The Sales Heretic

Whether you’re a salesperson, executive, or business owner, presentation skills are vital to your success. But presentation skills are rarely taught in school, and too many companies don’t invest in such training for their people.

More Trending

Confusing Customer Service Delivery with Customer Experience Delivery?

Babette Ten Haken

Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles.

Open Ended Sales Probing Questions for Qualifying Prospective Clients

Inside Sales Training

A Simple Lesson From the NFL to Close More Business. By Mike Brooks, [link]. Learn the top strategies, ideas, ways and examples on how to increase sales qualified leads with the top open ended sales probing discovery questions for qualifying prospective clients. Ahhhhh…. The NFL is back!

The Account Manager Position is an Endangered Species

Sales Benchmark Index

The emergence of the Customer Success Professional is an existential threat to account managers. As you create your headcount plan for 2019, you’re starting to think of how to cover your accounts, and whether you need Account Managers, Customer Success.

The Process that Could Be Making You Non-Compliant, Without You Even Knowing

Sales and Marketing Management

Author: Jeffrey Weil Thanks to the surge of high-profile and costly cyberattacks in the last year, coupled with the General Data Protection Regulation (GDPR), businesses everywhere have been making security and compliance their No. 1 priority.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Are You Tracking the Right Referral Metrics?

No More Cold Calling

Do you have the wrong KPI? If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted.

Agile Selling & Improved Efficiency Starts With Management Practices

Connect2Sell

To improve a sales team’s efficiency, I start by assessing the team’s sales enablement efforts. In many sales organizations, the attempts to enable are actually disabling sellers by creating staggering inefficiencies and, even worse, impairing sales effectiveness.

The CMO’s Key to Return on Marketing Investment: Persona Driven Lead Generation

Sales Benchmark Index

The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. The problem? It is in the statement. Activity. Activity.

Data Shows 1st Year Sales Improvement of 51% in this Competency

Understanding the Sales Force

I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.

Data 203

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Worst 4 Letter Words In Sales

The Pipeline

By Tibor Shanto. No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. Given that there so many words, every day bringing more, that the word we’ll focus on today is a proxy for words rather than just one guilty word. The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking. Fear of Silence.

Vendor 198

Happy Gibberish Day!

Sales 2.0

Hi John, This is Nigel calling from Sales Software 2.0. We’ve created a unique AI solution that works with big data at a systems level to suggest the best methodology to use in your cloud CRM. We do this by using distributed geometric parallel processing.

Announcing The JBarrows Certified Platform Partner Program

John Barrows

In 2012, during one of John’s month-long globe-trotting sprints delivering the Filling The Funnel and Driving To Close training on-site, we realized we were at terminal velocity. The number of customers and sales teams we could work within a given year was maxed.

Funnel 195

Lead Management: An Emerging Key Factor in Applying the Tech Stack to Sales

Sales Benchmark Index

Are you still stuck using legacy CRM’s to drive your Lead Management process? CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization. While they provide a lot of.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

Reading Time: 6 minutes One of you. 171,000 other people. 27,000+ sessions. 150 after-parties. Free swag for days. The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals.

5 Video Meeting Mistakes To Avoid At All Costs

MTD Sales Training

Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do it correctly and it can work wonders for you. Do it wrong and it can ruin the sale completely! Here are 5 mistakes to avoid at all costs!

Sales Tech Game Changers: @Bigtincan – How to Learn Faster, Sell Smarter, and Win More

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 Patrick Welch , President and CMO of Bigtincan.

Retail 126

What Does World Class Pipeline and Forecasting Management Take?

Sales Benchmark Index

Everyone knows that as a highly effective sales leader you should inspect the key leading and behavioral indicators of your team as a predictor of future sales success. What always amazes me is how many sales organizations just do the.

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.

Your Ideal Buyer is Not Your Ideal Buyer

The Sales Leader

It’s time to forget about the idea of an “ideal buyer.” ” That’s right, forget about it. Times have changed. There is no longer a single person who starts and stops all buying decisions.

Buyer 110

The Ultimate Guide to Entrepreneurship

Hubspot Sales

Entrepreneurship is the process of starting (or improving upon) a business with the ultimate goal of making a profit. It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation.

Lean startup experiments: Hiring humans instead of building technology

Close.io

Back in the days when we ran our sales consultancy and sales outsourcing company, we did a lot of cold calling for Silicon Valley technology companies. One of our clients was selling software directly to doctors. And the main challenge we had with this was that doctors are really hard to reach.

New Sales Comp Plan? HR’s 5 Must Dos

Sales Benchmark Index

Sales 185

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Your Sales Prevention Department | Sales Strategies

The Sales Leader

have a question for you: do you have a sales prevention department? You most likely do and don’t even know it.

Aligning With The Customer Buying Journey

Partners in Excellence

We know we have to align our marketing and sales processes with the customer buying journey. That used to be simple when we considered the buying journey to be relatively linear.

What Every Founder Needs to Know About Survivorship Bias

Hubspot Sales

Have you ever heard someone say, “ Music was so much better in the 1960’s? ” It’s easy to scroll through a list of hits from this era and agree -- but this is a prime example of survivorship bias.

Churn 94

Perfect Your Market Entry Strategy

Sales Benchmark Index

Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Walt Megura, the Vice President of Emerging Industry Segments and Channels for Ericcson, one of the leading providers of Information and Communication Technology (ICT) to service providers, with about 40% of.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?