Sat.Jan 26, 2019 - Fri.Feb 01, 2019

Does Lack of Intelligence Put Your Corporate Strategy at Risk?

Sales Benchmark Index

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

The 5 Metrics That Should Matter Most to Sales Managers

Sales and Marketing Management

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met.

Not Fake News: 4 Ways to Double-Check Your Sales Data

DiscoverOrg Sales

The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. presidential election and ensuing claims about what information is factual, and what is … “alternative facts.” ” In sales, accuracy is paramount.

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Crikey, I Shipped It!

Bernadette McClelland

I have always said to my kids, ‘behave yourself because you never know who’s watching’. Like all kids, without fail, they listen to their mum (she says tongue in cheek!). But the point I am making is you never know who is watching you.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

To Err Is Human

The Pipeline

By Tibor Shanto. I have written in the past about how “ perfection is overrated.” The quicker you realize that the more productive you’ll be. As with many things in sales, it comes down to focus. There is no secret that I am big on execution, but always with the question “To what end?”

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More Trending

Nine Attitudes for Sales Success

The Sales Heretic

Ask any sales expert, and they’ll tell you that the right attitude is essential for success. But it’s not just one attitude that’s necessary—there are several. I would suggest there are nine different—but related—attitudes you need to nurture in order to be successful in sales.

How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time.

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Here’s Why Changing Your Comp Plan Could be Your First Mistake of 2019

Sales Benchmark Index

Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.

5 Essential Tips For Sales Managers For Running Better Sales Meetings

MTD Sales Training

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of.

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.

An Easier Way to Coach Salespeople - For a While

Understanding the Sales Force

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching).

Deep and Active Listening Skills for Sales

John Barrows

One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc. Besides putting down the distractions, and focusing on the conversation you’re having, there are a few tactical things we can all do to become better listeners. Episode 81 of the Make It Happen Mondays podcast featured an expert in deep listening, Oscar Trimboli.

How Operating Partners Can Kickstart Growth for their Portfolio Companies with Six Steps

Sales Benchmark Index

Download our Cross-Industry Benchmark Assessment Tool to help identify areas that need to be strengthened in your own company, to isolate what industries you should look to for cross-industry benchmarks, and for a step-by-step guide of who to engage at.

Avoid these 3 Mistakes when Dealing with the Gatekeeper

Mr. Inside Sales

Are you still getting screened out by the gatekeeper ? Are you still getting interrogated with questions like: “Will he know what this call is about?”. “Is Is she expecting your call?”. If you are, then chances are you’re still making one of three fundamental mistakes listed below.

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.

I'm Sorry But Your Sales Process Sucks

Understanding the Sales Force

Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process.

Proactive Prospecting Goodies

The Pipeline

By Tibor Shanto. Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast.

Stop Accepting "Think It Over (TIO)"

Anthony Cole Training

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

Is Marketing Execution Your Achilles Heel?

Sales Benchmark Index

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.

Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

DiscoverOrg Sales

We’ve all used chatbots. Sometimes they look like a pretty young receptionist named Kim, sometimes they look like robots … but sometimes chat is a different animal altogether.

If You’re Not Scraping Data, You’re Losing Revenue

Sales and Marketing Management

Author: Greg McBeth Any sales leader would love to wave a wand and instantly find good-fit companies with interested buyers. Although building a successful pipeline and closing deals are hardly things that happen instantaneously, the process doesn’t have to be entirely arduous.

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Sales objection: We're already doing this in-house

Close.io

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection: “We’re already doing this in-house. Why would we hire you to do it for us?”.

SBI’s December 2019 CMO Newsletter

Sales Benchmark Index

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Sales Training Playbook by Lessonl

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

7 Elements of “Insanely” Persuasive Product Demos

Gong.io

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure.

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Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance.

Why Are You Still Cold Calling? January Referral Selling Insights

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out.

SBI’s January 2019 CSO Newsletter

Sales Benchmark Index

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book The Expert’s B2B Revenue Growth Playbook, to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

The Top Five Strategies to Drive Sales Productivity

Openview

Editor’s Note: This article first appeared on Highspot’s blog here. . Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks.

Great Habits Start With Simple Things

Partners in Excellence

This post is another of my learnings on my personal learning journey on micro improvements. There are two habits I’ve realized are critical to my productivity that are enormously simple, but it’s taken a long time to recognize them.

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Why Are You Good?

Engage Selling

Why are you good? Seriously. Have you asked yourself this question before? Let’s face it. Salespeople often come with healthy egos, to put it lightly. The good ones know that they’re good, but it’s vital to go beyond that.