Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Your first priority is to deliver the best sales content that will move deals through the pipeline. Activate Content.

Revenue 128

Revenue Scale Collateral Harvest 128

SalesLoft

NOVEMBER 16, 2023

Each time your team records a sales call, you gain access to critical insights that improve handoffs, progress deals faster, and upskill reps. A better way to use conversation intelligence across each stage of the sales process is to integrate the data with your team’s existing workflow. It improves sales outcomes.

Sales Process 52

Sales Process Conversion GoldMine Infusion 52

BuzzBoard

FEBRUARY 5, 2024

But what is generative AI? When applied to sales, generative AI becomes a powerful tool for personalization, enabling salespeople to create highly tailored and relevant content for their outreach and engagement with prospects. With GenAI or generative AI, this entire process accelerates. Read our detailed perspective.

Competition 52

Competition Scale Social Media Trends 52

The Pipeline

SEPTEMBER 28, 2021

I know what you’re thinking, “not my team.” Yet every time we do an exercise around what “you sell”, we see a different result. Momentum helps you focus the prospect and helps the prospect gain momentum to what they want to achieve. In almost all cases, sellers answer that question in the form of the deliverable. In The Intro.

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

No More Cold Calling

AUGUST 10, 2017

Or you can call it what I’ve always called it: referral selling. According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. What does it mean? Either way, it works. Why P2P Works for B2B.

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

Sales and Marketing Management

JUNE 26, 2017

Your VP of sales looks at you out of desperation and asks if there is anything marketing can do to help accelerate the pipeline/improve the win rate? What About the Other 90 Percent? If a 10 percent conversion rate is good, what about the other 90 percent? Yet this is not enough.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Allego

JANUARY 10, 2024

The new darling in this arena is generative AI (gen AI), and it is transforming how revenue enablement teams do their jobs and elevating their performance. Sales and marketing teams are reaping the benefits of this technology, as vendors add generative AI capabilities to their sales enablement platforms.

Top of Funnel 71

Top of Funnel Social Media Revenue Buyer 71

Zoominfo

JULY 23, 2021

Acclaimed data expert and serial entrepreneur Peter Gentsch says in his book, AI in Marketing, Sales, and Services : “To the user, chatbots seem to be ‘intelligent’ due to their informative skills. It enables teams to set up preset responses that help prospects find what they are looking for. Here’s how: 1.

Ideal Customer Profile 130

Ideal Customer Profile Conversion Top of Funnel Marketing 130

Zoominfo

JULY 8, 2021

Sales reps and marketers that use ZoomInfo and Microsoft Dynamics 365 are about to see their day-to-day lives get easier thanks to a new collaboration between the two companies. This integration allows customers to accelerate their sales and marketing efforts by using ZoomInfo’s best-in-class data while never leaving Dynamics 365.

Data 130

Data Microsoft Decision Maker CRM 130

Zoominfo

JULY 23, 2021

Acclaimed data expert and serial entrepreneur Peter Gentsch says in his book, AI in Marketing, Sales, and Services : “To the user, chatbots seem to be ‘intelligent’ due to their informative skills. Without these capabilities and high-quality data, sales teams that implement chat can be overwhelmed by poor-quality leads. Here’s how: 1.

Ideal Customer Profile 130

Ideal Customer Profile Conversion Top of Funnel Marketing 130

Hubspot Sales

MAY 7, 2024

Overnight (or at least that’s what it felt like), I suddenly wondered whether AI would wipe out my entire business. Instead of biting my nails to the bone over what AI could do, I positioned myself as a writer who could do what AI couldn’t. Table of Contents What is Entrepreneurial Competency? More on that later.

Outsourcing Services 59

Outsourcing Services Scale Pivotal Examples 59

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training.

Training 62

Training Hiring Objections Coaching 62

BrainShark

MAY 31, 2023

While employee cutbacks and attrition are widespread across sectors and roles at the moment, these numbers are especially concerning for sales— a department with historically high turnover at the best of times. But what exactly does time to competency mean, how do you track it, and most importantly, how do you improve it?

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Retention Hiring Commission 86

Allego

FEBRUARY 20, 2024

Accelerated productivity: Seamless onboarding ensures quicker adaptation, leading to faster integration and output. Everboarding for Sales Reps Explained in 9 Steps The everboarding experience begins with a new hire’s handshake at the time of offer and continues through the tenure of their employment.

Hiring 71

Hiring Strategy Buyer Persona Retention 71

Chorus.ai

AUGUST 23, 2021

Gartner's Dan Gottlieb recently joined sales leaders Steve Bryerton and Thiago Sá Freire to talk about the incredible insights that Conversation Intelligence (CI) offers Revenue teams. We're just here to enable you to be the best version of yourself." Watch the Video. Watch the Video. Watch the Video. Watch the Video. Watch the Video.

Data 62

Data Face-to-face Video Sales Automation 62

Allego

DECEMBER 11, 2020

If you’re a marketer supporting a sales team, you’ve got a lot on your plate. Sales enablement has never been more important than it is today. More than ever, you have to be flexible, responsive, and closely aligned with your sales teams. One-third of marketing and sales teams don’t talk regularly.

Collateral 83

Collateral Marketing Harvest Scale 83

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Allego

NOVEMBER 2, 2021

B2B sales have changed—perhaps forever. Your sales reps have only about 5% of a customer’s time during their buying journey, according to Gartner. B2B sales are also much more complex and lengthy than those of the past, often taking months (even years) and numerous touchpoints to close. Product marketers know what’s at stake.

Closing 125

Closing Strategy Video Collateral 125

Sales Hacker

OCTOBER 27, 2021

Artificial intelligence (AI) for sales – buzzword or solution? AI-driven sales tech is emerging as a practical answer for many of the challenges facing sales leaders, trainers, managers, coaches, and sales enablement pros. B2B sales is evolving, and the Zoom boom of 2020 has only accelerated those changes.

Scale 102

Scale Remedy Sales Qualified Lead Coaching 102

Showpad

JANUARY 12, 2023

Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. .

Scale 59

Scale Sales Enablement Lead Rank Lead Scoring 59

Allego

DECEMBER 22, 2020

Great sales content drives conversations—and results. In many organizations, a sales enablement team drives the creation, distribution, and management of sales content. All this content needs to be easy to consume and reusable across the sales organization. Why Sales Content Isn’t Used. Why is that?

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Sales and Marketing Management

JUNE 16, 2017

Lesson #1 : To expand market share, use “what if” analysis to leave your comfort zone and create new opportunities. What did Butterfield mean? He explained that Slack was not just a chat system but a vehicle for “organizational transformation.”. The most famous example? Airbnb penetrating Craigslist’s marketplace.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

Showpad

JUNE 29, 2021

Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. Enablement for GTM teams becomes the engine to drive adaptive selling behaviors in a digital world. Showpad’s 2021 Modern Selling Study proves that enablement is more important than ever.

Study 111

Study B2B Face-to-face Report 111

Highspot

NOVEMBER 25, 2020

Not only are they key to landing your go-to-market strategy for the upcoming year, but one of the few times your entire sales team will be together, making them valuable opportunities for camaraderie and connection. What are the best 2021 sales kickoff themes??. What Makes Sales Kickoff Training Effective?

How To 122

How To Education Maximizer Motivation 122

BuzzBoard

NOVEMBER 24, 2023

The logic behind is pretty simple—the intensifying competition keeps disrupting the market as a chain reaction, compelling SaaS businesses to reinvent their marketing and sales time and again. Often, software service providers find themselves on a perpetual quest for innovative strategies to not only survive but thrive.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile Account Infusion 52

Vengreso

MAY 30, 2019

For the first time ever on the #SellingWithSocial podcast, my guest and I address how sales organizations can identify and build relationships with channel sales partners to drive sales. Learn how to work with channel partners to multiply #sales. Channel Sales Partners Are Where 75% Of Your Business Comes From.

Channels 107

Channels Revenue Influencer Google 107

Allego

JUNE 19, 2020

L&D and sales training professionals have tackled tough challenges in a short amount of time as we all figure out the best way to communicate and collaborate with each other. 15 Most Popular Sales Training Webinars. How to Prove the Value of Your Sales Training Program. How to Drive Performance for Remote Sales Teams.

Webinar Metrics 98

Webinar Metrics Training Hiring Face-to-face 98

Mindtickle

NOVEMBER 4, 2022

It’s never been harder to be a sales enablement professional. The pressure to accelerate ramp times and improve sales onboarding often doesn’t come with more headcount and budget. Sales enablement programs: What they are and why they’re important for sales teams. Sounds impossible?

Sales Enablement 52

Sales Enablement Scale Exercises Video 52

Mindtickle

JANUARY 19, 2021

This is not something that we as humans have really invested a lot of time and effort in, so now we must accelerate learning how to sell virtually and develop new skills. Rather than trying to get everything in your sales people’s heads from the start, equip them with the 20% they require to get them in the field and start being productive.

Face-to-face 95

Face-to-face Telemarketing Distribution Vendor 95

Close.io

FEBRUARY 21, 2020

We have lot's of interesting topics to discuss from the world of sales this week: sales cadence, battle cards, social selling, and much more. This week's Sales Brief will equip you to accelerate your sales productivity , inspire you to pick up the phone and start cold calling , and prep you to ace that next product demo.

Cold Calling 62

Cold Calling Social Selling Sales Enablement Retention 62

Janek Performance Group

MARCH 14, 2023

Before you jump into the deep end, it’s essential to understand what it takes to be successful in this role. As a salesperson, your primary goal is to drive sales and increase profits for your company. The first step in maximizing your success as a salesperson is to understand the basics of what it takes to succeed in this role.

Hiring 62

Hiring Ideal Customer Profile Maximizer LinkedIn 62

SBI

FEBRUARY 7, 2019

Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. What I got was an insight into modern, data-driven territory planning. Everyone assumes they are all-star sales geniuses.

Territories 87

Territories Revenue Data CRM 87

Gong.io

SEPTEMBER 29, 2022

But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. What exactly is sales AI? And how can you incorporate this technology into your sales process? . What is sales AI?

Lead Rank 62

Lead Rank Lead Scoring Hiring Forecasting 62

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams.

How To 84

How To Decision Maker Retention Referrals 84

Anthony Iannarino

AUGUST 13, 2020

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. All of this is true, and none of it means you no longer need a sales process. What Is the Sales Process?

Sales Process 118

Sales Process How To eBook Sales Qualified Lead 118