Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

What Is Industrial Selling?

Hubspot Sales

While there are specific shared characteristics between all B2B sales, the industries they take place in require different levels of understanding and preparation on behalf of the salesperson. Because of this, industrial sales are more high-stakes and complex than run-of-the-mill B2B sales.


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Should You Hire Sales Reps Only From Your Industry?

Sales Benchmark Index

Article Sales Strategy SBI on Demand hire industry reps hire sales reps in industry industry expertise out of industry outside industry

How Business Services CEOs Are Responding to Industry Disruption

Sales Benchmark Index

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

6 Quick Steps On Expanding Your Industry Knowledge & Awareness

MTD Sales Training

How long have you worked in your industry? Sales Tips expanding industry knowledge industry awarenessThat’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Perfect Your B2B Segmentation With Custom Industry Categories


Most of us use the industry data field in our CRM and marketing automation. We often create segments and lists by using that industry information as one of our search and B2B segmentation criteria. It’s an important piece of information.

Improving Sales Performance | Media Sales Report | Effects of COVID-19 on the Media Sales Industry

The Center for Sales Strategy

Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry.

Media 110

How to Sell Value in a Transactional Industry

Hubspot Sales

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. If done properly, leaning into consultative selling can lead to good results — even in transactional industries.

Social Selling Applicability by Industry

Sales Benchmark Index

The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. If you are in an industry where social selling has high applicability, peddle faster. If you are in an industry where social selling has low applicability, ignore it. We track 19 industries. Therefore, I have developed three industry “clusters”. Use them to quickly determine if social selling is applicable to your industry.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

How Will Advances In Artificial Intelligence Change The B2B Data Industry?


Here’s a little secret from an expert in the industry: it’s impossible to curate perfect B2B data. It’s been called everything from the ‘ too dangerous to release ’ and the ‘ Robot Apocalypse ,’ to ‘overhyped,’ to ‘shockingly good.’.

The Tenbound Outsourced SDR Industry Buyer Framework


Top 3 Revenue Growth Trends Impacting the Financial Services Industry

Sales Benchmark Index

As the authority voice for mortgage and banking news to the finance industry, HousingWire is here today to share the top. Our guests on SBI TV are Clayton Collins, the CEO, and Jacob Gaffney, the Editor in Chief, of HousingWire.

Trends 160

Quit Accepting Industry Trends as the Norm

The Sales Hunter

I just got done hearing an interview regarding the findings of a consultant regarding the state of a particular industry. His findings were the industry has gone through tough times due to things bigger than the industry itself, namely the economy. The consultant stated how no one in this industry should be feeling bad their […]. Blog Consultative Selling Motivational Sales Speaker Professional Selling Skills Sales Motivation sales motivation

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Should You Hire Only From Your Industry?

Sales Benchmark Index

The trend over the last 20 years is to hire people from your industry. Most VPs feel if they do this their ramp time is quicker. The hire can be more productive in a shorter amount of time. And with the quarterly number looming, they need sales quickly. They also don’t have to spend their precious time training them. These hires might even bring some clients over to your company. Sales Leader Director of Sales Resources Talent Assessment Hiring for Sales Sales VP

CRM For IT Industry: Software Developers, Cloud Engineers, and More

Nimble - Sales

The global Information Technology Industry is forecasted to reach revenues of $4.8 The industry is as exciting to be part of as it is ridden with all sorts of challenges, big and small, including lack of skilled talent, cybersecurity issues, lack of agility, outsourcing […].

How Technology Best Practices Are Influencing the Healthcare Industry

Sales Benchmark Index

Technology Companies are years ahead of any other industry when it comes to leveraging data to inform key decisions in their Go-to-Market model. This trend is likely due to their high-margin, high-growth rates, & rapidly advancing products creating fiercely competitive.

Why Is Today’s Revenue Process Stuck in the Pre-Industrial Age?

Sales and Marketing Management

I've always wanted to make things more efficient, which is why I studied industrial engineering in college, and why I’ve always thought I would have been a great plant manager during the industrial revolution. Revenue Operations: the Industrial Engineer for the Revenue Process . I believe RevOps really is the industrial engineer for the revenue process. Author: Evan Liang You've probably seen me. I'm that guy standing in line looking slightly annoyed.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Tips from 27 Industry Experts Proven to Improve Sales Performance

Nimble - Sales

2020 has also been a year of many changes in the sales industry. The post Tips from 27 Industry Experts Proven to Improve Sales Performance appeared first on Nimble Blog. Salespeople have been facing new challenges, such as transitioning to selling completely online.

Stay Relevant During an Industry Shift

Sales Benchmark Index

Many industries are shifting. The definition of an industry shift is perhaps best understood by looking at a few examples. Here are three: Here is a New York Times article discussing how the trade show industry is getting flipped on its head. Here is a Financial Times article explaining how the telecom industry is changing more now than it ever has. The CEO is responsible for keeping his company relevant during an industry shift.

SAP CPQ for the Insurance Industry


Configure, Price and Quote software (CPQ) is a versatile tool that can, and should, be used by a variety of industries. One industry that is not always considered is insurance. Here are some examples of how CPQ can improve sales processes for the insurance industry.

SAP 48

How To Become The Best Salesperson In Your Industry

MTD Sales Training

We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” ” Among the many answers we get, [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Motivation best salesperson improving sales improving skills personal development

Promoting Customer Success with Diverse Learning Channels

Speaker: Chrissy Irvine, VP Customer Success, SmashFly, and Hannah Leary, Customer Success Operations Specialist, SmashFly

Whether it’s standing in line at the grocery store or in their Customer Education program, it’s no secret that today’s customers often seek out self-service options. Tune in to learn how (and when) to blend on-demand and instructor-led training, and discover why customer success and scaled education programs go hand-in-hand.

How to Overcome the, “Market, Industry, Economy is bad…” Objection

Mr. Inside Sales

You hear it all the time: “I/we can’t do anything now because the (fill in the blank with market or economy, or company, or industry, or budget, etc.) Here’s the only script you need to overcome the “Everything is terrible” objection and earn the right to meet or do a demo with your prospects: The next time you get any variation of the, “I/we can’t do anything now because the (fill in the blank with market or economy, or company, or industry, or budget, etc.)

2015 Sales Industry Predictions

HeavyHitter Sales

  What Should Sales Leaders Expect in 2015? 20 Top Sales Experts Share their Predictions in This eBook.              

Industry News: @KiiteHQ Extends AI Platform for Sales with Playbooks

Smart Selling Tools

Resources All Blog Article Industry News Interview Video Video Reviews. Industry News. Industry News. Industry News AI for Sales Kiite Kiite Extends AI Platform for Sales with Playbooks. Kiite , a leading provider of AI solutions for sales, today has announced the general availability of its open beta of Kiite Playbooks, a web-based extension of its chat-based AI. . The sales process is no longer a linear series of events driven by a salesperson.

Discussing the Sales Development Industry with David Dulany


In this episode, we discuss the current trends within the Sales Development space, the importance of knowing your industry as an SDR and the steps to finding success no matter the process.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Podcast 149: Building An Industry Leading Personal Brand With Justin Welsh

John Barrows

The post Podcast 149: Building An Industry Leading Personal Brand With Justin Welsh appeared first on JB Sales. If you haven’t seen Justin Welsh on LinkedIn, we’re not sure what’s gone wrong. Justin has one of the strongest personal brands out there, coming from sales and now working on building his own company. Would you like to know how he built his personal brand? Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

BigTinCan Launches Industry’s First Sales Enablement Platform for Adobe

Smart Selling Tools

BigTinCan Launches Industry’s First Sales Enablement Platform for Adobe. The company’s mobile, AI-powered sales enablement automation platform features the industry’s premier user experience that empowers reps to more effectively engage with customers and prospects and encourages team-wide adoption. Resources All Blog Article Industry News Interview Video Video Reviews. Industry News. Industry News.

Turning Competition Into Industry Counterparts – Part 2

Score More Sales

It is a great sound bite to “change those in your industry from competitors to counterparts” but does it really work? A recent post of ours, 3 Sales Tips to Turn Competition into Industry Counterpart s received a long comment peppered with real-life questions from Steve, so this post serves as “Part 2″ Steve says he has tried to collaborate with others in his industry locally for several years and feels a number of issues come up.

?? The Future Of The Live Entertainment Industry


This year brought a revolution in the live entertainment industry with the introduction of online live concerts and other live shows. Thus, in today’s Expert Insight Interview we talk with Jim McCarthy about what the future holds for the live entertainment industry.

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

and industries. that has made industries more competitive. 1 Online: | Twitter: @getconga WHITE PAPER | THE CONGA SURVEY: INSIGHTS ON THE STATE OF DIGITAL TRANSFORMATION WHITE PAPER THE CONGA SURVEY: INSIGHTS ON THE.

Where to Find Influencers In Your Industry

Fill the Funnel

Here are some great ways to discover who people in your industry listen to. Look for authors of trade magazines or industry blogs. Since anyone can start and write a blog, look for blogs that are widely read and trusted in your industry. Here is what I can learn about any industry or keyword using AuthoritySpy: Some of the most successful sales people using Influencer Marketing in their business are using Authority Spy. Where to find influencers? Builds Largest Patent Portfolio in Conversation Intelligence Industry

Smart Selling Tools

Builds Largest Patent Portfolio in Conversation Intelligence Industry. Collectively, each patent solves a gap in the sales industry to fully understand sales rep performance, company-wide messaging, voice of the customer and revenue pipeline for an unparalleled vantage point of sales and business health. It’s because of our holistic understanding of the industry today and what it will be tomorrow, that we can pioneer the space.

The Outsourced SDR Industry Overview: Tenbound and Frontspin


Industry experts David Dulany and Aaron Browning conduct an in-depth discussion on the current state of the Outsourced SDR industry, how to think about hiring these companies and major considerations.

Tenbound Announces Sales Development Industry Market Map and Directory


Sales Development professionals get a much needed industry overview and tool Directory to help accelerate their Sales Development pipeline growth and SDR-sourced closed-won revenue Tenbound, the leading Sales Development Research & Advisory firm, announces the availability of the Tenbound Sales Development Market Map and Directory.

Prove ROI and Make the Business Case for Industrial Content Marketing

Speaker: Achinta Mitra, Founder and President, Tiecas Inc.

It's the plight of an industrial marketer: over the course of a 12-18 month long buying cycle, you make contact with a whole host of influencers who read your content, who may or may not actually work in purchasing. By the time the RFQ comes in, the original project might be completely different. and your initial point of contact may be long gone! Meanwhile, the purchase somehow takes place, and Sales claims all the glory. How is a marketer supposed to make the business case for better content marketing? Join Achinta Mitra, Founder and President of Tiecas, Inc, as he explains how, despite the long, grueling buying cycle, you can prove the ROI of your content marketing. and win (or keep!) buy-in from your higher-ups.