Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins

Smart Selling Tools

Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins. Sales Tools or Sales Stack Beyond CRM Revenue Management Sales Enablement ZilliantToday’s episode is with Brian Hirt, Director of Product Management for Zilliant.

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Sales Enablement, Part 1: Margins, Metrics and Management

Cincom Smart Selling

If you have spent much time on this blog, you know that we talk about all types of technology and strategies aimed at helping by providing information on the sales enablement process. CPQ, CRM, sales portals, content marketing and guided selling are just a few of the topics we kick around on this forum. Well the sales rep told us it would work. The Sales Enablement KPI that Matters Most. Ultimately, margin is what it’s all about.

How to Make Your Sales Enablement Roar Like a Ferrari

Smart Selling Tools

You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right? Because of its very nature, Sales Enablement should not be seen as static, nor should it be considered merely a set of KPIs.

Sales Mastery or Sales Enablement?

Pipeliner

Embracing Sales Mastery with Insight, Value, and Technology. Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers. For any sales person to prosper in their career they need to move beyond being good at building relationships to also embrace the holy trinity of sales mastery: Lead with insight as a domain expert. The three ingredients are sales methodology, sales process and technology platform.

Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right

Sales Hacker

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down. It’s an up-and-down ride that moves the needle where it matters, driving sales teams to peak performance and customers to brand loyalty. .

Success with a Sales Enablement Strategy

Pipeliner

More Profit, Less Time: Sales Enablement Strategy is Your Ticket to Successful Sales. It’s an intense time to be in sales these days. But now, sales professionals are funneling that time into merely keeping up with it. This requires sales reps to arm themselves with new tools and workflows to engage buyers. Sure, the “always be closing” urgency of sales hasn’t needed to change. How does sales enablement work?

Sales Enablement Effectiveness?

The ROI Guy

Because of Frugalnomics, an environment where buyers now demand bottom-line value from every investment, B2B sales teams are challenged more than ever to deliver expected results. IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. Sales Enablement Ineffectiveness?

Sales Enablement: The Good, the Bad and the Ugly for 2013

The ROI Guy

According to a recent study by IDC’s Sales Advisory, the majority of sales reps are not able to effectively engage with today’s more empowered, skeptical and frugal buyer. The Bad News: Most companies are not getting Sales Enablement right, and this is costly.

Sales Enablement, Part 3: Metrics that Matter, Courtesy of Your CPQ System

Cincom Smart Selling

Who is promoting sales enablement? The fact is, sales enablement is not located exclusively within one group or managed under one silo. Sales enablement is cross-functional in nature, and it spans Sales, Marketing, Engineering/Product Management, Operations, Finance and just about every department within your organization. There is a load of technology that helps to support the cause of enabling more efficient selling operations.

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage

Smart Selling Tools

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Define your customer segments, value proposition, and sales strategy.

Benchmark Study: The State of Social Selling in Sales Force Enablement

SalesforLife

Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of the central findings from CSO Insights’ third annual, global Sales Enablement Optimization Study. percent of companies surveyed – now report having a dedicated sales enablement platform. Social Selling Sales Enablement b2b sales

Sales Prospecting Is Supposed To Be Easy And More Old Myths

Veelo

Sales reps are under a lot of pressure to perform, but they don’t have a lot of margin for error. The post Sales Prospecting Is Supposed To Be Easy And More Old Myths appeared first on Sales Enablement Software | Veelo.

Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

Raw data can be deceiving when looking at an organization’s sales processes. You never know if you have “all of the data” or if the data you have is truly representative of the optimization of a sales strategy at a given point in time. I had a boss once who always had the same response to certain types of proclamations particularly from the sales organization. How is this affecting our sales pipeline and process?

Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!

The ROI Guy

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. Sales Enablement Defined What is Sales Enablement? Why such a sudden rush to address sales enablement?

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Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Demo automation can be effective for: Sales Development Reps (SDRs).

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The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg Sales

Here’s how the math works out: if you add $10m of new sales when you’re a $10m company, you’re growing 100% a year; if you add the same amount in new sales when you’re a $50m company, you’re only growing 20% a year. We Invested In Accurate Sales Intelligence, For Us.

The ROI of Call Coaching In Sales

Gong.io

Calculating the ROI of call coaching for your sales team seems hard to pin down at first. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes like close rate increases, sales cycle length decreases, etc.

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The ROI of Call Coaching In Sales

Gong.io

Calculating the ROI of call coaching for your sales team seems hard to pin down at first. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes like close rate increases, sales cycle length decreases, etc.

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2019 Sales Kickoff Meeting Themes: Three Profitability “Moments of Truth”

Corporate Visions

Make your 2019 sales meeting kickoff theme about maximizing profitability throughout the entire customer relationship, not just during the initial deal. The 3 Moments Of Truth To Address At Your 2019 Sales Kickoff Meeting. What sales kickoff isn’t about maximizing profitability?

From Offline to Online to Inline Learning

Corporate Visions

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? An inline training experience brings learning where it needs to be—in the sales workstream and aligned to the problems you need to solve.

3 Steps a CRO can take to strengthen their company’s revenue sustainability

Mereo

For others it is margins. Whatever the measurements of revenue performance applicable for your situation, it is predicated on a framework that includes the right balance at the time of demand progression, solution marketing, solution management, sales operations and sales enablement. Insights Sales Secret From Jay's Playbook chief revenue officer CRO CSO sales enablement

From Challenger to Transformer

The ROI Guy

However, digital transformation is also seen as an enabler, with 84% saying they expect digital change to bring higher profit margins. Once all the rage in sales and marketing methodologies, It is not enough to just challenge the status quo.

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. It’s not on Enablement. 2013 - The Year for Sales Enablement?

Are the 4Ps Still Relevant or In Need of a Major Reset?

The ROI Guy

Place – Where you can purchase the product / service, such as direct from a sales rep, through a channel partner, in a store or on-line via e-commerce. Promotion - Communication to provide information to prospects about the products / services including advertising, public relations, content marketing, and sales presentations, collateral and tools. Sources: Wikipedia: Marketing Mix - [link] Forrester Sales Enablement Conference 2010 Presentation.

The Big O – Outcome Selling

The ROI Guy

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. Commodity sales professionals are being disinter-mediated.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Sales Enablement: A Master Framework to Engage, Equip and Empower a World Class Sales Force by Tamara Schenk and Bryon Matthews. Wondering how you can leverage sales enablement to win? This book shows how to build, orchestrate, and lead sales enablement as a sustainable system.

Top 10 SalesTech Blog Posts of 2018

Smart Selling Tools

For some of you in B2B sales, this may come as a surprise. Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights. Top 5 Game-Changers sales tech interviews.

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Empower Your Mobile Sales Teams with New Value Selling App

The ROI Guy

We are excited to announce six live events to introduce our new ValueStory™ App, which is designed to change the way your sales teams leverage iPads to provocatively engage prospects with the unique value proposition of their solutions. Buyers want help with reducing the complexity and length of purchase decisions, relying on sales professionals to help accelerate the decision process. Enabling sales to evolve from product to value selling has been a challenge,” says Randy Perry.

2013 -The FIVE Critical Challenges ….

Jonathan Farrington

There are so many solutions available today, which assist front-line sales professionals to accurately target potential clients/customers – not to mention resources like LinkedIn etc – it is incomprehensible to me that the majority of organizations are still flailing in the dark.

What’s Disrupting Sales? Part 2: Perspective

Miller Heiman Group

A B2B sales strategy used to be simple: discover the buyer’s needs, then offer your solution. To avoid becoming even more marginalized, sellers must take proactive steps to break the apathy loop. In this, the second blog in a series exploring market trends that are disrupting sales, we take a closer look at how perspective helps sellers capture buyers’ interest and build stronger customer relationships. A focus on what happens after the sale.

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How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. You can avoid commoditization and grow your margins. Corporate Communications sees inherent risk in mobilizing a social sales force.

New Directions for Medical Device Sales Reps: Carpets vs. Clinics (Part 1)

Corporate Visions

Sarah is a fictitious rep, but she reflects the experiences of many of today’s medical device sales representatives. They found that only 16 percent of C-level executives are satisfied by the selling process with medical equipment sales companies. Sales

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

It's a critical time of year for sales compensation. Starting now, sales leaders and HR business partners are getting the first direct feedback. Here are just a few: Direction - Sales reps may be focused on the wrong activities.

PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

Pointclear

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Sales is doing its thing and selling.

Get the Most from Your Channel Sales Process with These 5 Tips

The Brooks Group

When executed effectively, channel sales can allow your company to grow and expand rapidly. This post will cover what channel sales is, the benefits and challenges associated with the sales model, and 5 tips for getting the most out of your channel sales process.

Time to prioritize customer referrals

Sales and Marketing Management

Instead, buyers talk with their peers in their personal networks, do their own research via web searches and social media, and have already done a good deal of vetting before they even talk to sales. Customer references shorten sales cycles, increase deal sizes, build trust and value with prospective customers and lead to higher revenue margins. and ultimately closed sales?—?why Win over the sales team.?

Yellowship Captain’s Log: Wednesday Recap

Lessonly

Science proves that’s not true.” — Shawn Fowler, VP of Sales Enablement, SalesLoft. The margin of getting better is small. The second day of Yellowship was smooth sailing!

Inside Sales vs. Outside Sales: Which Is Best for You?

Sales Hacker

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. The truth is, though, that they’re just two sides of the same sales coin — and you likely need both in your company if you’re going to succeed.

Sales Performance Management: What It Is, And Why You Need It

The Brooks Group

Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to drive optimal performance. As no surprise, sales teams that implement SPM outperform sales teams in organizations that don’t. . Healthier Profit Margins.

Lead Generation … Here We Go Again

No More Cold Calling

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” ” That’s what I hear from every sales leader.