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.

Margin 103

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.

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. 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. . What is Sales Enablement?

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.

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?

8 Great Sales Enablement Systems

Pipeliner

Having the right people at the helm and in every support position on your sales team leads to great wins. Once your smoothing selling crew is aboard, then you need to do everything you can to enable them to be their best and sell. In addition to basic HR items, members of the sales team need to be trained on company products and services, sales processes, as well as marketing and sales tools to name a few. System Three: Sales/Buying Process.

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.

Leveraging Tools To Make Us Better

Partners in Excellence

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. In reality, I’m really a strong enthusiast and advocate for leveraging automation tools as much as possible. Too many of the tools provide marginal or no performance improvement.

Tools 84

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.

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).

B2B 142

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.

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?

B2B 40

How AI and Machine Learning are Changing Sales Automation

Showpad

Sales automation software has become an in-demand solution among businesses of all industries and sizes. Yet some businesses may be hesitant to invest in Marketing automation like AI and ML, either because such tools seem too far out or the workforce is afraid of being replaced. .

Top 10 SalesTech Blog Posts of 2018

Smart Selling Tools

Nancy Nardin, 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.

SAP 103

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.

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.

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.

Dumbing Down The Sales Organization

Partners in Excellence

Over the past several months, I’ve been on a bit of a rampage on sales and marketing automation tools. In reality, I’m an advocate for leveraging tools and technology where we can achieve great gains in productivity, effectiveness, and customer engagement.

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. The events, conducted in conjunction with leading research firm IDC, are designed to provide you with exclusive research, best practices and mobile tools to reshape your 2013 value selling capability and effectiveness.

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.

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. Consumers use a variety of tools, from social media to web search, to research and make purchases; some even allow their in-home digital assistant or internet-connected appliance to shop for them. To avoid becoming even more marginalized, sellers must take proactive steps to break the apathy loop. A focus on what happens after the sale.

Buyer 62

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.?

Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. At IDC , research indicates that B2B purchase decisions more than ever being driven by financial requirements, such as enabling business growth (30%), improving profitability (25%), and reducing costs(22%) versus other goals, leaving the economic-focused buyer clearly in control.

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.

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.

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.

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.

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Activity Sales Metrics.

Churn 114

Tom Pisello: The ROI Guy: IT Budgets into 2011 - Robbing Peter to.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 52

Sales Engineering Mindset is Tailor Made for IIoT Challenges

Babette Ten Haken

Sales engineering mindset combines the best of many worlds. As a result, individuals with sales engineering mindset are tailor made to help clients address the challenges of the industrial Internet of Things (IIoT) business ecosystem.

How I Built a High-Performing Data Driven Sales Team [And How You Can Too]

Sales Hacker

A data-driven sales approach. While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams. In fact, it’s the top indicator of a high-performing sales team. Why Is Building a Data Driven Sales Team so Hard?

Data 67

The Sales Methodology Blueprint: How To Choose The Right One For Your Business

Sales Hacker

The sales methodology is like a set of rules for how you sell your products or services to customers. You need to define your methodology before anything else, including the sales process. Otherwise, your sales process will be applied differently by each rep on the team.

Are ROI Calculators Dead? Not so Fast.

The ROI Guy

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not.

ROI 77

The Ultimate List of YouTube Channels for Sales Professionals

Zoominfo

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 2. Sales Hacker.

Turn Sales Teams into CPQ Sales Teams

Cincom Smart Selling

There are many tools on the market that promise to boost your sales team’s performance. They offer a variety of approaches to “helping” Sales do a better job. In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

Turn Sales Teams into CPQ Sales Teams

Cincom Smart Selling

There are many tools on the market that promise to boost your sales team’s performance. They offer a variety of approaches to “helping” Sales do a better job. In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

Interview: Where Can You Get The Insights Needed for Provocative Selling?

The ROI Guy

Here are the notes from this compelling and important interview: One of the biggest issues for Sales is that according to several research firms, over 1/2 of a typical prospect’s purchase decision is already complete before your sales reps are even being invited to the table.