SBI Growth

JULY 23, 2013

Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Sales cycles that begin with an online referral are closing more rapidly. You can avoid commoditization and grow your margins. As the agent of sales enablement and training, you play a key role.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Sales and Marketing Management

MAY 6, 2019

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 Until now, the priority of sales enablement has been creating and communicating the brand instead of letting customers do the talking.

Referrals 120

Referrals Customer Margin Social Media 120

Pointclear

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Advice to CMO for 2012: Focus on Sales Enablement Efficiencies.

Marketing 247

Marketing Outbound Inbound Vendor 247

SBI

JUNE 21, 2018

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. He had a mandate to decrease costs to improve profitability by increasing margins. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

A Sales Guy

JULY 26, 2013

Being cooperative means that you work best with people who think just like you, and pay lip-service/marginalize everyone else. He is one of the Top 40 Sales Influencers on Twitter globally and his most recent book, Sales Chaos: Using Agility Selling to Think and Sell Differently, is on sale now.

Margin 118

Margin Loyalty Call-back Up-Sell 118

No More Cold Calling

APRIL 26, 2016

Challenge Two: Sales Enablement. Every individual has a part to play, and especially the sales team—the engine room of any firm—because although it has become a well-worn cliché, nothing really does happen until we sell something. Net margin is NOT simply selling price less buy-in price. Targets set too high?

Lead Generation 120

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 120

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Sales Enablement. Elay Cohen.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141