A Sales Enablement Tool for the CEO

Sales Benchmark Index

The Territory Optimization Revolution

OpenSymmetry

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions.

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. Market Pulse. Quotes and proposals should be considered marketing tools, with. Administrators and marketing teams can tailor templates visually and map. What process and training changes will be required?

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? At that point we totally changed how we designed our sales training.

Sales–marketing chasm: time’s up

Sales Training Connection

Yet, one potential possibility continues to be underleveraged or neglected – bridging the gap between Marketing and Sale s. As one frustrated VP of Sales once shared – “Our Sales and Marketing departments are like two trains passing in the night.” Micro-Market Analysis.

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Given that, why train them? Marketing. Sales Training.

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Reinvent Sales Training or Risk Wholesaler Irrelevance

Allego

As you’d expect, the industry’s evolution is driving major change in the way firms train and support their wholesalers. The traditional approach to sales training, like the traditional, product-centric sales pitch itself, is wholly inadequate for the challenges facing wholesalers.

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point.

Etch a sketch sales force – implications for sales training

Sales Training Connection

The central thesis developed in the white paper is as follows: As markets become more competitive, products commoditized and companies focus more on organic growth, the need to create a superior sales force is becoming more critical. Create more innovative training designs.

Sales Reps Love Their CRM!

Smart Selling Tools

Combine sales reps not having that 360° view of customers with not having proper training, enablement, and coaching with slow response times, and you have a very frustrated customer. Look at all of your sales processes: Territory & quota planning. Sales training and enablement.

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The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training – The Pipeline Guest Post – Jonathan Farrington It seems that every week… [link].

New hire sales training – an investment worth making

Sales Training Connection

New hire sales training. A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes?

6 Steps to Improve Your Go-To-Market Maturity

Sales and Marketing Management

Author: Joe Andrews What defines a mature go-to-market model in B2B companies? Is it having a growth strategy focused on new market segments? Does it include a focus on account-based marketing (ABM), a topic with a lot of buzz today? InsideView just published a study of over 500 B2B sales and marketing professionals with new insight on go-to-market (GTM) maturity, a topic of growing interest for many business leaders. Why does your go-to-market maturity matter?

Five techniques to bridge the marketing-sales chasm

Sales Training Connection

Marketing-Sales Alignment. Much has been written about the Marketing-Sales chasm. That’s why I was struck by a post by Christine Crandell in the Forbes blog on how Marketing and Sales can gain alignment. The first step is to invite marketing to sales training.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. Go-to-market strategy. Disruptive market changes.

Top 3 Training and Content Power Combos

Lessonly

Potential customers are autonomous, in-the-know, and bringing their ever-increasing expectations to the market. Needless to say, today’s buyers are altering the market with new behaviors and new expectations. Keep pace with the speed of change with meaningful training.

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? A Classic - '63 Corvette.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Avoid Ad Hoc Marketing. Marketing.

Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Those opinions come from folks out in the world of sales and from marketers, which I admit confuses me, because marketers don’t sell. Not marketing. I’m all for marketing and sales alignment. But come on…marketers taking the stage to discuss social selling?

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing automation software generates the data marketers need to provide new levels of support to sales. Marketing.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Marketing. Sales Training.

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Want to Better Align Sales and Marketing? Consider Storytelling

Jeff Davis

This guest blog post was written by Jeremy Shere over at tribknowledge.com Ask anyone in marketing or sales if they think the functions need to be better aligned, and they’ll almost certainly respond with an unqualified “Yes!” What happens when marketing and sales leaders revise their stories?

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. 3–Then being one interested in Numeralology, Dan’s ranking of top 7 blogs in interest stories of sales and marketing jumped out and caught my attention. Marketing. Sales Training.

The “Appification” Of Sales And Marketing

Partners in Excellence

It seems to me the best business to start these days is an App business focused on sales or marketing. I wrote about the Proliferation Of Marketing/Sales Apps. In the past year the number of Marketing Technology Apps have gone from 947 to 1876, in 43 different marketing technology categories. The first has come from the giant Sales and Marketing Automation vendors themselves. One outstanding App focuses on helping the manager coach training.

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Marketing. Sales Training. Territory Alignment. When Sales Met Marketing. Community Marketing Blog.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Use Act-On for all your online marketing campaigns. That’s me with Sassy.

The Pipeline ? Top Sales & Marketing Awards 2011

The Pipeline

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Marketing.

How to Build a Sales and Marketing Engine

Sales and Marketing Management

Author: Ben Cotton Sales and marketing alignment is a hot topic. Indeed, sales and marketing alignment is no longer a nice to have, optional extra or buzzword – it has a very real impact on the bottom line. The Aberdeen Group found that companies with strong sales and marketing alignment achieve 20 percent annual growth rate, while companies with poor sales and marketing alignment see a 4 percent revenue decline. Marketing qualified lead (MQL).

Lean Sales And Marketing — Leaning Our Sales Process

Partners in Excellence

They structure their approach to the territory to consistently achieve their goals (usually their personal goals are higher than their quotas). We’ve used the default sales process that came with our CRM system, or the default process that our Sales Training Company used.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. Marketing organizations by default now own the top of sales funnels. Proactively when sellers (lead gen or general territory) reach out to prospects.

When Sales Met Marketing …

Jonathan Farrington

And not unnaturally, few marketers will question the value of sales leads however they are generated, but the reality is that a poorly integrated lead generation program can actually reduce the overall productivity of a sales-force.

Lean Sales And Marketing — Standard Work

Partners in Excellence

Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales and Marketing. So we go into calls unprepared, we don’t know what are the most important next steps in the deal, we don’t take the time to analyze our pipelines, we don’t have territory or account plans. Opportunity/Deal Plans, Pipeline Management, Account/Territory Plans, Sales Call Plans are all forms of Standard Work. Territory planning. Training, onboarding.

Duct Tape is Not a Sales or Marketing Tool!

Fill the Funnel

It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. If you, an individual sales person are still waiting for your company to provide tools and training, you run the risk of ultimate failure.

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Finding the Right Sales Performance Management Vendor

OpenSymmetry

According to Gartner’s 2015 Magic Quadrant of Sales Performance Management , the market is continuously starting to mature with the estimated growth to be more than $1 billion by 2017. Coaching and Training. Territory and Quota Management.

Sales Training Insight into Sales - An Art or a Science?

Customer Centric Selling

Sales Training Article: Art or Science? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my mind sales is a combination of science and art. After being trained in products/offerings, new hires are assigned quotas and territories.