100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. In B2B sales, it’s time. Pharmaceuticals. Pharmaceuticals.

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

Bernadette McClelland

‘Adelaide-based artificial intelligence software vendor Complexica secured a software deployment contract with pharmaceutical company Pfizer Australia’ and launched the artificial intelligence engine, Larry, the Digital Analyst.

Is Your Customer at the Center of Sales Onboarding?

Sales Benchmark Index

As an experienced sales leader, new hires are essential to Making the Number. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. Sales Onboarding vs. Sales Training.

MBO Examples to Kickstart Your Sales Team Engagement

Xactly

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. And, they can have a big impact on sales team engagement and motivation. How MBOs Affect Sales Team Engagement and Motivation.

The Hidden ROI of Sales Training

Allego

Second in a series of posts about the ROI of sales training. We need to close the gap between the tremendous value sales training teams deliver, and the persistent perception that sales training sucks. Better sales performance is the main goal.

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Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. The importance of middle managers can be especially significant in industries and fields that value innovation, like computer games, software, consulting, biotech and marketing, according to Mollick. 2014 Sales Momentum, LLC.

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from.

How to Become a Medical Sales Rep (Even If You Have No Experience)

Hubspot Sales

How to become a medical sales rep. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. Medical sales is highly rewarding but requires a solid commitment.

Three Hot Industries For Ambitious Sales Pros

Pipeliner

Modern sales pros know that no amount of natural skill is enough when you’re working in an industry that’s not growing. That’s why it’s important for those working in sales to keep a watchful eye on the industries that are currently in a growth phase or are likely to be entering one in the near future. That annual tally represents a healthy, dynamic, and growing global industry that contains a wealth of opportunities for sales professionals everywhere.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergan)

Xactly

Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergen)

Xactly

Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

Performance Platforms

Sales and Marketing Management

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? Software is eating the world,” stated Marc Andreessen in a 2011 Wall Street Journal article. If software was eating the world then, it is devouring it now without stopping to chew.

Can AI Deliver the 'Glengarry' Leads?

Sales and Marketing Management

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. In other words, tasks tailor-made for an AI sales assistant. In fact, virtual sales assistants powered by artificial intelligence are increasingly becoming a reality.

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Social Selling Applicability by Industry

Sales Benchmark Index

If you don’t modify your core sales model, your competitors will beat you. You do not need to modify your sales model. Examples include medical devices and pharmaceuticals. The reason for modest growth is medical devices, and pharmaceuticals, have persistent buyer behaviors.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2].

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Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

As a sales professional, you’re sending emails all day, every day. For instance, if your recipient’s LinkedIn profile says they love sailing, your subject line might read “Fellow sailing enthusiast // question about Company X” or “This is naut(ical) your typical sales email.”

How I prevented a million car accidents. (Well, maybe.)

Ingage

I had hitched a ride with one of our sales guys and he'd teed up an endless series of conference calls for the trip. Early on, we had identified realtors as an obvious (and massive ) use case for our product, which is a newfangled kind of presentation software.

Dogfooding: is it part of your CRM selection process?

Jonathan Farrington

” I recently had the opportunity to present my product to the VP of Sales Support at a major insurance company. They had a legacy CRM system that had been deemed ineffective mostly because of sales agent compliance and were looking for something new.

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