Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Then they must craft an effective approach that will quickly convey value and lead to conversion.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Braveheart Sales

DECEMBER 17, 2020

Somehow the salesperson thinks that if they put the information in writing the prospect will buy. The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. I’ve observed it happen many times.

Negotiation 104

Negotiation Hiring Proposal Groups 104

Customer Centric Selling

JANUARY 14, 2013

Sales Training Article: The Death of a Sales Tool By Drew Zarges, Sales Benchmark Index (SBI) As the CSO, you want to arm your reps with every tool to give them an advantage. One of the most common we see is the ROI Calculator. At first glance, the ROI document seems like a great idea. Why kill the ROI Calculator?

ROI 59

ROI Training Software Software 59

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Sales Hacker

SEPTEMBER 29, 2023

This week we are peeling back the layers and digging into which marketing channels have been driving the strongest ROI. First, the very important disclosure that marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc. There is no one-size-fits-all!

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

DiscoverOrg Sales

JANUARY 3, 2018

Somewhere between the stuffy boardroom of a local Best Western , and a weekend of company-sanctioned debauchery in the woods is the perfect Sales Kickoff (SKO). How to create a great sales kickoff: Identify specific goals and a focus of the SKO. improve our sales team’s knowledge of our product and space; and 3.) Operations.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

Highspot

FEBRUARY 2, 2024

That’s right, the content your team spends hundreds of hours building per year is likely not getting the mileage or ROI it deserves. Highspot customers who follow content management best practices triple the adoption of this content and even double the chances a prospect will engage with it. Define how you sell.

Sales Enablement 52

Sales Enablement Infusion Intent Government 52

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Chorus.ai

JULY 28, 2020

Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’ll get to individual sales objections in time.

Objections 104

Objections Case Study ROI Lead Rank 104

SBI

MAY 2, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Jared Aho , Sr.

Revenue 139

Revenue How To ROI Case Study 139

Chorus.ai

DECEMBER 1, 2020

Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’ll get to individual sales objections in time.

Objections 73

Objections Case Study ROI Lead Rank 73

Sales Hacker

JUNE 16, 2022

It’s been a tough couple of years, Sales Hackers. What do the changing market conditions mean for RevOps and sales? What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Your prospects may share that they’re pausing on projects or vendor meetings. Ralph Barsi.

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

Anthony Cole Training

SEPTEMBER 15, 2014

That got me thinking about sales managers and their assets – people. As a sales VP or manager, people are your only asset. If you were to look at the assets as an investment portfolio, are you getting the ROI that you expected or must expect based on the investment of time, money and effort? So, how are you doing?

Hiring 160

Hiring Maximizer eBook Call-back 160

The ROI Guy

SEPTEMBER 14, 2011

So for ROI / TCO Tools a balance needs to exist between the number of questions needed in order to generate an analysis and the comprehensiveness and the thoroughness of the collection to personalize results. At the same time, these buyers need consultative advice, insight and comprehensive business case justification.

ROI 45

ROI Buyer Fashion Report 45

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another. How to Create a Great Sales Kickoff.

How To 182

How To Follow-up Scale Up-Sell 182

The ROI Guy

AUGUST 27, 2018

Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities. This treasure trove of discovery information and assessment results can be leveraged to make you and your team smarter with each and every engagement.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

Showpad

AUGUST 4, 2020

How do you scale sales enablement? Scalability is the ability to expand sales enablement services to a broader audience without adding more resources to the enablement system. Or, you’ve already done that and were disappointed that your enablement team was not able to scale their efforts to the newly-acquired sales force(s).

Scale 140

Scale Resources Sales Enablement Lead Rank 140

Anthony Cole Training

SEPTEMBER 15, 2014

That got me thinking about sales managers and their assets – people. As a sales VP or manager, people are your only asset. If you were to look at the assets as an investment portfolio, are you getting the ROI that you expected or must expect based on the investment of time, money and effort? So, how are you doing?

Hiring 124

Hiring Maximizer eBook Call-back 124

DiscoverOrg Sales

JANUARY 24, 2017

I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

Account 120

Account Account Based Marketing Customer Jigsaw 120

Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Cost vs. benefit or ROI analyses to justify potential expenditures. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Research 92

Research Buyer Buying Cycle Vendor 92

MEDDIC

JULY 8, 2021

In the early 2000s, within just a few years, we (tech sales people) somehow magically started switching from the full cycle sales models to the now over-popular SDR/AE model. Many sales teams should now reconsider the model and maybe return to full cycle sale when justified. Always what?…

Lead Rank 52

Lead Rank Hiring Outsourcing Services Sales Qualified Lead 52

Chorus.ai

MAY 19, 2020

On today’s Daily Briefing, Jim Benton was joined by Glenn Clark , Senior Director of Sales Enablement at Smartsheet. They discussed the unique challenges of sales enablement in our new normal, and how sales enablement is more essential than ever to gear managers up for remote coaching, onboarding, and deal management.

Hiring 62

Hiring Infusion Face-to-face Scale 62

MJ Hoffman

SEPTEMBER 11, 2018

The month of September is strange for us in sales. Most of our colleagues and prospects are coming off of long relaxing vacations and suddenly the pressure is on with only 16 weeks left to sell this year. Many of us in spend the first few weeks of the month deferring to our prospects and giving them space while they “play catch up.”

Hiring 40

Hiring Forecasting ROI Account 40

SBI

SEPTEMBER 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Here’s my interview with Tom Pisello of Mediafly a sales enablement solution that incorporates buying hubs, collaborative workspaces, and more.

Sales Enablement 79

Sales Enablement Account Based Marketing Buyer Intent Buyer 79

Product Management University

OCTOBER 4, 2021

It comes down to whether you want your product management function to lead or be forever relegated to taking orders from customer-facing disciplines like sales and customer success. Pre-Sales /Sales Engineer. The pre-sales role is most similar to a product manager. Related Articles.

Face-to-face 59

Face-to-face Engineering Hiring ROI 59

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. That means it’s time for a sales kickoff. Or worse, a bad sales kickoff can become an interminable slog featuring presentation after presentation that bores employees to tears.

How To 100

How To Follow-up Up-Sell Examples 100

The ROI Guy

DECEMBER 6, 2010

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 40

ROI B2B Social Media Buying Cycle 40

Crunchbase

AUGUST 11, 2021

Outreach and Sales Hacker. Many are making this transition to providing communities that bring in new prospects and support current customers. The pandemic forced us to reconsider how we connect with prospects, customers and even our own teams. At Sales Hacker , most of what we do in the community is time-consuming, 1:1 efforts.

Education 98

Education Consumer Groups Scale 98

MEDDIC

DECEMBER 16, 2021

In transactional sales with a short sales cycle and low value-added sales, it’s been prevalent to use the customer’s budget to qualify a sales opportunity. In enterprise sales, the context is different. You have more time available, and your prospects are more sophisticated. It makes sense.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

The ROI Guy

NOVEMBER 4, 2013

Solution ACI turned to Alinean to develop the Universal Payments Benefits Estimator, a self-service website run tool to help prospects quickly understand the cost and business advantages of ACI’s solutions compared to legacy / current solutions. A guaranteed lead program assured ROI within the first few months after launch.

Benefit 40

Benefit Lead Rank ROI Guarantee 40

Anthony Cole Training

MAY 20, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Webinar Metrics 120

Webinar Metrics Motivation Hiring Ideal Customer Profile 120

ROI4Sales

OCTOBER 5, 2016

Do you really know what your prospects are looking for? Were you told by your development group or marketing why your prospects buy? Remember that sales training you sprang for? Did it increase your sales? The problem here is the need for continuous reinforcement of sales basics, and the lack of sales tools.

Decision Maker 54

Decision Maker Buying Cycle Influencer Exercises 54

Vengreso

JUNE 16, 2022

Google, Facebook, Microsoft, Adobe, SalesLoft, Outreach, and every other sales organization of companies globally have as a result of Covid-19 been forced to pivot. A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. For instance, a sales training program might teach you about the science of buying, how to ask questions to better understand your prospects’ needs and wants, or ways that people buy.

Training 52

Training Hiring Trends Retention 52

The Pipeline

JANUARY 27, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. Sales Success , Sales Technique. EDGE Sales Process.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236