Hubspot Sales

JANUARY 8, 2020

Another tactic involves continually tapping your company knowledge gatekeepers — your subject matter experts (SMEs) — on the shoulder every time technical questions arise. Depending on the complexity of your organization, this SME shoulder-tapping will happen quite frequently.

Data 75

Data Proposal Survey Software 75

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Sometimes a sales team will chase these accounts because they offer a chance of quick success and create a feeling of growth. This is the first area to address when it comes to operating a more efficient and effective team.

Territories 59

Territories Churn Face-to-face SME 59

Allego

JULY 26, 2018

Thanks to mobile, video and peer networking technologies, anyone with a PC, laptop or mobile device gets immediate access to millions of peer-to-peer and SME (Subject Matter Expert) video demonstrations and commentary, to guide them through whatever task or roadblock they encounter. One-Room Schoolhouse Sales Training Don’t Rock.

SME 48

SME Lead Rank Video ROI 48

Babette Ten Haken

AUGUST 20, 2018

Doing our thing, pre- and post-sale. Yet, the further down the sales cycle we go, these are the stories our prospective clients truly want to hear. She is a member of SME, ASQ, SHRM and the National Speakers Association. After all, we just are being, well, “us.” is available on Amazon.com. Image source: Fotolia.

Retention 51

Retention Customer SME Industry 51

Sales Hacker Training

JANUARY 5, 2021

It was kind of an obvious choice because it was sales with finance. It was a very hectic environment, definitely different from my roles after where the sales cycles were way more complex and long. And they also understand that that can be one of the most difficult parts of the sales cycle. Sam Jacobs: Awesome.

Scale 119

Scale How To Cold Calling Sales Cycle 119

Babette Ten Haken

MAY 21, 2018

Lengthy sales cycles and subsequent product and service contract lifecycles create a false sense of product-fit security. She is a member of SME, ASQ, SHRM and the National Speakers Association. Click To Tweet. Next, the need to perform customer base triage is a red flag warning. is available on Amazon. Image source: Fotolia.

Customer 51

Customer Pivotal Retention How To 51

A Sales Guy

DECEMBER 15, 2016

What if you could leverage your SME, marketing manager, engineer, or any other resource on your team in an active sales cycle? After all, an executive is much more likely to respond to an executive than a sales rep. Leverage all your players in your team.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Sales Hacker

OCTOBER 23, 2019

It’s the definitive guide to the rapidly expanding universe of sales enablement technology, and it’s a must-read for any self-respecting sales professional. . There’s a tool to optimize just about every part of the typical sales cycle, both at a personal and organizational level. . Appointed the wrong SME.

SME 45

SME Lead Gen Data System 45

BrainShark

MAY 3, 2022

You simply upload any of the existing materials your go-to-market (GTM) teams already have on topics like product knowledge, sales methodologies, cold calling, sales strategy, customer pain points, shortening the sales cycle, and more. Then, add quizzes and other interactive elements to make the training more engaging.

Training 71

Training Hiring How To Course 71

Babette Ten Haken

MARCH 27, 2019

Then, sales cycles, as well as beta adoption of new services and products, become lengthy or stalled. Her programs are forged from her background as a STEM professional in clinical research, new product development, market research and sales. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 18

Ideal Customer Profile SME Education Engineering 18

OnePageCRM

FEBRUARY 8, 2018

The sales cycles in OneLaw varies – from days to years – so they would often have multiple interactions with their prospects before closing the sale. “Other CRM’s are much more complicated, you need a lot more inhouse expertise to figure them out. Doug Thomson, Chief Architect, OneLaw. That’s important ”.

Sales Cycle 29

Sales Cycle System Ideal Customer Profile CRM 29

Mindtickle

MARCH 1, 2024

Sales reps going after enterprise deals must be ready to navigate complex selling scenarios. In addition, they must be equipped to address the needs of large buying committees throughout the (often lengthy) sales cycle. Enterprise sales isn’t for the faint of heart. That means the sales cycle is shorter.

Enterprise 52

Enterprise Enterprise Software Software 52

Sales Hacker

FEBRUARY 14, 2022

You know, the one where the sales cycle lengthens by six months, but you still only secure three-seat deals at the end of it. Jonathon Ilett , Global Head of Sales, explains how Cognism prevented this outcome by setting clear KPIs and creating action plans to achieve them. Key KPIs for reaching the Enterprise milestone .

Enterprise 82

Enterprise Enterprise Penetration How To 82

Babette Ten Haken

APRIL 17, 2019

There is nothing like meeting all of those nameless, faceless “somebodies” in your post-sale organization to make you realize that sales is about better serving others. Especially if you want to retain your customers for more than the next sales cycle. Isn’t it time to connect your stories to one another?

Meeting 75

Meeting Ideal Customer Profile SME Churn 75

The Pipeline

MAY 21, 2015

There are many paths to bringing and unpacking these elements into every sale, and anyone of these will work at some point based on the convergence of different factors that align at that given moment, or sales cycle. First and foremost you need to be a Subject Matter Expert (SME). The difference is in the execution.

SME 120

SME Objections Margin Buyer 120

Mindtickle

SEPTEMBER 15, 2021

If a rep wants to see an example of pitching against a competitor, watch an SME video about the competitor, and then share some marketing assets for the same purpose, will all of that information be in the same place? Even worse, there’s no organization of content along business lines. Will it be up-to-date? Better win rates.

Top of Funnel 95

Top of Funnel Face-to-face SME B2B 95

Mindtickle

SEPTEMBER 15, 2021

If a rep wants to see an example of pitching against a competitor, watch an SME video about the competitor, and then share some marketing assets for the same purpose, will all of that information be in the same place? Even worse, there’s no organization of content along business lines. Will it be up-to-date? Better win rates.

Top of Funnel 59

Top of Funnel Face-to-face SME B2B 59

InsideSales.com

MARCH 15, 2020

Most sales reps are good at one or the other, but rarely both. If you’re a startup or any kind of SME, hire builders who enjoy the challenge of building processes and pipeline from the ground up. One way to give your team is to orient them on the key sales metrics : Revenue = Opportunities * Average Sale Price (ASP) * Win Rate.

Hiring 58

Hiring Top of Funnel Promotion Distribution 58

Close.io

FEBRUARY 24, 2020

Slack integration to capture SME answers and add them directly to the knowledge base. These are the top sales enablement tools currently on the market, and all have distinct features and options that help them adapt to your specific needs. Easy content organization with boards, sections, and cards.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

The ROI Guy

APRIL 21, 2010

Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated? In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

The ROI Guy

OCTOBER 5, 2011

The survey revealed that the average Alinean-powered sales enablement program delivered: · An ROI of 810% (for each $1 invested in an Alinean program, $8.10 in incremental benefits was generated); · A payback of less than three months from deployment.

Sales Enablement 45

Sales Enablement Report Tools ROI 45

Babette Ten Haken

SEPTEMBER 18, 2019

And your sales cycle begins, again, with less opportunities to work with clients you would love to work with. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. And, outsource program components to professionals more suited to serve your clients. Or, do you? Word of mouth becomes a problem.

Outsourcing Services 73

Outsourcing Services Hiring Lead Rank Ideal Customer Profile 73

Sales Hacker

OCTOBER 7, 2021

It also takes the mystery out of sales success when you can use data to understand what % of deals you win, what your average deal size is, what your average sales cycle is, and how many calls/emails you need to create a pipeline to hit your number. What is one a-ha moment you’ve had in your sales career?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Tony Hughes

MARCH 13, 2018

I know a company where the Chief Financial Officer has a Social Selling Index score of over 70 (out of 100) and even has a seat in LinkedIn Sales Navigator because he is such a super networker. He's constantly bringing in warm introductions for the sales execs. Publish SME B2B content daily. Very cutting edge! Are you ready?

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63