Partners in Excellence

SEPTEMBER 27, 2013

I was asked my opinion on the rapid proliferation of Sales 2.0 tools by a couple of colleagues. ” I hesitate using the Remora as an analogy for the rapid proliferation of Sales 2.0 It’s both exciting and concerning to see the huge and rapid proliferation of Sales 2.0 It’s hugely exciting.

Tools 78

Tools Licensing Vendor Survey 78

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

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Highspot

SEPTEMBER 11, 2023

Many sales reps feel this way, constantly racing to adapt to the unpredictable. Fortunately, if you’re aiming for peak sales performance in an uncertain world, you’re in the right place. Our guide provides critical strategies and sales readiness tools to ensure your sellers have the core knowledge and skills to thrive.

Hiring 59

Hiring Sales Enablement Pivotal Training 59

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. Partnering with Sales presents unique challenges.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

The ROI Guy

MARCH 28, 2018

You’ve launched your interactive ROI / TCO Tool to your sales team. Here are three successive steps you can take to measure and prove your program’s success: Step #1: Validating Awareness First, you have to measure if you’ve successfully gotten the word out about the Tool, and your getting the sign-ups you anticipated.

ROI 45

ROI Tools Sales Tools Sales Qualified Lead 45

Allego

DECEMBER 28, 2022

In fact, a recent Bizzabo survey found 85% of event organizers plan to host at least three in-person events, with 35% planning to host at least 10. So, ask your boss for the budget now, and attend a sales enablement conference next year. Top Sales Enablement Conferences for 2023. See you out there!

Conference 62

Conference Sales Enablement Biotechnology Insurance 62

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. By creating and equipping your sales team with sales collateral content and materials. Not only does this enrich your prospect’s experience with your company, but it makes your sales reps’ jobs easier. But that’s not all.

Collateral 98

Collateral Case Study Retention Hubspot 98

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. Technology has an important role to play in sales, but it’s a supporting role. Big mistake!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Sales Hacker

NOVEMBER 16, 2020

So, how do you overcome these issues and turn your lost deal reviews into a powerful tool for positive change in your org? The data source and analysis may vary, but the goal is always the same — to win more deals and increase revenue by improving overall rep execution, your sales process , or by fixing gaps in enablement and product.

Outsourcing Services 99

Outsourcing Services Data Survey Analysis 99

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

Sales and Marketing Management

OCTOBER 15, 2020

A global survey by Gartner found that 88% of organizations made it mandatory or encouraged their employees to work from home once COVID-19 was declared a pandemic. A survey of more than 3,900 U.S. Another recognition tool that is proving invaluable in the WFH environment is gift cards. The shift to WFH. of the U.S.

Incentives 227

Incentives Incentive Face-to-face Survey 227

Sales Hacker

SEPTEMBER 29, 2023

The annual Gartner 2023 CMO Spend and Strategy Survey was conducted in March and April 2023. See figure below based off CMO’s survey responses on where to cut martech spend in 2023. TL;DR: Marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Retention Hiring Commission 86

Babette Ten Haken

JULY 16, 2018

And just what factors are you overlooking when you rely on – and react to – survey data? I offer two scenarios reflecting what I see the majority of the time when speaking about and giving workshops on retaining customers. Stick close to current and former customers, by listening to them, as well as surveying them.

Customer 58

Customer Survey Loyalty Promotion 58

Babette Ten Haken

AUGUST 2, 2018

I’ve spoken with many business owners, consultants, sales people or post-sales support professionals. Consequently, the quest to achieve good-better-best customer experience survey scores becomes the focal point of activities. Particularly around the time those CX surveys are distributed to client decision-makers.

Customer 55

Customer Survey SME Retention 55

Hubspot Sales

JUNE 21, 2022

However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. How Mood Impacts Sales [Stats]. How Mood Impacts Sales [Stats].

Face-to-face 85

Face-to-face Lead Rank Lead Scoring Sports 85

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

No More Cold Calling

JUNE 6, 2019

Successful sales professionals understand that technology is a must-have business tool. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. Technology has an important role to play in sales, but it’s a supporting role. Big mistake!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Mereo

APRIL 28, 2022

The Forrester 2022 Global CMO Strategy Survey found that fewer than 35% of chief marketing officers are involved in corporate strategy development. Salespeople are not even using the tools marketing creates for them. In what ways has your organization developed consistent tools and made these accessible to the important functions?

Lead Rank 36

Lead Rank Lead Scoring Revenue Leads 36

Pipeliner

FEBRUARY 23, 2024

The concept of customer service has evolved from a post-sale afterthought to a key driver of business success. But why is this shared responsibility crucial, and how can sales teams lead this collaborative effort? Yet, only 54 percent say it generally feels like sales, service, and marketing don’t share information.

Customer Service 59

Customer Service Customer Company Lead Rank 59

Julie Hanson

APRIL 8, 2021

According to Gartner, 80% of B2B sales are expected to take place virtually by 2025. Here’s why: we are only one year into the pandemic and virtual sales calls and meetings have only just begun to feel slightly less awkward and less ineffective as at the start, for both buyers and sellers alike. Don’t believe me?! Hint: it’s not.

Video 83

Video Up-Sell Report Tools 83

Babette Ten Haken

JULY 18, 2018

And, let’s not forget invitations to participate in customer experience (CX) surveys. Plus, sales reps, as well as IT and engineering professionals, request appointments. Looking for a speaker or workshop on customer experience and customer retention for your next association or organizational meeting or event? Contact me.

Webinar Metrics 59

Webinar Metrics Customer Strategy Real Estate 59

Openview

MAY 22, 2018

The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Efficiency.

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71

Babette Ten Haken

MAY 31, 2018

However, conducting them is one of the best ways to gauge the validity of customer experience (CX) survey results. However, what happens when customer experience survey results indicate positive results. customer experience survey was a sufficient barometer of customer sentiment. Let’s face it. Contact me and let’s discuss!

SME 61

SME Customer Retention Survey 61

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. AltiSales takes company culture quite seriously.

How To 84

How To Decision Maker Retention Referrals 84

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.

Hiring 120

Hiring Sales Management CRM Scale 120

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

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

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. This tool has been around for a few years now. They put down their product pitches.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Steven Rosen

JUNE 15, 2015

Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations.

Survey 120

Survey Coaching Training Sales Management 120

Artesian Solutions

FEBRUARY 1, 2019

LONDON, England, February 1, 2019 – Artesian Solutions, the powerful Artificial Intelligence driven service that equips sales teams with the resources they need to succeed in a modern commercial environment, urges organisations to invest in effective sales training, seeing it as vital to boosting their investment in sales technology.

Training 40

Training Lead Rank Lead Scoring Churn 40

Sales Hacker

APRIL 13, 2020

Conferences and workshops are obviously being canceled, and the associated costs are significant. There are a lot of great live streaming and webinar tools to host the event. In this regard, what you’re really selling as the meat of your online event is a workshop with clear, actionable outcomes. How to Plan a Virtual Event.

Lead Rank 127

Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did. Consider your company.

Coaching 79

Coaching Training Hiring Sales Management 79

Hubspot Sales

SEPTEMBER 14, 2018

How to build a high-performing sales team. Does everyone on your sales team give 100% during the end-of-quarter crunch? What’s more, if a sales rep is disengaged and under-performing, it costs 150% of their salary to replace them and takes about a month to fill their empty seat. 7 Steps to a High-Performing Sales Team.

Hiring 130

Hiring Salary Motivation Data 130

Sales Evangelist

MAY 18, 2022

In today’s episode of The Sales Evangelist, Donald discusses three reasons why he baked his pie (and by that, we mean creating his own business development event.) While Donald loves West Palm Beach, Florida, he found that existing sales meet-ups did not really pertain to B2B sellers. Why create the event? Are you not local to Florida?

Survey 40

Survey LinkedIn Commission Lead Rank 40

Sales Evangelist

MAY 18, 2022

In today’s episode of The Sales Evangelist, Donald discusses three reasons why he baked his pie (and by that, we mean creating his own business development event.) While Donald loves West Palm Beach, Florida, he found that existing sales meet-ups did not really pertain to B2B sellers. Why create the event? Are you not local to Florida?

Survey 40

Survey LinkedIn Commission Lead Rank 40