How a Telecom CEO Is Navigating the Crisis

Sales Benchmark Index

In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold.

Accelerating Revenue by Improving the Sales Team’s Agility

Sales Benchmark Index

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.

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How a Global Sales Executive Effectively Manages a Disrupted Partner Ecosystem

Sales Benchmark Index

For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the. Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on.

Why CMOs Are Continuing to Invest in Community

Sales Benchmark Index

At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the.

Bob Layton

Sales Benchmark Index

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.

Will a “Traditional” Customer Success Approach Work For You?

Sales Benchmark Index

While Customer success is a relatively new undertaking, we are fortunate to have many great content writers. Gainsight, TSIA, and Sixteenventures all provide high quality, actionable content. With that said, most of what is available is focused on a subscription.

12 Sales Metrics that Matter Most-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. However, the number of salespeople who achieved one hundred percent of quota varied greatly by sales organization.

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.

Inside Sales Power Tip 115 – Be Social

Score More Sales

If you make regular time in your calendar to do some searching for those referral partners who are adjacent or within your niche and can refer multiple people your way over time, you could grow sales tenfold. The post Inside Sales Power Tip 115 – Be Social appeared first on Score More Sales.

Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue

Customer Centric Selling

Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Visitors were asked to answer 2 questions: The last time your telecommunications system crashed, who complained the most?

Learn why Configure Price quote (CPQ) is important in High Tech


High Tech Companies can use CPQ to improve Sales Models. Industries included in the high tech world include but are not limited to, Telecommunication, Equipment, Data Storage and Storage Networking, Consumer Electronics, Servers and Network Equipment, and Semiconductors.

Believe It or Not Everyone Is In Sales

Increase Sales

Years ago when facilitating some customer service training and development for a telecommunications firm, one of the participants (a customer service technician) flatly said he was not in sales.

Sales Call Recording Laws & Regulations

DISCLAIMER: The information provided on sales call recording laws is for informational purposes only and is not legal advice. When it comes to sales and business call recording laws and regulations in the United States, each state adopts either a one-party or two-party consent policy.

MindTickle and PSI: Helping Sellers Speak the Customer’s Language


Engaging on a deeper level inspires trust and confidence in the seller’s ability to understand their needs and deliver a solution that will have a significant return on investment — critical elements in making a sale. Do you know what “TK” means in life sciences?

Keep Your B2B Sales & Sanity Intact During the Coronavirus Outbreak

Sales Hacker

In sales, it’s normal to deal with slow seasons, bad seasons, and horrible seasons. Is there a future for your sales and company? We decided to address these concerns and provide you with some tips on adapting your sales and workflow to the current conditions.

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Head Shaving to Fight Cancer, Part 2

Score More Sales

I posted last week how I would be shaving my head to help fight cancer alongside one of my clients, Granite Telecommunications. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See

The 5 Most Highly Paid Sales Jobs of 2017

Hubspot Sales

The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment. Highest Paying Sales Jobs. Sales engineers - $100,000 average salary.

The Complexities of Selling Technology to Business

The Pipeline

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

Being Sales-Centric


What Could Happen if Sales Dominates. Many organizations want to be sales-centric when they “grow up”. Sales is considered by many as “sexy” in contrast to, for example, an organization with engineering as its core competency. Sales would be considered by many as an extroverted and fun place to work; engineering might be viewed as a meticulous and precise world of formulae and analytics. Sales pushes the wares of the organization at people.

Deep and Active Listening Skills for Sales

John Barrows

He’s on a mission to create 100M listeners throughout his sales career. For example, “So, it does sound like sales training is something you’ll be investing in this year?” They typically happen later in the sales call, and rarely on the first one. Specifically, we talked about how much NLP is enough to help you as a sales rep. Through my career I’ve always been in B2B, and occasionally B2C selling, marketing, and technology and telecommunications organizations.

5 Game-Changing Trends Shaping the Future of Sales [New Report]

Sales Hacker

Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. State of Sales (Third Edition).

Sales Training Insight into Adult Trick or Treating

Customer Centric Selling

Sales Training Article: Adult Trick or Treating. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Register for the next sales training workshop coming up May 6-9 in Boston to learn how to lead with value instead of product.

Hanging Up Not the Best for Future Sales Referrals

Increase Sales

Believe it or not I was hung up by a salesperson who made it a very clear he was seeking sales referrals after he had sold me on his solution. What prompted this action does require sharing of the events leading up to this not the best sales referral strategy. This was due to existing poor customer service but more so inconsistent service and high prices given the very competitive nature of the telecommunications industry.

#SalesChats Ep. 45: Sales Metrics that Matter in 2018 with Jason Jordan


Sales Metrics that Matter in 2018. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? Which sales metrics matter in 2018 and how can the right ones be identified effectively?

3 Things To Leave Out Of Your Prospecting Call

The Pipeline

The person in charge of telecommunication is the one who works on their telco problems, not the one making the decision about carriers. The post 3 Things To Leave Out Of Your Prospecting Call appeared first on Renbor Sales Solutions Inc. Sales Mistakes Sales Success Tibor Shanto

Why You Missed Your Sales Quota Last Quarter


So you missed your sales quota last quarter. When people fail to meet their sales quota, I can almost always point to one of three reasons: An unhealthy sales pipeline Poor messaging Selling to a single point of failure. Problem #1: You have an unhealthy sales pipeline.

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Difference Between a SDR and BDR?

The pillars of lead generation and qualification are sales development representatives (SDRs) and business development representatives (BDRs). What is a Sales Development Rep? Reordering Sales. Differentiating between jobs is crucial when building a robust sales force.

Why Automate Sales Compensation Management


OpenSymmetry’s (OS) focus was Sales Performance Management (SPM) software – how we define it, how we identify the business benefits and how to chose the right software. What are some of the challenges your organization faces as it relates to sales compensation automation?

The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries.

Is Your Online Brand Different than Your In-Person Brand?

No More Cold Calling

In B2B sales, it’s important to make a good first impression. If you want to be seen as a trusted resource—a top-notch B2B sales pro with expertise to share, not just a product to push—you can’t use social media to blast strangers with sales pitches.

Will You Be Replaced by a Machine?


According to a recent forecast by Forrester Research (one of the most influential research and advisory firms in the world), “ 1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.” For Sales Pros

Lean Sales And Marketing — Time Available For Selling

Partners in Excellence

A sales person’s job is to sell–nothing surprising. Several years ago, we did a study of a one of the largest telecommunications companies in the world. With their B2B sales people, we found time available for selling had slipped just below 20%. Training, whether on new products, sales, or in other areas are important. In consolidating the acquisitions, they had reorganized the sales organization, consolidated the accounts and all the normal things.

Guest blog: 10 Success Factors for Quotas Part 2


But this historic approach can punish your top performers – you’re simply adding a bigger expectation on top of a rep that had a great sales year. Historic quota-setting may also create a “porpoise pattern,” where sales and quota attainment leap up and then dive in alternating years.

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For Women in Business Who Feel Like a Fraud

Women Sales Pros

Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. Sales

Highspot Ranked Number 41 Fastest Growing Company in North America on Deloitte’s 2019 Technology Fast 500™


Escalating Demand for Sales Enablement and Highspot’s Category Leadership Drove 3,172 Percent Revenue Growth. 7, 2019 – Highspot, the sales enablement platform that reps love, today announced it ranked No. London’s Sales Innovation Expo’s Best Sales Enablement Platform Award.

Case Study: Avaya IP Office TCO Calculator

The ROI Guy

Leveraging its proprietary telecommunications research and platform, Alinean developed the Avaya IP Office TCO Calculator, a simple self-service on-line tool to tally the “cost of doing nothing” and potential capital and operational cost savings with Avaya.

Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Inc. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.

65+ Statistics About Artificial Intelligence


72% of businesses in the technology, media, and telecommunications industry expect AI to have a significant impact on product offerings in the next five years ( source ). AI in Sales. 64% of B2B marketers consider AI valuable for their sales and marketing strategy ( source ).

Highspot Ranked Number 41 Fastest Growing Company in North America on Deloitte’s 2019 Technology Fast 500™


7, 2019 – Highspot, the sales enablement platform that reps love, today announced it ranked No. Highspot leads the sales enablement category with its technology innovation and unparalleled customer satisfaction. Highspot is the sales enablement platform that reps love.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics to name a few. Stalled Sales Cycles. Internal Sale.

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