The Mental Model of a Growth-Focused CEO

Sales Benchmark Index

SAP CEO Bill McDermott offers this advice to business leaders in a recent Harvard Business Review article: “Give the people a compelling vision and find a way to hit the accelerator harder.”

SAP 169

Is Your B2B Brand a “Me Too” Pretender?

Sales Benchmark Index

Article Marketing Strategy accenture b2b brand b2b marketing brand planning brand strategy fedex ibm joe derosa sap upsAre you building a “me too” brand? Your competitors are making the same claims and promises as you. They are even using the same words.

B2B 193

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

In addition, Model N Revenue Cloud is specifically designed for companies with SAP Financials, Manufacturing and Order Management solutions. In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization.

Day 1 Twitter Recap-Sales and Marketing 2.0 Conference

Fill the Funnel

SAP Unplugged: The Inside Story of SAP’s Sales & Marketing Transformation. Speakers: Jonathan Becher, Executive Vice President, Marketing, SAP. Chris Ball, RVP Enterprise West, SAP.

How Snowboarding Taught Me to Ask Better Closing Questions

Jeff Shore

I told my daughter, “When we fall (not if, when) we will not be one of those pathetic saps that sit in the snow feeling sorry for themselves. By Jeff Shore. You can read about closing techniques in my book, Closing 2.0. You can join me at the Closing 2.0 Academy. And there is always YouTube.

SAP 84

Guest Blog: Unstoppable Business Performance throughDynamic Planning

OpenSymmetry

Prior to Causata, Ram was a Senior Director at SAP’s Analytics Center of Excellence. In his 7 year tenure at SAP, he drove product strategy and go-to market activities for several SAP portfolios.

SAP 72

C-Suite Selling Perfected: How Salesforce is Winning More Mega-Deals

Openview

“I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.” Salesforce is a company I follow very closely.

The ROI of Reducing Business Risk Through Sales Training

Allego

2 And these are no trivial numbers — for example, experts estimate SAP’s brand equity to be a whopping $28 billion. In a previous post, The Hidden ROI of Sales Training , I described certain ROI as being “hidden” much of the time.

ROI 52

xiQ Is A Results Multiplier For Sales

Fill the Funnel

I am excited to introduce you to The founder of xiQ, Usman Shiekh, created this tool based on his extensive background in B2B sales as a former VP of Sales and Marketing at SAP. We are all looking for a results multiplier for sales. Let’s not kid ourselves.

SAP 143

Amazing New Study on Buyer Behavior

Pipeliner

He has worked with clients such as Hitachi, BNY Mellon, Lowes, Aon Hewitt, SAP, Deloitte, and hundreds of others to unleash sales potential. The RAIN group has just released a powerful new white paper on a subject near and dear to all sales hearts: prospecting.

Study 56

PowerViews with Michael Brenner: The Battle for Customer Attention

Pointclear

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers.

SAP 190

68% Of CEOs Have No Social Media Presence Whatsoever – What a Surprise!

Jonathan Farrington

They re-published a piece by Michael Bremner of SAP. I read a very interesting article on the excellent Loyalty 360 site yesterday. Here are some extracts …. “According to a recent report by CEO.com, 68% of Fortune 500 CEOs have no social media presence whatsoever. .

Are Digital Distractions Slowing Your Sales Productivity?

No More Cold Calling

Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it. Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking.

SAP 205

Spaced Repetition is the Key to Sales Training Reinforcement

Allego

Having internalized key facts and talk tracks, they can persuasively respond to questions or challenges without the confidence-sapping “ums” and “ahs” that come with struggling to recall the right words.

SAP 52

A Seriously Flawed New Management Theory

Jonathan Farrington

When our ‘time robbers’ begin to sap our time, we need to remind ourselves of the 20% we need to focus on. The value of the Pareto Principle for a manager is that it reminds us to focus on the 20% that matters. Of all the things we do during our day, only 20 percent really matter.

SAP 139

What’s Missing from Today’s Sales Training Programs?

Allego

For more information on the forgetting curve and its impact on sales organization, download the whitepaper How the Forgetting Curve Saps Sales Effectiveness — Understanding and Overcoming the Top Barrier to Sales Learning .

Fine Tune Your Sales Force as You Optimize Your Computer

Understanding the Sales Force

First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs. Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. It''s four years old which means I''ve had it for three years longer than any Windows laptop I ever owned.

SAP 143

Finetune Your Sales Force as You Optimize Your Computer

Understanding the Sales Force

First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs. Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. It''s four years old which means I''ve had it for three years longer than any Windows laptop I ever owned.

SAP 137

Know When to Say When

Your Sales Management Guru

Deals that aren’t going anywhere not only sap your energy and emotions, but they keep your eye from the deals that matter. Salespeople: Know When to Say When. Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies.

SAP 156

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

Enhancing its IBM Maximo facilities management application to include mobility and integration across ARCC processes, GIS applications, SAP, OpenText and fleet management applications.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Commonly CRM, Goldmine, Salesforce, Excel, SPSS, PowerPoint, Office, SAP/Oracle, LexisNexis, HRSmart, Sageabra, MBAware, Synergy, and Word, were used to track my successes and those I directly impacted offering detailed areas of successful practices and areas of needed attention. Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 23, 2011.

Why Growth Hacking Doesn’t Scale, And How To Plan For Growth Instead

Sales Hacker

Case in point with Salesforce’s cloud CRM vs. SAP and Oracle’s on-site/perpetual license model. In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth.

Oracle 105

Why The Best Salespeople Are Phenomenal Project Managers

Sales Hacker

Also called self-motivation, hunger, or grit, this trait refers to the relentless pursuit of goals even amid energy-sapping challenges. At first glance, project managers and sales professionals don’t seem to have much in common. They inhabit different worlds and generally aim for different goals. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner.

SAP 85

Forward Thinking Leadership Is Inspiring

Increase Sales

The recent reports from Workforce 2020 as well as SAP and Oxford Economics come as no surprise to anyone watching leadership development.

SAP 130

Sales Mastery Program: Articulate Value like Star Performers In 3 Months

Insight Demand

The online training will be based on our bestselling book, Insight Selling , as well as the SAP VCL 90-minute highly rated interactive online program, “Challenge Your Customer with Insight Selling Scenarios.”

SAP 52

A New Management Theory? – Actually, a New Flawed Management Theory

Jonathan Farrington

When our ‘time robbers’ begin to sap our time we need to remind ourselves of the 20% we need to focus on.

SAP 139

February Referral Selling Insights

No More Cold Calling

Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it. Here’s what you might have missed from No More Cold Calling this month.

Accelerating Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

It’s also the frequent task-jumping distractions that sap focus and momentum. Sellers have only 8 hours a day, 215 (selling) days a year. Time is a finite commodity. We can’t get more of it. The ONLY thing we can do is make better use of our time.

The Great Migration to Inside Sales - Will You Get it Right?

Understanding the Sales Force

On the other hand, it was flawed in that, as usual with articles like this, it cited examples from only large companies (Astra Zeneca, IBM and SAP) leading most readers to come to one of two conclusions: "This does not apply to us." Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. Overall, the article was quite good with valid sources and statistics.

International Women’s Day 2018: Artesian Celebrates the Women in AI

Artesian Solutions

A sentiment echoed by Alexa Gorman, Global VP of SAP who recently said “In areas like AI, having more females ensures that the algorithms and data sets develop to better reflect the diversity of the world in general”. Today is International Women’s Day.

The Good, Bad, and Ugly of Sales Rep Turnover

SalesProInsider

Reps who aren’t performing at the levels you need or reps who are the “pain-in-the-rears” who sap time, energy, and negatively impact others (isn’t their departure cause for celebration, not panic?). “I’m giving notice today.”

How Do You Know that Your Sales Force is Structured Correctly?

Sales Benchmark Index

Avoid a structural crisis before it saps your organization’s power. The wrong structure for a sales organization kills performance. The power of the sharpest sales team is dulled by an overly complex organization.

SAP 187

Top Priority: Retaining Top Sales Reps

Sales Benchmark Index

Although the process protects margins, it saps valuable selling time from his day. Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales rep for a B2B technology firm. It started at 6:15 a.m.

SAP 168

Something in Common: The Key to Connecting with Your Sales Prospects

No More Cold Calling

” Jonathan Becher, chief digital officer of SAP, talks about the research behind this phenomenon—and what it means for salespeople—in his post, “The Science of Social Selling.” Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19.

13 Ways e-Contracts Increase Hit Rates and Reduce Close Time

Hubspot Sales

You have to complete these tasks because it’s part of getting the deal done -- but they also sap energy, create friction, and kill momentum. One of the top things that grinds salespeople’s gears? Anything that stands in the way of sealing the deal -- fast.

What’s a 21st Century Selling System?

Smart Selling Tools

There will be a session from Shawn Robertson, Global Vice President of Selling Excellence, SAP to talk about how to answer the question “What’s in it for me?” The theme of Salesforce’s annual Developer Conference, Dreamforce, was “The Customer Company Revolution.”

System 131

A Sales 2.0 Conference With Attitude: My Take-Aways from #S20C

Smart Selling Tools

Jenny Dearborn from SAP and Tiffani Bova from Gartner were just two of the professionals who helped us make the leap in understanding needed to be successful in a high tech, data-driven world, full of Millennials who see and do things differently than we baby-boomers do.

Best of PowerViews: Exciting Future for Inside Sales Experts

Pointclear

Jim Dickie, CSO Insights Dan Waldschmidt, Waldschmidt Partners Bob Perkins, AA-ISP Michael Brenner, SAP. Michael Brenner, SAP, Social Selling & Personal Branding. Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding.

Oh No, Not Another B *y Sales Meeting!

Jonathan Farrington

Whatever you do never, ever, hand out criticism en bloc because that is the most morale sapping thing you can ever do.