Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them. Today’s buyers are overwhelmed with similar products and services.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. John has been selling for 20+ years.

Examples 121

Examples Strategy Hiring Cold Calling 121

Sales and Marketing Management

FEBRUARY 13, 2020

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service. C-Suite decision makers are under pressure to maintain a short-term focus on achieving the next quarter’s business targets. CEO tenures are shrinking.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. That’s a significant opportunity. Artificial Intelligence Is Here – Embrace It.

Marketing 209

Marketing Webinar Metrics Software Software 209

DiscoverOrg Sales

DECEMBER 4, 2018

If you sell services or technologies to the legal department, you’ll want to catch this: We’re partnering with author and sales speaker Jill Konrath to interview the Director of Legal Operations, Dana Huppert , at Synchronoss Technologies to dig into the pains and purchases of this role. special projects from the c-suite.

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

Sales Hacker

JULY 3, 2020

And that last part is the hardest aspect of just about any sale. In B2B sales, getting multiple decision makers on board is a dream. Focus on how your services can help the organization and each individual department. The company I work for primarily sells to marketing teams. and ” why now ?” than ever before.

Decision Maker 119

Decision Maker Lead Rank Hiring Sales Qualified Lead 119

eGrabber

NOVEMBER 27, 2019

If your B2B business has to grow & flourish, you need to learn the art of how to sell to C-Level executives. You just can’t treat them as an ordinary sales call. You have got to do a lot of homework to first target C-Level executives in a company. But before that, let us know who C-Suite executives are.

Gatekeeper 64

Gatekeeper How To Lead Rank Lead Scoring 64

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. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Janek Performance Group

MARCH 2, 2022

On the surface, it’s easy to see products as the center of your sales strategy. After all, products and services are the things you sell. Instead, even the best products need a sales strategy centered around the people who sell. Generally, happy products sell as much as unhappy products. Sales Coaching.

Strategy 117

Strategy Incentives Incentive Coaching 117

Smooth Sale

MARCH 13, 2023

Choosing A Custom Packaging Supplier At some point, businesses selling products will encounter the age-old problem of how to package their goods. What Type of Packaging Do You Sell? Ask the custom packaging supplier what kinds of packaging they sell to ensure it aligns with the needs of your products. What Is the Lead Time?

Hiring 78

Hiring Customer Lead Rank Lead Scoring 78

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. With each sales training topic we cover here….

Training 92

Training Cold Calling Webinar Metrics Objections 92

Allego

AUGUST 28, 2023

In the ever-evolving realm of B2B sales , the landscape of buyer behavior has undergone a radical transformation, posing fresh challenges for sales teams and their sales enablement counterparts. As a result, organizations must have innovative sales enablement strategies that resonate with today’s B2B buyers. Forrester 2.

Sales Enablement 62

Sales Enablement B2B Strategy Scale 62

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

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. By Randy DeHaan, Director of Sales, Chorus.ai. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows.

Objections 139

Objections Case Study Face-to-face Coaching 139

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. says the Sales rep).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Mindtickle

JUNE 1, 2023

Episode summary Finastra , a leading global banking software company, partners with Mindtickle to optimize sales training and drive success. With 90 of the top 100 banks relying on Finastra, their 600-member sales team undergoes 20 comprehensive training programs worldwide.

Sales Enablement 52

Sales Enablement Software Software Video 52

Sales Training Connection

OCTOBER 4, 2013

sales call. In the B2B market the probability of capturing the business is significantly reduced if you cannot successfully sell at the senior level. So, an important component of any winning account strategy is gaining access to senior executives and selling successfully once you are there. Selling at the C-Level.

Influencer 121

Influencer Training Referrals Conversion 121

Mindtickle

SEPTEMBER 20, 2018

How Sales Enablement Leaders can Impact Business Outcomes. If the results of sales enablement programs are sometimes difficult to detect in business outcomes, it’s not hard to see why. Sales enablement leaders struggle to push change forward and make it stick. What specific KPIs is the C-suite looking to influence?

Influencer 79

Influencer Sales Enablement Sage Remedy 79

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. This technology may include hardware, traditional software, Software as a Service (SaaS), or cloud computing solutions. Channel partners basically onboard other people to sell your product for you. trillion of U.S.

Channels 101

Channels Scale How To Commission 101

Janek Performance Group

NOVEMBER 16, 2022

For that, sales organizations rely on onboarding. This is the lengthy process of developing raw sales talent into top performers within their respective organizations. Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. The importance of knowing ACV in sales ACV is an important metric for a variety of reasons. we hear you ask.

Examples 52

Examples How To Retention Revenue 52

Understanding the Sales Force

OCTOBER 28, 2013

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. What if we should sell the way buyers want to buy?

Case Study 220

Case Study Study Decision Maker Inbound 220

Showpad

NOVEMBER 12, 2019

Historically, large manufacturers have used third parties to provide services like break-fix and routine maintenance. However, in recent years there has been a trend towards servitization, where manufacturers are beginning to offer additional services of increasing sophistication. Stage Two: Embracing the Upsell Approach.

Loyalty 56

Loyalty How To Analytics Software 56

Score More Sales

APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. With many in sales, follow-up effort is focused less about them and more about you, your products, and services. If you master this, you can truly shine in sales. Most sellers do not follow-up enough. So why all the problems with follow-up?

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Top 10 Sales Methodologies.

Sales Methodology 131

Sales Methodology How To Inbound Lead Rank 131

Vendor Neutral

JULY 16, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. From using a value-based selling strategy to creating a strategic cold calling system, learn the techniques that transform cold calling into an effective, thoughtful part of your overall sales strategy. Actually going in cold!

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Women Sales Pros

JANUARY 24, 2019

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick-start sales for the year. We didn’t even mention the fact that your sellers may sell different products and services.

Outsourcing Services 107

Outsourcing Services Guarantee Call-back Account 107

Product Management University

OCTOBER 6, 2020

Product led growth is a business model for taking a product-as-a-service (PaaS) or software-as-a-service (SaaS) to market and gaining market share. Product led growth is a business model for taking a product-as-a-service (PaaS) or software-as-a-service (SaaS) to market and gaining market share. What is Product Led Growth?

Lead Rank 59

Lead Rank Collateral Retention B2B 59

Increase Sales

MARCH 16, 2012

Here ye, here ye, selling is not the problem. . Let me repeat that in case you did not get it: Selling Is Not the Problem! If you are in sales management and wish to increase sales, stop looking to unsustainable solutions that focus on having a selling problem. We train dogs. Credit www.sxc.hu.

Hiring 138

Hiring Small Business Small Business Coaching 138

Score More Sales

SEPTEMBER 26, 2014

With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. Because people who sell are all different and our buyers are also people who are all different. Based on geography and industry, buyers vary as well. What Helps Most? drum roll…….your

Buyer 226

Buyer Exercises Compensation Engineering 226

Pipeline

MAY 30, 2023

What makes sales teams win more deals? Turns out that sales enablement plays a key role in results. Sales enablement gives your sales reps the leadership, support, technology, content, and processes they need to close more deals consistently. It’s also how you turn 50% of your average performers into elite sales reps.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Highspot

AUGUST 31, 2021

If sales strategy was a puzzle, then your sales model would be a corner piece: it helps frame your approach to businesses and determines how the other pieces of your strategy will fit together. The keystone nature of sales models makes choosing the right one all the more important. Why do you need a sales model?

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Smooth Sale

APRIL 4, 2022

As my experience with sales began to increase, I would set new challenges ahead to keep my enthusiasm for the job alive. Examples include: Entering a C-suite for the first time and many times afterward. Selling to a Fortune 500 Company. Selling to a Fortune 100 Company. Training sales teams and entrepreneurs.

Hiring 78

Hiring Networking Sales Qualified Lead Lead Rank 78