Tue.Feb 20, 2018

Sales Tech Game Changers: How to Get Contracts Signed 21x Faster

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign.


Have a Daily Meetup With Your Sales Team

Score More Sales

A daily meetup might sound like another bad, regularly scheduled meeting only this one is quite possibly the best meeting of the day. We’ve talked about them before – sometimes I call them Powwows – other times huddles. B2B sales leadership


The 4-Step Process to Recruiting Passive Sales Candidates

Hubspot Sales

Building your sales team looks easy on paper, but how do you cut through the noise of LinkedIn, job boards, and sites like AngelList to find the best candidates? If you’re having trouble, maybe it’s time to reevaluate your sourcing strategy.

9 Secret Elements of Highly Effective Sales Conversations


Editor’s Note: This article first appeared on the Gong.io blog here. What makes your top-performing reps so good at selling? Maybe you assume they’re just naturally talented.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Does Employee Engagement Translate to Hard Dollars?

The Center for Sales Strategy

There has been considerable talk over the years about so-called soft measures, like employee engagement, which begs the question, is this a nice-to-have element or a must-have element? I doubt any executive would say he or she doesn’t really care about employee engagement, but when you examine the time and money spent on establishing such an outcome, it would appear most companies and most managers don’t devote enough. sales strategy Talent


How To Spot Top Performers With P.A.C.E.


Having benefited from working with 100?s s of salespeople from dozens of industries in both B2B and B2C sales, these are four specific attributes that the top Sales Professionals continuously demonstrate. s and business owners are always askin


How Vainu Helps You Use BANT to Qualify Sales Prospects


The qualifying acronym BANT (Budget, Authority, Need, and Timing) that IBM revolutionized sales with over ten years ago has fallen out of favor recently. A significant number of critics argue that BANT's time of greatness has passed as customers now have access to a never-ending amount of information online and often have thought about possible solutions to their problem(s) even before their first interaction with you as a salesperson. Prospect Qualification