Cincom Smart Selling

MARCH 11, 2016

As a channel manager, you know that your indirect sales channel can be an excellent source of revenue. Unfortunately, it can also introduce new elements of chaos into your organization that extend beyond the channel management team. Channel Challenges. Are our sales incentives working?

Channels 54

Channels Video Face-to-face Licensing 54

Alice Heiman

FEBRUARY 2, 2022

Torrance Heart is CEO of Teak and Twine , a corporate gifting company that works with sales, marketing, and HR teams to use strategic gifting to accomplish goals. Once Torrance embraced her role as sales leader, there was no turning back. Her story is a great example of what owning your role as sales leader can do for your business!

Account Based Marketing 90

Account Based Marketing Journal Microsoft Retail 90

The ROI Guy

JANUARY 26, 2015

Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Advice: Training by itself is not enough to achieve effectiveness.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

SEPTEMBER 2, 2015

Issue Date: 2015-09-03. Author: Kamal Ahluwalia, Executive Vice President of Sales and Marketing at Apttus. Teaser: To drive sales success, automation of sales channels requires a combination of 10 digital commerce capabilities to further facilitate initiatives from personalization and pricing excellence to multi-tier partner networks.

Channels 120

Channels Networking Sales Marketing 120

HeavyHitter Sales

FEBRUARY 17, 2015

  I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015. OpenGov is first-mover in this space.

Company 60

Company Government Microsoft Retail 60

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

Fashion 91

Fashion Face-to-face Social Media Analytics 91

Alice Heiman

JULY 2, 2024

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. In this episode, Alice Heiman talks with Sujan Patel, co-founder of Mailshake, about his journey from solving his own sales problems to building a successful bootstrapped company. His solution?

Scale 71

Scale Hiring Pivotal Face-to-face 71

The ROI Guy

JULY 15, 2015

We think the decline goes beyond just currency, pointing to a major "sea change" in technology purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy if you don’t adjust to the changing landscape. So how do you end up in the winnder’s circle? -

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Cincom Smart Selling

MARCH 9, 2015

Cincom CPQ™ delivers enhanced guided selling, mobility and multi-channel capabilities for Microsoft Dynamics® CRM and Microsoft Dynamics AX. This includes the Cincom CPQ Sales Portal to support seamless sales and fulfillment across all channels. at Convergence. Source: Smart Selling.

Microsoft 48

Microsoft Channels Margin Engineering 48

The ROI Guy

DECEMBER 8, 2014

Only 59% of sales reps will achieve their quota this year, down sharply from 67% last year ? Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. Jill Konrath in her popular sales blog outlines a formula that heavily uses LinkedIn as a tool: [link].

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Alice Heiman

NOVEMBER 3, 2021

That’s the subject of my latest Sales Talk for CEOs podcast, where Erik Frank – CEO and President of Tristate Amature and Electrical Works – shares the details on the major overhauls that are happening in his 101-year-old business. Is the #customer at the center of your #sales operations? Click to tweet. About Our Guest.

Hiring 87

Hiring Strategy Customer Government 87

Sales and Marketing Management

DECEMBER 3, 2015

Issue Date: 2015-12-02. Teaser: Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around their brand. Author: Josh MacDonald. Here are some tips on making Instagram work for your company. read more

Social Media 120

Social Media Campaigns Channels How To 120

Your Sales Management Guru

AUGUST 10, 2016

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. Constantly invent new sales or partner incentive programs.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Alice Heiman

JANUARY 17, 2023

Heidi Messer started Collective[i] with one goal: to bring more certainty and less volatility to sales and improve the livelihoods of every single employee. There is no other function in a company that is as unproductive as sales. If sales improves every other department has more opportunity. 27:57] We switched to Agile. [29:11]

Hiring 133

Hiring Sports Scale CRM 133

Sales and Marketing Management

JULY 21, 2015

Issue Date: 2015-07-22. Teaser: We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take. We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take.

Advertising 120

Advertising Advertising Social Media B2B 120

Sales and Marketing Management

FEBRUARY 26, 2015

Issue Date: 2015-02-27. Author: Dan Hawtof, Vice President of Business Solutions, Global Channel, Blackhawk Engagement Solutions. Teaser: As systems and networks become more complex, customers don’t just need a salesperson, they need a consultant — and are more than willing to pay a fee for this expertise.

Incentives 120

Incentives Incentive Vendor Networking 120

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

DiscoverOrg Sales

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. If not, you and your sales team are living in the dark ages. Everything – from your platform and website to your emails, sales materials, presentation decks, graphics, and more – it all has to be mobile responsive.

Retail 133

Retail Travel Call-back Engineering 133

Alice Heiman

OCTOBER 27, 2021

Integrating sales and marketing is a key strategy to boost customer satisfaction in any business or industry. On this episode of Sales Talk for #CEOs, Bronwyn Allen of @HighProfileInc shares tips on unifying your #sales and #marketing team to improve the #customer experience! Watch the podcast below or on our YouTube channel.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Customer Marketing 62

Cience

OCTOBER 5, 2020

Utilizing multi-channel outreach and appointment setting best practices, our specialized SDRs walk prospects through a personalized prospect experience, resulting in more consistently-set meetings and higher performing top of funnel pipelines. Sales Director, Bioscience Company. Sales Planner, Marketing & Advertising Company.

Company 105

Company Lead Rank Top of Funnel Lead Generation 105

Awarathon

JULY 23, 2024

In 2024, AI video roleplay platforms will be essential for sales teams and will significantly enhance performance and efficiency by automating routine tasks and providing data-driven insights. Advanced analytics from AI tools support data-driven decision-making, offering accurate sales forecasts and strategic recommendations.

Video 52

Video Ideal Customer Profile Pharmaceuticals SAP 52

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

The ROI Guy

SEPTEMBER 22, 2015

If you are in IT sales and marketing, there are three significant challenges of which you should be well aware when setting up your budgets and plans for 2016. A predicted anemic increase in IT spending at the beginning of 2015 has now been replaced with a 5.5% IT Spending on the Decline? decline (compared to a paltry 1.6%

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

Hubspot Sales

APRIL 8, 2020

Field sales has been dying for years. They're not excited about working inside, so they are happy to be distracted from telephone sales by customer service and administrative activities — meaning not a lot of selling actually gets done. Why Inside Sales is Outpacing Field Sales. The Inside-Out Sales Function.

Inside Sales 120

Inside Sales Hiring Scale Face-to-face 120

SBI

APRIL 20, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Channel Rocket, a sales acceleration tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, any time. ChannelRocket is a mobile sales enablement platform designed for both direct and indirect channels.

Buyer Persona 50

Buyer Persona Channels Collateral Ideal Customer Profile 50

Increase Sales

AUGUST 12, 2016

This morning I received some sales research about customer trends in the financial industry. Source Nielsen 2015 Financial Channel Track) One out of three people still want that human touch. However, to have sustainable sales growth requires people who build relationships with other people. * * * * *.

ACT 70

ACT Face-to-face Direct Mail Demographics 70

HeavyHitter Sales

JANUARY 18, 2014

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. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Tony Hughes

SEPTEMBER 25, 2018

Sales, the final frontier. But in 2015 they will be accompanied by three complementary technologies – the dawn of AI (Artificial Intelligence; yes the scary self-learning type), micro predictive analytics (BI leveraging big data) and the maturing of mobility proximity (beacons and geo-fencing).

B2C 80

B2C Face-to-face Channels LinkedIn 80

Zoominfo

NOVEMBER 1, 2022

Here are 10 of the strongest insights from the discussions, including the importance of effective go-to-market strategies across sales and marketing teams, and how the current wave of economic uncertainty is affecting companies’ ability to make the most of their market opportunities.

Hiring 100

Hiring Intent Data Intent Scale 100

Sales Training Connection

JUNE 23, 2014

McKinsey’s Yugo Sarrazin and Lareina Yee shared 4 megatrends sales organizations in the McKinsey on Marketing & Sales newsletter. Megatrends for Sales Organizations – Sarrazin and Yee, McKinsey on Marketing. But what’s really happening, and what does it mean to sales? ©2014 Sales Momentum, LLC.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Crunchbase

JUNE 24, 2020

With investments in fintech companies on the rise–they’ve more than doubled since 2015, and grown ninefold since 2010, according to a recent Crunchbase report –Aspiration is in a unique position to capitalize on the rise in conscious consumerism and the booming fintech industry. Find him on LinkedIn.

Outsourcing Services 97

Outsourcing Services Health Care Real Estate Automotive 97

Adaptive Business Services

FEBRUARY 16, 2022

As far back as 2010 (maybe even earlier), I was writing quite a bit about how CRM was not addressing the fact that people were now connecting, conversing, and developing relationships on the new social channels. Take a look at Sales Navigator. I was lamenting more than writing. Jon showed it to me and I was blown away.

CRM 77

CRM Social Media Microsoft Facebook 77

Sales Hacker

MARCH 1, 2021

There’s no question that email is still one of the best ways to get in touch with potential sales prospects. This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox.

Data 127

Data Social Media Scale Follow-up 127

Cience

APRIL 2, 2020

In 2015, HubSpot published the result of their traffic research , stating that 46% of traffic that B2B companies across all the industries get to their websites is direct. At that time, we had a team of 8 SDRs who actively reached out to our potential clients via multiple channels (mostly email and telephone).

Outbound 85

Outbound Inbound Leads Marketing Qualified Lead 85

The ROI Guy

JANUARY 15, 2015

Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes.

Discount 81

Discount Negotiation Lead Scoring Lead Rank 81

Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. But did you know this happening in sales technology now too?

Lead Rank 91

Lead Rank Trends Lead Scoring Outsourcing Services 91