Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

SBI Growth

SEPTEMBER 15, 2014

Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Each needed help developing their 2015 sales strategy. Both were asked how they enable their sales guys to be successful. We’ve also invested in mobile tools.

Training 302

Training Sales Enablement Sales Operations Coaching 302

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. Read more… Top Marketing Tools. You’ll find them and more in our new Top Marketing Tools of 2014 guide.

InsideView 127

InsideView Tools Decision Maker Twitter 127

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. Reaction alone is a poison that slowly kills sales leaders. This post is for Sales Leaders to plan for success in 2014 and beyond. HR and Sales Ops leaders are called on to help enact the plan – and remind Sales leaders of the plan. Finalizing the 2015 Sales Strategy.

Hiring 280

Hiring Face-to-face Energy Call-back 280

Fill the Funnel

NOVEMBER 4, 2014

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. A few key questions that sales leaders need to be considering include: Is the sales compensation plan providing the results expected? Web Tools'

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

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

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Understanding the Sales Force

DECEMBER 22, 2015

My final blog post of 2015 is a brag article. Feel free to stop reading now if you don't care about the outcome of the 2015 Top Sales Awards. Instead, all of the winners were determined by a panel of 24 judges, all sales experts who were not nominated for awards this year.

Groups 120

Groups Objections Sales Tools 120

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. Sales AI doesn’t have the same advantage. You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. But will sales AI actually replace us? Not so fast.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

The Pipeline

SEPTEMBER 15, 2014

Delegate – A lot of sales people have a Superman complex, they feel they have to do it all themselves, “no one is as capable as I am”. As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. A variation on the delegate route, is automation.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

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

Sales 2.0

NOVEMBER 12, 2014

I love the concept of the Sales Hacker conference (and the concept of “hacking”) and I’m hoping to attend one of these conferences soon. The most important thing that we learned at Sales Hacker Conference SF? Below are excerpts from our six favorite talks at Sales Hacker Conference.

GoldMine 150

GoldMine Strategy Conference Inbound 150

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). The businesses who participated all have annual sales revenues between $10M and $1B. Others are predicting a strong 2015 for business as well. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Travel 198

The Sales Hunter

JANUARY 15, 2015

Are you going to be as successful as you think you can in 2015? I am pleased to announce the release of Breakthrough Sales University. It has the tools you need to get you to the […]. Blog Consultative Selling breakthrough sales university' How much more successful do you feel you could be?

Consultative Selling 100

Consultative Selling Tools Sales 100

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. Systems/Processes/Tools. Gamification.

Fashion 112

Fashion Face-to-face Social Media Analytics 112

Sales and Marketing Management

OCTOBER 1, 2017

Author: Jason Liu Sales enablement software has been around for a while now. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. Increase Opportunities.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

Anthony Cole Training

MAY 20, 2015

I’ve read books and articles and listened to keynote speakers talk about sales talent. For a problem that seems to be so obvious, you would think that, as an industry, we would work hard to ‘find a cure’ to the high cost of hiring the wrong sales people. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

Hiring 120

Hiring Groups Licensing Pipeline 120

Score More Sales

AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. It could have been any B2B product or service.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

Sales and Marketing Management

SEPTEMBER 2, 2015

Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat. The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat. read more

Tools 120

Tools Travel Incentives Incentive 120

Sales and Marketing Management

MAY 15, 2015

Issue Date: 2015-05-15. Teaser: Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Author: Miles Jennings, CEO and founder, Recruiter.com.

Tools 120

Tools Customer CRM 120

DiscoverOrg Sales

OCTOBER 23, 2016

The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Sales enablement tools can’t get a cursory review. User buyer examples: Sales reps by vertical.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. This gives you MORE sales opportunities than if you did not optimize.

Trade Show 215

Trade Show Company Engineering Compensation 215

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Understanding the Sales Force

SEPTEMBER 23, 2014

Understanding the Sales Force by Dave Kurlan. I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Not a day goes by when we aren''t talking with someone about their sales cycle and how long it has become. In selling, there are even more options for shortening the sales cycle.

Sales Cycle 209

Sales Cycle Proposal Decision Maker Sports 209

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

Zoominfo

FEBRUARY 4, 2018

On December 2 nd , 2009 ZoomInfo published a blog post discussing the value of Twitter as a sales tool. 7 years later, sales professionals are still debating the merits of social selling. Is Twitter a waste of time, or is it an indispensable part of the B2B sales stack ? The Trouble with Twitter as a Sales Tool.

Twitter 183

Twitter B2B Social Media Ideal Customer Profile 183

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. The result?

ROI 112

ROI Sales Tools Tools How To 112

Score More Sales

DECEMBER 29, 2014

Use the steps and your own terminology within your sales process to help your SDRs and BDRs enter clean, verified data.]. This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned. Bad leads slow down your sales force. Increase Opportunities.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Aligning Sales & Marketing. Sales Tricks for Salespeople.

Data 181

Data Engineering Call-back Forecasting 181

Score More Sales

OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere.

Analytics 221

Analytics Analysis Compensation Data 221

DiscoverOrg Sales

SEPTEMBER 6, 2017

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. 2/9/2015: Just four months later, a hacker gained access to the company’s Twitter page and wreaked havoc. 4/22/2015). (10/26/2015) 1/17/2017). (1/17/2017)

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111