SBI

JANUARY 21, 2020

In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . Executive Interview: with Pete Gillett, CEO of Zuant. PETE: Yes, absolutely, for sure.

Sales Qualified Lead 112

Sales Qualified Lead Lead Qualification Inside Sales Follow-up 112

Cincom Smart Selling

MARCH 9, 2025

If your sales team is constantly stuck chasing approvals or fixing pricing mistakes, its time to rethink how you generate quotes. The Problem with Traditional Quoting Imagine this: A sales rep gets an inquiry from a high-value prospect requesting a custom quote. Deals slow down, errors creep in, and customers lose patience.

Tools 48

Tools Scale Comparison Discount 48

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For B2B companies with a complex sales process, more than half need to be outbound sourced.

Revenue 140

Revenue Inbound Outbound Marketing 140

Cincom Smart Selling

FEBRUARY 14, 2025

Align CPQ with Your Sales Strategy A CPQ system that operates in isolation from the broader sales strategy leads to misaligned workflows, inconsistent pricing approvals, and disconnected customer interactions. Apply multi-tier approvals for large enterprise deals, ensuring senior sales leaders can intervene when necessary.

ROI 48

ROI Maximizer Lead Rank Discount 48

PandaDoc

SEPTEMBER 17, 2024

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. But the secret to closing great deals is about more than having high-performing salespeople on your team. That’s why sales collaboration tools are an essential part of the modern sales lifecycle.

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. This sales rep knew his clients didn’t need that module and wasn’t going to force it on them. and exceptions.

Commission 72

Commission Incentive Incentives Compensation 72

Crunchbase

MARCH 16, 2020

Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. However, for many companies, the path to sales enablement is entirely new. Prioritize Sales Enablement Technology.

Sales Enablement 89

Sales Enablement Webinar Metrics Strategy Collateral 89

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.

Channels 129

Channels Scale Hiring Lead Rank 129

Pipeliner

JUNE 24, 2020

Many people don’t understand the difference between inside sales and outside sales. Things get even more confusing once you throw in terms like the direct sales team, and other expansions. Create a Winning Inside Sales Team appeared first on SalesPOP! on all major podcast stations. The post ??

Inside Sales 52

Inside Sales Outside Sales Direct Sales Team Sales 52

Cincom Smart Selling

MARCH 6, 2025

The contemporary competitive market poses a formidable challenge to maintain profitability across multiple sales channels. By integrating these intelligent capabilities, CPQ doesnt just streamline pricingit ensures that every sales interaction is a strategic move toward higher revenue, improved customer satisfaction , and long-term growth.

Margin 48

Margin Channels Maximizer Lead Rank 48

Pipeliner

MAY 30, 2020

Many people don’t understand the difference between inside sales and outside sales. Things get even more confusing once you throw in terms like direct sales team, and other expansions. This expert sales interview explores: Defining an inside sales team. How to set up an inside sales team.

Inside Sales 59

Inside Sales Campaigns Outside Sales Direct Sales Team 59

Sales Hacker

MARCH 22, 2021

The world of sales motivation has been flipped upside down, especially when it comes to President’s Club. It’s a tried and true method for motivating and incentivizing your sales reps, but there are a lot of question marks surrounding it as we progress through 2021. Jenna Donohue, Sales Manager for Emerging Segment at Outreach.

Motivation 74

Motivation Webinar Metrics Strategy Incentive 74

SBI

JANUARY 21, 2020

In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . Executive Interview: with Pete Gillett, CEO of Zuant. PETE: Yes, absolutely, for sure.

Sales Qualified Lead 65

Sales Qualified Lead Lead Qualification Inside Sales Follow-up 65

Alice Heiman

APRIL 23, 2024

In a recent captivating episode of “Sales Talk for CEOs,” Clate Mask, CEO and co-founder of Keap, shared his journey from law school to leading a company that’s at the forefront of small business automation software. For CEOs looking to streamline their operations and enhance customer engagement, Clate’s insights are golden.

Scale 62

Scale Small Business Small Business Sports 62

BuzzBoard

NOVEMBER 8, 2023

Transactions here often involve high-value contracts, lengthy sales cycles, and twisted negotiations. Sales Cycles: The sales cycle in B2Bs can be long and involve rigorous negotiations, as they count on relationship-building, industry events, and a consultative sales approach.

Lead Rank 105

Lead Rank Comparison B2B Ideal Customer Profile 105

Pipeliner

OCTOBER 12, 2019

Host John Golden talks to Bruce Wedderburn of Integrity Solutions who has over 20 years of global experience in the sales performance improvement industry building, coaching and directing sales teams and distribution channels to surpass growth targets. The Sales Conversation appeared first on SalesPOP! The post ??

Conversion 40

Conversion Distribution Direct Sales Team Channels 40

Pipeliner

JUNE 20, 2018

Pipeline management is crucial for any sales company. It’s also important to use your pipeline management system effectively and appropriately, and ensure that each team member is active in using it. Bruce Wedderburn is the Chief Sales Officer of Integrity Solutions. MUST WATCH PANEL DISCUSSION.

Pipeline 58

Pipeline Distribution Direct Sales Team Channels 58

Bigtincan

AUGUST 16, 2021

So you’re a manufacturer with direct and indirect sellers. In general, you probably have pretty decent control over and insight into your direct sales team. However, capturing the mindshare of channel teams can be a brutal task.

Channels 52

Channels Education Direct Sales Team Vendor 52

Vengreso

SEPTEMBER 13, 2024

In this article, I delve into channel sales —a strategy that involves leveraging third-party intermediaries such as dealers and affiliates to distribute products—enabling companies to penetrate new markets without relying on a sizable in-house sales team. Discover how in our latest article by @M_3Jr!

Channels 66

Channels Outsourcing Services Strategy Lead Rank 66

Janek Performance Group

JANUARY 10, 2023

All sales organizations want to sell more products. Of course, one way is to hire more sales reps. Another way is through channel sales or third-party partners. While direct selling has its advantages, it’s not always enough for today’s changing markets. What Are Sales Channels? Here, we go deeper.

Channels 62

Channels Hiring Retail How To 62

Pipeliner

APRIL 8, 2022

He became very wealthy at a very young age, but obviously, he had a very unusual early sales and entrepreneur career. Luckily, some friends offered him a position in their direct sales team. He wasn’t very successful in sales at first, but this opportunity turned out to be the biggest blessing. A New Chapter.

Tourism 52

Tourism Video Travel How To 52

Partners in Excellence

OCTOBER 14, 2015

They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to collaborate with others to provide a complete solution to their customers. Few organizations have the ability to reach every possible customers themselves.

Outsourcing Services 48

Outsourcing Services Channels Penetration Territories 48

Vengreso

JULY 30, 2024

Seeking to elevate your leadership capabilities and propel your sales team toward outstanding achievements? Sales management courses are equipped with the necessary strategies and tools for this purpose. Moreover, the benefits of investing in sales management training extend beyond individual growth.

Course 52

Course Sales Management Training Top of Funnel 52

Allbound

NOVEMBER 12, 2019

Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. To increase channel sales, it’s vital to keep your product top of mind with your partners. This is where having the right sales collateral comes in to bridge the gap.

Channels 52

Channels Face-to-face Collateral Software 52

Sales Hacker

JANUARY 13, 2021

Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process. Ship by default: Shipping by default is usually the best way for partners to work together because there is less friction for both the sales team and the end-customers. Pricing models.

Licensing 89

Licensing Software Software Enterprise 89

PandaDoc

MAY 16, 2024

Leads may be qualified by your marketing or sales team. Lead qualification is a process carried out by sales and marketing teams to find out if a lead is likely to become a paying customer. It’s not just about getting as many leads into the sales funnel as possible. What is lead qualification?

Lead Qualification 52

Lead Qualification Ideal Customer Profile Lead Rank Sales Qualified Lead 52

Cincom Smart Selling

FEBRUARY 7, 2025

No customer wants a complicated buying experience, and no business can afford to lose potential sales due to confusing product options or slow response times. Missed opportunities, lost revenue, and an inefficient sales process. The outcome? Thats where a product configurator comes in.

Benefit 48

Benefit Scale Lead Rank Sales Qualified Lead 48

Allego

FEBRUARY 4, 2025

The way businesses sell is evolving, and channel sales are becoming a dominant strategy in response to shifting buyer preferences. In response, 49% of B2B channel leaders plan to expand their channel sales programs to keep up with demand. What Is Channel Sales?

Channels 62

Channels Hiring How To Incentive 62

Highspot

FEBRUARY 20, 2025

You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. Buyers rely on sales reps as credible sources of truth, so you risk losing deals if your reps don’t truly understand the product. Armed with this knowledge, teams can drive GTM success.

Training 52

Training Hiring ROI Case Study 52