No More Cold Calling
DECEMBER 29, 2017
An increasing number of employers have connected the dots between employee wellness and improved workplace productivity. That’s why it makes so much sense for businesses to emphasize wellness as part of their company culture. In fact, 72 percent of companies in the Society for Human Resource Management’s 2016 Employee Benefits survey said they currently offer some form of wellness program, .
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. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013.
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The Pipeline
DECEMBER 31, 2017
December 31, 2017 Wishing all of of our readers here in EdTech and mLearning a wonderful and happy new year, a year full of success, love and happiness. For today’s post we are sharing with you.read more.
SBI Growth
DECEMBER 27, 2017
By now you know some of the sales people that won’t be with you next year. But, which of your A-Players are planning to leave after they get their bonus? This post gives you some factors that may predict the.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Jill Konrath
DECEMBER 18, 2017
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
DECEMBER 28, 2017
You don’t have to be the life of the party to succeed in sales. She lights up a room when she walks in. She doesn’t have to say a word, but you know she’s there. She looks for every opportunity to show up—at parties, networking events, conferences, you name it. She thrives on the interaction. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts.
DiscoverOrg Sales
DECEMBER 11, 2017
Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.
The Pipeline
DECEMBER 25, 2017
Join us for some Christmas cheer at out new site www.TiborShanto.com. The post Merry Christmas appeared first on Renbor Sales Solutions Inc.
SBI Growth
DECEMBER 13, 2017
Leading Sales Operations is an extremely challenging role. It requires a blend of strategic thinking, process improvement, data analytics and sales acumen. Consider the rapid evolution of Sales Operations, barely a recognized discipline 25 years ago. What was cutting edge five.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
The Sales Heretic
DECEMBER 19, 2017
Animal rights group, People for the Ethical Treatment of Animals (PETA), added its voice to the chorus of organizations calling on Santa Claus to end his practice of using reindeer to pull his sleigh. “Reindeer are proud, majestic, noble creatures who deserve to live independent, cruelty-free lives with their families,” reads PETA’s statement. “By keeping [.].
Understanding the Sales Force
DECEMBER 5, 2017
In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.
Sales and Marketing Management
DECEMBER 20, 2017
Author: Jim Ninivaggi Time to dust off the crystal ball. As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Donning the analyst hat I wore in my previous role – and also pulling from experiences I have with our sales team and customers every day – here are my sales enablement and readiness predictions for 2018: 1.
No More Cold Calling
DECEMBER 14, 2017
Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. She finally asked her team: “Did you ever close business over email?
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Jill Konrath
DECEMBER 14, 2017
I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.
SBI Growth
DECEMBER 31, 2017
What’s unique about this top 10 list? We segmented our subscribers by marketing leadership. This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. How Top CMOs Quantify Marketing Investment with.
The Pipeline
DECEMBER 18, 2017
By Tibor Shanto. I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. I worked with a company that had very clear and detailed outline of the various personas (or is it personae?), they sold to, each based most on their corporate roles.
The Sales Heretic
DECEMBER 5, 2017
A lot of people hate selling. But that’s because they have the wrong idea of what selling is. Too many people believe that sales is about manipulating prospects into doing something they don’t want to do. That it’s about conning a person into buying your product instead of someone else’s. That it’s about doing whatever [.].
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Sales and Marketing Management
DECEMBER 28, 2017
Author: Paul Nolan When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.
Understanding the Sales Force
DECEMBER 14, 2017
As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below. And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. I'll republish the Nutcracker article early next week.
MTD Sales Training
DECEMBER 13, 2017
When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision. Here are some tips that will help you when you get to this important point in the sale. 1) Don’t think of the close as a close !
SBI Growth
DECEMBER 15, 2017
Our guest today is Nick Mehta, CEO of Gainsight, the global technology leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue. Why? This type of revenue creates higher enterprise value than transaction-level revenue. As.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
The Pipeline
DECEMBER 7, 2017
By Tibor Shanto. Last week another social warrior decided to take to the soap box, and tell us why cold calling is dead, and for him and his followers, it may be, but it can still play a role in your sales and prospecting success. As is my nature, I took issue with their thinking, but as I read my post , I realized that I had glossed over a key point.
Steven Rosen
DECEMBER 12, 2017
Book Review Millennials Matter: I have been asked by so many senior sales leaders “what is the best way to coach , mentor and develop Millennials?” With so many seasoned leaders retiring at a record pace, they are concerned that many Millennials just aren’t ready to fill the gap by moving into leadership roles. In fact, many of us complain about this generation.
Sales and Marketing Management
DECEMBER 15, 2017
Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron. In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. Like deploying a gadget play or the play-action pass, innovations in strategy and technology are often decisive in winning the game.
Understanding the Sales Force
DECEMBER 8, 2017
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Score More Sales
DECEMBER 28, 2017
Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion. Today we look at a LinkedIn post by Billy Bob Brigmon, Sr. Principal, Emerging Sales Talent & Innovation at Workday.
SBI Growth
DECEMBER 7, 2017
As a CEO, being able to hit your quarterly revenue projections predictably is paramount to your success. Knowing that you will make your number quarter-after-quarter, and year-after-year starts with the talent of your team. If you get the talent equation.
The Sales Hunter
DECEMBER 27, 2017
This is it! The end of another year. How did you do? More importantly, how does next year look for you? Success is not what you did yesterday. Success is what you will do today, and with that it’s time to start moving forward. Here’s my list of 10 things you need to do now […].
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