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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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.
Advertisement
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.
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 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 [.].
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.
Advertisement
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.
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.
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.
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?
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.
Advertisement
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.
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 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.
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.
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 [.].
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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 !
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.
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.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
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.
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.
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.
DiscoverOrg Sales
DECEMBER 13, 2017
While we don’t have a crystal ball to see what changes the new year will bring, we have something just as good: Data. And lots of it. By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems.
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
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.
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.
Sales and Marketing Management
DECEMBER 8, 2017
Author: Jeffrey Weil, General Manager, Upland Qvidian The value of data to proposal and sales teams isn’t a secret – but many of them aren’t using the data provided by proposal automation software to its fullest extent. Teams of all shapes and sizes use data to look back at how a particular request for proposal (RFP) process went; according to a Qvidian-conducted survey of proposal and sales professionals from large U.S. companies, 62 percent of respondents use data insights to track the time it
Expert insights. Personalized for you.
0 
Let's personalize your content