SBI Growth
NOVEMBER 6, 2018
A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.
Sales Hacker
NOVEMBER 7, 2018
Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. A 2018 ABM Benchmark Report found only 25% of companies were using it. Let’s explore what it is, why it matters, and how to make the most of it. What the heck is intent data? Intent data is a relatively new term our industry has adopted to encompass signals and data about prospective buyers or businesses actively researching products or serv
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Sales 2.0
NOVEMBER 3, 2018
This is one I’ve seen several times over my (getting long) career. Someone is one of the top performers in a sales team and they still get sacked. How is this possible? The trick is be super customer-focused and take the opposite approach when dealing with people in your own company. The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.”.
No More Cold Calling
NOVEMBER 8, 2018
Watch what you say, and do what you say. . “I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age. He wanted to hire saleswomen, he told me, but women rarely applied for the job.
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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
NOVEMBER 8, 2018
Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer. You shouldn’t make superficial connections, you should make genuine ones.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
NOVEMBER 9, 2018
It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.
DiscoverOrg Sales
NOVEMBER 6, 2018
A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in? Sales leader Jill Konrath has some pointed questions about the buying process for HR leaders, so she interviewed David Kingsley , Chief People Officer at Vlocity (formerly Head of Global People & Places at MuleSoft,
MTD Sales Training
NOVEMBER 5, 2018
Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time. It focuses on what are the most significant areas for you to concentrate and focus on that will bring the biggest returns.
Understanding the Sales Force
NOVEMBER 5, 2018
The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it). I'm still getting calls and emails asking if I've come down from cloud 9 over the Red Sox world-series victory but I keep explaining that I was never on cloud 9.
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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.
SBI Growth
NOVEMBER 8, 2018
As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.
The Sales Heretic
NOVEMBER 6, 2018
I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance. Last week, history was made in the National Basketball Association. In a [.].
Sales and Marketing Management
NOVEMBER 5, 2018
Author: Lee Shawback I fell into sales in 2008 kind of by accident. At the time, I had a consulting business that revolved around the plastics industry, injection molding to be specific. I got a call one day from a company I had known for many years. They asked me what I thought about joining their employee owner team in sales. Having my own business was my dream and I didn’t want to give that up just yet.
Pointclear
NOVEMBER 7, 2018
Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Nothing else made sense to me then or now. If you intend to spend the investor’s money (AKA company money) based on notions and intuition, without a plan to report the results, you are misleading management.
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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.
Sales 2.0
NOVEMBER 3, 2018
This is one I’ve seen several times over my (getting long) career. Someone is one of the top performers in a sales team and they still get sacked. How is this possible? The trick is be super customer-focused and take the opposite approach when dealing with people in your own company. The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.”.
Connect2Sell
NOVEMBER 7, 2018
It's human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions. To overcome this perception and temper that human nature, sales managers and sales trainers who want to enable sales may find real value in developing a stronger orientation to others. This is part of what I call selling with emotional intelligence.
Sales and Marketing Management
NOVEMBER 5, 2018
Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. I hope it provides clarity in the case of feeling a little confused. Q: What is a pre-mortem and why should I do it? I’ve already been to the dentist once this year. A: Don’t worry – no drilling is involved.
Zoominfo
NOVEMBER 5, 2018
Data is a big investment for any company— but, if you research vendors and invest intelligently, it can have a dramatic impact on your company’s financial success and growth. However, if you’re not smart about your purchase, bad data quickly becomes a costly mistake. Don’t let your data come back to bite you. Check out our tips for getting the most out of your next B2B data purchase. 1.
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.
Anthony Cole Training
NOVEMBER 5, 2018
Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well. In fact, you don't have to worry about time managing itself, what you do need to worry about, at least what we see around the country as we coach and train salespeople, is the concept of self-management.
A Sales Guy
NOVEMBER 7, 2018
Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century.
SBI
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage. For many B2B companies, the creation, maintenance — in response to cost changes and low volume compliance — and renewal of customer specific price exceptions and agreements present an opportunity to either inadvertently give away margin or capture the fair and appropriate value of customer relationships.
Zoominfo
NOVEMBER 6, 2018
Making a purchase in a brick and mortar store is an inherently visual experience. Customers typically look through a number of items, spot something they need or want, and put their hands on the product before deciding to buy it. The modern B2B buying journey, on the other hand, is much more complex. The B2B buying experience primarily takes place on the web rather than in person.
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!
Score More Sales
NOVEMBER 5, 2018
The subtitle says only part of what this new book is about: “Winning Customers Away from your Competition”. For me as someone who reads nearly every new book on professional, B2B selling I felt Anthony under-promoted the huge issue of KEEPING clients. It is an issue of mammoth proportion, and one I grappled with when I sold products and services that could be easily cancelled (SaaS software, for example) or that were in a competitive industry.
John Barrows
NOVEMBER 7, 2018
There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day. Unfortunately, there is no magic resource that will automatically help you become a master sales rep, but we can work on getting a little bit better each day.
Alice Heiman
NOVEMBER 7, 2018
The Giving Season. I can feel the season changing. The air is finally getting colder, the trees are almost bare, the leaves are crunching beneath my feet as I take my morning walk and as I walked into Whole Foods the other day a giant inflatable snow globe was being set up. You know what that means. The holiday season is here, the season of giving. We give thanks, give gifts and give people way too much to eat.
Zoominfo
NOVEMBER 4, 2018
B2B sales leaders are constantly looking for tools and technologies that offer insight into their team’s productivity—tools also known as Sales Force Automation (SFA). The problem is that SFA tools, particularly CRM, only facilitate measurement, rather than the sales process itself. This is not to say reporting and measurement aren’t paramount to achieving company growth; it absolutely is.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
SBI
NOVEMBER 6, 2018
game chang·er. noun. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a potential game changer that could revitalize the entire US aerospace industry”. The Smart Selling Tools community knows about our weekly Executive Interview Series. Each interview is an opportunity to learn about different solutions and what way they’re changing the game for sellers.
Openview
NOVEMBER 6, 2018
In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park. Customer acquisition increases as they continue to execute strategies and tactics that they know work well and shed the ones that don’t.
Grant Cardone
NOVEMBER 7, 2018
Your parents have probably told you a lot of things in your life that you need to do right? They told you to save…. They told you to go to college… They told you to buy a house… But did they ever tell you to NOT BE BROKE? Here’s the truth of the matter: No matter what people tell you your problem is – debt, spending, etc… I can tell you that 1 thing will solve each of those problems… INCOME!
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