Understanding the Sales Force

JULY 6, 2020

During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together. I've been writing articles for my Blog for fifteen years - since 2006 - so not only was I an early adopter, I've written close to 2,000 articles.

Consultative Selling 53

Consultative Selling How To Sales Coaching Coaching 53

InsightSquared

JULY 8, 2020

Most companies miss the mark when it comes to sales forecasting — in more ways than you think. The chronic inaccuracy of sales forecasting is well-documented by SiriusDecisions , noting that nearly 80% of sales organizations miss their mark by more than 10%. In most cases, it comes down to three primary causes: 1) flawed forecast roll-up processes 2) Poor sales execution 3) Lack of accountability.

Sales Forecasts 62

Sales Forecasts Forecasting How To Top of Funnel 62

Alice Heiman

JULY 8, 2020

While we’re taking this time to adjust to the world around us, we must keep our schedules as regular as possible and continue to fit in learning each week. A great and cost-effective way to keep your sales team learning is to have them read the latest sales books. It’s a great way for them to sharpen their skills and continue to grow!

Hiring 155

Hiring Sales Leadership Follow-up Quota 155

The Pipeline

JULY 7, 2020

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

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.

Trends

Miller Heiman Group

JULY 9, 2020

In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins. Today, we’ll address four steps to lead buyers away from decisions fueled by rationality rather than emotion. We’ll start by discussing the four modes where you’re likely to find your buying influences.

Decision Maker 82

Decision Maker ACT Influencer Intent 82

Allego

JULY 9, 2020

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Almost every B2B company’s products and services are now being sold virtually.

Hiring 159

Hiring Training Scale Collateral 159

Sales and Marketing Management

JULY 7, 2020

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high.

Incentive 394

Incentive Incentives Motivation ACT 394

KO Advantage Group

JULY 6, 2020

Sales 118

Sales 118

Membrain

JULY 5, 2020

In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects unless they see them as being strategically relevant, tactically urgent, and capable of delivering rapid time-to-value. The rest can wait.

Customer 152

Customer Sales Methodology Sales 152

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 Management

The Pipeline

JULY 9, 2020

By Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? Let’s worry about the future when it gets here – if we can still afford to. [link]. The post What’s Your Margin On That Discount? appeared first on TiborShanto.com.

Margin 310

Margin Discount Quota Sales Leadership 310

Sales and Marketing Management

JULY 6, 2020

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. . If your company is approaching the growth stage, it means that your organization has already identified a steady income base, a monetization procedure and proven sales techniques. The mission now is to elevate your proven strategies so they grow as your company does.

Scale 298

Scale Top of Funnel Hiring Strategy 298

The Sales Heretic

JULY 7, 2020

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. And at various points in the process, people from five different companies promised to call us back. And never did. When [.].

Call-back 277

Call-back Banking Company Buyer 277

Zoominfo

JULY 9, 2020

Long before cloud-based CRM systems, companies largely relied on manual data entry and cleanup processes. But this can leave your contact and company data fraught with errors and inconsistencies. Although most companies have now adopted some version of a data hygiene strategy, dirty data is still very much alive and well. How can it be that technology has come so far, and yet data quality issues still plague sales and marketing professionals?

Data 244

Data Top of Funnel Social Media Buyer Persona 244

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.

SalesForce

SBI Growth

JULY 8, 2020

Let’s face it—if you don’t have revenue attribution in place, you’re behind the curve. B2B companies are realizing an average lift of 15 to 18 percent in revenue as a result of implementing closed-loop revenue attribution and optimizing investments across.

Revenue 234

Revenue Face-to-face B2B Closing 234

Sales and Marketing Management

JULY 8, 2020

Author: Peter Palladino Going international is a huge achievement that comes with hefty benefits for any business. For starters, finding reliable sources for products overseas helps businesses cut costs that come with manufacturing locally. Secondly, finding an international market for products is a big step in achieving business growth. However, in addition to dealing with different cultures and foreign laws, scaling a business to an international level comes with its own costs.

Company 194

Company Scale Skype Transportation 194

Partners in Excellence

JULY 9, 2020

I am looking for some software tools to help our team. After listening to about 4 suppliers, I’m about to give up, it’s probably easier, cheaper to do nothing. As I reflect on our conversations: We’ve talked about our needs, what we are looking for, and what we hope to achieve. Sales people seem to be nodding their heads in the right direction, I take this for understanding.

Discount 170

Discount Vendor Software Software 170

Membrain

JULY 8, 2020

Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll.

Channels 149

Channels How To Account Revenue 149

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.

Hiring

SBI Growth

JULY 8, 2020

Coulda, shouda, woulda. Often, sales teams whiff at deals that should have never been lost in hindsight. How does this happen? The data was bad. I didn’t know XYZ about this account/contact. I missed the trigger event. The dots were never connected. Revenue operations frequently.

Data 234

Data Strategy Revenue Account 234

Topline Leadership

JULY 7, 2020

This article describes how to hire a coachable salesperson. Here are the tangible qualities that sales managers should look for during the interview process to accurately predict whether or not a sales candidate will be coachable. When hiring a salesperson, sales managers are increasingly telling me that they’re paying more attention to “coachability” — mostly [.].

Hiring 142

Hiring Sales Management How To Sales 142

SBI

JULY 7, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. NICK: I’m a big believer in the power of a great experience in almost any context be it a software user interface, physical product design or pretty much anything else. So yes, I think sales should absolutely be viewed as a buying experience. Very few people – myself included – really like being sold to.

Collateral 139

Collateral Consumer Research Exact 139

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business. There are almost no comfort zones any longer.

Sales Enablement 137

Sales Enablement Hiring Forecasting Engineering 137

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!

Call Monitoring

SBI Growth

JULY 4, 2020

For years, the evolution of Marketing leaders has transformed drastically. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will.

Software 227

Software Software Marketing Analysis 227

Hubspot Sales

JULY 6, 2020

The concept of integrity seems inherently at odds with some prospects' perceptions of sales professionals. It's a field partially-defined by the cliche of the sleazy salesperson — the one on the used car lot that knowingly sells you a lemon or any other borderline con-person who's out for cash and nothing else. In reality, that cliche couldn't be more far off.

Face-to-face 131

Face-to-face Up-Sell Promotion Competition 131

Anthony Iannarino

JULY 8, 2020

One of the variables to success in sales is self-confidence. You create a sense of certainty for your clients when you are convicted about who you are, your ability to help produce better results, and the advice you provide them. When you are not confident, you create a sense of uncertainty, your contacts wondering if they are taking too great a risk buying from someone who isn’t sure of themselves.

Lead Rank 129

Lead Rank Lead Scoring eBook Conversion 129

Nutshell

JULY 10, 2020

Real estate marketing online is the wild west. There are good guys, bad guys, and no shortage of ugly. Real estate marketing is all about building your personal brand and creating an environment where your prospects feel comfortable reaching out to you, or “converting,” as they say in the biz. Unfortunately, there are many real estate agents who completely missed the memo.

Real Estate 126

Real Estate Top of Funnel Social Media Marketing 126

Advertisement

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

Sales

ValueSelling

JULY 7, 2020

People buy from people. When you can forge a human-to-human connection and bring something of value to the table, you can create an opportunity. But how do you get that initial meeting? Of course, if you can leverage a referral to get your prospect’s attention, do so – but, in the absence of a personal introduction, here‘s how executive guests on our podcast tell us they prefer to be approached by sales professionals.

Referrals 126

Referrals How To Course Meeting 126

Hubspot Sales

JULY 7, 2020

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Having access to relevant sales data can be a true differentiator for a successful sales team. In fact, high-performing sales reps are more likely to use data to guide their sales process. According to the LinkedIn State of Sales Report 2020 , data-driven sales organizations are on the rise, with 56% of sales teams using data during prospecting and 49% of teams using data to sele

Hiring 127

Hiring Analysis Case Study Data 127

Salesmate

JULY 8, 2020

Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. This is how your business grows. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Sales professionals generally visualize customer acquisition through the stages of a sales pipeline.

Pipeline 126

Pipeline Top of Funnel Negotiation Proposal 126