Understanding the Sales Force

JUNE 18, 2014

Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs. First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs.

Hiring 150

Hiring SAP Consultative Selling Forecasting 150

Alice Heiman

MARCH 25, 2021

Institute for Excellence in Sales Announces New Advisory Board to Complement World-Class Women in Sales Leadership Programs. The Institute for Excellence in Sales (IES) announced its new Women in Sales (WIS) Advisory Board today to help the organization advance its growing number of programs for Women in Sales.

Sales Leadership 133

Sales Leadership Oracle SAP SalesForce 133

Vengreso

JANUARY 3, 2019

If you heard the first part of this conversation with Rod Hairston, you know that he’s one of the best people to teach how to have greater persuasion in sales. Rod is a sales trainer and consultant with a diverse and impressive background. With modern CRM, sales as you know it is about to change. Join @M_3Jr of Vengreso.

SAP 111

SAP Google Ideal Customer Profile Twitter 111

SBI

SEPTEMBER 27, 2019

Brainshark Named Best Training Solution in 2019 Golden Bridge Awards. delivering SaaS-based sales enablement and readiness solutions , today announced it is a winner in the 2019 Golden Bridge Awards®. delivering SaaS-based sales enablement and readiness solutions , today announced it is a winner in the 2019 Golden Bridge Awards®.

Training 86

Training SAP Webinar Metrics Sales Enablement 86

SBI

JULY 24, 2018

Sales reps love their CRM. In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. IT HASN’T AUTOMATED THE SALES PROCESS, SO WHAT?

CRM 95

CRM SAP Forecasting Incentives 95

Sales and Marketing Management

OCTOBER 21, 2019

From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. That, in turn, leads to greater sales rep churn. If you have a community of sales reps who are frustrated and unmotivated, that’s a huge barrier to achieving revenue goals.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Vengreso

JANUARY 10, 2019

Sales leadership is a key piece of organizational success – it can determine the outcomes of a sales team more powerfully than anything else. Kyle Porter is the co-founder and CEO of Salesloft – a global business that serves the sales industry with amazing personalization and email delivery systems and assessment.

Sales Leadership 111

Sales Leadership SAP Top of Funnel Hiring 111

Vengreso

DECEMBER 6, 2018

Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques. It is his belief and experience that these things will amplify our position as sales leaders and enable us to close sales as a result.

Closing 111

Closing SAP Harvest Pivotal 111

Hubspot Sales

MARCH 2, 2021

How are sales teams impacted by remote work? Recently, sales teams have been leveraging virtual meeting tools like Zoom to conduct calls and face-to-face meetings to help build relationships with prospects or interact with colleagues. But the question still remains, without an office, what will happen to sales teams?

Face-to-face 134

Face-to-face Lead Rank SAP Call-back 134

Vengreso

NOVEMBER 29, 2018

Every sales professional is on the hunt for sales tactics that close deals, but most don’t even have transparency on their short list. My guest on this episode of #SellingWithSocial is an award-winning sales leader. The best of all sales tactics is transparency. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

SAP 99

SAP Face-to-face Google Twitter 99

Women Sales Pros

NOVEMBER 22, 2018

This is the time of year to reflect on great things happening to help move the needle for more women in sales (#womeninsales) and sales leadership in B2B companies with “male majority” sales teams and male sales leadership. It covers hiring, promotion, speaking up, and double standards for women in sales.

Hiring 105

Hiring SAP Microsoft Sales Leadership 105

Score More Sales

AUGUST 2, 2010

Sales Tips and Strategies to Grow Revenues. Join 22 experts (including Brian Solis, Mari Smith & experts from Intel, Cisco, Xbox & SAP) as they help you master Facebook marketing at Facebook Success Summit 2010. 50 DAYS To Build Your Sales – 2nd edition. 5 Tips for Lead Nurturing to Grow Your Sales Funnel.

Facebook 120

Facebook Lead Rank Lead Scoring Nonprofit 120

Hubspot Sales

OCTOBER 8, 2019

This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job. In a field where turnover is high, giving sales reps access to resources needed to effectively and efficiently close more deals can have a major impact on your company’s bottom line.

Sales Enablement 109

Sales Enablement Tools Top of Funnel Collateral 109

Increase Sales

SEPTEMBER 14, 2014

The recent reports from Workforce 2020 as well as SAP and Oxford Economics come as no surprise to anyone watching leadership development. For some anti-forward thinking leadership, they believe training is still a cost and not an investment. Rick Gosser, founder of Gosser Corporate Sales. Credit: Gratisography.com.

Outsourcing Services 128

Outsourcing Services SAP Government Compensation 128

A Sales Guy

JULY 21, 2014

Train yourself to stop thinking negative thoughts. End any nonsense that saps your budget, your motivation, and your free time. ——————————-. Dow Jones calls his Edgy Conversations blog one of the top sales sites on the internet. It will make you tougher.

SAP 162

SAP Call-back Face-to-face Banking 162

Hubspot Sales

SEPTEMBER 8, 2020

Just as Mario shrinks back down to his normal size, your sales team's motivation can shrink, too (especially if your people are money-motivated ). It's your job as the sales leader to motivate your sales reps in good times and in bad. Today you'll learn how to take a behavioral approach to motivate your sales team.

Motivation 136

Motivation How To SAP Face-to-face 136

Cincom Smart Selling

MARCH 30, 2025

Introduction A well-structured sales quoting process not only enhances customer experience but also helps businesses maintain profitability and consistency in pricing. These challenges not only impact sales efficiency but also affect customer trust and satisfaction.

Software 48

Software Software Discount Lead Rank 48

Openview

OCTOBER 10, 2018

Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc.,

Sales Coaching 101

Sales Coaching Coaching Analysis SAP 101

HeavyHitter Sales

JUNE 1, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

SBI

APRIL 2, 2013

They perform other tasks we impose on them as well, like expense reports, product training and internal meetings. It’s also the frequent task-jumping distractions that sap focus and momentum. Preparing post sales-call follow-up. Scheduling sales calls. You can increase your sales by 28.5% Locating Resources.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

HeavyHitter Sales

APRIL 7, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. Stalled Sales Cycles. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Internal Sale.

Study 146

Study B2B Penetration Lead Rank 146

Partners in Excellence

AUGUST 18, 2014

But what’s this mean for what marketing and sales actually do? Marketing and sales can no longer work separately, but must collaborate in facilitating the customer buying process. Now the differentiator is the customer buying experience—how marketing and sales engages the customer together.

Marketing 108

Marketing SAP Face-to-face Advertising 108

Sell Integrity

JULY 20, 2021

In many ways, building sales confidence is about expanding belief boundaries, addressing some underlying perceptions and providing the type of sales training and coaching that maximizes strengths, encourages risk taking and helps your customers think differently. Building Sales Competence Builds Sales Confidence.

Decision Maker 117

Decision Maker Face-to-face Coaching Lead Scoring 117

Allego

MARCH 13, 2018

Think about the last time you attended a company sales training programs for onboarding, sales kickoff or any other corporate event. In most cases, sales training simply doesn’t provide this so programs suffer as a result. The Challenge with Sales Training . Chances are, the two are vastly different.

Training 54

Training Retention SAP ROI 54

Jeff Shore

APRIL 19, 2018

I learned enough of the basics to self-train. I told my daughter, “When we fall (not if, when) we will not be one of those pathetic saps that sit in the snow feeling sorry for themselves. All too often, we finish a sales presentation and go right back to the last task we were working on. The Process of Improvement.

Closing 113

Closing SAP Exact Channels 113

Highspot

JANUARY 20, 2022

New integration enables sales reps to efficiently deliver personalized engagement at scale. “When best-in-class sales engagement comes together with best-in-class sales enablement, it elevates the customer experience,” said Rajit Joseph, VP of Product for Enterprise & Platform, Outreach. SEATTLE, Jan.

Scale 98

Scale Company SAP Enterprise 98

SBI

APRIL 2, 2019

Kiite Extends AI Platform for Sales with Playbooks. Kiite , a leading provider of AI solutions for sales, today has announced the general availability of its open beta of Kiite Playbooks, a web-based extension of its chat-based AI. . The sales process is no longer a linear series of events driven by a salesperson.

Industry 88

Industry Lead Rank Lead Scoring SAP 88

Sales Hacker

JUNE 25, 2021

Join sales enablement and coaching leaders from SAP, Scale GTM, and Second Nature, who will discuss how to define and build a data-driven sales coaching program that positively impacts your pipeline size, deal velocity, and overall close rates.

Sales Coaching 73

Sales Coaching Coaching Scale SAP 73

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Telemarketing 154

Awarathon

AUGUST 24, 2023

Elevate Your Sales Team with AI-based sales training software! Second nature | Quantified | Awarathon These platforms enable reps to practice sales strategies in real-life scenarios, providing AI feedback and tailored guidance, enhancing skills, overcoming weaknesses, and driving improved sales outcomes.

Software 52

Software Software Training Lead Rank 52

Cincom Smart Selling

MARCH 30, 2025

The online quotation software ensures sales teams generate precise quotes in minutes rather than hours and seal the deal quickly. Sales representatives often must retrieve data from spreadsheets, emails, or disconnected systems, making the process even slower. This automatically reduces a lot of errors and the need for re-work.

Software 48

Software Software Discount Lead Rank 48

SBI

AUGUST 16, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? This week I interview Carson Conant , Founder & CEO of Mediafly.

Distribution 99

Distribution Scale SAP ROI 99

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

Cincom Smart Selling

MARCH 20, 2025

Introduction Meet John, a sales manager at a manufacturing company that produces customized industrial generators. In the era where speed and accuracy are the two critical components of success, businesses leveraging CPQ software not only accelerates their sales cycles but also enhances customer satisfaction and drive revenue growth.

B2B 48

B2B Closing Scale Discount 48

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner.

B2B 81

B2B Prospecting SAP Sales Qualified Lead 81

Sales Hacker Training

FEBRUARY 13, 2020

Sales strategy. 3) Hiring: Do you have the right sales people in place? The two most common approaches when it comes to your team is to either take your high-performing SMB/mid-market reps and have them sell into the enterprise, or hire experienced enterprise reps from other enterprise companies (Oracle, SFDC, SAP, etc.).

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

Allego

DECEMBER 15, 2017

When sales training efforts fail to deliver desired performance improvements, the likely culprit is lack of follow-up after initial training. Without sales training reinforcement, reps start forgetting what they learned almost immediately — within a month, over 80% of it!

Training 48

Training SAP Retention Quota 48