Veloxy
MAY 25, 2021
If there’s one universal truth that resonates throughout every single company, it’s that cash is king for your sales team. Inside and outside sales reps are not only paid on commission, hefty bonuses and kickbacks also motivate them to work even harder. I mean, c’mon, you’ve seen all the movies right? Some of the leading salesmen in the US are literally swimming in money.
Anthony Cole Training
MAY 27, 2021
Keeping your good habits “habitual” is dependent upon your level of commitment to your goals. If you are truly committed and willing to sacrifice immediate gratification for the long-term good, then good habits stick. But how do you correct your behavior and become more habitual? Here are our 5 steps to creating better sales habits.
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Force Management
MAY 26, 2021
This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization. Here's a rundown of what each episode covers. Tune in and share with your sales reps, managers and other leaders in your organization.
Partners in Excellence
MAY 26, 2021
When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. It’s an internal view, primarily focused on internal objectives and goals. We may be trying to hit certain spend/budget goals.
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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.
Veloxy
MAY 25, 2021
When viewed from afar, sales—or the ability to perform as a salesperson —may seem as inaccessible to the average person as climbing Mount Everest. But climbing Mount Everest doesn’t just happen overnight. It takes training, preparation, and discipline. Being a successful salesperson is no different. It too takes an ever growing list of skills, characteristics, and statistics.
Membrain
MAY 26, 2021
In my experience, the #1 problem for salespeople engaged in complex b2b sales is failing to understand how customers and prospects make decisions.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
MAY 27, 2021
By Win Salyards , Marketing Coordinator at Heinz Marketing. Sales and marketing alignment is essential to any ABM strategy. It can make or break your ABM strategy. Only 3 in 10 sales and marketing professionals think their organizations are fully aligned. To ensure ABM success, we need to understand issues that can arise or are present when aligning sales and marketing teams.
Engage Selling
MAY 28, 2021
It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are … Read More » The post They Want to Renegotiate…Now What? (Part 2 of 3) first appeared on The Sales Leader.
Partners in Excellence
MAY 27, 2021
There’s a lot of discussion about rev ops. In a lot of it, I wonder, “What problem are we really trying to solve?” To be honest, I think much of the justification we use in looking at Rev Ops misses the true opportunity. Much of the discussion is around improving alignment and collaboration across marketing, sales, customer experience.
The 5% Institute
MAY 27, 2021
In this article, we’ll uncover the five best sales techniques to help you consistently win more clients. Whether you’re a Sales Professional, Business Owner or Entrepreneur; this article will help you win more sales in a consultative way. Read on to learn our best sales techniques, as well as how and why you should implement this into your sales strategy.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Heinz Marketing
MAY 26, 2021
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. When work gets busy, it’s easy to become so distracted by meetings, emails, and deliverables, that we completely lose sight of our professional development. And it makes sense – when it comes to prioritizing our list of to-do’s, there are usually many items that take precedence.
Membrain
MAY 23, 2021
Buying is complicated—we see all sorts of research confirming this. Whether it’s the fact the majority of buying efforts end in no decision made, the high level of of “High Regret Decisions,” increasing uncertainty on decision confidence; more data points to how buyers struggle during and after the buying journey.
SaaStr
MAY 28, 2021
Q: How do low times look like in startups? Lower than they really are. It’s not that they aren’t low. It’s just, in the early days, there’s so little cash, so few customers, so few teammates … that any body blow feels like it can end everything. And you’ll almost fail indeed during some low times. But you’ll look back and see you got through those with tenacity and commitment.
The 5% Institute
MAY 26, 2021
In this article, we’ll share the exact blueprint on how to close a sales deal on the phone; without being salesy, and yet still remaining in control. Some people still use old school always be closing methods , and others a completely different and more consultative approach. By learning how to close a sales deal on the phone by using our method, you’ll close more sales consistently, without being pushy or breaking rapport.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Heinz Marketing
MAY 25, 2021
By Maria Geokezas , VP of Client Services at Heinz Marketing. Not much has been certain over the last year. We’ve changed from in-person to virtual to hybrid events. We’ve moved from working in offices to working remotely and soon we’ll all move to some type of hybrid workspace. What the pandemic has taught us, is that being agile, thinking in hybrid marketing formats is the only approach marketers can be certain of.
Xant
MAY 26, 2021
The consumer experience has changed significantly. When smartphones hit the scene, data was used to understand our behaviors and provide more relevant content, and we, as buyers, became more independent with endless information at our fingertips. Of course… the data isn’t always spot on. B2B buyers are completely digital and in control. Buyers are used to having the information and resources they need to build their own criteria.
Partners in Excellence
MAY 25, 2021
There’s a lot of discussion about specialization in sales. We’ve always had specialists in sales and specialization is important. But in the past 15 years, we seem to have gone off the rails with our specialization. My earliest experience of specialization was product/solution focused specialists. When I started selling, I had the responsibility for growing a very large banking account.
The 5% Institute
MAY 27, 2021
One of the most powerful tools you can have in your sales toolkit, is the ability to ask your potential customers open ended questions. Most Sales Professionals and Business Owners have a flawed sales process ; they start by building a little bit of rapport, and then go into ‘pitch’ mode – talking about their fabulous features and benefits , hoping that something will stick.
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!
SaaStr
MAY 28, 2021
Should you join that Successful SaaS start-up? The one that just raised a nice seed round, that has $20k in MRR, and a cool product? Maybe. The key is understanding if it’s merely a pre-success you are meeting with … or one that potentially can be very successful. And it turns out, at least in my experience, the characteristics of Successful and Very Successful SaaS companies are actually quite different.
G2
MAY 28, 2021
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Heinz Marketing
MAY 28, 2021
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Your marketing team has spent countless hours strategizing, building up your database, identifying target accounts, developing content and messaging for buyers in your market, and campaign planning. You finally launch that perfectly crafted campaign, and the recipient of your message thinks to themselves, “I’m not interested in [insert topic] – I’d rather not clutter up my inbox with irrelevant information.
The 5% Institute
MAY 24, 2021
A sales advisor is a very popular career choice, because it can potentially be a very lucrative and financially rewarding career. Based on your positioning, knowledge and experience, you can literally get paid to give advice – and who wouldn’t want to do that! So; how to be a good sales advisor? In this guide, you’ll learn how to be a good sales advisor: Even if you’re not yet popular in your field.
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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
RAIN Group
MAY 26, 2021
Almost all sellers at some point in their career will consider adopting a time management system to improve their productivity. Few stick with it. The challenge is that many time management systems focus too deeply on the activity level—what to do first, what to do next, what the priority order is—without paying enough attention to the bigger picture.
SaaStr
MAY 25, 2021
At least a few times a week, I am sent a deck or exec summary that includes an “Exit Strategy” The slide sometimes references a nice acquisition by an adjacent company, or a prior competitor or player in the space. It’s all fine and good, though I recommend just passing on making one of these slides. They often suggest you aren’t really Going Big.
Sales Hacker
MAY 27, 2021
For a lot of organizations, the game plan for going remote amounted to, “Next week the office is closed.”. Going forward, we have to take remote seriously if we want to stay competitive. That means thinking of the sales team as remote-at-heart, not remote-by-default. “Remote for now” thinking can lead to missed opportunities in all senses of the word.
The 5% Institute
MAY 24, 2021
Is a career in sales worth pursuing? Will it give you fulfilment, job security, or the income that you’re wanting or need? The answer to that question, is that it very much depends. Ultimately, it comes down to intent. Why do you want to pursue a career in sales? Is it for the money? Maybe it’s to meet new people, or because you believe in your cause and what you’re selling.
Speaker: Evelyn Chou
Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.
Partners in Excellence
MAY 25, 2021
Some years ago, I was doing a review with a sales team. They closed a huge deal, one of the biggest in their region for that quarter. I called them to congratulate them on their success, asking, “What did they buy it for?” The answer stunned me, the lead sales person proudly responded, “They bought it for about $20M!” But they didn’t answer the question I was asking, so I asked again,”That’s great, I’m really delighted we closed that deal, but what
SaaStr
MAY 22, 2021
Q: Dear SaaStr: Who Should I Hire First to Get My Customer Success Function Going? It’s easy — these days. Just hire a veteran. I don’t mean a true VP of Customer Success in the early days of revenues … you’re not ready for that yet. But hire an experienced individual contributor with: at least a few years of CS experience; at roughly the high-end of your price point; that. you believe in and would trust with your hard-won customers.
Sales Hacker
MAY 25, 2021
Let’s face it. The term “mental health” is not one you’d typically hear discussed within sales meetings. Sales jobs have always been viewed as tough, demanding, highly metrics-driven and even ruthless. We’re all too familiar with the idea that leadership doesn’t care if you had an outstanding Q1 if you’re not meeting your numbers right now in Q2. In a field where performance is the be-all-end-all, there really hasn’t historically been much room for emotions.
The 5% Institute
MAY 25, 2021
New home sales consultant training is crucial for not only New Home Sales Consultants, but also for seasoned Sales Professionals who want to refresh their sales process , and even learn new skills and ideas. New home sales consulting can be a very lucrative career; because if you know your industry and craft well, the opportunities are endless. In this article, we’ll explore: The upfront requirements to be a successful New Home Sales Consultant.
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.
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