Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.

Sales 166

Sales Sell Service Product 166

A Sales Guy

APRIL 28, 2020

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come to an end.

Sell 131

Sell Price Pipeline Gaming 131

Jill Konrath

APRIL 28, 2020

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility.

Prospecting 125

Prospecting 125

Membrain

APRIL 29, 2020

Everybody loves to hold others accountable, but very few of us enjoy being held accountable ourselves. It’s natural. We’re human, and very often “accountability” is a code word for “perform or else” where “or else” is a threat.

Sales 120

Sales 120

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

Sales Hacker

APRIL 28, 2020

Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox. In our new uncertain normal , there’s one constant that everyone can agree on… Empathy Is Good.

Cold Call 122

Cold Call Sales Trust Prospecting 122

Engage Selling

APRIL 29, 2020

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.

Relationship building 125

Relationship building Networking Sell Sales 125

Sandler Training

APRIL 25, 2020

And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team. The post Five Sales Lessons From The Coronavirus appeared first on Sandler Training.

Sales 113

Sales Process 113

SalesLoft

APRIL 28, 2020

Post by Jeremey Donovan. By day, Jeremey is head of sales strategy and GM NYC at SalesLoft. In his spare time, he has written five books, including How to Deliver a TED Talk and Predictable Prospecting. Always looking to get better at the craft of leadership, I recently posed the following question on LinkedIn: “As a sales leader, what time management tricks and tips do you rely on?

Sales 111

Sales Technique Drivers/motivators Meeting 111

Sales Hacker

MAY 1, 2020

Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.

Pitch 109

Pitch Presentation Sales Legal 109

Miller Heiman Group

APRIL 28, 2020

Two decades ago, customer interactions were all business. Providing good service was sufficient to keep customers loyal and maintain buying relationships. Businesses all but ignored the occasional upset customer. But today, we know that offering customers an optimal experience is the linchpin to growing sales in a competitive market. Organizations strive for a branded, differentiating experience that revolves around customer experience best practices.

Customers 103

Customers Cross-sell Service Technique 103

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.

Product

ConversionXL

APRIL 28, 2020

You know that feeling in the pit of your stomach when you get a calendar invite for an all-hands meeting—with no warning or context? I got one of those in 2018, mere months after I started at data.world as their first growth marketing and demand generation hire. My initial role was to grow the user base for our free, open-data catalog. But I soon found out our real challenge was monetization.

SQL 101

SQL B2C B2B Closing 101

Cience

APRIL 30, 2020

Digital selling platforms are quickly replacing phone-based and in-person selling today. Though B2C industries may be leading this change, B2B sales are not far behind. Consumerization of customer expectations is a natural outcome of this shift. Therefore having a customer-centric mindset and providing a great customer experience is becoming more critical in the B2B space as well. 90% of B2B executives say that customer experience (CX) plays a key role in helping them achieve their organization’

Gaming 102

Gaming B2B UX B2C 102

SaaStr

APRIL 28, 2020

My second boss everywhere came from a very big, very old tech company. He inherited one of their firm rules: “When you leave, if you leave … you can’t ever come back!” I didn’t get that rule. If someone great left, wouldn’t you want them back later? Things change. Life changes. In fact, right after that we hired a roundtrip employee as our CTO in my first start-up and it was amazing.

Start-ups 100

Start-ups Promote Product Growth 100

Salesmate

APRIL 28, 2020

Without steady cash flow, survival in the construction industry could be a little difficult. Enough revenue needs to be generated for paying salaries, keeping the machines working, and making profits for reaching the construction business goals. Without getting projects, you can’t expect revenue growth in a construction business. Failure in getting projects can kill your chances of survival.

Construction 99

Construction CRM Pipeline Follow-up 99

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!

Sales

criteria for success

APRIL 28, 2020

Looking to motivate your sales team? Now more than ever, sales people need support and encouragement. We've collected some of our favorite quotes on perseverance and success to help you keep your sales team inspired and motivated. We love to share quotes on social media, so we’ve also made them shareable. Click on the Twitter logo next to the text to share any quote via Twitter.

Drivers/motivators 98

Drivers/motivators Sales Contact 98

The 5% Institute

APRIL 28, 2020

Hiring the right sales people is critical for your business; in this article, you’ll learn the best interview questions for sales hiring success, so that we can help make the task a little easier. We’ll categorise our best interview questions for sales hiring in the following way: Leadership. Experience. Their drive. Miscellaneous. Read on to learn what they are, and why they make our list of best interview questions for sales hiring.

Intrinsic 98

Intrinsic Drivers/motivators Sales Government 98

Heinz Marketing

APRIL 30, 2020

Hunkering down is over. Sure, many of us might still be working from home for awhile longer. But our businesses are re-emerging with pivots big and small to drive resurgence and growth into the rest of 2020. What may have started as day-to-day decisions four weeks ago has now coalesced into a company-wide strategy. For example, we have several clients in board meetings this week discussing and confirming their path forward – with broad product, customer, marketing and sales implications.

Teamwork 99

Teamwork Presentation Drivers/motivators Launch 99

Gong.io

APRIL 29, 2020

Some one-on-ones are so good that you walk out feeling motivated for the whole week. Others, not so much. We asked sales managers their secrets for running remote one-on-ones that leave reps craving more. The kind that deserve a hand-stinging, ear-ringing high five (except not right now because, you know, social-distancing). Put these 6 elements together to turn your one-on-ones into a pure shot of motivation and boost team productivity.

Product 93

Product Drivers/motivators Strategize Gaming 93

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!

Customers

Sales Hacker

APRIL 30, 2020

What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. There are drawbacks, though. While you can teach people about your product, you can’t teach them how to sell.

Sales 98

Sales Up-sell Represent Clients 98

Richardson

APRIL 30, 2020

In just two months, the selling industry has experienced sweeping change. The common characteristic of these changes has been the need to engage customers in a virtual setting. While this change was likely on the horizon, global events have forced businesses and individuals to fully embrace a virtual model practically overnight. This kind of wholesale change is demanding because it requires adaptation at all levels.

Sell 96

Sell Technology Technology Customers 96

Heinz Marketing

APRIL 28, 2020

By Pei-Ming Tokuda , Marketing Intern at Heinz Marketing. Many of us are home staying safe and protecting the public from COVID-19, but it has still been a demanding time. It is hard to stay focused and positive through it all when there is still so much unknown about when this will come to an end. Instead of speculating on the “end” focus on what can be done now because when it is all over, your customers will remember who stayed connected with them through it all.

Customers 99

Customers Contact Strategize Service 99

Sandler Training

APRIL 25, 2020

Here, then, are three tips that can help you become more successful as a sales leader in creating a predictable operational rhythm – a cadence – if you find yourself responsible for the performance of a remote sales team. The post Three Tips For Setting A Leadership Cadence For The Remote Sales Team appeared first on Sandler Training.

Sales 95

Sales 95

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

Hubspot

MAY 1, 2020

In the past year or so, live video has quickly become one of the most popular types of online content, especially on social media. Not only is Facebook Live thriving, with one in five videos being live streams , but other major platforms like Instagram , Twitter , YouTube , and -- most recently -- LinkedIn , have embraced similar features. Aside from the older social media platforms allowing live streams, some emerging platforms, like Twitch.tv , now cater specifically to live stream viewers.

Drivers/motivators 101

Drivers/motivators Entertainment Represent Growth 101

SaaStr

APRIL 27, 2020

After we had 16,000+ register for our first SaaStr Summit on Bridging the Gap, we’re spinning up the second one on the next thing founders ask every day: What’s Really Going on in Venture Capital? May 27th. Free. Learning from the Best of the Best in venture. We’ll have a full-day event on May 27, together with VC mentorship sessions and more.

93

93

Heinz Marketing

APRIL 28, 2020

As we continue into week 74 of work-from-home quarantine, checking the mail and getting packages has become an anticipated event in our house. It’s a lifeline to the outside world. And if you’re someone who leaves packages alone in the garage for a couple days, it’s like Christmas! That box could be anything, but you don’t get to unwrap it until Thursday morning!

Campaign 96

Campaign Gaming B2B Prospecting 96

Force Management

APRIL 27, 2020

Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her bu

Engineering 80

Engineering Product Sales Growth 80

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.

User Experience

Hubspot

APRIL 27, 2020

Here's a fun little challenge for you: name three marketing strategies you'd recommend to someone who's getting their start in the field. Easy, right? This is what I'd suggest — social media marketing, email newsletters, and content offers. As marketers, we can pretty much list useful, tried-and-true marketing tactics like clockwork. We know what works.

Gaming 101

Gaming Campaign Follow-up Networking 101

SaaStr

APRIL 29, 2020

Q: What are the next big trends in SaaS? I think the new trend, which is brand new — is that “Innovation” as a reason to buy SaaS is dead. For now. And maybe for 18+ months. But … this will be combined with a rapid acceleration of Digital Transformation. What do I mean? Well, the IT spend into SaaS has grown far faster than IT budgets overall in the past 5+ years: A big chunk of that is because the CIO’s role has become over the past half decade, in large part, the Chief Innovation Officer.

Product 93

Product Sales 93

Heinz Marketing

MAY 1, 2020

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Josh’s latest Heinz Marketing blog post on the 10 Tips to Quarantine with Your Partner inspired me to write a post of my own based on my situation. His tips are so great, don’t get me wrong, but if you have kids like me, you might be thinking “Surrreeeeee, there is SO much time to pick up a new hobby or binge watch 15 seasons of Survivor!”.

Gaming 95

Gaming Entertainment Start-ups Price 95

Sales Hacker

APRIL 27, 2020

Whether you run a one-person sales enablement program or are part of a team, the sheer scope of the job can be overwhelming. I hear you. Which is why we’ve put together this guide on sales enablement, focusing on the three primary parts of the job: strategy, execution, and governance. Sales enablement strategy. Sales enablement execution. Sales enablement governance.

Strategize 92

Strategize Government Objectives and Key Results Sales 92

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.

Sales