InsightSquared
MARCH 6, 2018
Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task.
A Sales Guy
MARCH 8, 2018
Sales is about giving. It’s not about your quota. It’s not about getting to the close. It’s not about Presidents Club. It’s not about the upsell. It’s not about being on the leaderboard. It’s not about bringing a deal in by the end of the quarter. It’s not about conversion rates or leads. Sales is about giving your buyers, prospects, and customers a way to get to a better place tomorrow than they are today.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Gong.io
MARCH 5, 2018
Investing in ramping new sales hires faster is some of the strongest ROI you can generate as a sales leader. But somehow it often takes a back seat. Especially if sales enablement isn’t a dedicated function at your company. We know that ramping sales hires is probably important, but there are only so many hours in the day and sales managers need to spend them focusing on their biggest priority: Generating more revenue.
Membrain
MARCH 4, 2018
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
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.
Score More Sales
MARCH 8, 2018
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.
Outreach
MARCH 6, 2018
In a perfect world, every decision your sales team makes would be perfectly optimized and backed by data. We’ve come a long way, but as it is, reps only spend ? of their time selling. Who has time to moonlight as a data scientist, and who has the budget to hire a dedicated analytics team when you desperately need another rep to hit your revenue goals?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
MARCH 7, 2018
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance of my Mac not being able to connect to iCloud had a ripple effect on that and other devices that affected me for a week. But none of those issues bothered me more than what LinkedIn did.
Sales Hacker
MARCH 6, 2018
This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Based on how your buyer journey looks, example, Awareness, Interest, Decision, and Action, your sales pipeline stages may also vary.
A Sales Guy
MARCH 6, 2018
Yes, I know. You’re a sales guy or gal. But who are you? When you attach your name to a salesperson or sales leader, or accountant, or teacher, or plumber or whatever, how does that change the moniker? How is (insert your name) the salesperson different than all the other salespeople out there? What does your name add to the simple and faceless moniker of salesperson?
Hubspot
MARCH 6, 2018
What is a sales process? “Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. Building a repeatable, scalable sales process is tough. There's no shortage of diagrams, methodologies, or experts with opinions on exactly how you should be doing things.
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.
Outreach
MARCH 7, 2018
Salespeople are basically psychologists, minus the couch. Like Freud and Marx, the success of a salesperson lies in their ability to understand their patients….err, prospects. In order to be successful, salespeople need to understand what motivates their prospects, what turns them off, and what what makes them tick. So how can you as a salesperson better understand and connect with your prospects?
Openview
MARCH 5, 2018
A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level executive insights, he sometimes heard, “But we don’t sell to the C-level.”. Times have changed. Technology vendors have woken up to the reality that C-Level conversations are inevitable and necessary. Why? Because major technology purchases are increasingly tied to corporate-wide, digital transformation efforts, which are largely being driven by C-Level players.
Sales Hacker
MARCH 7, 2018
Below, I’m going to dive right into the top 7 habits a Sales Development Rep (SDR) should develop. But, before that, let’s understand why this is so important. The Sales Development Representative (SDR) is quite the professional paradox. Although it’s an entry-level job for those with little to no experience, it is also a surprisingly complex one, often requiring both sales and marketing skills with a numbers-driven approach (which is why it’s a great way to start your career in a te
Hubspot
MARCH 7, 2018
KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates. Sales Volume by Location. Competitor Pricing. Existing Client Engagement. Employee Satisfaction. Upsell/Cross-Sell Rates. Net Promoter Score (NPS). Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations.
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!
SalesforLife
MARCH 6, 2018
Social selling has changed the modern sales landscape and is empowering sales organizations to leverage automation and technological efficiencies to sell smarter. Social selling is widely accepted now as a necessary tool for modern sales organizations interested in keeping up with their competition.
Engage Selling
MARCH 8, 2018
Everything old becomes new again… Have you heard of that saying before? I bring it up because it’s true, especially with an “old” lead generation practice which is turning into one of the hottest trends of 2018.
Miller Heiman Group
MARCH 6, 2018
A majority of sales and service organizations now have dedicated staff and programs for sales enablement. But CSO Insights research shows that despite increased adoption, many organizations still aren’t seeing optimal results from their sales enablement investments. As more and more organizations embrace enablement, it’s critical for leaders to understand how to properly launch a sales enablement practice and improve existing enablement practices to achieve the best possible outcomes.
Hubspot
MARCH 6, 2018
For certain types of email subject lines, the answer is. Probably. That might be surprising to marketers. For a long time, AI has been either an over-hyped set of technologies that didn’t deliver on their promises or it’s been a pie-in-the-sky idea that didn't translate into real-world applications. My, how the times have changed. AI is a term for a group of related, but distinct, technologies.
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!
SalesforLife
MARCH 9, 2018
This week I was in New Delhi, India working with the sales leadership team at Microsoft’s inside sales digital center. The team was eager to learn new skills, and frankly surprised me with all the sales methodologies, books, podcasts, etc. that they consume on the regular basis. But what caught my attention most was their upfront transparent view on sales training, and its ability to enhance sellers' careers (knowing full well that some sellers then become a flight risk).
The Sales Hunter
MARCH 6, 2018
It’s a rare person who wakes up in the morning excited to do nothing but prospecting. It’s even rarer to find a person who enjoys doing it day after day, week after week. The average person would call that the definition of insanity, but give me three minuetes and I’ll try to get you past […].
Heinz Marketing
MARCH 8, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features from Inc Magazine and Lifehacker’s. In that vein, we started our own series asking several leading business leaders and sales experts (including but not limited to Anthony Iannarino , Dave Brock and Trish Bertuzzi. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
Hubspot
MARCH 7, 2018
“Adding value.”. I see, hear, or read this phrase nearly every day. It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. But even though “adding value” is not a new concept, I recently came across a LinkedIn post that made me reexamine what I did as a sales rep to add value to prospects, partners,
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
SalesforLife
MARCH 7, 2018
Let’s get right to it. I’m sick and tired of big, obnoxious platitudes like “cold calling is dead!” They are dangerous, and quite frankly if you’re spouting them or believing them, you’re not just missing the boat, you were never on it in the first place.
Jill Konrath
MARCH 6, 2018
After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard.
Miller Heiman Group
MARCH 5, 2018
The Elevate 2018: Innovation in Action conference is less than two months away. As we prepare for another opportunity to share knowledge with the best sales professionals in the country, we’re taking time out to reflect on the lessons we learned at Elevate 2017 in Nashville. Whether you missed last year’s conference or want a refresh before you attend this year’s event, here are four Elevate 2017 quotes from Byron Matthews, president and CEO of Miller Heiman Group, that will prepare you to make
Hubspot
MARCH 8, 2018
To understand how Instagram’s algorithm works, it’s important to consider the purpose behind it: the algorithm aims to delight you. If it doesn’t show you interesting and engaging content, you’ll exit the app. The algorithm needs to keep you scrolling. How does the Instagram Algorithm work? When deciding how high your post should show up in someone else’s feed, t he Instagram algorithm measures how quickly your post attracts engagement, and evaluates the relationship between your account and you
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.
ConversionXL
MARCH 8, 2018
Want to get more replies to your emails? Especially cold emails or requests? Here: The post How to 5x Your Reply Rate appeared first on CXL.
Partners in Excellence
MARCH 9, 2018
We all have our dashboards and key indicators. We assess performance base on dial, meters, red/green/yellow lights. We sit at our desks going through mind numbing screens measuring everything that’s going on. We labor extensively over Excel spreadsheets, doing analysis, building formulas, pivot tables, slicing and dicing data in many ways. We use these tools to identify challenge, problems, opportunities.
Sales Hacker
MARCH 8, 2018
Sales interviews are nerve-wracking. Not just for candidates, but also for hiring managers. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. There are a lot of highly qualified, accomplished, intelligent people out there. Yet as a hiring manager, seeking to build the best sales team in the industry, there are a few things I’ve observed that separate the good from the great—the things that distinguish good interviewees from those who actually end up la
Hubspot
MARCH 9, 2018
You probably expect technology to be accessible everywhere. Whether you’re outside on a run, traveling somewhere by train, or in a cafe with limited wi-fi service, you don’t want to stop what you’re doing if you run into connection problems, especially if you’re in the middle of watching YouTube videos. Which is why it doesn’t surprise me that you want to know how to download and save YouTube videos.
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.
Expert insights. Personalized for you.
119 
Let's personalize your content