Brooks Group

OCTOBER 25, 2023

World-class front-line managers focus their sales coaching on improving core performers or the middle 60% of managers (Harvard Business Review). The core of effective sales coaching is evaluating behavior and providing feedback to improve sales performance. Ownership will lead to better execution of the new strategy.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Miller Heiman Group

SEPTEMBER 5, 2019

If your sales data strategy consists of pulling a report from your CRM and using it to analyze your salespeople’s performance, you’re missing a critical opportunity to guide decisions that go beyond performance. Adjust the strategy to meet changing business and organizational needs. Take a Structured Approach to Managing Sales Data.

Artificial Intelligence 63

Artificial Intelligence Government Sales Technology Sales 63

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. Dreamforce.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

Miller Heiman Group

MAY 2, 2019

Technology enables a dynamic, customer-focused methodology. Once a methodology is firmly entrenched, organizations can turn to the next level: making their sales customer-focused. This is where sales technology shines, infusing a sales organization’s methodology with customer-specific data and insights that drive deals forward.

Sales Technology 74

Sales Technology Sales Analytics Sales Environment Organization 74

Showpad

FEBRUARY 16, 2022

Meet Jessie Hanna , Vice President of Sales Enablement at Stanley Black & Decker. In this interview, Jessie shares the importance of both understanding your sales teams’ immediate needs and setting a long-term vision for your digital sales acceleration strategy. . You have to be willing to listen.

Sales 52

Sales CRM Prioritization Sales Technology 52

SBI

SEPTEMBER 15, 2021

Instead of relying on partial insights obtained during sales meetings, Revenue360 captures account activities and content engagement from the first interaction on the website to sales meetings to follow-up from sales reps to provide a holistic view of the deal pipeline and prescriptive next steps. Gartner Inc.

Acquisition 30

Acquisition Healthcare Sales Technology Meetings 30

SBI

SEPTEMBER 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more.

Artificial Intelligence 31

Artificial Intelligence Finance Decision-making Facilitation 31

Mike Kunkle

MAY 11, 2022

Includes territory planning, account planning, sales call planning, leading sales meetings, task management, using CRM, sales enablement tools, other technology tools and performance support, action planning, calendaring, project management, change management, and personal productivity practices. Sales Tech/Tools.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Miller Heiman Group

AUGUST 5, 2018

But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers? In fact, at Miller Heiman Group, we believe the Challenger Sale model lacks the impact of a proven methodology and is a tactic that doesn’t meet the needs and expectations of today’s marketplace. We don’t think so.

Sales Analytics 56

Sales Analytics Sales Innovation Sales Technology 56

Miller Heiman Group

AUGUST 6, 2018

But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers? In fact, at Miller Heiman Group, we believe the Challenger Sale model lacks the impact of a proven methodology and is a tactic that doesn’t meet the needs and expectations of today’s marketplace. We don’t think so.

Sales Analytics 55

Sales Analytics Sales Innovation Sales Technology 55

SBI

DECEMBER 15, 2020

4 Ways Tech Can Support Sales During Conversations (Not Distract). Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger. Showing discomfort can lead to our prospects ignoring our meeting requests.

Sales 51

Sales CRM Meetings Manufacturing 51

Hubspot Sales

NOVEMBER 7, 2018

And no area is riper for transformation than sales. Technological advances and data proliferation are driving innovation in AI, and the new tools aren’t just for larger companies. So, how will AI transform sales? Here are five ways to reimagine sales with AI.

Artificial Intelligence 97

Artificial Intelligence Sales CRM Innovation 97

Miller Heiman Group

JULY 22, 2018

But the Blue Sheet has remained a constant, a tool relied upon by generations of sellers because it works no matter how complicated sales gets. Now, the Blue Sheet is getting a facelift to help sellers meet the growing expectations of today’s empowered buyers and address the technology needs of today’s sales organizations.

Sales Analytics 51

Sales Analytics Innovation Facilitation Meetings 51

Miller Heiman Group

JULY 22, 2018

But the Blue Sheet has remained a constant, a tool relied upon by generations of sellers because it works no matter how complicated sales gets. Now, the Blue Sheet is getting a facelift to help sellers meet the growing expectations of today’s empowered buyers and address the technology needs of today’s sales organizations.

Sales Analytics 48

Sales Analytics Innovation Facilitation Meetings 48

SBI

AUGUST 10, 2021

With the uncertain economy, the rise in hybrid teams due to the pandemic, and tightening budgets, it’s more important than ever for companies to equip their sales teams to produce at the highest level. Are you ready to evolve your sales enablement strategy? Ask yourself these questions: Are you meeting all of your sales goals?

Sales 34

Sales Virtual Selling e-Learning Onboarding 34

Strategic Communications

JUNE 17, 2021

Under immense pressure to meet their targets and keep the lights on, reps also had to navigate a brand new way of selling.”. Pivoting to online meetings, webinars, etc., For many salespeople, especially those in business-to-business (B2B) roles, LinkedIn has become a proxy for coffee, lunch meetings, and cocktail hours.

Communication 59

Communication e-Learning Media Decision-making 59

PandaDoc

APRIL 3, 2023

This means the inside sales process relies on digital communication, as well as phone calls. Increased close ratio We’ve covered the fact that outside salespeople build solid, friendly relationships with customers in order to make their sales. Outside sales teams don’t quite work that way.

Sales 52

Sales Decision-making Client Relationships Software 52

Hubspot Sales

JUNE 8, 2021

Inside Sales Rep. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Image Source.

Finance 109

Finance Sales Account Management Leadership 109

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? That has all been upended now.

Manufacturing 37

Manufacturing Decision-making Meetings Digitalization 37

SBI

SEPTEMBER 23, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more.

Management 35

Management Co-Creation Facilitation Meetings 35

Zendesk

FEBRUARY 22, 2022

This means that in B2B sales , you sell your product or service to other businesses. (In In B2C sales, you sell to individual consumers.). B2B sales requires more specialized skills such as handling higher-value deals, using proper sales technology , and managing longer sales cycles.

Sales 98

Sales Negotiation Telecommunications B2B 98

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Virtual Selling 65

Virtual Selling Onboarding Negotiation Decision-making 65

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Essentially “buyer enablement”.

Stakeholders 37

Stakeholders Decision-making Retail Digitalization 37

Arpedio

APRIL 1, 2022

Using an intelligent sales enablement strategy like account-based selling now allows companies to easily identify the most viable accounts based on a broad range of criteria, and tailor sales and marketing strategies to meet each account’s individual needs. Anders Gyldenløve Pedersen, VP of Sales. +45 Book a free demo.

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

SBI

JANUARY 26, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Government 47

Government Retail Facilitation Onboarding 47

SBI

SEPTEMBER 17, 2019

Or, if an opportunity with a 90% chance of closing had no scheduled meetings. ” This week at Gartner’s CSO & Sales Leader Conference, Invisible.io will unveil RevenueGrid and share its insights at the Revenue Acceleration space with top sales influencers. .” was named as the best sales technology of 2019?

Account Planning 33

Account Planning Sales CRM Sales Technology 33

SBI

OCTOBER 23, 2017

There’s no other event like Dreamforce – It’s our SuperBowl – and if you’re in Sales or Marketing, you’ll want to keep an eye on these sales technologies exhibiting their cutting edge products at the event. I look forward to meeting both at the CSO Insights lounge. Follow me @sellingtools.

Sales 56

Sales Prioritization B2B Software 56

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Sales Training 45

Sales Training Virtual Selling Decision-making Digitalization 45

Insightly

SEPTEMBER 5, 2023

Activity vs. productivity: an important distinction Excessive meetings provide a great case study through which to distinguish activity from productivity. Let’s say an employee often schedules meetings to discuss X, Y, or Z. Let’s quickly touch on that before diving into productivity metrics as it’s an important distinction.

Decision-making 52

Decision-making Acquisition Publishing CRM 52

Insightly

SEPTEMBER 5, 2023

Activity vs. productivity: an important distinction Excessive meetings provide a great case study through which to distinguish activity from productivity. Let’s say an employee often schedules meetings to discuss X, Y, or Z. Let’s quickly touch on that before diving into productivity metrics as it’s an important distinction.

Decision-making 52

Decision-making Acquisition Publishing CRM 52

Strategic Communications

JUNE 22, 2021

Whether sharing information to boost career-related skills or teaching consumers how their products and services can meet their needs, taking an eLearning approach can really resonate for marketers of all kinds. Ken Fortney, a technical writer for digital marketing B2B companies such as GRIN , advocates a video-first approach.

Marketing 66

Marketing Media e-Learning Communication 66

SBI

AUGUST 6, 2019

There are still hundreds of thousands of sellers across the globe who arrive to meetings with trunks full of paper! NANCY: WHAT ARE YOUR TIPS FOR ENSURING THAT TECHNOLOGIES CONTRIBUTE TO SALES TRANSFORMATION IN A MEASURABLE AND IMPACTFUL WAY?

B2B 37

B2B Marketing B2C Facilitation 37

Nutshell

JUNE 22, 2020

According to Jill Gibbons, a Digital Marketer at ClickSend , the best CTAs are interactive. Meet Your Audience Where They Are: Sell Via Text. You need to do more than just offer something valuable to your audience in your text messages. You also need to give them a clear and compelling way to get it.

B2B 123

B2B Sales Communication Marketing 123

SBI

NOVEMBER 13, 2019

Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight. Together with the ConversationAI mobile app, the power of AI-driven sales coaching is now available on-the-go, meeting the needs of today’s busy sales manager.

Account Planning 24

Account Planning Sales Sales Management Acquisition 24

SBI

OCTOBER 30, 2018

Those are typically Sales Enablement types of solutions. Our landscape looks at all sales technology and that includes, believe it or not, forty-three categories. So Sales Enablement/Content Management and then skills development and reinforcement are just two of those. I think we’re at risk. Are you seeing that?

Sales 55

Sales CRM Sales Technology e-Learning 55

SBI

JUNE 25, 2019

With more than 90 percent year-over-year growth, Showpad’s rapid expansion is indicative of the explosive growth of the sales enablement market segment. According to Gartner, 15 percent of all sales technology spending will be applied to sales enablement technology by 2021. Sales Enablement. Industry News.

Investors 29

Investors Account Planning Banking Finance 29