Miller Heiman Group

MAY 2, 2019

To stay competitive in business sales, organizations now need a method —a systematic, established procedure for accomplishing their goals. Simply put, sales organizations that choose a clear methodology and get their salesforce to adopt that methodology outperform their competition. A methodology is what wins deals.

Sales Technology 74

Sales Technology Sales Analytics Sales Environment Organization 74

Miller Heiman Group

NOVEMBER 7, 2019

Sales organizations must reinforce using perspective with sellers by implementing the three key pillars of sales enablement: content, coaching and training. Take The Sales Conversation Metric. Keeping the customer’s path central to sales enablement pays dividends. higher win rates and 11.8% higher win rates and 11.8%

Sales 76

Sales Onboarding Sales Management Organization 76

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. Dreamforce.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

Brooks Group

OCTOBER 25, 2023

Sales Process Optimization Continuously refining and optimizing the sales process to reduce bottlenecks and improve efficiency. By focusing on these high-gain activities, sales managers can lead their teams to perform at a high level, achieve sales goals, and ultimately contribute to the organization’s success.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Showpad

APRIL 5, 2019

A great customer experience is key to retaining them, but still many organizations are failing to take the proper approach in improving their customer experience. Your Sales Forecast Is Broken, But You Can Still Fix It. Sales forecasting requires some upfront planning; in fact, formal forecasting can increase win rates.

Sales 60

Sales Sales Environment Customer Experience Sales Technology 60

Revenue Storm

MARCH 23, 2023

What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. So, if your sales athlete has better equipment, why is it still sitting in the locker room? This is bad business.

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Showpad

MAY 18, 2020

Sales departments are being forced to abandon old-fashioned approaches and truly dive into digital transformation, rethinking how they equip reps to engage buyers, from training to content. After all, there’s a reason 15% of all sales technology spending will go toward sales enablement in the next year, according to Gartner.

Prioritization 52

Prioritization Digital Transformation Sales Negotiation 52

Xant

APRIL 15, 2021

As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. We recently surveyed 450 top sales dev leaders to evaluate their teams and technologies and learn what’s changed in the sales development world. Account-Based and High-Velocity Sales.

Sales 52

Sales Decision-making Organization Innovation 52

SBI

AUGUST 17, 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?

Account Management 58

Account Management Sales Facilitation CRM 58

Miller Heiman Group

SEPTEMBER 19, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Artificial Intelligence 57

Artificial Intelligence Digital Transformation Onboarding Sales 57

Miller Heiman Group

SEPTEMBER 20, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Artificial Intelligence 55

Artificial Intelligence Digital Transformation Onboarding Sales 55

Mike Kunkle

OCTOBER 24, 2021

In either case, sales enablement influences the outcomes and orchestrates progress through effective cross-functional collaboration. Sales process, methodology, and analytics are important building blocks to support high performance. Sales Training + Sales Management System. Collaborate Cross-Functionally.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

SBI

FEBRUARY 20, 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. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Adobe is creating breakthrough experiences.

e-Learning 55

e-Learning Artificial Intelligence Digitalization Sales 55

Showpad

APRIL 5, 2019

A great customer experience is key to retaining them, but still many organizations are failing to take the proper approach in improving their customer experience. Your Sales Forecast Is Broken, But You Can Still Fix It. Sales forecasting requires some upfront planning; in fact, formal forecasting can increase win rates.

Sales 40

Sales Sales Environment Customer Experience Sales Technology 40

Showpad

AUGUST 7, 2018

For digital media, this meant “eyeballs,” or views. In today’s world, awareness is not enough; Marketing spend must be directly related to increased leads and ideally, sales. Marketers needs technology that measures the effectiveness of content so that they can invest in content that impacts revenue.

Marketing 40

Marketing Sales Sales Leadership Digitalization 40

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. At the same time, as the demands on sales organizations change, sales enablement efforts must evolve to keep pace.

Sales 34

Sales Virtual Selling e-Learning Onboarding 34

Showpad

JULY 31, 2018

The Sales team of any B2B organization is only as good as the marketing content they use when interacting with buyers. Shared technology with Sales. Marketers are not strangers when it comes to using technology to their benefit. Marketers are not strangers when it comes to using technology to their benefit.

Marketing 40

Marketing B2B CRM Sales 40

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology.

Sales Analytics 51

Sales Analytics Innovation Facilitation Meetings 51

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

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology.

Sales Analytics 48

Sales Analytics Innovation Facilitation Meetings 48

SBI

MAY 2, 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? Zilliant IQ is not like most sales technology tools.

Profitability 55

Profitability Artificial Intelligence eCommerce Sales 55

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

Miller Heiman Group

OCTOBER 1, 2018

While we’ve been a leader in the sales training realm for decades, the concept of CRM has been around even longer. The pre-digital era of CRM kicked off in 1956, with the invention of the Rolodex. But at the dawn of the digital era, these solutions depended on massive onsite servers; CRM 2.0’s s days were numbered.

CRM 71

CRM Computers and Electronics Internet Digitalization 71

Showpad

FEBRUARY 7, 2019

If you need a refresher, here’s everything you need to know about sales enablement. Sales Management Association research discovered that organizations considered “laggards” in adopting sales technology saw their sales goal achievement drop 12 percent from year to year. What is a Sales Enablement Tool?

Sales 40

Sales CRM Sales Technology B2B 40

Showpad

FEBRUARY 7, 2019

If you need a refresher, here’s everything you need to know about sales enablement. Sales Management Association research discovered that organizations considered “laggards” in adopting sales technology saw their sales goal achievement drop 12 percent from year to year. What is a Sales Enablement Tool?

Sales 40

Sales CRM Sales Technology B2B 40

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

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. Here’s my interview with Tom Pisello of Mediafly a sales enablement solution that incorporates buying hubs, collaborative workspaces, and more.

Artificial Intelligence 31

Artificial Intelligence Finance Decision-making Facilitation 31

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. Keep it short.

Negotiation 98

Negotiation Sales Telecommunications B2B 98

SBI

JANUARY 12, 2022

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?

Onboarding 26

Onboarding Facilitation Decision-making Digitalization 26

Miller Heiman Group

AUGUST 5, 2018

In 2011, the Challenger Sale burst onto the scene, telling sales organizations to completely rethink their approach to complex sales opportunities. But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers?

Sales Analytics 56

Sales Analytics Sales Innovation Sales Technology 56

Miller Heiman Group

AUGUST 6, 2018

In 2011, the Challenger Sale burst onto the scene, telling sales organizations to completely rethink their approach to complex sales opportunities. But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers?

Sales Analytics 55

Sales Analytics Innovation Sales Sales Technology 55

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. Here’s my interview with Filip Witkowski of Crescendo a sales enablement solution that delivers easy content management.

Management 35

Management Co-Creation Facilitation Meetings 35

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

MARCH 30, 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? Source: Gartner. Erik has an M.B.A.

Facilitation 40

Facilitation Software Software Decision-making 40

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’s StorySlab.

Manufacturing 37

Manufacturing Decision-making Meetings Digitalization 37

SBI

JUNE 28, 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? Greg: There are three key elements.

Sales 34

Sales Onboarding Finance Decision-making 34

SBI

MARCH 7, 2019

A Hubspot study shows that while 82 percent of sales people believe they provide value to buyers, only 34 percent of customers believe the same. Adobe’s latest Digital Trends report shows that organizations that lead in customer experience are three times more likely than their peers to have exceeded their top 2018 business goal.

Customer Experience 37

Customer Experience Transportation Sales Decision-making 37