Showpad

JUNE 29, 2021

Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle. This domain should also be closely connected to sales effectiveness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. It is not enough to have sales graphs and market share predictions when introducing change to an organisation. My observation across multiple organisations is that KAM often lacks the leadership required to make it work.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Showpad

DECEMBER 12, 2023

Leading sales enablement initiatives effectively in a turbulent world is not an easy task Staying relevant and ensuring a steady flow of revenue are key challenges for every business these days. Let me ask you this: Have you derived your sales enablement initiative directly from the business goals? business case)? But we don’t.

Sales 52

Sales Onboarding Communication Negotiation 52

SBI Growth

APRIL 18, 2013

“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. But they are lacking in 3 ways: Not specific to Sales. 3 Dimensions of Sales Leadership Competency.

Sales Management 109

Sales Management Management Sales Prioritization 109

Account Manager Tips

AUGUST 9, 2022

What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? For me, sales is most successful when you follow a process. Let me share those steps with you now.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Miller Heiman Group

JULY 8, 2019

Because it takes six to 12 months for organizations to achieve meaningful sales transformation , now is the time for chief revenue officers and chief sales officers to improve sales performance to bring their companies to a position of strength before the downturn hits. What does retention look like on your sales team?

Sales Management 82

Sales Management Management Sales Sales Training 82

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. Break your sales process down into skills.

B2B 104

B2B Negotiation Sales Leadership 104

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Hubspot Sales

OCTOBER 19, 2020

Expectations are a fact of life — especially for sales professionals. A lot is expected of a sales rep. But expectations in sales go both ways. Sales reps expect a lot from their employers as well — particularly when it comes to compensation. On-target earnings provide a benchmark for reps and managers alike.

Negotiation 88

Negotiation Leadership Sales Leadership Sales Management 88

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Openview

DECEMBER 12, 2018

Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year. The Rise of Feedback. Importance of understanding decision science.

Sales 100

Sales Decision-making Leadership Financial Services 100

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. This is nothing new – adaptability and flexibility have always been key to sales success. Remote selling and remote leadership came in a close 4th and 5th. Go for the no”. Key findings.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. Sales Podcasts. The Sales Hacker Podcast. Sales Gravy.

Internet 71

Internet Sales B2B Sales Leadership 71

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Management Sales Organization 48

Miller Heiman Group

FEBRUARY 21, 2019

Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Sales leaders know what attributes they need in each member of their sales team.

Sales 62

Sales Global Accounts Finance Performance Review 62

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not.

Sales Management 130

Sales Management Management Sales Sales Training 130

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts. Companies spent approximately $2.2B

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Engage Selling

JULY 22, 2022

The post How to Effectively Employ Team Selling | Sales Strategies first appeared on Colleen Francis - The Sales Leader. Since I published Right on the Money, there have been even more changes happening in the marketplace that we as sellers need to … Read More.

Publishing 96

Publishing Sales Client Relationships Negotiation 96

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. All of those elements and several others are influenced by your company’s sales culture. Here, we’ll discuss several aspects of sales culture, what a good one looks like, how to improve yours, and how to scale it as your company grows. Conclusion.

Sales 52

Sales Communication Decision-making Meetings 52

SmartKarrot

JANUARY 20, 2023

Manage complex cases on compliance, payroll, invoicing, account setups, etc. Responsible and accountable for overall customer satisfaction and retention overseeing customer onboarding, account management, and expansion. You’ll also standardize the renewal process in cooperation with the Sales team to maximize retention.

Customer Success 19

Customer Success Onboarding Government Negotiation 19

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? Is the deal legitimate?

Facilitation 40

Facilitation Software Software Decision-making 40

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Media Account Management Negotiation 81

Engage Selling

NOVEMBER 18, 2017

In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers that rule your sales pipeline Here are three case studies … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

APRIL 15, 2022

The post Engaging the Decision Makers first appeared on Colleen Francis - The Sales Leader. More and more individuals are involved in the buying decision than ever before. There are a number … Read More.

Sales 110

Sales Client Relationships Negotiation Sales Leadership 110

Engage Selling

OCTOBER 22, 2016

When a business fails to meet its sales target, blame usually gets pointed squarely at members of the sales team for not doing their jobs properly. Bad salespeople! Sound familiar? Don’t be so quick to jump to conclusions. To be … Read More »

Sales 48

Sales Meetings Account Management Negotiation 48

Engage Selling

DECEMBER 2, 2017

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And… it’s happening in a selling market that’s changing faster … Read More »

Sales 48

Sales Marketing Account Management Negotiation 48

Engage Selling

FEBRUARY 11, 2017

This is the third of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

NOVEMBER 4, 2017

You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales. The ones that rule your sales … Read More » And what are your numbers?

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

APRIL 22, 2017

It teaches valuable insights I apply to my professional work, including how I coach sales leaders on revenue acceleration. Sometimes we must repeat a lesson a few times to learn it well. Running is like that for me. On the … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

FEBRUARY 25, 2017

This is the fourth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Hubspot Sales

FEBRUARY 21, 2018

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. Sales Gravy. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. The Sales Blog. Sales Benchmark Index. Sales Source.

Sales 145

Sales Sales Management B2B Leadership 145

Engage Selling

JUNE 3, 2017

Improving the revenue-generating capacity of your business hinges on accelerated sales. The secret to achieving this: build your own inside track for sales. The more you sell in less time, the faster you grow. Create your own advantages, working within … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JUNE 17, 2017

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here are the remaining 3 steps… 4. … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

AUGUST 27, 2016

Sales structures will be imploded and rebuilt to redefine … Read More » “What does the future look like for sellers?” ” There will be fewer salespeople, with a more of a well-defined focus on what they are there to do. Skills will be hybridized.

Sales 48

Sales Account Management Negotiation Sales Training 48