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Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

Sales 94
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The Perplexing Power of Process & Methodology in Complex B2B Sales

Mike Kunkle

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.”

B2B 151
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The Building Blocks of Sales Enablement Learning Experience

Mike Kunkle

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. That said, HOW you do it (improve sales productivity) does matter.

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We’re All in Sales – Or Maybe Not

Mike Kunkle

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human.

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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How Sales Enablement & Sales Managers Can Partner to Drive Results

Mike Kunkle

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. Sidebar: Recognize That Sales Enablement is Change Management. Sales Enablement initiatives ARE Change Management projects.

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Maximize Sales with Minimal Headcount: 3 Strategies to Help Sales Managers in 2023

Sales Readiness Group

Despite the current economic challenges, sales leaders are still expected to increase sales revenue. Take a back-to-basics approach and focus on the core activities proven to help Sales Managers drive revenue. Sales Management Sales Coaching Managing Performance Sales Enablemen

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SALES PERFORMANCE: Why Sales Training Fails

The Center for Sales Strategy

hiring salespeople sales performance sales trainingThe world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!

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Sales Lessons from a Heisman Winner

Software Sales Guru

His insight is valuable for sales performance. Most people tell me that it is not possible to have your questions for a sales call prepared in advance. The post Sales Lessons from a Heisman Winner appeared first on Software Sales Gurus. Sales Skills game film

Software 130
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The Move to Inside Sales | Sales Strategies

Engage Selling

???????? One of the shifts we’re noticing in today’s marketplace involves the move to inside sales. Field sales reps are doing more inside sales than ever before. The post The Move to Inside Sales | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Sales 82
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The Sliding Scale of Sales Transformation

Mike Kunkle

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.

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Buyer's Guide: Best-of-Breed Sales Enablement

The results are in—companies who have sales enablement consistently report higher win rates than companies who don’t. This guide will help you understand: The subcategories of sales enablement, the best-of-breed and single-vendor approaches, and how to set up your best-of-breed sales enablement ecosystem. Download the guide today!

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Feedback on Sales Rep Performance Can Be Hard - Here's How to Improve

Sales Readiness Group

Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager. Sales Management Sales Coaching Managing Performance Sales Leadership

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3 Unique Ways Sales Managers are Leading Hybrid Sales Teams

The Center for Sales Strategy

If you are like me, the idea of your sales team working remotely was beyond your imagination. Have you changed your management style to match the new reality of a hybrid sales team? leadership sales management hybrid work

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4 Straightforward Sales Goals | Sales Strategies

Engage Selling

There are four straightforward sales goals that I would like to share with you. The 4 Straightforward Sales Goals 1. … Read More » The post 4 Straightforward Sales Goals | Sales Strategies first appeared on The Sales Leader.

Sales 92
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Media Sales Report – Learning & Development with Emily Estey

The Center for Sales Strategy

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.

Media 92
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Positivity in Sales: A Choice, Not a Feeling

Engage Selling

Positivity in sales is a choice, not a feeling. The post Positivity in Sales: A Choice, Not a Feeling first appeared on Colleen Francis - The Sales Leader. It doesn’t require much effort to feel worried about the state of the world these days.

Sales 105
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Intro Guide to Data-Driven Sales Onboarding

Just as tests and report cards indicate strengths and areas of improvement for students, sales teams need to track learning progress and results for new sales reps during on-boarding. Check out this exclusive eBook for details on how data can improve on-boarding. Download the eBook today!

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How to Resize and Retool Your Sales Force

Mike Kunkle

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession.

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The Cost of Sales

Software Sales Guru

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. The post The Cost of Sales appeared first on Software Sales Gurus. Sales Performance Management sales star coaching

Software 141
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The CEO Speaks: How COVID changed strategic account management forever

The SAMA Podcast

Download Tim Pollard's white paper "The Seven Ways COVID Changed Sales Forever" here. Specifically, the pivot for virtual will bring about dramatic changes to sales models, sales meetings and sales messaging There are also three excellent videos on the linked page.) Tim and SAMA will co-host an interactive next-practice symposium April 29 to go even deeper on the subject. Register here.

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The Cost of Sales

Software Sales Guru

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. The post The Cost of Sales appeared first on Software Sales Gurus. Sales Performance Management sales star coaching

Software 141
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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

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Sales Pipeline vs Sales Funnel: Do You Know the Difference?

The Center for Sales Strategy

Often, a sales funnel and sales pipeline are confused. Marketers and sales leaders that collaborate closely will learn that ensuring the sales funnel and pipeline are both full, healthy, and clean defines some of the biggest indicators of revenue success.

Marketing 107
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Customer Engagement Shift | Sales Strategies

Engage Selling

The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader. recently came across some interesting research from Gartner on the customer engagement shift.

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The Dreaded Sales Prevention Department

Engage Selling

A Sales Prevention Department? The post The Dreaded Sales Prevention Department first appeared on Colleen Francis - The Sales Leader. You might have one.

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How to Increase Sales Now Without Adding Headcount

Sales Readiness Group

Yet, these same organizations are asking their sales leaders to drive increased revenue despite the challenging headwinds. So how can you increase sales without adding headcount? Sales Management Sales Coaching Sales Leadership

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Staying to the Left of the Sales Pendulum

Software Sales Guru

Staying to the Left of the Sales Pendulum If you’re desperate to make something happen, and you try to control events and people, you push away the people you want to influence and you prevent the desired outcome. Sales Skills close sales need diagnostic sales conversations

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Objections in Sales Presentations

Software Sales Guru

Objections in Sales Presentations Overcoming objections is an important step in the sales process, but it’s one of the most dreaded parts of sales. The post Objections in Sales Presentations appeared first on Software Sales Gurus.

Software 141
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World-Class Sales Kickoff Strategies: Sales Execution Tools, Revenue Forecasting, and Coaching

Revegy

As we move into the new year, most sales teams are likely setting the stage for 2023 with sales kickoff meetings, also known as SKOs. Sales Execution Sales Planning sales sales coaching sales execution tools sales forecasting sales kickoff strategy

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Improving Sales Performance - IMPACT Your Sales Planning: Sales Calendar

The Center for Sales Strategy

The Improving Sales Performance Series focuses on helping sales leaders make an IMPACT on their sales performance through insight on four key areas: people, process, planning, and performance. sales performance sales calendars

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The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

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There are Limits to What Sales Enablement Can Fix

Mike Kunkle

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work.

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Ultimate Resource for Sales Motivation

The Center for Sales Strategy

Every career has challenges, and that’s certainly true for sales professionals who often experience selling highs and lows. Sales pros face numerous obstacles in their quest for success. They might have a difficult sales territory that requires lots of travel away from home.

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Improving Sales Performance | Media Sales Report | Sales Enablement

The Center for Sales Strategy

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 Media Sales Report. sales enablement sales playbook

Media 109
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New Sales Manager? Follow These 3 Essentials to Jumpstart Success

Sales Readiness Group

You have just been promoted from salesperson to sales manager, now what? For many sales organizations, promoting from the field to fill vacant sales manager roles is the standard operating procedure, and it’s easy to see why. Sales Management Sales Leadership

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Sales Kickoff Beyond the Meeting: How to Plan & Execute a Successful SKO

Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan

Join Bigtincan's Director of Sales Enablement, Beverlie Heyman, and Sr. Sales Enablement Manager Jared Hibbs for a discussion on strategies to ensure your SKO is as efficient and effective as possible.

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Nine insights: Sales processes and selling skills for targeting and meetings

Red Star Kim

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Sales process. Multifaceted map of the sales process. Sales meetings. Recommended sales books.

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The Road to Sales Mastery

Software Sales Guru

The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural.

Software 141
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A Lesson from a Sales Split Test: We Benefit from More Structure than We Like

Software Sales Guru

A Lesson from a Sales Split Test: We Benefit from More Structure than We Like The Accidental Sales Split Test I started a call recording and coaching program with a client who had two sales teams. Sales Skills consultative selling sales conversations sales presentations

Software 130
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Look Outside Your Sales Organization | Sales Strategies

Engage Selling

Observations from the real World Sales Tips Colleen Francis customer growth Customer Success customers Engage Selling Engage Selling Solutions Gartner kpi Look Outside Your Sales Organization | Sales Strategies sales metrics Sales Strategies sales success sales tips

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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!