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.

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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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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.

Are You Coachable? | Sales Strategies

Engage Selling

Sales leaders spend a great deal of time talking to managers on how to be effective coaches. Sales Strategies first appeared on The Sales Leader. However, it’s important for salespeople to realize that they need to be coachable as well.

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

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.

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

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

This is a Sales Call

Software Sales Guru

This is a Sales Call It’s no secret that most people want to avoid sales calls. Traditional sales advice is to cajole them to staying on the phone. The post This is a Sales Call appeared first on Software Sales Gurus. Sales Skills sales conversations

Don’t Confuse Sales Coaching for Status Updates | Sales Strategies

Engage Selling

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. However, there’s one big mistake that I see sales … Read More » The post Don’t Confuse Sales Coaching for Status Updates | Sales Strategies first appeared on The Sales Leader.

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

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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!

Micromanaging Your Sales Metrics

Engage Selling

Make no mistake about it. Right now, you must be micromanaging your metrics. Micromanaging has been given a bad rap.

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Sales Call Planning Guide

RAIN Group

We acknowledge that sometimes you can't prepare for a sales call or—hallelujah—a buyer calls you out of the blue. It's reasonable to suggest that, on occasion, sales calls are appropriately deemed 'exploratory discussions'; the kind of discussion in which we just talk and 'see where it goes.'.

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Leveraging Conversation Intelligence to Improve Sales Coaching

Sales Readiness Group

In our research report 5 Hallmarks of High-Impact Sales Organizations , we identified sales coaching as the top sales management action to improve sales team performance. Selling Skills Sales Management Sales Coaching

Biggest Sales Challenges for Sales Managers in 2021

The Center for Sales Strategy

And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies

Engage Selling

The competition was … Read More » The post Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies first appeared on The Sales Leader. I was working with a group of high performing salespeople years ago—well before the pandemic.

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Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

Assertiveness in Your Sales Process

Engage Selling

Could your sales process use a little more assertiveness? A lack of assertiveness in sales often comes in the form of, well, not even asking for the sale in the first place! … Read More » The post Assertiveness in Your Sales Process first appeared on The Sales Leader.

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Improving Sales Performance — IMPACT Your Sales Performance: Pipeline Management

The Center for Sales Strategy

As a sales manager, how much better would your life be if you had access to better forecast accuracy and improved sales performance? sales performance sales pipeline pipeline management

Improving Sales Performance | Media Sales Report | Sales Process

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 performance sales process

Media 99

Make Your Daily Routine Your Own | Sales Strategies

Engage Selling

For example, they wake up at 4am, work out, … Read More » The post Make Your Daily Routine Your Own | Sales Strategies first appeared on The Sales Leader. I recently watched a presentation that underscored the best practices of top performers.

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The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.

My Favorite Sales Question

Engage Selling

Want to know my favorite sales question? It’s powerful, versatile, and helps you become a better sales leader. When you ask this simple, … Read More » The post My Favorite Sales Question first appeared on The Sales Leader.

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3 Steps to Double-Digit Sales Growth | Sales Strategies

Engage Selling

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.

Hunters vs. Farmers: Making It Work | Sales Strategies

Engage Selling

One of my clients recently told me that they wanted to divide their sales team up into “hunters” and “farmers.”

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What Sales Lessons Were Learned?

Engage Selling

Here we are in a new year, let’s reflect a little on what sales lessons were learned last year. One of the best ways to create success in sales is by learning from the lessons you’re provided. All of us … Read More » The post What Sales Lessons Were Learned?

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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!

3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you.

Catching a Loss Before It Happens | Sales Strategies

Engage Selling

And one of the biggest warning signs or triggers we have discovered is … Read More » The post Catching a Loss Before It Happens | Sales Strategies first appeared on The Sales Leader.

Goals Without a Plan Are Useless | Sales Strategies

Engage Selling

This week, I want to explore sales goals. Setting goals, however, is never the problem … Read More » The post Goals Without a Plan Are Useless | Sales Strategies first appeared on The Sales Leader. I know we all have them.

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How to Set Sales Targets in Uncertain Times

Engage Selling

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Improving Sales Performance: Sales Calendars and Sales Planning

The Center for Sales Strategy

It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar. sales performance annual plannning

The Critical Mistake Sales Managers Make | Sales Strategies

Engage Selling

Conduct … Read More » The post The Critical Mistake Sales Managers Make | Sales Strategies first appeared on The Sales Leader. The most successful organizations I work with right now are nimble. That means they are quick to conduct meetings and action important ideas.

Why Top CROs Care About Sales Velocity

SBI Growth

As a sales leader, it is necessary to understand the performance levers which impact your bottom line. One encompassing metric that can help you understand these levers and improve sales effectiveness and efficiency in 2021 is Sales Velocity.

Improving Sales Performance — IMPACT Your Sales Performance: Performance Tracking

The Center for Sales Strategy

In this episode, Matt Kiger, Regional Vice President at Townsquare Media, discusses how sales leaders can make an IMPACT on their sales performance through performance tracking. sales performance sales metricsHow many performance metrics are you currently tracking?

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

How to Empower Your Sales Team to Have Meaningful Conversations

SBI Growth

Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for. It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming.

How Do You Improve Sales Performance?

The Center for Sales Strategy

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force. A motivated sales team will perform well.

Improving Sales Performance: Sales Enablement

The Center for Sales Strategy

With dozens of episodes coming to our brand-new Improving Sales Performance series , sales professionals will soon have a plethora of insights and tips at their disposal. sales performance sales enablement

How Making Assumptions Can Cost You the Sale | Sales Strategies

Engage Selling

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.