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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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.

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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.

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.

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!

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.

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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.

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

The Surprising Way to Boost Your Sales Team’s Morale

Engage Selling

Want to boost your sales team’s morale? Let’s face it, the top sales teams have no shortage of morale on their side. The post The Surprising Way to Boost Your Sales Team’s Morale first appeared on Colleen Francis - The Sales Leader.

Sales 92

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.

4 Sales Team Challenges That Prevent Growth

The Center for Sales Strategy

Let's cut to the chase — it's important to quickly identify and address your sales team's challenges. It's also important to note that no business or team is exempt from sales challenges. sales challenges

Sales 90

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!

Four Reasons to Review Sales Calls with Your Team

Software Sales Guru

Four Reasons to Review Sales Calls with Your Team Many sales calls are recorded. Sales calls should not be recorded as a means to simply check boxes. Effective sales managers use call recordings like game film to help their team analyze the outcomes, and learn what is effective.

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.

Sales Strategy: How Preparation Speeds Up the Sales Process

The Center for Sales Strategy

As we help execute new business sales drives for different sales organizations from all over the country, we're uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.

How to Beat the Competition | Sales Strategies

Engage Selling

The post How to Beat the Competition | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ? How can you differentiate yourself and beat the competition?

Sales 96

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

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.

The Art of Asking for Sales Testimonials

The Center for Sales Strategy

sales strategyMost salespeople will claim to have many happy customers, but can they prove it?

Sales 92

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 104

4 Unique Challenges Facing Sales Managers

Sales Readiness Group

Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.

Achieving Annual Sales Goals

Sales Readiness Group

Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales manager based on a company’s overall budget, this should be viewed as starting point for planning purposes. Sales Management Sales Training

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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!

12 Sales Resolutions for the New Year

Software Sales Guru

12 Sales Resolutions for the New Year We all know that most resolutions fail because people often call out large goals without an understanding of what it takes to achieve them. The post 12 Sales Resolutions for the New Year appeared first on Software Sales Gurus.

Using The Right Sales Strategy to Secure More Quality Appointments

The Center for Sales Strategy

sales strategyToday, I'm going to share with you 3 TOP SECRET strategies to help you secure more new business appointments. These proprietary strategies will help you get more meetings than you could ever imagine.

Four Sales Performance Metrics that Matter

Sales Readiness Group

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortunately, many managers are promoted from sales positions without the skills to effectively take on these new responsibilities. Sales Management Sales Leadership

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Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies

Engage Selling

3 Reasons Technology Will Help You Become a … Read More » The post Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies first appeared on The Sales Leader. Using technology will make you a more effective and efficient seller in today’s marketplace.

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!

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

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

Strategies World-Class Sales Teams Discuss at Sales Kickoffs

Revegy

As we move into the new year, most sales teams are likely setting the stage for 2022 with sales kickoff (SKO) meetings. Topics that top sales organizations will be covering this year include sales strategies, methodologies, predictable forecasting, and more.

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!

Do You Have Pushy Salespeople? | Sales Strategies

Engage Selling

Sales Strategies first appeared on The Sales Leader. Observations from the real World Sales Tips Colleen Francis Engage Selling Engage Selling Solutions Pushy Salespeople Sales Leader sales leadership sales manager sales managers Sales Strategies sales team sales tip salespeople

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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

How To Plan Effective Global Sales Training

Brooks Group

Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization. So let’s explore the steps to developing an effective, global sales training.

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 92

How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom was struggling to ensure that sales reps around the world––with different levels of experience and proficiency––were getting certified on updated messaging. Traditional methods were unexciting, time-consuming, and ineffective! Find out how they achieved success in Second Nature’s Customer Case Study!

Don’t Make This Mistake with Your Sales Data | Sales Strategies

Engage Selling

I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. There was one aspect, in … Read More » The post Don’t Make This Mistake with Your Sales Data | Sales Strategies first appeared on The Sales Leader.

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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.

Six Practical Ways to Help Your Team Make More Sales

The Center for Sales Strategy

As a sales manager, it’s important that you continually take new courses of action to help your team generate more sales. sales performance sales process

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.

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16 Go-to-Market Plays for Your Entire Sales Funnel

After gathering some of the best go-to-market plays from our own B2B sales and marketing pros, we've package them here for you. Try one of these 16 plays in your next salesflow or as inspiration for your next winning sales engagement strategy.