Zendesk

MAY 19, 2022

Business-to-business (B2B) refers to sales that happen between one business and another. Many B2B companies sell to individual customers, too, but they often have separate departments for both, as B2B sales are more complex with a longer sales process. Account-based selling. Cross-selling. Hard sell.

B2C 98

B2C Sales CRM Profitability 98

Miller Heiman Group

JULY 16, 2018

The simple truth is that CRM technology was never designed to help sales representatives sell more. To meet the challenges of today’s marketplace, your sales team needs more than CRM. Built to help management teams gain visibility into the pipeline, CRMs were never meant to improve sellers’ ability to sell.

CRM 50

CRM Sales Technology Sales Analytics Decision-making 50

Nutshell

JUNE 22, 2020

Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Keep reading to learn more about what SMS sales is, the benefits and disadvantages of this selling strategy, and seven SMS best practices you can use to sell more products or services via text.

B2B 123

B2B Sales Communication Marketing 123

Miller Heiman Group

DECEMBER 21, 2018

Our powerful sales analytics platform combines the methodologies of Strategic Selling® with Perspective and Conceptual Selling® with forward-looking, analytics-driven sales technology. Sales leaders receive essential insights enabling them to coach sellers earlier and more effectively.

Prioritization 63

Prioritization Sales Analytics Sales Technology Organization 63

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Sales reps use an average of six enablement tools , according to Sales for Life.

Sales 91

Sales Co-Creation Publishing Sales Technology 91

Zendesk

MARCH 16, 2022

Sales engineer interview questions. Where to start as a sales engineer. What is a sales engineer, and what do they do? Sales engineers (also known as technical sales engineers) are specialists focused on selling complex scientific and technological products. Sales engineer interview questions.

Sales 98

Sales CRM B2B Negotiation 98

Miller Heiman Group

NOVEMBER 6, 2019

It’s helpful to think of the sales process as an ongoing checklist. For example, the Blue Sheet from Strategic Selling with Perspective brings structure to the sales process, aligning strategies for winning complex deals.

Artificial Intelligence 58

Artificial Intelligence Sales Analytics Innovation Sales 58

Miller Heiman Group

AUGUST 13, 2019

Only 35% of manufacturers believe they deliver consistently positive customer experiences according to CSO Insights, the research division of Miller Heiman Group—and given how much power buyers now have in the sales process, that means there’s a huge opportunity waiting for those manufacturers who get buyer-focused selling right.

Manufacturing 50

Manufacturing CRM Sales Sales Technology 50

Hubspot Sales

OCTOBER 26, 2017

Speakers include: Jill Konrath (Sales expert and bestselling author), Anthony Iannarino (Sales expert and kickoff speaker), and Jill Rowley (Social selling evangelist). 3) Sales Acceleration Technology Summit. This year's topics include machine learning, artificial intelligence, and other emerging technologies.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

SBI

DECEMBER 6, 2017

The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Sales Enablement & Engagement. Sales Prospecting & Communication. Closing Deals.

Innovation 55

Innovation Sales Sales Technology Communication 55

Nutshell

DECEMBER 5, 2019

For Nutshell’s second annual BOUNDLESS event, we’ve turned the dial up to 11 and booked amazing speakers like Jeffrey Gitomer , a legendary sales author and the host of the Sell or Die podcast ; Rob Siefker, Senior Director of Customer Service for Zappos ; and Christine Volden, the founder of Soulful Selling.

Sales 124

Sales B2B Leadership Software 124

Miller Heiman Group

JULY 22, 2018

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. The Blue Sheet changed the way we sell. Ever wonder why we call it the Blue Sheet?

Sales Analytics 51

Sales Analytics Innovation Facilitation Meetings 51

Arpedio

APRIL 1, 2022

Account-Based Selling (ABS): Everything you need to know. Account-Based Selling (ABS): Everything you need to know. ? Account-Based Selling is a targeted approach to B2B sales. Instead of the conventional one-to-one sales approach, each account is treated as a market of one. What is Account-Based Selling?

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

Miller Heiman Group

JULY 22, 2018

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. The Blue Sheet changed the way we sell. Ever wonder why we call it the Blue Sheet?

Sales Analytics 48

Sales Analytics Innovation Facilitation Meetings 48

Hubspot Sales

JUNE 26, 2023

Regarding the skills needed for this role, job descriptions emphasize the importance of having strong sales and communication skills and proficiency in sales technology, such as CRMs. Communication Communication is the foundation of any sales job, and lead generation specialist roles are no exception. Maintain your CRM.

CRM 93

CRM Communication Account Management Leadership 93

Nutshell

JULY 10, 2020

We recently had the chance to chat with Maryann Palazzolo from Indulge Property Group about the growing trend of real estate agents using tech to sell properties. Indulge agents do all of their own marketing, social media, and also manage most of their own sales pipelines (with the help of assistants.) Don’t worry, you’re not alone.

Marketing 126

Marketing Media Advertising CRM 126

SBI

MAY 7, 2019

The Top Sales Tools of 2019 Guide. It was way back in 2010 when I published the first Guide to Sales Tools. The 100 page guide, the first exhaustive list of sales technologies to be published, included just 53 solutions. It’s got everything you could want in a Guide to Sales Technology. Close Deals.

Publishing 40

Publishing Sales Technology Sales Onboarding 40

Hubspot Sales

OCTOBER 29, 2017

Best Sales Videos. Sales Videos by Well-Known Selling Experts. These channels are run by well-established sales experts -- they're bestselling authors and well-known speakers in the industry. I recently featured a few of Gitomer’s videos on writing sales emails on this blog. 1) Jeffrey Gitomer.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

PandaDoc

DECEMBER 20, 2019

There’s no doubt that having a solid sales stack is a must. In fact, 82% of SDRs agree that sales technologies are critical for closing deals while the companies that don’t use any software for sales enablement are known to be less likely to achieve their goals. You don’t see enough ROI from your current stack.

Sales 83

Sales Software Software Decision-making 83

Hubspot Sales

MARCH 20, 2018

A value-added reseller is a business that creates integrations, products, and features enhancing existing products or services. Value-added resellers often specialize in software, hardware, and other technologies. But did you know this happening in sales technology now too? What Is a Value-Added Reseller?

Software 89

Software Software Brainstorming Customer Success 89

Mike Kunkle

MAY 11, 2022

Sales Acumen. Develop sales competencies by role from a top-producer analysis whenever possible or proven best practices. Sales Analytics/Metrics. Also track your sales onboarding and learning metrics. Sales Tech/Tools. Sales Comp/Recognition. Business Acumen. Customize as needed.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

APRIL 9, 2020

By ensuring your inside sales reps have the tools they need to operate, your business success and growth will be in reach thanks to improved efficiency, visibility, communication. The good news is there are a plethora of inside sales technologies in existence today. Sales Automation Tools. Productivity Tools.

Sales Technology 102

Sales Technology CRM Sales Software 102

SBI

MARCH 18, 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?

Virtual Selling 65

Virtual Selling Onboarding Negotiation Decision-making 65

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?

Sales 34

Sales Onboarding Finance Decision-making 34

SBI

DECEMBER 15, 2020

We need to make sure the sales tech we implement during the conversation is comfortable to use, arms us with the knowledge we need, equips us to be efficient, and gives us the flexibility to go where the conversation takes us. Don’t Let Flashy Features Erode Seller Confidence. shorten the sales cycle). People sell to people.

Sales 51

Sales CRM Meetings Manufacturing 51

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

Miller Heiman Group

JANUARY 9, 2020

This guest blog post features one of our inaugural Miller Heiman Group Icons, Nicholas Gregory. In this post, he recommends ways that sales enablement leaders can implement sales transformation strategies. We also set up formal and informal meetings with sales leaders to better understand what worked and what didn’t.

Sales 63

Sales Logistics Finance CRM 63

Brooks Group

JUNE 26, 2023

An effective sales training and onboarding program includes a company overview, information on your industry, target market, ideal customer profile (ICP), features and benefits of your products and/or services, and sales methodology. Salespeople today need both in-person and virtual presentation skills.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

SBI

DECEMBER 9, 2019

Smart Selling Tools Announces Top Sales Tools of 2019. Smart Selling Tools, Inc. the leading provider of information on sales software technologies (SalesTech), today announced the release of its Top Sales Tools of 2019 Guide: Final Cut. That’s why we produce the Top Sales Tools of the Year Guide.”

Account Planning 26

Account Planning Software Software Acquisition 26

Hubspot Sales

APRIL 12, 2018

Email and social selling have become popular methods of sales communication, however successful SDR’s don’t discount phone calls as an effective way to reach targets. And research and direct communication like InMail were seen as more effective than traditional “social” features like commenting and sharing posts.

Sales Environment 87

Sales Environment Sales Communication Media 87

SBI

JANUARY 28, 2020

Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Not enough leads from marketing — no support from engineering – finance is pushing back on the discounts needed to sell the product. Coaching skills for sales managers.

Sales Management 52

Sales Management Management Sales Stakeholders 52

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? Think about your own behavior.

Stakeholders 37

Stakeholders Decision-making Retail Digitalization 37

SBI

FEBRUARY 5, 2019

Modern sales learning combines consumer technology and learning science. It’s true in selling like it is in sports. Forward-thinking sales leaders are transforming their sales cultures from lone-wolf hunting to team success. Second, pay careful attention to technology adoption.

Sales 37

Sales Sales Training Onboarding Decision-making 37

Miller Heiman Group

JULY 29, 2018

Now, CRM is nearly ubiquitous, and many sales leaders are veterans of multiple implementations (some better than others). But sales technology doesn’t end with CRM. In the CSO Insights 2018 Sales Operations Optimization Study , we identified 25 additional sales technologies in which companies are actively investing.

Sales Technology 48

Sales Technology CRM Sales Sales Analytics 48

Miller Heiman Group

JULY 29, 2018

Now, CRM is nearly ubiquitous, and many sales leaders are veterans of multiple implementations (some better than others). But sales technology doesn’t end with CRM. In the CSO Insights 2018 Sales Operations Optimization Study , we identified 25 additional sales technologies in which companies are actively investing.

Sales Technology 50

Sales Technology CRM Sales Sales Analytics 50

Hubspot Sales

FEBRUARY 8, 2023

Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs. Instead, AI tools can help your team save time and put more energy toward selling. Scenario forecasting.

Artificial Intelligence 116

Artificial Intelligence Sales CRM Decision-making 116

Zendesk

OCTOBER 12, 2021

Sales technology has come a long way from the Rolodex and the post-it note. Sales teams can now connect with leads and clients in more ways than ever before, from emails to phone calls to video conferences. All that constant communication is made possible in part by Customer Relationship Management (CRM) technology.

CRM 98

CRM Software Software Virtual Selling 98