Highspot

JUNE 1, 2023

Major advances include: generative AI for sales enablement, enterprise-class training and coaching, and ​​services and success resources that empower revenue teams to scale what good looks like in business-to-business (B2B) selling.

Launch 98

Launch Education Strategize Pitch 98

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever.

Technique 52

Technique B2B Cross-sell Negotiate 52

Veloxy

SEPTEMBER 7, 2022

Bureau of Labor Statistics reports that the demand for Sales Operations and Research Analysts has spurred a 25% job growth rate —over three times the national average. Sales operations teams analyze and optimize individual and corporate sales strategies. Go here to learn how Sales AI can make your sales life easier.

Represent 147

Represent Pipeline Lead generation CRM 147

Veloxy

OCTOBER 26, 2023

Dreaming of a rewarding and challenging career in medical device sales? The medical device industry is poised to reach nearly $800 billion in global annual sales by 2030. Key Takeaways Become a medical device sales rep and gain exposure to the healthcare industry. You should be!

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. This article is a guide to conversational marketing and why it should be a key component of your B2B go-to-market strategy.

GTM 127

GTM B2B Conversion Objectives and Key Results 127

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. What is Sales Acceleration? What is Sales Acceleration?

Sales 290

Sales Quota Up-sell B2B 290

Martech

OCTOBER 11, 2023

Never has the expression, “Don’t confuse activity for performance,” rang truer than in B2B social media programs. Unlike the B2C world, which successfully uses multiple social media platforms to engage with consumers and drive revenue, B2Bs have struggled to find the “killer app” for its social programs. aimed at buyers and prospects.

B2B 132

B2B X-functional Pharmaceutical B2C 132

Veloxy

JANUARY 23, 2024

Essential elements of field marketing include product sampling, in-person events, and guerrilla marketing tactics that create memorable interactions and directly engage customers to build strong brand loyalty and boost sales. Naturally, field marketing operates within a wider marketing ecosystem.

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Highspot

JUNE 27, 2023

Highspot recently delivered its Spring ‘23 release , bringing customers new product capabilities and service offerings that infuse sales processes with operational rigor. With Highspot, companies bring operational rigor to their sales process, ruggedizing salespeople to drive consistent revenue growth.

Appointment 96

Appointment Growth Pipeline B2B 96

Martech

NOVEMBER 30, 2021

Deciding whether or not your company needs an ABM tool calls for the same level of evaluation involved in any software adoption, including a comprehensive self-assessment of our organization’s business needs, staff capabilities, management support and financial resources. Can sales and marketing work together to identify our target accounts?

Cross-sell 120

Cross-sell Territory B2B Technology 120

The 5% Institute

MAY 9, 2023

Are you struggling to close deals and generate revenue for your B2B company? Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics.

B2B 52

B2B Objection handling Negotiate Technique 52

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 113

Customers Contract Consult Electrical Engineering 113

Heinz Marketing

APRIL 26, 2023

Align your teams: ABX requires alignment across your marketing, sales, and customer success teams. Communicate clearly the ‘why’ behind the entire initiative: Traditional B2B marketing focuses on individuals Most purchase decisions are made by a committee. Most important step to ABX rollout is team training!

Objectives and Key Results 103

Objectives and Key Results A/B testing B2B Follow-up 103

Martech

MAY 2, 2023

B2B marketers are expected to generate sales pipeline and customer revenue. Whether you’re applying lead-to-revenue, account-based marketing (ABM), product-, partner-, community-led growth strategies or a combination thereof, a practical yet overlooked step is getting the company talent and resources more involved.

Finance 108

Finance Sports B2B Contract 108

Martech

JANUARY 13, 2023

To help B2B marketing, sales and customer success teams power through the current and foreseeable choppy macroeconomic environment, this article dives into core strategies and tactics to turn GTM efforts into results. Dig deeper: In this economy CMOs need to spend more on training, not tech. Rallying the right resources.

GTM 131

GTM B2B Pipeline Strategize 131

Martech

DECEMBER 27, 2023

In the year ahead, consumer and B2B marketers will be focusing on first-party data strategies to replace their dependence on third-party cookies. This master brain will bring orchestration and order to AI model training and decision-making, much as CRM did for email, and CDPs are doing for customer data.”

B2B 128

B2B Government Technology Technology 128

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What is Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Heinz Marketing

JUNE 30, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the ever-evolving landscape of B2B business, customer-led growth has emerged as a powerful approach to drive sustainable success. To truly understand the significance of metrics in B2B customer-led growth, let’s consider an example.

B2B 104

B2B Growth Customers Cross-sell 104

Salesforce

AUGUST 11, 2021

Collaboration within the marketing org — and with sales and service departments — is the only way marketers can deliver a cohesive experience at every customer touch point. This year, 79% of B2B marketers said they’re using an ABM platform, and account-based marketing comprised an average of 16% of B2B and B2B2C marketing budgets.

Customers 98

Customers B2B Technology Technology 98

Heinz Marketing

OCTOBER 22, 2021

You can see from Scott Brinker’s map of the marketing technology landscape from 2020 that there are 8000 total solutions here across categories like Video Marketing, PR, Social & Display Advertising, Sales Automation, Marketing Automation, CRM, on and on. Podcasts (and audiobooks) have become my go-to resource for all things.

Pipeline 122

Pipeline B2B Niche Technology 122

Heinz Marketing

OCTOBER 14, 2021

In collaboration with Mindtickle , we surveyed over 280 sales and revenue leaders to discover tactics, processes, and technologies today’s sales teams use to build comprehensive and effective sales enablement programs. 2021 Sales Enablement Insights. Sales Readiness is more than a mindset, it is a transformation.

Quota 122

Quota Sales B2B Meeting 122

Highspot

DECEMBER 5, 2023

Explore a range of sales process examples and learn how to align with the customer’s journey for better buyer engagement , relationships, and sales success. What is a Sales Process? Sales Methodology Sales Process Examples Sales Process Mistakes to Avoid Mastering Your Sales Process With Highspot What is a Sales Process?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Highspot

FEBRUARY 4, 2024

In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. Guided selling personalizes the customer journey by giving sales reps real-time information to influence buyer decisions. Central to this is a sales playbook integrated into your CRM.

Sell 52

Sell Cross-sell B2C Manufacturing 52

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. One key strategy that can significantly impact B2B success in such times is sales enablement.

B2B 52

B2B Objectives and Key Results Drivers/motivators Strategize 52

Partners in Excellence

MARCH 11, 2021

Who in the sales organization owns the responsibility for a deal? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” It’s the sales person’s responsibility to “make the number.” Stated differently, orchestrating resources to help the sales people.

Promote 139

Promote B2B Start-ups Meeting 139

STAR Results

MARCH 25, 2021

Sales Executive Leadership Forum. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. As a former sales executive , I was always in a tough spot. Why Would Sales Executives Need Networking Groups?

Networking 169

Networking Finance Promote Meeting 169

criteria for success

APRIL 18, 2022

Happy Monday, Let's Talk Sales listeners! Catherine is the inventor and chief trainer at EXTRABOLD Sales. She’s a prolific author, speaker, trainer, and founder of a number of organizations including Tier One Sales Forum , Founder’s Compass , and B2B Sales Magic. . Listen & Subscribe to Let's Talk Sales.

B2B 97

B2B Lead generation Trust Conversion 97

Heinz Marketing

MAY 26, 2021

While there are probably some tools and techniques you already use in your free time, here are five additional resources that can help contribute to professional development: LinkedIn Learning. If you’re looking to grow your knowledge of sales, marketing, and customer success principles, HubSpot Academy is a great place to start.

Pipeline 135

Pipeline Growth Technique Education 135

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

Martech

JULY 18, 2022

Most B2B businesses have some kind of account-based marketing strategy. Automating ABM data, analytics, campaigns and workflow processes can provide numerous benefits, including the following: Improved sales and marketing alignment. Shortened sales cycles. The B2B sales process is notorious for its length.

B2B 103

B2B Cross-sell Contract Pipeline 103

The 5% Institute

JANUARY 17, 2024

In the dynamic landscape of sales, staying ahead requires more than just persuasive pitches and product knowledge. That’s where our Salesperson Training Course comes into play, revolutionizing the way sales teams hone their skills and achieve unparalleled success. The result is a more confident and effective sales force.

Objectives and Key Results 52

Objectives and Key Results Technique B2C Construction 52

Heinz Marketing

JULY 23, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. The Power of Storytelling in B2B Marketing. Lewis offers that by including inclusive language training within professional development, outcomes in every field will improve.

B2B 86

B2B Pipeline Sales Education 86

Heinz Marketing

SEPTEMBER 21, 2022

As a marketing or sales leader, you need to be aware of these opportunities and take advantage to stay ahead of the curve. For example, many B2B companies who want to implement an ABM approach require serious change management across their sales and marketing departments – but implementing organization-wide changes is no easy feat.

B2B 113

B2B Follow-up Consult Meeting 113

Martech

JULY 29, 2022

Most B2B marketing organizations today practice some kind of account-based marketing (ABM) strategy. At its most basic, that means investing marketing and sales resources in guiding high value accounts through the journey to conversion. How much training will we need to use the software, and what kind of training is available?

Contract 114

Contract B2B Technology Technology 114

The 5% Institute

AUGUST 29, 2021

In this article, we’ll explore something called the MEDDIC sales process; including how it works, and how it can benefit your sales conversations to close more sales. The MEDDIC sales process has been popular since the 1990’s; and still works well if you use it in your consultative sales process today. M – Metrics.

Process 145

Process Sales Clients Presentation 145

criteria for success

NOVEMBER 1, 2021

Happy Monday, Let's Talk Sales listeners! Mike is the CEO of Green Leads, LLC , a global provider of sales and marketing lead generation services. With extensive experience sales leadership roles, Mike also works as a fractional C-level consultant. The need for a sales and marketing partnership on a buyer's journey.

Lead generation 98

Lead generation Consult B2B Service 98