Tibor Shanto

FEBRUARY 1, 2022

Craig shared all the exciting developments in sales and marketing tech; things are on fire. This set the stage for the discussion that should be taking place in sales. Craig goes on to explain how tech and enablement should clear the clutter in the way of reps executing. Back to our regularly scheduled blog.

Quota 157

Quota Gaming B2B Growth 157

Partners in Excellence

MAY 17, 2022

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. They were, however, struggling.

Sales 128

Sales High impact Conversion Process 128

Veloxy

JUNE 22, 2023

In the world of sales, the power of an effective message cannot be underestimated. For instance, the presence of a sound sales enablement strategy has been found to improve sales messaging by 31% ! So how do YOU create a sales messaging strategy that resonates with your target audience and drives results?

Objectives and Key Results 130

Objectives and Key Results Drivers/motivators Sales Technique 130

Sales Hacker

OCTOBER 13, 2023

There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demand generation targets [source: Pavilion Pulse, Average in Q2 2023]. We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. GTM is evolving.

GTM 98

GTM UX Go To Market CRM 98

Partners in Excellence

DECEMBER 1, 2021

Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. As we look at the accelerating pace of disruption, change, and growing complexity, curiosity enables us to be more open to changing, to adapt to doing things differently. It causes us to engage them differently.

Technique 118

Technique Growth Conversion Closing 118

Heinz Marketing

JUNE 20, 2023

In times of economic uncertainty, we face new challenges that can stunt our growth. 4 Customer-Led Strategies for Success Here are a few customer-led growth strategies you can try in your organization to build loyalty, drive sales, and navigate choppy waters: 1. This may include blog posts, whitepapers, case studies, webinars, etc.

Growth 112

Growth Customers Referrals Lead generation 112

Heinz Marketing

JANUARY 23, 2021

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. Four Ways to Tackle Your Sales Enablement Strategy During and After the Pandemic. Four Ways to Tackle Your Sales Enablement Strategy During and After the Pandemic.

Meeting 126

Meeting B2B Engineering Customers 126

Iannarino

JUNE 17, 2021

The modern sales approach seeks organizational consensus. One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. Specifically, most corporate leaders have moved from a “command and control” model to something closer to “consensus-seeking.” Part 3 | Information.

Contract 179

Contract Government Sales Clients 179

Salesforce

JULY 27, 2022

To see how businesses are navigating new challenges and finding success, we surveyed 4,000 commerce leaders and analyzed data from 1 billion shoppers. To see how businesses are navigating new challenges and finding success, we surveyed 4,000 commerce leaders and analyzed data from 1 billion shoppers. Take a peek.

Retail 98

Retail B2C Territory Technology 98

Partners in Excellence

NOVEMBER 11, 2021

Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. As we look at the accelerating pace of disruption, change, and growing complexity, curiosity enables us to be more open to changing, to adapt to doing things differently. It causes us to engage them differently.

Technique 94

Technique Growth Conversion Closing 94

ClickFunnels

JANUARY 31, 2022

If you are an entrepreneur, a small business owner, or an influencer, you know the struggle of managing your business through your page, blog, channel, or any other platform. Generating revenue is the only way to survive in the business world. But the question is, who can you trust when it comes to sustaining your business?

Trust 246

Trust Follow-up Presentation Service 246

Partners in Excellence

NOVEMBER 22, 2020

It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. Challenger, consultative selling, value based selling is all so “yesterday.” The comment got me reflecting. We have a fascination with that which appears new and different, we are attracted to bright shiny objects.

Technique 117

Technique Sports Consult Sell 117

Heinz Marketing

OCTOBER 15, 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. Dolly Daskal shares 12 Powerful Ways Leaders Can Help Their Team Be More Successful. Great leaders know they have the power to influence their team’s success.

B2B 89

B2B Trust Follow-up Start-ups 89

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation.

Territory 342

Territory Represent Sales Lead generation 342

Highspot

JULY 24, 2023

That’s where sales enablement content comes into play. What Is Sales Enablement Content & Why It’s Important Sales enablement content allows your reps to effectively engage with prospects, move them down the sales funnel, and ultimately convert them into paying customers.

Objectives and Key Results 52

Objectives and Key Results Pitch Sales Objection handling 52

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. It’s this learning that enables us to create value with our customers and with our people. We fail to challenge ourselves and our people with rethinking what we do, how we do things. In reality it’s manipulation.

Legal 127

Legal High impact Pitch Conversion 127

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Cold Call 80

Cold Call Territory Prospecting Sales 80

APACSMA

DECEMBER 4, 2023

In today’s fast-paced business landscape, a potent sales strategy is the key to staying competitive and reaching your revenue objectives. In this blog post, we will guide you through the steps to build a robust sales strategy that drives results and propels you toward success. Who are they?

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

Partners in Excellence

MAY 31, 2022

The arguments have come from sales enablement, sales ops, marketing, customer experience, the receptionist at the front desk. .” Usually, they refer to reporting directly to the CEO. OK, I made the last one up, receptionists serve a very important function. Mostly, they seem to be exercises in ego or power accumulation.

Manufacturing 86

Manufacturing Finance Meeting Process 86

Sales Hacker

SEPTEMBER 29, 2023

Not only has the economy provided an added challenge, but there has been a general drop in the effectiveness of most traditional marketing channels. First, the very important disclosure that marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc.

GTM 100

GTM Growth B2C Territory 100

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. In this article, Paul Cash and James Trezona explore how storytelling fits into B2B marketing and how leaders in this space might utilize its unique powers.

B2B 86

B2B Pipeline Sales Education 86

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy?

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Veloxy

MAY 3, 2022

As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. Sandler Sales. Sales Calculators.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Partners in Excellence

JUNE 23, 2022

We know we will face challenges and resistance–from our people and customers, but that we can’t give up. Likewise, leaders recognize persistence in the focus, priorities, strategies is critical to driving growth. The post Flexible Persistence first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Up-sell 98

Up-sell Process Growth Sell 98

Iannarino

JUNE 14, 2021

” See My Part 1, From Legacy to Modern Sales Approaches . There are, however, companies that still use these outdated and ineffective approaches to B2B sales. There are, however, companies that still use these outdated and ineffective approaches to B2B sales. ” The modern approach starts with “why change?”

Clients 160

Clients Sales Strategize Conversion 160

Partners in Excellence

SEPTEMBER 15, 2022

Too many leaders seem to have given up. ” They manage strategies around low tenure (11 months for sellers and leaders). Low engagement, the great resignation, quiet quitting are now business constants that leaders have to manage around. At the same time, I seldom hear leaders talking about the implications of this.

Represent 97

Represent Account management Up-sell Pipeline 97

Highspot

JULY 5, 2023

This question is top of mind for sales leaders today, as research we commissioned from a leading B2B research provider confirmed that driving buyer urgency was ranked one of the top three sales challenges for CROs this year. The more reps pitch content, the more on-brand, on-message initiatives get in front of buyers.

Pitch 52

Pitch Commission Pipeline B2B 52

Partners in Excellence

NOVEMBER 8, 2022

I read a post from a “thought leader.” It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources. We free the customer up to learn about solutions through the most effective channels, enabling them to spend their time well.

Customers 95

Customers B2B Education Up-sell 95

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales 98

Sales Technique Non-Profits Cold Call 98

Partners in Excellence

OCTOBER 29, 2020

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

Sales 106

Sales Objection handling Represent Negotiate 106

Sales Hacker

MAY 5, 2021

Our team learned a ton this year talking to RevOps leaders — and we want to share this knowledge with you. Listen to Hang Black’s podcasts to learn about the future of sales enablement or how to lead with empathy. Fixing visibility issues in your sales org. Sales enablement that, y’know, actually enables.

GTM 99

GTM Consult Territory Real Estate 99

Lead Fuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! “ Blogging is to writing what extreme sports are to athletics: more free-form, more accident-prone, less formal, more alive. “ Blogging is to writing what extreme sports are to athletics: more free-form, more accident-prone, less formal, more alive.

Negotiate 98

Negotiate Sales Retail B2B 98

Partners in Excellence

DECEMBER 2, 2020

” I hear similar things from sales leaders, “The pandemic has forced us to change how we work internally, with our partners, and with our customers… ” But what comes next is really important. The pandemic and associated economic disruption has forced all of us to reinvent how we work.

Up-sell 103

Up-sell Sell Growth Conversion 103

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. On owned media, digital advertising was once the name of the game. What is it?

GTM 71

GTM Launch B2B Growth 71

Partners in Excellence

MAY 19, 2021

As coaches, we loose because by doing this, we have taken the accountability away from the sales person and now are accountable for what happens. It’s this type of collaborative learning, that enable 1+1=5. It’s this type of collaborative learning, that enable 1+1=5. Let me dissect this.

Pipeline 96

Pipeline Meeting Conversion Customers 96

criteria for success

MARCH 23, 2020

Happy Monday, Let's Talk Sales listeners! Anita Nielsen is the President of LDK Advisory Services , a company that develops customized sales effectiveness solutions for clients based on their unique culture, business needs, tactical challenges, and professional objectives. Subscribe to our blog and newsletters!

Technology 77

Technology Technology Sales Clients 77