Veloxy

MARCH 15, 2023

As forward-thinking companies transition from traditional sales enablement to revenue enablement, it’s important to understand that 42% of businesses still don’t have a sales enablement program. That’s a HUGE problem. Let’s get started. What is revenue enablement?

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

MAY 7, 2024

Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. 50:27 – One thing revenue leaders believe to be true that Noah Marks thinks is bull$. 50:27 – One thing revenue leaders believe to be true that Noah Marks thinks is bull$.

GTM 89

GTM B2B Growth Strategize 89

STAR Results

JUNE 20, 2021

Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach.

Networking 160

Networking Sales Meeting Promote 160

SaaStr

APRIL 20, 2024

Marketing hackers, sales hackers, product hackers. AI in Sales and Marketing AI is disrupting sales and marketing, particularly in support and SDR /BDR functions, due to the shortage of skilled workers and the potential for increased efficiency and cost savings. "We all need more hackers on our team. And so much more!

Drivers/motivators 104

Drivers/motivators Growth Product Technology 104

STAR Results

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. If you want your sales team to perform and perform well, you need to give them the gift of focus.

Quota 279

Quota Sales Represent Start-ups 279

Salesforce

FEBRUARY 12, 2024

Use these four in-demand Salesforce ecosystem job skill trends — identified in the Jobs in the Salesforce Ecosystem report — to build your skill set. Job skills trending in the Salesforce ecosystem No matter your role, these in-demand skills apply to you. Make sure you’re up-to-speed on these crucial AI and data skills.

Relationship building 116

Relationship building Niche Contact Trust 116

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. The question only becomes more complex when you look at the data.

Strategize 115

Strategize GTM Cross-sell Finance 115

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Build a Message That Centers on Value.

Customers 107

Customers Objectives and Key Results Drivers/motivators Pipeline 107

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales 82

Sales Presentation Technology Technology 82

Partners in Excellence

APRIL 5, 2024

Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales!

Sell 117

Sell Territory Consult Contract 117

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. Your market value appreciates as you become a better leader and have a large professional network.

Networking 169

Networking Finance Promote Meeting 169

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales 86

Sales Strategize Conversion Sell 86

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. Like many companies, we’ve had to refine our sales engagement and delivery process. Read it here.

Objectives and Key Results 147

Objectives and Key Results Launch Strategize Sales 147

Sales Gravy

OCTOBER 25, 2023

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. Each of us has the potential to be a leader in our own way.

Sales 93

Sales Clients Drivers/motivators Follow-up 93

Sales Pop!

FEBRUARY 26, 2024

We discussed the huge impact emotions and coaching have on sales teams. Sales Leaders Set the Tone John and I talked about how sales managers shape team engagement and performance. Many sales leaders get promoted for sales skills without leadership training. Here are some top takeaways.

Healthcare 59

Healthcare Relationship building Pitch Trust 59

Tibor Shanto

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. How would you know if your sales teams are Psychologically safe or not? Hear me out.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!” It is critical that we onboard new managers, at all levels.

CRM 115

CRM Pipeline Process Product 115

Partners in Excellence

JUNE 14, 2023

Foundational knowledge is the set of basic building blocks upon which we build our skills and abilities to perform. The ability to read, write, do basic mathematics, reason are critical to our ability to participate in society. This provides a framework for all other learning/skills development.

Objectives and Key Results 79

Objectives and Key Results Objection handling Trust Presentation 79

SaaStr

JULY 13, 2023

A strong sales leader is vital to any company hoping to scale. With this in mind, hiring for the Head of Sales role is one of the most important things a business can do. Unfortunately, too many companies focus on the wrong things when hiring their sales leaders, which can lead to hires that aren’t the best fit for the business.

Objectives and Key Results 74

Objectives and Key Results Negotiate Sales Growth 74

Salesforce

SEPTEMBER 29, 2023

From generating hyper-relevant sales emails to prospects to anticipating a customer service issue with a VIP, AI is here to serve and support every aspect of the business. As an IT leader, you’re already feeling the pressure to pivot to an AI-led approach across your organization. But are you ready for the understatement of the year?

Launch 126

Launch Government Trust CRM 126

Martech

MAY 23, 2023

Marketing operations can be chaotic, and mastering leadership skills in such a dynamic environment can be an uphill battle. While the web is overflowing with leadership listicles, these suggestions must be taken further to determine what skills are needed and why. It’s critical to see the potential for fires before they even start.

Drivers/motivators 112

Drivers/motivators SQL Technology Technology 112

Partners in Excellence

JUNE 3, 2022

Curiosity is one of the most critical skills any seller can have. It’s even more important for leaders. As leaders, there’s so much we can learn, so much we can do in helping drive the performance of our teams, so much in driving our success with customers. Too often, we find leaders that are incurious.

Trust 85

Trust Drivers/motivators Growth Sell 85

Force Management

JULY 20, 2023

Every industry is impacted by the ongoing economic uncertainty in recent months, including cloud data and cybersecurity sales. These obstacles may present a huge threat to your company’s growth goals unless you’re able to adapt your sales approach to address these new challenges.

Sell 76

Sell Presentation Growth Meeting 76

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Technique 81

Technique Technology Technology Trust 81

Highspot

JUNE 15, 2021

ValueSelling Associates and Selling Power surveyed more than 150 B2B senior sales leaders to find out exactly what differentiates the best in the sales profession. The insights from this survey can help all of us salespeople hone our sales skills and learn tips from the winners. Desire to Win. average rating.

Objectives and Key Results 116

Objectives and Key Results Pipeline Sales Drivers/motivators 116

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Technique 98

Technique Construction Legal Sales 98

Salesforce

MARCH 13, 2023

As a sales leader for the past 10 years, I’ve spent thousands of hours listening to digital sales calls looking for the best examples to use in training. Skill up your sales team, fast Our new four-part video series, Simply Put, pulls back the curtain on the rock-star sales team at manufacturer Armstrong Steel.

Manufacturing 98

Manufacturing Cold Call Sales Contract 98

Martech

AUGUST 19, 2022

Furthermore, organizational and martech skills and a culture of experimentation are at the core of successful integration initiatives. Organizational skills. When I say organizational skills, I’m not talking about time management, analytical thinking, attention to detail, etc. Martech skills. Get MarTech!

E-commerce 111

E-commerce Technology Technology Strategize 111

Salesforce

NOVEMBER 21, 2023

See how it’s done Make the business case for upselling and cross-selling I’ve spent 15 years of my career in sales and sales leadership roles for software and hardware companies. Most business leaders I speak with are always looking to increase their share of wallet on customer spend for similar products.

Service 105

Service Growth Cross-sell Appointment 105

The 5% Institute

JUNE 20, 2023

In today’s competitive business landscape, effective sales leadership plays a crucial role in driving revenue growth and ensuring the success of sales teams. Sales leaders are responsible for guiding and motivating their teams, implementing sales strategies, and achieving targets.

Negotiate 52

Negotiate Technique Drivers/motivators Sales 52

Highspot

JANUARY 19, 2024

While each company’s winning revenue strategy may differ, success is predictable only when sales, operations, and enablement teams synchronize efforts on two critical levers: performance and time. Effective programs recognize the power of leader ownership.

Strategize 64

Strategize Growth Quota Sports 64

Sales Hacker

DECEMBER 22, 2022

Many revenue leaders have gone in search of the right tools and strategies to help sellers thrive. And many have turned to sales enablement. Related: What Is Sales Enablement? Sales enablement reports to RevOps less than 50% of the time. Sales enablement is no exception. Sales onboarding ( 47% ).

Quota 90

Quota Strategize Cross-sell Commission 90

Hubspot

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. Let’s dive in.

Construction 78

Construction Sales B2C B2B 78

Heinz Marketing

MARCH 5, 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. Connection: Today’s most essential leadership skill. Connection is critical to a leader’s success and this includes connection with yourself, team, and organization.

B2B 110

B2B Drivers/motivators Campaign Account management 110

Gong.io

FEBRUARY 23, 2023

We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. For today’s sellers, these factors have ushered in digital transformation across your organizations, dozens of new technologies at your disposal, and the requirement to master new skills.

Closing 121

Closing Price Finance Negotiate 121

Heinz Marketing

FEBRUARY 27, 2024

It’s a term our President, Matt Heinz , uncovered recently, and it’s garnering a lot of attention among business leaders—for good reason. That’s a significant hit to the bottom line, making it a critical issue for all marketing, sales, and customer success leaders. Are tasks clearly defined? Is team morale low?

Objectives and Key Results 66

Objectives and Key Results Represent Drivers/motivators Promote 66