InsightSquared
MARCH 6, 2018
Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task.
A Sales Guy
MARCH 8, 2018
Sales is about giving. It’s not about your quota. It’s not about getting to the close. It’s not about Presidents Club. It’s not about the upsell. It’s not about being on the leaderboard. It’s not about bringing a deal in by the end of the quarter. It’s not about conversion rates or leads. Sales is about giving your buyers, prospects, and customers a way to get to a better place tomorrow than they are today.
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RAIN Group
MARCH 28, 2018
How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.
Sales Hacker
MARCH 1, 2018
This is part one of a five-part series to help you develop the sales coaching approach that’s guaranteed to make you an unstoppable sales leader! In the past, all you had to do was chase down your number. Now you must worry about things like % hitting quota, onboarding, cycle time, and turnover, just to name a few. Add the new administrative duties, board reporting, and forecasting responsibilities and you may find yourself scratching your head wondering why you accepted that promotion.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Openview
MARCH 16, 2018
Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. The year is 1999. And what we now consider to be “old cloud” companies were just being founded. Salesforce was one of the first out of the gate with an inside model.
Gong.io
MARCH 5, 2018
Investing in ramping new sales hires faster is some of the strongest ROI you can generate as a sales leader. But somehow it often takes a back seat. Especially if sales enablement isn’t a dedicated function at your company. We know that ramping sales hires is probably important, but there are only so many hours in the day and sales managers need to spend them focusing on their biggest priority: Generating more revenue.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MARCH 28, 2018
Goal setting is an important part of motivating and holding salespeople accountable. The right goals give salespeople something to stretch for, plus the satisfaction of achievement when they do. When goals are realistic, they will also improve forecasting. Unfortunately, many sales teams struggle to hit the sweet spot between “challenging” and “achievable.”.
Hubspot
MARCH 29, 2018
When you work at a small business with a limited budget, it’s not really possible to shell out $340,000 for a 30-second TV commercial, or $10,000 for an email marketing campaign. It can be frustrating when your budget dictates how many people your business can reach. Surprisingly, there are a lot of free ways to supplement your paid advertising efforts.
Sales Hacker
MARCH 27, 2018
This article dives into 7 examples of how to offer genuine value in B2B sales prospecting. In the video below, I summarize what these 7 examples of value based selling are, but if you’d rather barrel through, keep scrolling! OK, truth time. If I hear the phrase “ADD VALUE” one more freaking time, I am going to choke someone. I’m talking about that single overused phrase that goes like this, “Just add value.” I was exhausted from hearing the same old spiel.
Engage Selling
MARCH 8, 2018
Everything old becomes new again… Have you heard of that saying before? I bring it up because it’s true, especially with an “old” lead generation practice which is turning into one of the hottest trends of 2018.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Gong.io
MARCH 12, 2018
Successful sales reps are handling sales objections in six different ways. Five of them are intuitive. The sixth one, not so much. Let me explain. We pulled 67,149 call recordings from our database of over 1M calls. And we analyzed them with machine learning. The calls in this 67k subset were all demos done over screen sharing platforms. Each demo was recorded, transcribed, and analyzed to identify the behaviors that correlate with success.
Outreach
MARCH 6, 2018
In a perfect world, every decision your sales team makes would be perfectly optimized and backed by data. We’ve come a long way, but as it is, reps only spend ? of their time selling. Who has time to moonlight as a data scientist, and who has the budget to hire a dedicated analytics team when you desperately need another rep to hit your revenue goals?
Membrain
MARCH 4, 2018
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
Hubspot
MARCH 27, 2018
OK, you get it. Artificial intelligence is kind of a big deal. It’s a huge buzzword in the marketing community. People talk about how it’ll change the world daily. And you can’t throw a rock without hitting a company with AI in the name these days. But what about real world uses for AI? Where do marketers start using AI to solve actual problems they have?
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Sales Hacker
MARCH 29, 2018
This is part 2 of a 5-part series to help you develop the right approach to sales coaching. While part 1 focused building the right coaching mentality , this article covers how you can take a data driven sales coaching approach. . Using Data to Inspire Commitment. There are dozens of tools to stimulate conversations between salespeople and sales leaders.
Engage Selling
MARCH 26, 2018
It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.
Score More Sales
MARCH 8, 2018
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.
Outreach
MARCH 1, 2018
Most people would describe me as naturally charismatic, funny, and full of energy. I’m a natural salesperson. I can make people excited about ideas and believe in themselves. I can help them see a better future. And because of that, you’d never know that I get periodically depressed. But it’s true. It happens every two years, although I don’t know how to describe it.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
Membrain
MARCH 18, 2018
I have a two-part question for you: Last year, how much money did your company spend/invest in attempting to win new business? Prospecting? And now the second part: How much money did your company spend/invest in endeavouring to retain your existing clients/customers?
Hubspot
MARCH 26, 2018
There's nothing quite like a sudden Google algorithm update to leave marketers feeling equal parts confused and concerned. It seems like they wait for you to get all of your ducks in a row and then unleash an update that makes your efforts instantly obsolete. Sure, they're pretty open about that fact that they're doing this for everyone's own good -- each algorithm tweak brings us one step closer to more relevant search results, after all.
Sales Hacker
MARCH 22, 2018
I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g.
ConversionXL
MARCH 21, 2018
Are you in B2B / lead gen? Qualifying leads a challenge? There’s a new (non-enterprise) tool for qualifying B2B leads that’s quite a game changer. The post Tool for Qualifying B2B Leads appeared first on CXL.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Heinz Marketing
MARCH 15, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” type articles are some of my favorite features (as seen in Inc Magazine and Lifehacker ). Every week we highlight sales, marketing or business leaders in our very own series. You can catch up on everyone we’ve featured so far in the “How I Work” series here. Get tips on productivity, work-life balance and a lot more.
Understanding the Sales Force
MARCH 7, 2018
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance of my Mac not being able to connect to iCloud had a ripple effect on that and other devices that affected me for a week. But none of those issues bothered me more than what LinkedIn did.
Membrain
MARCH 14, 2018
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.
Hubspot
MARCH 25, 2018
While an eye-catching resume alone probably won't land you your dream gig, it doesn't hurt to put a little extra effort into how you present yourself on paper. The right resume design speaks to your individual skills and personality, and can propel your application to the top of the stack. But finding a cool design that also fits your professional identity can be a major hassle -- and applying for jobs is already hard enough.
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Sales Hacker
MARCH 7, 2018
Below, I’m going to dive right into the top 7 habits a Sales Development Rep (SDR) should develop. But, before that, let’s understand why this is so important. The Sales Development Representative (SDR) is quite the professional paradox. Although it’s an entry-level job for those with little to no experience, it is also a surprisingly complex one, often requiring both sales and marketing skills with a numbers-driven approach (which is why it’s a great way to start your career in a te
ConversionXL
MARCH 19, 2018
Thinking about emailing influencers to ask them for backlinks or tweets? Most people are terrible at it. The post Don’t Make These Influencer Marketing Mistakes appeared first on CXL.
Outreach
MARCH 13, 2018
Are your Sales Development Reps (SDRs) ramping too slowly? According to The Bridge Group’s latest study , onboarding an SDR is taking a little more than three months, on average. If the typical SDR stays on the job for about a year, three months is a long time to ramp up. Here are four fresh ideas you can use today to help speed up this process for your new SDRs. 1.
Understanding the Sales Force
MARCH 19, 2018
Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour. You very slowly make your way towards the circle in a long line of traffic, attempt to merge into a congested circle, travel around to the other side of the circle, and finally exit the other end. Being a bit impatient, I'm usually screaming to myself, "Come on - don't stop!
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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