Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. They need to improve their ability to sell value. Some are written by sales experts. Some are written by marketing experts. Some are written by enablement experts. You can start here.

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GTM Sales Manufacturing Lead generation 81

Martech

MARCH 20, 2024

Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. It’s best to use an outside design firm when developing your new visual identity. Start with soul searching What is your why?

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Strategize B2B Legal Launch 102

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply. Sales acceleration isn’t merely selling faster to sell more.

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Sales Quota Up-sell B2B 290

Salesforce

JULY 6, 2023

We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. Some of these titles aren’t even sales books. I’m struck by how the four agreements seem purpose-built for the B2B seller. Get started 1. Don’t make assumptions.

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Quota Closing Education Sales 86

Veloxy

SEPTEMBER 5, 2023

New sales strategies, practices, approaches, and techniques are always springing up like wild shrooms, not to mention the new virtual office environments. Thrive in the Discomfort that is Inside Sales According to Zendesk’s Account Executive, selling is an inherently uncomfortable activity for most.

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Inside sales Pipeline Quota Cold Call 130

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf.

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Sales Technique Objectives and Key Results Non-Profits 141

Heinz Marketing

JUNE 7, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Welcome everyone to another episode of Sales Pipeline Radio, my name is Matt Heinz. We talk to some of the best leaders in B2B sales and marketing every day.

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Pipeline B2B Sales Cross-sell 115

Partners in Excellence

APRIL 12, 2022

Let’s be clear, a rep-free buying process, a preference for “self service,” is nothing new. It’s probably the dominant form of selling in consumer products. In consumer products, we know it is a low touch selling environment. Buying “virtually,” is not new, either.

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Retail Tradeshows Territory Gaming 129

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Throughout my career, I’ve been a voracious reader, and I credit that habit to much of the success I’ve been able to enjoy thus far. That said, when people learn of my “manic habit” of reading sales books, they often ask me which ones I’d recommend.

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Negotiate Sales Technique Up-sell 111

ConversionXL

JUNE 2, 2022

Using this information, the ABM team created a comic book called T-Man and Gums and sent 100 copies to T-Mobile and its agencies of record. I then took to Twitter and Slack to ask for recommendations from my network. My experience is true for many others. My experience is true for many others. most commonly popped up.

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Lead generation Strategize Campaign Profit margin 94

Heinz Marketing

OCTOBER 4, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus.

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Pipeline Go To Market Cross-sell Sales 111

Heinz Marketing

JULY 12, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. My name is Matt Heinz. We are here every week with new episodes of Sales Pipeline Radio, talking to some of the best and brightest minds in B2B. You can even ask Alexa!

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Pipeline Sales B2B Pitch 107

Partners in Excellence

MARCH 22, 2022

In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000’s of articles have been written about creating predictable revenue, and the selling activities/processed to do this. To be honest, too many of the principles have really been twisted far away from Aaron’s original concepts in the book.

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Objectives and Key Results B2B Contract Conversion 85

Sales Nexus

AUGUST 17, 2021

In this world where customer communications is growing increasingly complex, we are getting more and more requests for our attention. What do you need to do to separate your B2B email campaigns from the rest of the crowd, and to stand out amidst all the sales noise? How do you create B2B email campaigns that actually get results?

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Campaign B2B CRM Closing 111

Partners in Excellence

JULY 26, 2022

But there’s a lot more to complex B2B buying than just learning about various products and services. How does the team bring new team members into the project? Imagine Making A Sales Call Without Mentioning The Product My New Book, Complex B2B Selling "Tell Us Your Top Business Challenge".

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Customers B2B Service Presentation 82

Eliminate Your Competition

JUNE 1, 2022

According to Gartner , the typical buying group for a complex B2B solution involves six to 10 decision makers‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the group. You can read more about the Power Matrix here and learn much more in my book Eliminate Your Competition.

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Sell Retail Negotiate Contact 52

Eliminate Your Competition

APRIL 16, 2021

If you don’t know how to build that list, I suggest you read my book Eliminate Your Competition. You may purchase my book, Eliminate Your Competition , from your favorite book retailer. The paperback version is also widely available at such retailers as Amazon , Barnes & Noble , and Books A Million.

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Non-Profits Retail Quota Cold Call 98

ConversionXL

APRIL 7, 2021

Account-Based Marketing (ABM) isn’t new. While reading a book called “ No Forms, No Cold Calls & No Spam ” by Latané Conant, I came to the realization that many vendors try to position ABM as a $40,000 technology stack problem. Technology has both enabled us and added needless complexity to the process.

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GTM CRM Cross-sell Cold Call 98

SalesPop

MARCH 25, 2021

In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. If your product requires advertising or salespeople to sell it, it’s not good enough. It’s not discussed much, not even in books. Sales most definitely have two sides, and this is also true of account management.

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Account management Customers Pipeline Trust 98

Heavy Hitter

JANUARY 5, 2019

Here's my list based on studying thousands of top salespeople, B2B sales cycles, and extensive research on how B2B buyers select vendors. You'll find strategies to solve these 72 challenges in my new book Sales Strategy Playbook: The Ultimate Reference Guide to Solve Your Toughest Sales Challenges.

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Cross-sell Negotiate Sales Presentation 75

Lead Fuze

AUGUST 5, 2021

We all like it when a blogger makes us feel clever like we’ve learned something new, something useful. One of the best resources on the internet for anyone who sells stuff. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 Sell) and marketing (Where Marketers Go to Grow) blogs on the site. WoodPecker.

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Negotiate Sales Retail B2B 98

Salesmate

JULY 28, 2020

Books help in expanding knowledge. So, take the help of various sales books to enhance your knowledge and brush up your skills. Learning new exhausts the mind – Leonardo Da Vinci . 25 sales books you must-read in 2020. Unbreakable Laws of Selling. Unbreakable Laws of Selling. Author: Jeffrey Gitomer

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Objectives and Key Results Sales Pitch Quota 103

Partners in Excellence

MAY 17, 2021

One of the things I learned as a beginning sales person was to learn the language of my customers. I started selling to large banks and investment companies, so I made it my job to learn their language so that I could understand what they were saying and I could make myself understood. But it’s a little more complicated.

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Objectives and Key Results Technique Manufacturing Objection handling 106

Heinz Marketing

MAY 25, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This week’s episode is entitled “ Selling with Empathy and Integrity (Right Now and Always) ” and we are pleased to have as our guest, Mike Schultz , President of RAIN Group.

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Pipeline Pharmaceutical Sales Up-sell 88

ConversionXL

APRIL 28, 2020

My initial role was to grow the user base for our free, open-data catalog. It wasn’t quite a flip from B2C to B2B, but it was close. A confession: I hadn’t actually done demand generation before getting my job at data.world. This is the model my customers referenced when I was selling them demand-gen software in 2014.

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SQL B2C B2B Growth 101

Partners in Excellence

OCTOBER 1, 2022

Frankly, part of the joy of selling is dealing with this. If we want to be successful in selling. Selling is never easy, but it’s far more fun and challenging because of the customers. The post “Selling Would Be So Great If It Weren’t For Those Friggin Customers!” We and they struggle. We have to care.

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Sell Customers Legal Price 48

Sales Hacker

MARCH 16, 2020

There’s been a shift in how B2B organizations communicate through follow-ups and outreach. This means that even in the B2B space, your buyers want ultra personalized experiences, they want their needs to come first, and they want on-demand engagement. ” It increases your likelihood of booking a meeting by 3.4X.

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Follow-up B2C Cold Call SQL 109

Heinz Marketing

APRIL 20, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This week’s episode is entitled “ A Mind For Sales: Sales Book Club with Mark Hunter ” and our guest is Mark Hunter, one of the best voices in B2B sales today.

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Pipeline Sales Drivers/motivators Up-sell 84

Sales Hacker

SEPTEMBER 27, 2022

Gartner predicts that by 2025, 50% of all enterprise B2B sales technology will include digital sales rooms. We’re built on incentive and sales compensation, and that’s one of the more complex tasks within the sales ops stack. When new leadership comes in and has a particular point of view in terms of how to pay the salespeople.

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Quota Growth Commission Territory 81

Sales Hacker

DECEMBER 2, 2019

Sales Around the World is a new series that explores the dynamics of selling in different markets and different countries. Quick Pitch: Operatix works with B2B technology companies who have long and complex sales cycles, a high-value proposition and a focus on medium to large accounts. About Aurelien Mottier.

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Sell Territory Clients B2B 64

Partners in Excellence

SEPTEMBER 20, 2022

It was surprising to see the reactions to my post, Pipeline, Tutorial. ” Per the dictionary it is, “…a prediction or estimation about a future event… ” Consequently, in complex B2B selling, it becomes a prediction about a specific deal or opportunity. What is a “forecast?”

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Pipeline Manufacturing Cross-sell Represent 68

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. It’s called Optimizing for B2B.

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B2B Conversion B2C SQL 110

Heinz Marketing

MARCH 1, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We have complex buying journeys that not only take a long period of time, but also sit across multiple members of the buying committee. We also have multiple people on the selling team.

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Pipeline Sales Up-sell Start-ups 111

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

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Sales Start-ups Up-sell Cross-sell 130

Sales Pop!

JUNE 4, 2023

This article concludes our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. When dealing with a multi-dimensional scenario, such as B2B sales, AI cannot define everything involved.

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Technology Technology Process Construction 52

Sales Hacker

OCTOBER 21, 2019

2019: LinkedIn’s #1 B2B Sales Expert to Follow. I’ve been in sales for virtually my entire professional career. . I’ve been in sales for virtually my entire professional career. . In my 20s, I came up with a business plan for a service to large corporations. What’s your favorite sales book?

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Sales Up-sell Start-ups Cross-sell 90

Heinz Marketing

APRIL 27, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. He also has a new book, “ Stop Killing Deals ” How to avoid deadly assumptions and achieve sales excellence. . I ask George, how do I continue to sell with empathy?

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Pipeline Sales Up-sell Technology 79