Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. I’ve spent a lot of time studying the patterns and research around what makes great sales leaders.

Cross-sell 130

Cross-sell Sales Referrals Launch 130

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. Grab a warm coffee or tea and let’s get started!

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

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

Veloxy

JUNE 15, 2023

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. It comes down to regular examination of resources, performance, and potential. Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

Search Engine Land

MARCH 6, 2024

Google and Microsoft accounts contain valuable historical performance data and examining winning assets from the past is an excellent starting point for today. Google and Microsoft accounts contain valuable historical performance data and examining winning assets from the past is an excellent starting point for today.

A/B testing 120

A/B testing Campaign Networking Engineering 120

Heinz Marketing

SEPTEMBER 24, 2023

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing As Q4 approaches, it’s a great time to pause and reflect on performance throughout the year. Sales Enablement In B2B, it’s crucial to provide sales teams with the right tools to close deals effectively. In doing so, you’re likely to find one of two things: A.

User Experience 115

User Experience B2B Lead generation Campaign 115

Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Heinz Marketing

JULY 28, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B sales and marketing, the key to achieving outstanding results lies in the art of marketing orchestration. Alignment of Sales and Marketing : Effective marketing orchestration bridges the gap between sales and marketing departments.

B2B 97

B2B Objectives and Key Results A/B testing Campaign 97

Sales Pop!

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. What is Sales Enablement? What is Sales Enablement?

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales 52

Sales Technique Objection handling Pitch 52

Partners in Excellence

MARCH 8, 2024

It’s an important resource for those who have lost loved ones. One of the lines in this story is so consistent with what we read in other stories: “What truly fuels my passion for sales is the opportunity to solve complex problems for my customers. I relish the challenge of diving deep into their needs.”

Sell 73

Sell Engineering Clients Growth 73

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. Companies everywhere are intent on increasing efficiency, which requires running programs with rigor.

Launch 98

Launch Education Strategize Pitch 98

Martech

APRIL 5, 2023

It’s one of the most popular marketing and sales channels, but email isn’t as easy to leverage as it seems. How to make more sales with email: assess your current performance Before you drastically change your email marketing strategy, it pays to take a step back and assess how your emails have been performing.

Education 115

Education Campaign Sales Prospecting 115

The 5% Institute

DECEMBER 8, 2022

In this article, we’ll explore what is permission based selling, as well as tips to help you close easier and more consistently. These techniques are commonly used by the top five percent of sales performers all around the world. Related article: Qualifying Sales Leads – A Step By Step Guide.

Technique 134

Technique Sell Presentation Clients 134

Martech

OCTOBER 11, 2023

Never has the expression, “Don’t confuse activity for performance,” rang truer than in B2B social media programs. More bluntly, how do businesses use these social media channels to impact their business performance? These “campaigns” usually have a consistent style, tone, and topic. aimed at recruits and existing employees.

B2B 127

B2B X-functional Pharmaceutical B2C 127

Highspot

JANUARY 19, 2024

Simply put, it involves maintaining consistency in your enablement system. 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.

Strategize 64

Strategize Growth Quota Sports 64

Search Engine Land

APRIL 5, 2023

It’s one of the most popular marketing and sales channels, but email isn’t as easy to leverage as it seems. How to make more sales with email: assess your current performance Before you drastically change your email marketing strategy, it pays to take a step back and assess how your emails have been performing.

Education 99

Education Campaign Sales Prospecting 99

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Salesforce

MAY 31, 2023

Ask questions “Be curious, not judgmental” Create a long-term plan for your new alignment Discover resources for Salesblazers and Moment Marketers One of the most well-known issues in business is the lack of alignment between sales and marketing. How many leads will marketing deliver to sales each month?

SQL 98

SQL Objectives and Key Results Entertainment Sales 98

The 5% Institute

FEBRUARY 9, 2022

In this article, we’ll explore 8 x construction sales tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Construction 145

Construction Closing Presentation Sales 145

The 5% Institute

MARCH 1, 2022

In this article, we’ll explore eight tips to drive up sales to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. 8 x Tips To Drive Up Sales. 8 x Tips To Drive Up Sales. Tip #3 – Keep It About Them. Pain points.

Sales 144

Sales Presentation Follow-up Clients 144

Salesforce

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Martech

NOVEMBER 8, 2023

At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? Since 2015, my team has conducted vendor-agnostic primary research into high-performance account-based sales and marketing strategies.

Customers 117

Customers Construction B2B Cross-sell 117

Martech

JANUARY 29, 2024

Whether it’s blog posts, social media content, or product descriptions, AI-powered content generation can save time and resources while maintaining consistency and relevance. Startups can use generative AI to develop intelligent chatbots that handle routine queries, freeing up human resources for more complex tasks.

Objectives and Key Results 96

Objectives and Key Results Lead generation Growth Campaign 96

The 5% Institute

MAY 22, 2023

Scaling sales is a critical aspect of business growth and profitability. Every organization aspires to expand its sales efforts to drive revenue, penetrate new markets, and stay competitive. It goes beyond simply hiring more sales representatives or investing in marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Technique Strategic partnership Sales 52

The 5% Institute

OCTOBER 20, 2022

That’s why when selling finance products, you need to have a slightly different format and process to close more consistently. Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease. Authority is important as it’ll prevent the ‘I need to speak with’ sales objection from coming up later.

Finance 138

Finance Product Sell Objectives and Key Results 138

The 5% Institute

AUGUST 4, 2021

In this article, we’ll explore eight modern selling techniques to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Technique 145

Technique Sell Sales Presentation 145

The 5% Institute

JULY 29, 2021

In this article, we’ll explore the sales mindset you need to become successful at consistently selling your products or services. These tips are commonly used by the top five percent of sales performers all around the world. Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease.

Presentation 145

Presentation Sales Clients Trust 145

Sales Pop!

DECEMBER 22, 2023

In the competitive world of sales, transforming “maybes” into closed deals is the ultimate goal. But how do you achieve this consistently and create a predictable sales process? Lack of Control in the Sales Process: Without a clear and defined sales process, it’s easy for deals to fall through the cracks.

Process 59

Process Pipeline Sales Closing 59

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. You also may need to adjust your mission, vision and values, requiring input/buy-in from your leadership team and assistance from human resources. However, the ROI can be enormous.

Strategize 106

Strategize B2B Legal Launch 106

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

The 5% Institute

MAY 24, 2023

Sales mapping plays a crucial role in helping businesses optimize their sales strategy, improve performance, and drive revenue growth. By visualizing and analysing sales data in a geographical context, companies can gain valuable insights and make informed decisions to maximize their sales efforts.

Territory 52

Territory Objectives and Key Results Pharmaceutical Represent 52

Martech

DECEMBER 27, 2022

Process measurements require looking at the methods used to personalize, how efficiently they are performed and how they are improved over time. Dig deeper: Managing the unpredictable: Getting marketing, sales and operations aligned. This requires a commitment to consistently find ways to enhance and optimize personalization efforts.

Process 133

Process Government A/B testing Start-ups 133

Highspot

JANUARY 4, 2024

To get ahead and stay ahead, let’s take a look back at 2023’s best resources chock full of insights that defined success in the years past. BLOG POST: Highspot Insights to Unlock Sales Productivity : To drive overall sales productivity, sales need to accelerate deal cycles.

Sales 52

Sales Strategize Growth Product 52

Salesforce

DECEMBER 12, 2023

In many organizations, the highest performers are often promoted to sales leadership positions. That’s because leading a sales team to success takes a different skill set. In this article, we’ll run through the top traits needed for successful sales leadership — and how you cultivate them in your company.

Sales 59

Sales Strategize CRM Drivers/motivators 59

The 5% Institute

APRIL 30, 2021

In this article, we’ll explore 8 x consultative selling tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Consult 145

Consult Closing Sell Presentation 145