Martech

APRIL 22, 2024

I am trained with MarTech content. Prompt: I want to have an email program that generates leads for telecommunications. Set up automated email workflows that deliver timely and personalized content to nurture leads through the sales funnel. Use lead scoring to identify and prioritize high-quality leads for sales follow-up.

Lead generation 100

Lead generation Click Through Rate Contact Follow-up 100

Martech

DECEMBER 26, 2023

Traditional support methods include training, data-sharing, co-marketing campaigns, rebates, MDF (market development funds), and sales enablement, like content, events and sales playbooks. Amazon Web Services has done just that, under the management of John-Marc Clark, global distribution leader.

B2B 107

B2B Cross-sell Hospitality GTM 107

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. He started a few years before me and was managing some significant banking accounts for IBM. Since I was assigned to a different team, I didn’t spend much time with Gus, but remember one call that I tagged along.

Sell 77

Sell Contract Retail Account management 77

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What is Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Partners in Excellence

MAY 13, 2022

Here’s a pop quiz for sellers and sales enablement folks. Be honest, don’t cheat…… Raise your hand if you have had a formal training program on change and change management! Our sales training programs spend a lot of time helping us develop skills around what we sell and how we sell.

Sell 86

Sell Objection handling Negotiate Customers 86

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. As a former sales executive , I was always in a tough spot. Why Would Sales Executives Need Networking Groups?

Networking 169

Networking Finance Promote Meeting 169

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. 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. Start a free trial 3.

Technique 98

Technique Construction Legal Sales 98

Partners in Excellence

JANUARY 22, 2024

Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. People respond, “They run IT, they manage sales, they design new products, they are marketing people…” But then when I ask, “What’s that mean?

Customers 107

Customers GTM Trust Up-sell 107

Veloxy

MARCH 16, 2022

Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. Sales is truly one of the best jobs for recent graduates.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Martech

AUGUST 28, 2023

Not only is [utilization] low, but it’s declining year over year while people are buying more,” said Domenic Colosante, CEO of 2X, a B2B marketing-as-a-service agency. “It’s No one is training “Even with the marquee platforms or [relatively] new things like Drift and Bombora, no one is learning how to use those,” he said.

Government 94

Government Technology Technology Strategize 94

Partners in Excellence

AUGUST 4, 2021

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible.

Sales 132

Sales CRM Technology Technology 132

Partners in Excellence

APRIL 5, 2021

.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every manager says they coach their people. Every organization focuses on their ICP.

CRM 108

CRM Account management Pipeline Process 108

Hubspot

DECEMBER 11, 2023

In the past, onboarding involved sitting in a room and listening to your manager explain the role. Virtual training has often become the default. Sales is a famously extroverted job. So, what type of training makes sense? Let’s review what virtual training is, the best practices, and how to run a virtual training program.

Gaming 73

Gaming Presentation Start-ups Promote 73

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. Sales training programs are often like that — but they don’t have to be. Why sales training is important.

Technique 92

Technique Negotiate Pitch Inside sales 92

criteria for success

FEBRUARY 22, 2022

Leadership training programs are a great idea for any organization. Having a consistent program to develop your team will pay off with morale improvement, skill sharpening, and new leader identification. Unfortunately, many people forget key things when they’re developing leadership training programs.

Technique 98

Technique Teamwork Sales 98

Martech

OCTOBER 11, 2022

The CEO asks, “What if we invest in our people, and they leave?” Marketing is about people. That means the people you serve — your customers — and the people who do the marketing — your team. Your people are the most valuable asset in any marketing team. Are you giving your people space to innovate?

UX 128

UX Gaming Start-ups Clients 128

Partners in Excellence

DECEMBER 1, 2020

I just had an outstanding discussion with a very bright sales enablement team. They had been developing and delivering some of the best programs I’ve ever seen. Some of the sales people were eating up the programs–but they were the consistent top performers.

Territory 88

Territory Account management Sales Process 88

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Teamwork 52

Teamwork Technique Sales Quota 52

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Partners in Excellence

JUNE 7, 2022

Every organization I work with has everything a sales organization should have in place. We go down laundry lists all the programs, tools, processes that are in place: CRM and the classic “sales stack?” Check, every sales person has access to Sales Navigator. Sales process? Onboarding?

Drivers/motivators 68

Drivers/motivators CRM Quota Process 68

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? The sales reps were friends, and accounts were shared.

Cross-sell 86

Cross-sell Strategize Campaign Education 86

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. As I was graduating with my MBA, I wasn’t looking for a sales job. A number of technology companies offered me roles in product marketing/management and marketing. The managers were skeptical about me.

Sell 103

Sell Retail Consult Strategic planning 103

SaaStr

NOVEMBER 21, 2023

People have said “AI” more this year than any other year combined. But this AI wave is slightly different. What’s different is the aspect of generative AI. When someone is asking for support, it can be frustrating to explain your situation over and over to multiple people. It isn’t new! Let’s look at an example.

X-functional 94

X-functional UX User Experience Gaming 94

The 5% Institute

MARCH 30, 2021

One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. A high performing sales team can make the difference between a mediocre business – and one that brings your goals and dreams to reality. The Sales Team – Your Ultimate Guide.

Outside Sales 145

Outside Sales X-functional Inside sales Sales 145

Partners in Excellence

MARCH 4, 2024

His story is particularly interesting–one I actually see with many other entrepreneurial people. Unlike a love-at-first-sight experience, my affection for selling developed over time, leading me to embrace the role of a salesperson and integrate coaching skills to enhance not just my sales, but also to help others sell more effectively.

Sell 77

Sell Territory Manufacturing Represent 77

Partners in Excellence

AUGUST 1, 2022

We do this through hiring the right people, training, giving them tools/processes/programs/systems to help them perform, providing the right support, eliminating barriers to their performance, and constantly coaching/developing them. We try to develop compensation plans that incent people to achieve those goals.

Quota 102

Quota CRM Promote Growth 102

Salesforce

MARCH 28, 2023

Breaking down silos Schneider Electric , a global energy management and industrial automation company, has formalized an AI program under a new Chief AI Officer and scaled it to every corner of the company. For example, the company has saved millions by using AI to more accurately forecast and manage inventory demand.

Electricity 96

Electricity Objectives and Key Results Appointment Technology 96

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Sales 52

Sales Technology Technology Technique 52

Martech

FEBRUARY 12, 2024

It had to be different. She couldn’t keep spending money on search words, emails, and sales events that didn’t produce revenue. The content for the new product line needed revamping, and sales were carping about the lack of leads. She also knew her management wanted to reduce her staff by 20%.

Lead generation 100

Lead generation A/B testing Government Customer Relationship Management 100

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. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

GTM 81

GTM Sales Manufacturing Lead generation 81

Partners in Excellence

AUGUST 10, 2023

We (including me) spend a lot of time talking about the importance of coaching/developing our people. One of the reasons, front line managers are probably so bad at this, is they probably don’t get a whole lot of high impact coaching themselves. Their own managers aren’t great role models, as coaches.

Territory 62

Territory High impact Pipeline Strategize 62

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

Objectives and Key Results 52

Objectives and Key Results Teamwork Sales Quota 52

Lead Fuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

Objectives and Key Results 52

Objectives and Key Results Quota Teamwork Strategize 52

Sales Hacker

SEPTEMBER 23, 2021

Channel partners basically onboard other people to sell your product for you. From referral and affiliate programs to consultants and agencies. But by far, the option that could potentially bring you in the most sales is resellers and sales channel partners. They have a proven, talented, and dedicated sales team.

Commission 101

Commission Manufacturing Negotiate Contract 101

Highspot

JUNE 3, 2021

Although it may feel like we’ve just begun to adapt to the new reality, organizations are beginning to talk about transitioning back to in-person work looks like, leaving sales enablement practitioners left to plan how to enable reps through yet another transition. . Tackling Hybrid Onboarding Programs. In-Person Sales Coaching.

Up-sell 89

Up-sell Start-ups Drivers/motivators Sell 89

Hubspot

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Objectives and Key Results 77

Objectives and Key Results Networking Represent Sales 77