Membrain

OCTOBER 12, 2022

Here’s why you should think twice before you lay off salespeople, cut sales training, and lower investments in sales strategy, process, and technology.

Technology 240

Technology Technology Sales Process 240

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

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Adaptive Business Services

APRIL 10, 2024

He rejected technology which, in his case, meant no computers. While I was rarely an early adopter, I had sold various products that featured cutting edge technologies and I was always quite successful at doing so. I was a fairly early adopter of CRM (late 80’s) but have since avoided most sales enablement tools.

CRM 71

CRM Sales Technology Technology 71

Partners in Excellence

MARCH 13, 2024

Preface : I met John Callies in our very first sales training class for IBM. We were at Endicott, New York, where most of entry sales training was conducted. As a member of a Board of Directors and father/father-in law to technology sellers, I see a completely different environment among sellers.

Sell 108

Sell Finance Clients Up-sell 108

Veloxy

APRIL 15, 2021

As technology and innovation advance at near light speed, the demands on IT leaders are more intense than ever. According to a recent survey, over 35% of businesses are already invested in digital technologies with top executives making it part of their overall business strategy. Well, training users helps.

Technology 240

Technology Technology Presentation CRM 240

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

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Closing Bigger

APRIL 22, 2024

AI for Sales – The Power of an Exponential Mindset in Sales Organizations Most of my sales keynotes have been focused on AI over the past six months. There’s a huge interest in investing in AI sales tools but many organizations are missing the exponential sales mindset and organizational DNA required to truly benefit.

Sell 59

Sell Networking Sales Technology 59

Partners in Excellence

MAY 1, 2024

Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools. ” And we are totally bewildered by things we see happening in sales. ” Somehow our technology stacks are a representation of our sophistication in our sales execution strategies.

Technology 68

Technology Technology CRM Pipeline 68

Martech

DECEMBER 18, 2023

Leading customer relationship management (CRM) and other marketing platforms are integrating sophisticated AI capabilities that promise to assist with key functions like gauging customer sentiment, training employees, making product recommendations, enriching data and even auto-generating targeted campaigns.

X-functional 120

X-functional Customer Relationship Management CRM Relationship Management 120

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful. It will be worth it!

Process 133

Process Pipeline Sales Gaming 133

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. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

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

Sales Gravy

FEBRUARY 8, 2023

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams.

Teamwork 106

Teamwork Territory Technology Technology 106

Martech

DECEMBER 26, 2023

This added context gives customers, as well as marketers, more confidence for higher-priced sales. The minute this technology is more refined and helpful, every customer will be looking for AI chat support as it will provide instantaneous responses to questions 24/7 in any language,” Savage said. “AI Get MarTech! In your inbox.

Customers 143

Customers Retail GTM Trust 143

Martech

DECEMBER 12, 2023

Comprehensive training for team members Ensure that all team members are thoroughly trained in using the existing software. When we work with clients for HubSpot training, for instance, they’re frequently shocked at just how much HubSpot can do. Dig deeper: In this economy CMOs need to spend more on training, not tech 5.

Drivers/motivators 124

Drivers/motivators Technology Technology Campaign 124

Sales Pop!

FEBRUARY 24, 2024

As a podcast host, I recently had the pleasure of interviewing Gabe Lulu , a sales expert based in New York. We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations. Here’s a recap of our discussion.

Appointment 69

Appointment Drivers/motivators Technology Technology 69

Martech

APRIL 9, 2024

The role of metadata in digital asset management DAM is more than a technology; it is a people- and process-driven experience. When managed well, DAM removes the content silos in your organization to provide a more meaningful sales, communications and marketing operation process and hence, a better customer experience.

Government 94

Government Represent Trust Technology 94

Heinz Marketing

NOVEMBER 23, 2023

This change is more than just adopting new technologies; it’s about transforming how companies operate and engage with their clients. For professionals in B2B marketing and sales, integrating digital aspects into Go-To-Market (GTM) strategies is not just beneficial but essential.

GTM 122

GTM B2B Technology Technology 122

Martech

AUGUST 28, 2023

Utilization has been declining amid huge increases in spending on marketing technology: up 35% from $15.3 of their marketing budget on technology, says Gartner. 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. Currently, “99.9%

Government 96

Government Technology Technology Strategize 96

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

RAIN Group

FEBRUARY 21, 2024

In the competitive arena of sales, the true game-changer is having a well-trained sales team whose behaviors result in the desired outcomes. Consider the case of a technology firm that revamps its sales strategy to focus on consultative selling.

Strategize 58

Strategize Sales Consult Gaming 58

Martech

MARCH 21, 2024

As artificial intelligence technologies rapidly advance, marketing teams are tasked with integrating these powerful tools into their existing operations. Sales and marketing alignment. Consider how AI will foster collaboration between sales and marketing — a critical factor in closing the loop from lead generation to conversion.

Objectives and Key Results 108

Objectives and Key Results Strategize Technology Technology 108

Martech

APRIL 12, 2024

Program managers can drive innovation and efficiency across the portfolio by leveraging shared technologies, customer insights, or market trends. Program managers foster a holistic understanding of customer needs and market dynamics by bringing together teams from various departments, such as engineering, marketing and sales.

Product 105

Product Objectives and Key Results Strategize Technology 105

Salesforce

NOVEMBER 3, 2023

LLMs, usually in the form of a chatbot, can help you write better emails and marketing reports, prepare sales projections, and create quick customer service replies, among many other things. LLMs are trained on massive datasets, which gives them a deep understanding of a broad context of information. You don’t need to train your own.

Pharmaceutical 127

Pharmaceutical Legal Trust Technique 127

Salesforce

AUGUST 2, 2023

This technology can help you simplify your processes, organize data, provide more personalized service, and more. Most importantly, generative AI technology can save time on tedious processes, so you can provide better care for your customers and focus on big-picture strategies. What powers generative AI?

Customers 98

Customers Pharmaceutical Trust Government 98

Salesforce

NOVEMBER 6, 2023

As a strategic account executive at Salesforce, I spend my days advising companies on how to use emerging technology to grow their business. A chief information officer said he’d make exceptions to the company’s standard budget process to fund any generative AI technology with a one-year payback. I’ll tell you what I tell them.

Strategize 111

Strategize Technology Technology Clients 111

Partners in Excellence

MARCH 26, 2024

I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.” Initially, I provided the models to sales teams. You could feel the positive energy, and I realized the impact sales can have across a company – I was hooked.

Sell 96

Sell Cross-sell Finance B2C 96

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

The 5% Institute

JANUARY 17, 2024

In the dynamic landscape of sales, staying ahead requires more than just persuasive pitches and product knowledge. That’s where our Salesperson Training Course comes into play, revolutionizing the way sales teams hone their skills and achieve unparalleled success. The result is a more confident and effective sales force.

Objectives and Key Results 52

Objectives and Key Results Technique B2C Construction 52

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 103

Customers Contract Consult Electrical Engineering 103

Accent Technologies

SEPTEMBER 30, 2023

You don’t have to be Einstein to see the potential of generative AI for sales teams. Enterprise ChatGPT = Sales Reps 2 is not too far off the mark. This AI helps in so many ways and has such massive potential to make sales teams much more productive that you need to take a close look sooner rather than later.

Manufacturing 97

Manufacturing Sales Technology Technology 97

SalesLoft

MARCH 28, 2024

A foundation of sharing When Rob’s team was looking for a new sales technology to support and grow their business, they learned that an important part of what comes with a new sales solution is actually the helpfulness of the vendor — and how willing they are to share their knowledge and expertise. “As

Technology 90

Technology Technology Gaming Trust 90