Expert insights. Personalized for you.
How do your sales reps take sales enablement tools and translate them into conversations a customer would care about? As you think about your sales enablement strategy for the coming year, here are four essential areas to focus on. MORE
Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? What a Successful Sales Culture Looks Like. MORE
In the current climate, customer experience is one of the main battlegrounds for sales organisations, often out-ranking factors like product and price. It is, therefore, no real surprise that many sales companies are increasing investment in customer experience training and coaching efforts. MORE
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose. MORE
The best sales leaders know that sales coaching is an investment of time that ultimately creates time on the back end. Firms that coach their salespeople effectively rack up 9% higher sales than the rest. Clearly effective sales coaching yields results. MORE
A customer-needs-focused philosophy is just as important for inside sales teams as it is for the external salespeople—in some ways, even more so. What’s on the minds of inside sales leaders as we head into mid-year? How skilled are your sales reps at asking good questions ? MORE
The point of sale is an incredibly important time for retailers to engage their customers. Generic and impersonal, these point-of-sale surveys do a poor job of uncovering meaningful insights. Why point-of-sale surveys don’t always work. Typically, point-of-sale surveys ask customers the same set of questions, regardless of what they bought or who they interacted with. The data retailers collect from point-of-sale surveys is pretty dismal. MORE
The past few years have seen live chat completely change the way online businesses carry out marketing and sales. In this piece we will talk about five ways live chat can be instrumental in improving your marketing and sales efforts. Helps Technical Queries (Pre-Sales). MORE
There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? MORE
It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. To get those numbers where they need to be, managers typically focus on sales activity levels. MORE
Especially when these omitted details surface, often inconveniently, both pre- and post-sale. Most of the time, these professionals are involved in the post-sale care and feeding of customers, once a sale is consummated. Or, hoping the next sale is easier to close. MORE
In the midst of a global crisis, adjusting your sales approach is key to not just surviving but thriving. That was the sales approach then… but this is now. But opportunities do exist for those who are prepared to adapt, particularly when it comes to your sales approach. MORE
It’s hard to have customers if you don’t have sales. But what happens after the sale? Sales become less personalized and lack emotion. Customer Experience or Sales? Blog Featured CRM Customer Experience leadership linkedin sales SAP webinar MORE
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them. MORE
See why traditional point-of-sale surveys don't work for modern retailers. Retailers need more personalized methods for engaging their buyers. Articles MORE
Make Shopping Enjoyable to Encourage Sales. These findings suggest that making shopping enjoyable could potentially double your sales among this key demographic! On a previous blog , my colleague Jason shared a finding from Centriam’s 2017 Retail Study : customers who had an enjoyable shopping experience were more likely to be promoters. This finding is especially robust among millennials, the largest generation in the US. MORE
There has been major differences between marketing and sales over the years. This topic has been at the hands of business for ages. Some would ask “but why?”, others would roll their eyes and say “you’re telling me!” MORE
Sales enablement and marketing professionals interested in the current and future state of the sales enablement function should take this survey and be the first to receive results. B2B marketing Sales enablement B2B Marketing sales sales enablement sales transformation MORE
The 8 steps to creating a successful post-purchase survey plan. Articles MORE
With sales booming, several top salespeople were promoted to manager roles, and the expectations were high. In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. Why Tech Sales Managers Need To Understand Coaching. MORE
What’s better for your business to focus on: customer success or sales? And sales is, well, sales: a customer makes a single transaction and your business profits. However, no business can thrive without making sales to new customers. It all starts with sales. MORE
While you may already be familiar with Behavior Styles and how they apply to sales and coaching situations, the shift to remote work — not to mention the stress many are under — has added a new dimension to the way we interact. MORE
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose. MORE
As such, this article, although it focuses on sales tactics, actually falls under the heading of customer service. Incorporate these five customer service strategies into your sales tactics and watch sales grow. Related Posts Start-up sales advice from three sales champions. MORE
I don’t want to be pushy: Most people in banks or credit unions don’t have the word ‘Sales’ anywhere in their job titles or descriptions, and they pride themselves on being service-oriented and responsive. MORE
With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. Here’s where sales enablement has the opportunity to shine. Start With Defining Sales Enablement. Sales Enablement Strategy: 2020 vs. 2019. MORE
The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. A good rule of thumb is to analyze where the deal is in the sales process. MORE
As you can see from the customer’s perspective, the attention you offer after a sale is completed is just as important as the attention you show during the sales process. Why the Sales to Customer Success Handoff Matters. Best Practices for the Sales to Customer Success Handoff. MORE
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them. MORE
Limiting beliefs in sales can become a huge barrier to reaching higher levels of success. There’s nothing quite like the feeling of accomplishment that comes off of a great year in sales. Overcoming Limiting Beliefs in Sales. MORE
As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Transparency Is Key to Creating an Ethical Sales Culture . Ethical Selling and Transparency Starts with Your Sales Leaders . MORE
When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO. MORE
Although we typically think about Behavior Styles in terms of aiding sales performance and communicating with others, they also provide valuable insights into our own motivations, preferences and strengths. MORE
Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . Sales Influencers You Should Be Following. MORE
Sales Related Topics Integrity Solutions
FEBRUARY 15, 2020
Limiting beliefs in sales can become a huge barrier to reaching higher levels of success. There’s nothing quite like the feeling of accomplishment that comes off of a great year in sales. Overcoming Limiting Beliefs in Sales.
Integrity Solutions
FEBRUARY 12, 2020
Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . Sales Influencers You Should Be Following.
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Integrity Solutions
MARCH 30, 2020
In the midst of a global crisis, adjusting your sales approach is key to not just surviving but thriving. That was the sales approach then… but this is now. But opportunities do exist for those who are prepared to adapt, particularly when it comes to your sales approach.
Integrity Solutions
JANUARY 7, 2020
Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? What a Successful Sales Culture Looks Like.
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
Integrity Solutions
JANUARY 15, 2020
It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. To get those numbers where they need to be, managers typically focus on sales activity levels.
|
Integrity Solutions
MAY 12, 2020
With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. Here’s where sales enablement has the opportunity to shine. Start With Defining Sales Enablement. Sales Enablement Strategy: 2020 vs. 2019.
Forrester's Customer Insights
JULY 1, 2020
Sales enablement and marketing professionals interested in the current and future state of the sales enablement function should take this survey and be the first to receive results. B2B marketing Sales enablement B2B Marketing sales sales enablement sales transformation
Integrity Solutions
MARCH 4, 2020
As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Transparency Is Key to Creating an Ethical Sales Culture . Ethical Selling and Transparency Starts with Your Sales Leaders .
Integrity Solutions
DECEMBER 13, 2019
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
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Integrity Solutions
NOVEMBER 2, 2018
The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. A good rule of thumb is to analyze where the deal is in the sales process.
Kayako
JULY 31, 2019
The past few years have seen live chat completely change the way online businesses carry out marketing and sales. In this piece we will talk about five ways live chat can be instrumental in improving your marketing and sales efforts. Helps Technical Queries (Pre-Sales).
Integrity Solutions
OCTOBER 8, 2019
When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO.
GetFeedback
MAY 28, 2020
The 8 steps to creating a successful post-purchase survey plan. Articles
Advertiser: ZoomInfo
In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.
Integrity Solutions
DECEMBER 13, 2019
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.
Integrity Solutions
OCTOBER 30, 2019
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them.
Experience Investigators by 360Connext
JUNE 5, 2017
It’s hard to have customers if you don’t have sales. But what happens after the sale? Sales become less personalized and lack emotion. Customer Experience or Sales? Blog Featured CRM Customer Experience leadership linkedin sales SAP webinar
Integrity Solutions
JULY 2, 2020
Although we typically think about Behavior Styles in terms of aiding sales performance and communicating with others, they also provide valuable insights into our own motivations, preferences and strengths.
Advertiser: ZoomInfo
Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.
One Millimeter Mindset
MAY 21, 2020
There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step?
Integrity Solutions
MAY 2, 2019
A customer-needs-focused philosophy is just as important for inside sales teams as it is for the external salespeople—in some ways, even more so. What’s on the minds of inside sales leaders as we head into mid-year? How skilled are your sales reps at asking good questions ?
Integrity Solutions
JANUARY 29, 2019
The best sales leaders know that sales coaching is an investment of time that ultimately creates time on the back end. Firms that coach their salespeople effectively rack up 9% higher sales than the rest. Clearly effective sales coaching yields results.
Integrity Solutions
JUNE 23, 2020
With sales booming, several top salespeople were promoted to manager roles, and the expectations were high. In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. Why Tech Sales Managers Need To Understand Coaching.
Advertiser: ZoomInfo
In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.
GetFeedback
AUGUST 3, 2018
See why traditional point-of-sale surveys don't work for modern retailers. Retailers need more personalized methods for engaging their buyers. Articles
NewVoiceMedia
OCTOBER 12, 2015
As such, this article, although it focuses on sales tactics, actually falls under the heading of customer service. Incorporate these five customer service strategies into your sales tactics and watch sales grow. Related Posts Start-up sales advice from three sales champions.
Centriam Customer Experience Lab
JANUARY 5, 2018
Make Shopping Enjoyable to Encourage Sales. These findings suggest that making shopping enjoyable could potentially double your sales among this key demographic! On a previous blog , my colleague Jason shared a finding from Centriam’s 2017 Retail Study : customers who had an enjoyable shopping experience were more likely to be promoters. This finding is especially robust among millennials, the largest generation in the US.
Integrity Solutions
MAY 20, 2019
I don’t want to be pushy: Most people in banks or credit unions don’t have the word ‘Sales’ anywhere in their job titles or descriptions, and they pride themselves on being service-oriented and responsive.
Advertiser: ZoomInfo
By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.
Integrity Solutions
JUNE 5, 2020
While you may already be familiar with Behavior Styles and how they apply to sales and coaching situations, the shift to remote work — not to mention the stress many are under — has added a new dimension to the way we interact.
One Millimeter Mindset
SEPTEMBER 16, 2019
Especially when these omitted details surface, often inconveniently, both pre- and post-sale. Most of the time, these professionals are involved in the post-sale care and feeding of customers, once a sale is consummated. Or, hoping the next sale is easier to close.
Totango
JULY 25, 2019
What’s better for your business to focus on: customer success or sales? And sales is, well, sales: a customer makes a single transaction and your business profits. However, no business can thrive without making sales to new customers. It all starts with sales.
Kayako
SEPTEMBER 20, 2018
In the current climate, customer experience is one of the main battlegrounds for sales organisations, often out-ranking factors like product and price. It is, therefore, no real surprise that many sales companies are increasing investment in customer experience training and coaching efforts.
Advertiser: ZoomInfo
When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.
Totango
NOVEMBER 12, 2019
As you can see from the customer’s perspective, the attention you offer after a sale is completed is just as important as the attention you show during the sales process. Why the Sales to Customer Success Handoff Matters. Best Practices for the Sales to Customer Success Handoff.
GetFeedback
AUGUST 3, 2018
The point of sale is an incredibly important time for retailers to engage their customers. Generic and impersonal, these point-of-sale surveys do a poor job of uncovering meaningful insights. Why point-of-sale surveys don’t always work. Typically, point-of-sale surveys ask customers the same set of questions, regardless of what they bought or who they interacted with. The data retailers collect from point-of-sale surveys is pretty dismal.
Integrity Solutions
OCTOBER 30, 2019
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them.
DemandJump
MAY 1, 2020
There has been major differences between marketing and sales over the years. This topic has been at the hands of business for ages. Some would ask “but why?”, others would roll their eyes and say “you’re telling me!”
Advertiser: ZoomInfo
As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.
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