Blog Types

Filter - All

Blog Article

Interview

• 

  We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact.Many SaaS companies struggle with ramp time, and it’s getting worse over time. The Bridge Group reports that on average, it takes 5 or more months for new sales reps to...

  

  Sales Enablement
• 

  Although there are a lot of emerging technologies debuting in the sales and marketing space, Aviso is singularly focused on advancing the adoption of AI to transform sales organizations in the coming 12-24 months and beyond.

  

  AI Sales Solutions
• 

  Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. What I got was an insight into modern, data-driven territory planning.

  

  Territory Optimization
• 

  This week I interview Mark Magnacca, Co-Founder and President of Allego, on the 3 types of sales org transformation to ensure seller readiness; leveraging the revolution in personal technology, great teams beat great individuals, and coach your coaches.

  

  Sales Coaching
• 

  There are a number of considerations to weigh when deciding to implement a Sales Enablement platform. The goal of implementing a Sales Enablement platform is more than boosting productivity or ensuring compliance – it’s complete business transformation. Often times, an investment in Sales Enablement can only come with the...

  

  Sales Enablement
• 

  This week I interview Mike Boyden, Senior Director of Enterprise Sales at Adobe.NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?MIKE: Sales organizations will have to be sure their people, processes, and technology are all working...

  

  Sales Efficiency
• 

  This one-day, open conference provides seven thought-provoking sessions on how successful, high-growth organizations are approaching sales operations. Learn from experts in the field on how prosperous, high-growth organizations approach sales planning, tech stack management, resourcing, and sales team specialization.

  

  Buying Technology
• 

  If you’ve ever bought a house, you know the drill: Location, location, location!But in the world of B2B sales? It’s timing, timing, timing!“Bad timing is the worst objection you can get!” says DiscoverOrg’s Manager of Sales, Brandon Battey. “It’s a true reason. You just have to move on.”Unfortunately, it’s...

  

  Purchase Intent
• 

  While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing. Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine. Due to...

  

  Lead Engagement
• 

  Why Buyers Resist Your Perfectly Logical ProposalsDoes it ever feel like your prospects are irrational?After all, if you present compelling information that clearly demonstrates how and why your solution addresses their needs, the rational thing would be to sign on the dotted line (or at least move toward a...

  

  Prospect Engagement
• 

  Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? If the answer is...

  

  Sales Efficiency
• 

  TimeTrade Scheduler is the world’s leading intelligent, online appointment scheduling solution. More than 30,000 businesses worldwide use Scheduler to improve engagement and speed business cycles at every step of their customers’ journey. For a sales organization, TimeTrade Scheduler for Salesforce improves engagement & speeds business cycles.

  

  Scheduling
• 

  For many B2B companies, the creation, maintenance — in response to cost changes and low volume compliance — and renewal of customer specific price exceptions and agreements present an opportunity to either inadvertently give away margin or capture the fair and appropriate value of customer relationships.

  

  Renewal Management
• 

  The Smart Selling Tools community knows about our weekly Executive Interview Series. Each interview is an opportunity to learn about different solutions and what way they’re changing the game for sellers. Pretty cool, right?

  

  Buying Technology
• 

  Consensus is a SaaS application designed to reveal, engage, and drive agreement in the buying group. Our interactive demo automation platform assembles video timelines from smaller clips, so each stakeholder automatically learns in the most relevant way.It helps pre-sales (SCs) scale while keeping margins high. One presales leader inside...

  

  Prospect Engagement
• 

  Highspot’s sales enablement platform gives sales and marketing teams the ability to equip sellers to be effective in every buyer conversation. Highspot organizes sales content using its proprietary Spot technology, which is a more intuitive way for sellers to discover relevant content compared to other solutions that use a...

  

  Sales Enablement
• 

  Seven years. A thousand employees. Hundreds of consultants. $500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S. locations, earlier this year...

  

  Buying Technology
• 

  This week I interview Mark Kopcha, Founder & CEO of Revegy. I ask him, "What are the top 3 ways your solution changes the game for a sales organization" and other questions that get at the heart of what they do. If I had to sum it up, I'd...

  

  Account Targeting
• 

  What a week! When it comes to this year's Dreamforce, It most certainly did not disappoint. We'll be reporting on all the activities over the coming weeks. In the meantime, I wanted to share a Dreamforce wrap-up from the last day of the Expo floor.

  

  Buying Technology
• 

  Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.

  

  Prospect Engagement
• 

  Sales reps can only sell as much as their productivity allows and it is really frustrating to see them doing administrative tasks rather than actual selling. Recent analytical studies show that nowadays sales reps are spending only 35-40% of their time for actual selling, the rest is taken by...

  

  Sales Efficiency
• 

  “Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing. A 2017 study conducted by the Institute for Corporate Productivity (i4cp) found that organizations that encouraged collaboration were up to...

  

  Sales Efficiency
• 

  The Bigtincan Hub Sales Enablement Automation Platform redefines sales, marketing and service processes to enable teams to work smarter and faster together. With sophisticated, AI-driven features and automation that supports each phase of the buying process, the Bigtincan Hub makes it easier for sales reps to leverage customer data,...

  

  Sales Enablement
• 

  The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. Indeed, when making business-to-business purchases for work, buyers are increasingly frustrated by the level of service they encounter. More and more, these frustrated buyers are pointing to a single area where B2B sellers fail...

  

  Prospect Engagement
• 

  Unless you live under a rock, you know that Salesforce's annual event, Dreamforce, is just around the corner. If you're going, I hope to see you there. I'll be at the Sales Enablement Soiree at the Four Season's hotel on Thursday the 27th all day. Come by and say...

  

  Buying Technology
• 

  LevelJump helps sales leaders and enablers reduce ramp time by 40% by building interactive training programs linked to CRM outcomes - like closed deals and pipeline created - directly inside Salesforce Sales Cloud®.

  

  Onboarding
• 

  Strikedeck is the most powerful and comprehensive Customer Success solution, enabling businesses to reduce churn, drive customer trust and loyalty, and maximize revenue through innovative automation and integration technologies.

  

  Customer Success
• 

  This is the last week of summer. All of your business hopes, aspirations and goals for the year will be realized - or not - in the next several months.  How will you prepare yourself for the climb? How do you prepare yourself for the challenge?

  

  Sales Coaching
• 

  Unlike most solutions, our platform is custom built for complex B2B sales, where sales cycles are longer and more stakeholders are involved. We don’t just assume that salespeople always know what to do, with whom, and that all they need is a way to log their activities.

  

  Sales Enablement
• 

  Mediafly is one of the first solutions truly designed with the salesperson in mind. While CRM and other data repository applications serve the needs of the sales manager, Mediafly focuses on making sales people more effective by providing them with the most current sales-ready content in an elegant application. That...

  

  Sales Asset Management
• 

  These days, Nardin’s love for salespeople translates to helping their organizations identify and implement the right sales technologies to support their work. She is well known in many sales circles for her role in developing a popular “sales tech landscape” graphic that organizes many of the current sales technologies...

  

  Buying Technology
• 

  This week I interview Dave Sill, Head of Sales Enablement for DiscoverOrg.Dave: DiscoverOrg is for growthbound organizations. Unlike other data providers, we offer a foundation of deep, accurate and constantly-verified prospecting data, so marketing and sales teams can take the quickest route to hit their next growth goal.

  

  Prospect Intelligence
• 

  In this second issue of the magazine, we showcase 8 solution provider answers to our second question: “What are the top 5 things your solution allows salespeople to do better or faster than they can today?"

  

  Buying Technology
• 

  This week I interview Darryl Praill, CMO for VanillaSoft.Nancy: What are the top 3 ways your solution changes the game for a sales organization?Darryl: VanillaSoft provides a sales engagement platform that enables sales development teams to respond to new leads faster, interact with leads more consistently, across more channels, and generate...

  

  Prospect Engagement
• 

  We tend to think of onboarding as a one-time event as new sales reps are hired. Laptop? Check. Employee handbook? Check. Meetings and assignments? Check. eLearning modules? Check. Product training? Check. And then it’s over, the new rep has been officially onboarded and is now ready to be a...

  

  Onboarding
• 

  This week I interview Orrin Broberg, President & CEO of Modus Engagement.Nancy: What are the top 3 ways your solution changes the game for a sales organization?Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations.

  

  Field Sales
• 

  At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes.“Okay,” you say. “But what does Joey Chestnut have to do with sales learning?”

  

  Skills Development
• 

  This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Connect with him on LinkedIn or Twitter.Nancy: What are the top 3 ways your solution changes the game for a sales organization?Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently...

  

  Account Targeting
• 

  For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic. Traditional demand generation methods just aren’t cutting it anymore. A marketing team judges how qualified a lead is based on engagement alone; a...

  

  Purchase Intent
• 

  The line between consumer buying behavior and business buying behavior isn’t blurred. It’s now nonexistent.Consumer-oriented companies such as Amazon and Airbnb have set a high bar for more informed, highly-personalized buying experiences. These expectations have quickly carried over into the world of business buying. Personalization from sales is...

  

  Buying Technology