Category
Sales Strategy
8 Essential Attributes of High Performing Sales Leaders
16 November 2018 Sales Strategy
Sales leaders today have access to more data than ever before and as new technologies like AI and machine guided sales tools emerge, consumable data for Sales Leaders will grow exponentially. According to the Salesforce blog Quotable– “Business-to-business sales is, was, and always will be a numbers game. From the paper-based forecast forms and quarterly […]
4 Smart Sales Management Reasons To Using Sales Activity Data
9 November 2018 Sales Metrics, Sales Strategy
According to this article from Sirius Decisions, Sales force automation systems are starting to work for Sales professionals. In this article, it references that “Nobody likes administrative work, especially if they need to enter the same data in multiple places, if nobody looks at the data, or – worst of all – if the data […]
Deal Strategy Webinar Series for High Performing Sales Professionals
How To Identify Your Position In Every Deal Thursday, August 9th at 1 pm ET The question that is most often asked by sales leaders, “Where are we with this deal?” It is important that this question be answered with confidence and to achieve that confidence your response should be focused on three things; The location in […]
The Jazz of Sales – Enterprise Sales Deal Strategy with 3 Primary Variables
10 July 2018 Sales Prospecting, Sales Strategy
Deal Strategy | 3 Primary Variables Thursday, July 12th- 1 pm ET Reducing the risk of a deal with increased forecast accuracy. Enterprise Sales is sometimes called the Complex Sale. At a basic level, our friends at Sales Hacker define a complex sale as: Interchangeably used with Enterprise Sales, a complex sale is typically a long sales cycle […]
4 Ways To Keep Sales Activity Data Current In Salesforce
21 June 2018 Sales Metrics, Sales Productivity, Sales Strategy, Salesforce
As Sales Leaders, we need reliable data from our Salesforce CRM to help us make good business decisions yet many of us struggle to have our Sales team keep their activity current. We understand how inefficient the update process can be at times and we want our Salespeople focused on direct sales activity over administrative tasks […]
Are B2B #Sales Commissions Here to Stay or Going Away?
2 November 2017 Sales Strategy
Are B2B #Sales Commissions Here to Stay or Going Away? For many organizations, the traditional way of thinkings is that salespeople are motivated by money and therefore commissions keep them motivated. But, do commissions really motivate? According to this article in the Harvard Business Journal, “sales reps complaints included quotas that were set too high, subpar territories, […]
We Were Wrong- Everyone is NOT in Sales
19 September 2017 Sales Prospecting, Sales Strategy
We’ve all heard the saying that “Everyone is in Sales.” It’s the message that everyone in the whatever org or company we work in – from sales to service to fulfillment to administration – should treat every interaction with a customer as a “selling moment.” It’s supposed to be inspirational – and it is for salespeople! Because we think that we […]
Sales Hackers Guide to the Galaxy Vol. 5: Salesperson Converted to Smarketer
5 July 2017 Sales Prospecting, Sales Strategy
Smarketer- A subject matter expert that knows how to connect with customers in the new normal. There is the old way that people buy which harped on the relationship sales, then there is the new way where buyers see salespeople as adding friction to the buying process. According to the hubspot blog, “the historic buyer’s journey […]
Fireside Chat with Serial Entrepreneur & Author Bobby Martin
28 June 2017 Product, Sales Intelligence, Sales Productivity, Sales Prospecting, Sales Strategy
In today’s new normal, where should sales reps be focusing their time? ZynBit’s CEO, Phil Dixon had the opportunity to sit down and talk with Serial Entrepreneur and Author, Bobby Martin to discuss the state of sales and what sales should be doing to work smarker in this “new normal”. A little Bit About Bobby and […]
StorySelling- How great sales people connect to customers through storytelling.
People remember 65 to 70 percent of information shared via a story versus only 5 to 10 percent of information conveyed through statistics.- London School of Business I’ve always been a reader. As far back as I can remember, books and periodicals were a big part of my life. And it’s all my parent’s fault. They were […]