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Account Based Sales Development Blog

How to “Out-Insight” Your Competition with Vertical-Based Form 10k Info

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A few days ago, I made a video blog about how great account-based sellers (specifically selling into targeted verticals) leverage reading Form 10K reports.

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Blog Sales Leadership

5 Top Strategies I Learned about Sales while Working with Some of the Largest Tech Companies in the World

It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult to differentiate their products and services. The result is exactly what you would expect in this environment—a large number of sales reps missing quota each year.

Companies that forget to practice social selling daily are 40% less likely to  hit their revenue goals.

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Blog Social Selling

Social Selling Mastery: Improve Performance of Sales Professionals

There’s little doubt among sales leaders that social selling can transform the sales department. Most sales teams that adopt social selling boost their performance. In fact, social sellers are more than 20 percent more likely to report revenue growth. Other advantages include more and higher-quality leads, higher opportunity-to-close rates, and more.

Companies that forget to practice social selling daily are 40% less likely to  hit their revenue goals.

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Account Based Sales Development Blog

7 Effective Tactics for Account Based Sales

Account based sales show great promise. Like any sales methodology, however, there are many different tactics for account based sales.

Is your tech stack optimized? Find out by downloading the account-based  checklist, which outlines the 6 tools your team needs to drive results.

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Blog Sales Leadership

Jamie Shanks – The First Steps I Took to Develop a Personal Digital Brand

You’re a seller, a sales leader, an entrepreneur—and you feel you’re missing the mark on creating a personal brand. You’re not alone. Six years into my committed journey into digital selling best practices and I still have moments of Instagram, LinkedIn, and YouTube envy. But then I step out of myself and really review what matters: “Are you engaging the right type of customer in a way they want to learn from you?” What doesn’t matter at all is volumes of likes, comments, shares, retweets, and all the fluffy stuff that doesn’t help your customer.

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Blog Social Selling

The Beginner’s Guide to Social Media Selling

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Sales leaders know there is much more to being successful with social media selling, or social selling, than merely using social media in the sales process.

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Blog sales training

How to Measure Sales Training ROI

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Improving sales performance and driving growth in the sales department are important objectives, and sales leaders must spend wisely to maximize any sales investments they make. Whether it’s technology or personnel, the expenditure must contribute to growing the bottom line.

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Blog sales training

How to Close the Skill Gap among Sales Reps

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Market leaders hire the top sales talent. It’s a strategy that often works well, and many try to imitate it. Sales leaders know they can’t necessarily hire the “best of the best” each and every time. Sales teams reflect this. Around 15 percent of a sales team consists of the high achievers and overperformers. Another 15 percent will fall at the other end of the spectrum. The majority of salespeople, about 70 percent of the team, are core performers.

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Blog sales training

5 Proven Ways to Elevate Core Performers

Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales productivity. Even a small boost to their skills will translate into big differences in performance. In fact, some reports suggest improving core performers’ skills by a mere five percent pays off with a 60-percent boost to performance.

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Blog Sales Management

3 Tips to Find Sales Talent That Can Engage with the Modern Buyer

Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as well. As buyer expectations and demands shift, sales professionals must master new sales methodologies such as social selling and digital selling in order to keep up.