Category: Sales Leadership

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How to Approach Digital Sales with Free Thinking

digital-sales-free-thinkingWe all have leadership expectations to meet, goals to reach, and milestones to achieve. Think you or your buyers and customers are not biased? Think again. It’s baked into us from a young age—check out this post from HubSpot on 26 forms of bias.

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Blog Content Marketing Sales and Marketing Sales Leadership

The Secret of Creating Effective Sales Content vs. Influential Marketing Content

marketing-sales-content

Sales reps are calling for more and better content so they can ramp up revenues, yet up to 70 percent of the content already produced by marketing is going unused. Why?

For many B2B organizations, the problem of disappearing content now stands in the way of sales and marketing alignment. One of the primary reasons for this breakdown is that sales and marketing too often use contradicting definitions of a shared word: content.

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Blog Sales Sales Leadership Sales Management

Sales Leadership Series: Do Your Front-Line Sales Managers Know How To Align Sales Objectives To Business Outcomes?

align-business-outcomes

In Part A of this series, we talked about the unfortunate miscommunication that most sales organizations have with their front-line sales leaders in clearly outlining the core business outcomes. Assuming that step has been tackled, can your front-line sales leaders tell you how specifically they’re measuring important milestones that will achieve your business outcomes?

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Blog Sales Leadership Sales Management Social Selling

Sales Leadership Series: Do Your Front-Line Sales Managers Know Your Business Outcomes?

front-line-sales-managers-business-outcomes

The vast majority of the front-line sales leaders I met cannot accurately articulate the corporate goal for their company or departments’ fiscal year. Most of the time I will get either blank looks when I ask, or I’ll get a lot of “um… well… it’s complicated. Do you want total sales, new sales—what exactly do you want?” (As they look around the room at their fellow front-line sales leaders to come save them with an answer). What I’m looking for is your corporate or business units’ ultimate outcome required this year.

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Blog Digital Transformation Enterprise Sales Sales Leadership

6 Digital Practices That Bring Back 5X More Revenue Growth for B2B

It’s not fair. Some B2B companies really do have an unbeatable advantage. New research from McKinsey points to a specific path for digital transformation as the defining factor allowing some B2B leaders to post operating profits 8X greater than their peers on 5X greater revenue growth. In fact, overall, these leaders can post an average profit growth of 13.5 percent while the rest of the industry watches their margins shrink.

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b2b sales Blog Sales Leadership Social Selling

What Are My Social Selling Options in MENA + APAC/APAJ?

This is a common question for US-based organizations deploying learning globally, and for sales leaders thinking about how to digitize their sales teams.

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Blog Digital Selling Enterprise Sales Sales Leadership

Why Solution Consultants/Sales Engineers Must Become Digital Sellers

Customers are looking for information to inform and arm themselves to make calculated business decisions. I as a sales professional can provide superlative information and basic levels of trust through the insights in the boardroom. But, I as the subject matter expert command a completely different relationship with the buyer. I have a teacher-student relationship, and command the same respect you would have had with your professors in university. The customer is there to listen and learn…

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Blog Sales Sales Leadership

Want to Be Your Company’s Digital Mobilizer? Become An “Intrepreneur”

Within the walls of thousands of organizations around the world, there are leaders looking at their company’s “Random Acts of Social” and they feel frustrated. Does this sound like you? Do you look at your sales team’s execution, and wonder how you can push everyone to focus on a greater digital sales transformation?

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Blog Digital Transformation Sales Leadership

6 Leadership Stories from Sales Leaders On A Digital Sales Transformation

I’ve seen all kinds of sales leaders. Some that are as inspiring to their sales teams as Churchill and Napoleon, some as forgettable as King Edward V (he lasted less than 3 months).

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Blog Digital Selling Digital Transformation Sales Leadership

Digital Disruption Will Lead To Extinction For Analog Sales Leaders

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With the rapid change in the B2B sales landscape, being a sales leader today is more difficult than ever. The statement “sales has changed more in the past 10 years than in the past 100 years” couldn’t be more true than now.

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