1. Featured Articles

    1-24 of 87 // 1 2 3 4 »
    1. Just Released: The Collaborative Sale, a new book about the Buyer-Driven World

      Explore solutionsellingblog.com (Mar 31 2014)

      Just Released: The Collaborative Sale, a new book about the Buyer-Driven World

      The Collaborative Sale: Solution Selling in a Buyer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value.

      (Read Full Article)

    2. With Change Agents, One Size Does Not Fit All

      Explore HBR Blog Network (Mar 19 2014)

      With Change Agents, One Size Does Not Fit All

      Have you been disrupted recently? Do you sometimes feel like your organization is flailing, barely able to keep up with the pace of change? You are not alone. Industry disruption and accelerating change are no longer remarkable phenomena requiring a special response — they are part of the landscape. And organizations need more individual leaders who can help everyone navigate through the new, speeded-up and volatile world.

      (Read Full Article)

    3. 7 Forces Disrupting Sales - #5: The War for Talent

      Explore solutionsellingblog.com (Feb 17 2014)

      7 Forces Disrupting Sales - #5: The War for Talent

      As global economies recover the competition for talent is beginning to intensify. In fact, today 65% of global companies and more than 80% of companies in fast-growth economies are having problems finding employees with the skills they need, according to Towers Watson, an HR consultancy.

      (Read Full Article)

      Mentions:   Aberdeen Group

    4. 7 Forces That Will Disrupt Sales in 2014

      Explore solutionsellingblog.com (Jan 14 2014)

      7 Forces That Will Disrupt Sales in 2014

      Over the past year, we’ve identified seven forces of change that are creating significant challenges for global sales organizations – and will continue to intensify in 2014. This unprecedented confluence of factors will create both problems and opportunities. Sales organizations unwilling to confront and address these changes will fall behind their peers – and organizations that embrace change and value adaptive thinking will have a distinct edge.

      (Read Full Article)

      Mentions:   Aberdeen Group

    5. Top 25 Sales Influencers List From InsideView

      Explore InsideView Sales Intelligence (Nov 18 2013)

      Top 25 Sales Influencers List From InsideView

      Top25Image Banner

       

      For the last two years, InsideView has set a precedent by assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry. 

      The Annual Top 25 Sales Influencers list was announced today. The recipients will to be recognized at a ceremony November 18, 2013 at Dreamforce. 

      (Read Full Article)

    6. Getting B2B Sales Reps to be More Social

      Explore eyesonsales.com (Oct 9 2013)

      Getting B2B Sales Reps to be More Social

      Too many companies are leaving the learning and development of a social media strategy up to the individual salesrep, and that’s a dangerous thing. It often leads to wasted time, confused company messaging, offended customers, and, most importantly, not adapting to the new way customers are buying products and services. That disconnect means fewer wins.

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      Mentions:   Dave Stein

    7. What Does Good Social Selling Look Like?

      Explore solutionsellingblog.com (Oct 7 2013)

      What Does Good Social Selling Look Like?

      A lot of companies are sitting on the fence when it comes to developing a strategy for Social Selling and equipping their sales people with the proper training and tools to make it happen. For those who are wondering what to do next, a fair question is, “What does good Social Selling look like?” Answering that question may help them move off center in order to engage in one of the fastest-growing area of sales improvement.

      (Read Full Article)

      Mentions:   Aberdeen Group

    8. Getting B2B Sales Reps to be More Social

      Explore Sales Training Buyers and Companies Blog (Sep 27 2013)

      You can buy social media strategy advice and training from any number of sources. The challenge is integrating all that into your company’s selling process.  And while some sales training companies have invested in social media learning as part of their solution portfolios, many others are less willing to be held accountable for that component of sales peoples’ skill sets. That’s not a good thing.

      (Read Full Article)

      Mentions:   Dave Stein

    9. Gartner: Sales Organizations Must Upgrade Skills

      Explore Share Market India (Sep 11 2013)

      Despite all the attention around digital marketing and its ability to connect with customers in new and meaningful ways, people selling to people is still the primary way in which business-to-business (B2B) technology purchases are made, according to a recent survey by Gartner, Inc. 

      Gartner conducted a primary research study across 503 organizations in North America, Europe and China to understand how the marketing activities of IT providers influence organizations' decisions to select certain technologies and services, as well as the providers that supply them. The survey found that 56 percent of respondents considered direct interaction with the provider of ...

      (Read Full Article)

    10. How Social Selling Creates More Opportunities & Wins

      Explore Selling Power (Sep 11 2013)

      How Social Selling Creates More Opportunities & Wins

      Learn more about the power of Social Selling in this video by Selling Power, featuring Umberto Milletti, CEO of InsideView.

      (Read Full Article)

    11. How To Sell Value Instead Of Commodities

      Explore forbes.com (Aug 9 2013)

      Author and consultant Alexandra Levit explores how one large company shifted to a value-based selling strategy -- and achieved a 350% ROI in just 11 months.

      (Read Full Article)

    12. 5 Don'ts for Social Selling | The Nimble Blog

      Explore Social CRM Simplified. (Jul 16 2013)

      Avoid these five common social selling missteps.

      (Read Full Article)

    13. How Great Sales Leaders Coach

      Explore forbes.com (Jun 25 2013)

      How Great Sales Leaders Coach

      When it comes to sales coaching, there is no silver bullet. But intense focus and alignment coupled with the right kinds of conversations with representatives can make a dramatic difference in the output of your sales organization.

      (Read Full Article)

    14. How to Be a Extraordinary Sales Manager

      Explore inc.com (Jun 12 2013)

      How to Be a Extraordinary Sales Manager

      Because selling is the most essential function of every company, there is no job more important than that of sales manager. Extraordinary sales managers play multiple roles, all of which are crucial to a firm's short-term and long-term success.

      (Read Full Article)

    15. How to Make Sense of Sales Force Turnover

      Explore HBR Blog Network (Jun 10 2013)

      How to Make Sense of Sales Force Turnover

      Imagine a sales leader who's looking over data from exit interviews with salespeople who've left his company in the last year. Among the departing reps, 32% left primarily because of their relationship with their first line manager, 27% left primarily because of inadequate pay, and 21% left primarily because of the lack of promotion opportunities

      The question: What should the sales leader do to fix this problem?

      Is it time to upgrade the first line managers, enhance pay, revisit promotion opportunities--or some combination of the three?

      There's more to the story than meets the eye here. Let ...

      (Read Full Article)

    16. How to be a successful sales manager

      Explore Guardian Careers (Jun 2 2013)

      How to be a successful sales manager

      Sales managers have to assume a multitude of roles. They have to make sure their team hits the weekly figures, quarterly targets and yearly goals. They're responsible for coaching and motivating their team, to make sure they have the right skills to develop, and they need to know how to develop and execute a successful sales strategy.

      But being a good sales manager isn't just about being able to sell well: it requires great business sense, tactical planning and excellent leadership skills. When a sales manager achieves this balancing act then the rewards can be rich – better commission ...

      (Read Full Article)

    17. Time for truce in sales-marketing 'war'

      Explore BtoB Magazine (Jun 1 2013)

      Time for truce in sales-marketing 'war'

      Distrust often marks the relationship between sales and marketing, but numerous points of cooperation do exist, specialists in each field say.

      Kotler, international marketing professor at the Kellogg School of Management at Northwestern University, says that while marketing originally existed to provide sales with collateral material and awareness-raising ads, an imbalance arose as CMOs increasingly took their seats at the C-suite table.

      “Before, marketing was seen as a service function, and no one thought it should be participating in company strategy,” Kotler said. As a result of that change, he said, CMOs are now taking more direct control of the ...

      (Read Full Article)

    18. Performance Optimization: Having the Right People in the Right Roles

      Explore solutionsellingblog.com (May 1 2013)

      Performance Optimization: Having the Right People in the Right Roles

      Bad sales hires cost organizations through lost quota, revenue, and compensation. Not to mention the recruiting costs, onboarding costs, potential damage to client satisfaction, and the potential for increased churn as others within the organization become upset and disillusioned with their organization’s inability to hire quality people to support them.

      (Read Full Article)

      Mentions:   Aberdeen Group

    19. McKinsey: Salespeople Need To Improve Their Social Media Skills

      Explore forbes.com (Apr 16 2013)

      McKinsey: Salespeople Need To Improve Their Social Media Skills

      Sales organizations in business-to-business companies have only scratched the surface of using social media. While salespeople have long been known for their social skills, those who can hone their social media skills will thrive in the digital age.

      (Read Full Article)

    20. Are You Paying Enough Attention to Your Sales Force?

      Explore HBR Blog Network (Apr 11 2013)

      Are You Paying Enough Attention to Your Sales Force?

      There's a question all top managers should ask: How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?"

      Improving sales force management is a huge opportunity. We believe that sales force improvement initiatives typically produce incremental short-term revenue gains of at least 10%, and long-term increases of 50% or more. Consider the following examples of companies that have implemented sales force improvement initiatives that had big positive bottom-line impact.

      (Read Full Article)

      Mentions:   Harvard Business Review

    21. The Rise of Pre-Emptive Selling

      Explore solutionsellingblog.com (Apr 9 2013)

      The Rise of Pre-Emptive Selling

      For forward-thinking sellers, the current signs predict a radically different approach to selling today, not 40 years from now. It is no longer advantageous to ignore the Internet and social media, when so many buyers are using these to find someone to solve a problem or fill a need. Indeed, top sellers are already using the tools at their disposal to win deals vs. their offline counterparts.

      (Read Full Article)

      Mentions:   Aberdeen Group

    22. Insights from Gartner's Social Marketing Survey

      Explore Gartner Blog Network (Mar 27 2013)

      On the heels of publishing Gartner’s marketing spend survey comes another on social marketing.  Gartner’s 2013 Social Marketing Survey Finding: Content Creation Fuels Social Marketing, is now available.

      Gartner expects growth in social marketing across all industries, but there are barriers in the way as companies and whole industries still work to determine how to reach their customers and support corporate goals.

      (Read Full Article)

    23. Positioning The Enterprise For The Big Social Win

      Explore forbes.com (Mar 14 2013)

      Positioning The Enterprise For The Big Social Win

      The socially enabled enterprise—in which social extends beyond marketing and is integrated into multiple internal and external touch points in the corporate infrastructure—is beginning to materialize.  Businesses today have an unprecedented opportunity to gather and leverage holistic big data, including that gleaned from the vast, fast-moving social web.  But are businesses adequately positioning to seize on that kind of customer experience advantage?

      (Read Full Article)

    24. Embracing Social Sales Inside And Outside The Organization

      Explore forbes.com (Mar 13 2013)

      Embracing Social Sales Inside And Outside The Organization

      Social media is often thought of as an external, customer-facing sales tool. But inside the organization, social technologies are powerful tools that you can use to engage your employees for real-time feedback, enabling them to collaborate on tasks and connect to the resources they need for success. Imagine your ability to harness and develop new business ideas when your employees are all connected, working together, real-time.

      (Read Full Article)

    1-24 of 87 // 1 2 3 4 »