1. Articles in category: Sales 2.0

    1-24 of 160 // 1 2 3 4 5 6 7 »
    1. 7 Must-Know Tips for Managing Your Millennial Sales Team

      Explore Yahoo! Finance (23 hours ago)

      7 Must-Know Tips for Managing Your Millennial Sales Team

      Generation Y workers tend to be motivated in very specific ways. Do you know effective strategies for coaxing their best results?

      (Read Full Article)

    2. Why Relationships Matter More Than Ever In Social Selling

      Explore Business 2 Community (Apr 22 2014)

      Why Relationships Matter More Than Ever In Social Selling

      Relationships in business are what makes a company successful and its no different when it comes to selling on social. Gone are the days of cold calling and hard selling. 64% of sales professionals have said that cold calling has not improved in the last three ...

      (Read Full Article)

    3. How technology is disrupting the B2B sales process

      Explore informationweek.in (Apr 8 2014)

      How technology is disrupting the B2B sales process

      Technology has changed the buying process but it can also help you adjust as a seller. New strategies with social media, content marketing and automation can help ensure you don't get left out of the buyer's journey. Which of these are you already ...

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    4. The Transformation of the Sales Funnel

      Explore Casper Star (Apr 2 2014)

      The Transformation of the Sales Funnel

      This is the mantra now spreading throughout sales and marketing organizations everywhere. However, while there's a great deal of truth to this contention, it's only partially correct. The traditional sales funnel is by no means dead -- but it is outdated.

      (Read Full Article)

    5. Revenue Isn't the Only Sales Metric You Should Worry About, Here Are 7 More.

      Explore Business & Small Business (Mar 31 2014)

      Revenue Isn't the Only Sales Metric You Should Worry About, Here Are 7 More.

      While entrepreneurs may be only concerned about their bottom line, here are seven other key performance indicators that your sales team should be looking at.

      (Read Full Article)

    6. The Rise of Consultative Sales

      Explore Business 2 Community (Mar 28 2014)

      The Rise of Consultative Sales

      Talented sales professionals must wear many hats. Some times they must be the hardball negotiator, and at other times the trusted friend, and all the different roles in between. Each of these different approaches to the sales game are equally valid depending ...

      (Read Full Article)

    7. Research: Improving Value Conversations Essential to Sales Execution

      Explore qvidian.com (Mar 25 2014)

      Research: Improving Value Conversations Essential to Sales Execution

      Over 60% of buyers are disengaging with sales teams because the sales reps didn't present value or really understand the buyers' business challenges, this according to the Sales Execution Trends study of 200 worldwide sales leaders by our partner Qvidian.

      Although the research indicates that increasing revenue goals and new sales headcount is the trend, a fundamental issue exists that will prevent many from achieving their growth goals and squandering sales headcount investments:

      (Read Full Article)

    8. Don’t Dismantle the Sales Machine – Reinvent It

      Explore solutionsellingblog.com (Mar 24 2014)

      Don’t Dismantle the Sales Machine – Reinvent It

      Over the past two months, we’ve navigated through 7 Forces That Will Disrupt Sales in 2014. Collectively, the impact of these seven forces make one thing abundantly clear - sales organizations need to (potentially radically) re-calibrate their thinking to survive and thrive in an environment of increasing change.

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    9. 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)

    10. Meet The Top 30 Most Social Salespeople In The World

      Explore forbes.com (Mar 19 2014)

      “Never underestimate the fondness of people and organizations for the status quo,” Enterprise 2.0 author Andrew McAfee warns businesses. People are naturally resistant to change, and while that’s not always a bad thing, I’ve encountered my fair share of people resistant to the massive changes and opportunities that social media is creating in business and the workplace.

      (Read Full Article)

    11. 7 Forces Disrupting Sales - #7: The Emergence of Big Data

      Explore solutionsellingblog.com (Mar 17 2014)

      7 Forces Disrupting Sales - #7: The Emergence of Big Data

      In 2013 alone, over a trillion gigabytes of new data were created globally – and much of the unstructured data was related to markets, sales, consumption, and buyer communications. In fact, more data was created in the past two years than in the previous history of the world!

      (Read Full Article)

    12. 7 Forces Disrupting Sales - #6: You Will Be Commoditized

      Explore solutionsellingblog.com (Mar 4 2014)

      7 Forces Disrupting Sales - #6: You Will Be Commoditized

      If you are successful, you will be imitated. As a result, the ability to create and sustain defensible differentiation becomes progressively more difficult in virtually all markets, which often leads to a commodity perception – accompanied by declining revenue growth and margin erosion. In the book The Solution-Centric Organization (McGraw-Hill 2006) we called this decline the “path to commoditization,”

      (Read Full Article)

    13. Sales Management Digest: Sales Management Lessons from Army Generals

      Explore Selling Power (Mar 4 2014)

      Sales managers are like Army generals. The ones who stand on the front lines and lead their troops into battle – or into a sale – are certainly heroic, but usually wind up going down…

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    14. Is Your Competition Out Social Selling You On LinkedIn?

      Explore Business 2 Community (Mar 1 2014)

      Social Selling Forensics. 15.1% of LinkedIn users are paying for advanced contact and searching features. You might be using a 'hand saw' (i.e., the free version) to build your relationships while your competition is using a 'power saw' (i.e., LinkedIn Premium) ...

      (Read Full Article)

    15. How to fall back in love with customer relationship management

      Explore ITProPortal.com (Feb 26 2014)

      How to fall back in love with customer relationship management

      It is a truth universally acknowledged that your first CRM deployment is more likely to fail than succeed – a whopping 63 per cent of new CRM initiatives fail, according to a 2013 survey by Merkle Group Inc. Just like your first love, despite the hopes, excitement ...

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    16. Nice To Finally Meet You: 3 Ways To Reach Your Target Audience On Social

      Explore forbes.com (Feb 23 2014)

      Nice To Finally Meet You: 3 Ways To Reach Your Target Audience On Social

      If you’re publishing content that nobody consumes, does it help your brand?

      (Read Full Article)

    17. 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

    18. 7 Forces Disrupting Sales - #4: The Millennials are Coming!

      Explore solutionsellingblog.com (Feb 10 2014)

      7 Forces Disrupting Sales - #4: The Millennials are Coming!

      This rapid change in demographics cuts both ways - millennial demographics are shaping both buyer and seller behavior. On the buying side, technically savvy millennials will amplify the trend for buyers conducting their own research. Not only do they engage sellers much later in the buying process, they may not engage sellers at all.

      (Read Full Article)

    19. 7 Forces Disrupting Sales - #1: The Highly Informed Buyer

      Explore solutionsellingblog.com (Jan 21 2014)

      7 Forces Disrupting Sales - #1: The Highly Informed Buyer

      Over the past two years, we’ve written extensively about the first force of change that is disrupting sales strategy and execution. Quite simply, it’s the new world of highly informed buyers. In 2014, virtually all sales organizations are keenly aware of this phenomenon. They know buyers are often more than 50% of the way through the purchasing process before connecting with a sales person, and they already have a hypothesis forming for how to meet their needs or solve their problems.

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    20. Beginner’s Guide to B2B Social Selling

      Explore Business 2 Community (Dec 11 2013)

      Since when was “social selling” something new? Any accomplished sales exec will tell you, relationships have always been a cornerstone of effective selling.

      But today, the explosion of online communication has given new meaning to the term. When we talk about “social selling” we’re talking about using the internet to build relationships, communicate about your brand, and generate leads.

      Many people will immediately think of “social selling” as any sales activities that take place utilizing Facebook, Twitter, or LinkedIn. That is a shortsighted view, however, and one that will lead you to less than stellar results.

      Instead, think of ...

      (Read Full Article)

    21. Stop Losing Deals! 5 Ways To Enhance Your Sales Performance

      Explore Base | Baseline – Base CRM Blog (Nov 27 2013)

      The old adage says that the unexamined life is not worth living. This philosophy is at the heart of being great in the world of sales. Top reps are always analyzing and assessing their performance, looking for ways to improve. It would take a superhuman sales rep to close every single deal, but that doesn’t mean we can’t come really close to it.

      To take an honest look at your sales performance, it’s important to understand some of the ways a deal might fall through. Obviously, there are always some factors that are outside of a pro ...

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    22. InsideView Applauds 25 Influential Leaders in Sales

      Explore Marketwired (Nov 19 2013)

      InsideView's third annual list showcases some of the most brilliant minds shaping the sales landscape.

      (Read Full Article)

    23. Three Roles in Sales According to Keith Eades

      Explore solutionsellingblog.com (Nov 19 2013)

      Three Roles in Sales According to Keith Eades

      Thijs Verhees interviewed Keith Eades, owner of Sales Performance International and author of bestselling books like The New Solution Selling and The Solution Centric Organization. In a strongly changing commercial world, Eades gives us an insight in the three roles a good seller nowadays should play.

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    24. Top 25 Sales Influencers List From InsideView

      Explore InsideView Sales Intelligence (Nov 18 2013)

      Top 25 Sales Influencers List From InsideView

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      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)

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