Our 10 (OK, 11) Favorite Sales Influencers of 2020

Integrity Solutions

Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . One of our goals at Integrity Solutions is to help our clients think differently and expand their knowledge about the sales profession, sales performance improvement and leadership, customer service and delivering exceptional client experiences.

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Five Things CEOs Want Their Sales Leaders To Know

Integrity Solutions

When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO. But it’s not just because the sales organization is out there closing deals. CEOs on the whole are frustrated by the inconsistent and unpredictable results they’re getting out of the sales organization.

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Ethical Selling: How to Embrace Transparency and Win More Sales

Integrity Solutions

As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Transparency Is Key to Creating an Ethical Sales Culture . Ethical Selling and Transparency Starts with Your Sales Leaders . Sales managers also need to be able to coach their salespeople to have those customer conversations effectively. Your sales team’s ability to meet the customer’s perception of sales ethics will depend on .

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Benefits of Sales Team Outsourcing Every Business Must Know

Magellan Solutions

And then there’s sales management — a business function that is crucial to growing businesses yet consumes a huge amount of resources. If these challenges resonate with your current situation, then sales team outsourcing is the game-changer you’re looking for. Reduce the cost of sales.

Sales 52

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Sales Success and the Importance of Tapping Into Purpose

Integrity Solutions

Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Every sales leader is looking for that magic formula for sales success — the one that will lead to higher conversion rates, increased revenues and stronger customer loyalty. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.

Sales 51

3 Factors To Increase Healthcare Sales With Virtual Selling

Integrity Solutions

There are three factors that play a pivotal role in healthcare sales reps’ ability to adjust to this virtual selling environment and deliver value that results in more appointments and more closed deals. In all likelihood, the future of healthcare sales will be a blend.

5 Common Sales Challenges and How to Overcome Them

Integrity Solutions

No matter how rapidly and dramatically external events may change, the top sales challenges seem to stay the same, year after year. Why aren’t salespeople and sales organizations able to make much headway in overcoming these common struggles? Training is regularly implemented, new sales techniques are tried out, and the latest and greatest technology is implemented as the surefire antidote to a complex, competitive marketplace. But the sales challenges persist.

Sales 64

3 Common Challenges in SaaS Sales

Integrity Solutions

The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. And any number of those challenges has likely contributed to the findings by The Sales Management Association that only 51% of salespeople across all industries made quota in 2017. A good rule of thumb is to analyze where the deal is in the sales process.

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Why Your Sales Enablement Strategy Isn’t Working

Integrity Solutions

How do your sales reps take sales enablement tools and translate them into conversations a customer would care about? As you think about your sales enablement strategy for the coming year, here are four essential areas to focus on. In all too many sales organization, this is exactly where the sales enablement strategy starts to fall apart. What Are the Elements of a Sales Enablement Strategy? But it’s been over ten months now and sales haven’t moved.

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Adapting Your Sales Enablement Strategy to 2020 Realities

Integrity Solutions

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. By Donna Horrigan As sales leaders navigate our current situation—a global pandemic that’s wreaking havoc on the economy while social distancing measures keep workforces remote and isolated— the role of sales enablement is coming under increased scrutiny. Here’s where sales enablement has the opportunity to shine.

2020 63

Are your sales training efforts keeping up with customer expectations?

Integrity Solutions

Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. Whether a salesperson is new to the company or a seasoned high performer, the pressure is on in today’s world: Up your game, add more value, strengthen customer relationships and meet aggressive sales targets—fast. The question is, are sales training efforts keeping up? Sales Training and the “Soft Stuff”.

Sales 69

Developing Sales Mindset Is The Secret To Uncovering Opportunity and Selling Success

Integrity Solutions

It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. This isn’t a new problem in sales, but it’s becoming increasingly prevalent in today’s business environment. At the same time, complex sales cycles and heightened competition are putting both new and experienced salespeople to the test. Why People Struggle to Adopt a Sales Mindset.

Sales 64

Sales Success and the Importance of Tapping Into Purpose

Integrity Solutions

Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Every sales leader is looking for that magic formula for sales success — the one that will lead to higher conversion rates, increased revenues and stronger customer loyalty. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.

Sales 44

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Adjusting Your Sales Approach- Questions Your Clients Have Right Now

Integrity Solutions

In the midst of a global crisis, adjusting your sales approach is key to not just surviving but thriving. That was the sales approach then… but this is now. But opportunities do exist for those who are prepared to adapt, particularly when it comes to your sales approach. Likewise, in all aspects of their client interactions companies seem to believe that if they just do more—more marketing, more prospecting, more sales activity—everything will be OK.

Sales 59

How To Increase Sales Using Surveys: A Guide

SurveySparrow

Similarly, you can increase sales using surveys by rolling out online surveys. How to increase sales using surveys: 1. Use lead generation surveys: You can increase sales using surveys to get new customers. Best Of SalesAcquiring new customers is harder than ever.

Sales 56

How to Improve Sales by Investing in a Pre-sales Survey

SurveySparrow

You would think that the best sales strategy for a good sales team is to get people talking. The talk-first strategy often leads to inefficient sales. Thankfully, there is an easy way to increase efficiency and supercharge your sales: a pre-sales questionnaire. .

Sales 56

Get to the Heart of the Sales Mindset and Increase Questioning Confidence

Integrity Solutions

I don’t want to be pushy: Most people in banks or credit unions don’t have the word ‘Sales’ anywhere in their job titles or descriptions, and they pride themselves on being service-oriented and responsive. The message for bank and credit union trainers: While sales training often focuses on expanding product knowledge and building skills , that’s not going to solve a problem like this one, which is one of will.

Sales 68

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Unlock Relevant Sales Experiences with Speech Analytics

Think Customers

This applies to sales as well as customer service. Inside sales associates are turning to new ways to meet and beat sales targets. One important digital sales tool is speech analytics. The panelists highlighted how speech analytics can empower inside sales associates.

Sales 52

Stop Being Ignored on Social: Holistic Marketing & Sales

Experience Investigators by 360Connext

While it’s technically easier to reach people through social channels for marketing and sales, it doesn’t mean it’s the right way to do things. Generation Z, the generation AFTER the millennials (born late 1990’s to early 2000’s) rejects traditional marketing and sales completely. One of my favorite resources for all things digital marketing is Tom Martin ’s book, The Invisible Sale.

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The End of Pre-sales (and Post-sales Too)

Gainsight

Through the series of tweets, he argued that as cloud and SaaS technology business models become mainstream, the notions of “pre-sales” and “post-sales” have become antiquated: “However, with the shift to bottom-up, this role is changing. Sales engineers conduct demos.

Sales 56

Customer Success and Sales: How They Work Together

Totango

What’s better for your business to focus on: customer success or sales? And sales is, well, sales: a customer makes a single transaction and your business profits. However, no business can thrive without making sales to new customers. Customer success and sales are two primary business objectives you should target with equal emphasis. And if your firm isn’t fully pursuing both customer success and sales together, you won’t receive the full value of it either.

Sales 79

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Virtual Post Sale Client Abandonment is not a Novel Scenario

One Millimeter Mindset

There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? Which is exactly why virtual post-sale client abandonment is not a novel scenario: for your clients. In spite of all your pre-sales assurances. Virtual post-sale client abandonment as usual.

Sales 55

How to Optimize the Sales to Customer Success Handoff

Totango

As you can see from the customer’s perspective, the attention you offer after a sale is completed is just as important as the attention you show during the sales process. This makes the sales to customer success handoff a critical moment that can determine whether or not you retain a customer. Why the Sales to Customer Success Handoff Matters. It requires clear and easy communication channels between sales and customer success. Imagine you’re a customer.

Sales 63

Leveraging Behavior Styles Knowledge to Improve Sales Performance

Integrity Solutions

Although we typically think about Behavior Styles in terms of aiding sales performance and communicating with others, they also provide valuable insights into our own motivations, preferences and strengths. The selling environment has changed significantly over the past several months, and that means your sales performance strategies, plans and approaches are going to have to adapt along with it.

Sales 54

Why CS & Sales Should be Friends, not Enemies

Education Services Group

As a sales leader in a thriving Customer Success marketplace, it pains me to see the dysfunction that often exists between these two power-house organizations. In other words, enabling your sales team to be successful will directly impact YOU in CS. Shorter sales cycles.

Sales 52

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Are Point-of-Sale Surveys Pointless?

GetFeedback

The point of sale is an incredibly important time for retailers to engage their customers. Generic and impersonal, these point-of-sale surveys do a poor job of uncovering meaningful insights. Why point-of-sale surveys don’t always work. Typically, point-of-sale surveys ask customers the same set of questions, regardless of what they bought or who they interacted with. The data retailers collect from point-of-sale surveys is pretty dismal.

Sales 183

Are your sales training efforts keeping up with customer expectations?

Integrity Solutions

Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. Whether a salesperson is new to the company or a seasoned high performer, the pressure is on in today’s world: Up your game, add more value, strengthen customer relationships and meet aggressive sales targets—fast. The question is, are sales training efforts keeping up? Sales Training and the “Soft Stuff”.

Sales 40

Sales Engagement Vendors Are Ready To Meet The Moment

Forrester's Customer Insights

The events of 2020 have cemented the digitization of the B2B buying and selling process — and sales engagement (SE) vendors are well prepared to help businesses meet this moment. B2B Marketing B2B b2b sales Mary Shea sales Sales Enablement sales engagement

Sales 33

How to Increase Sales During the Holidays

Call Center Pros

Let’s face it, sales calls are rarely fun. While it may seem fruitless to make sales calls and prospect for leads during the holidays, these activities can be quite fruitful this time of year. Achieving success with a sales call depends on several factors at your fingertips. To ask the specific question in each moment or to show the adequate perspective of the product is a simple process if it’s clear what the steps are to follow to start the sale.

Sales 59

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.