Sales managers are the linch-pin of the sales organization. When sales management fails, sales fails. The TAS Group's Matt Close, EVP Sales, shines the light on the challenges facing front line sales managers, what that's costing sales organizations, and the insights this critical role needs to optimize Sales Performance Management. Your 2014 Plan hinges on getting this right.
TAS Smart Playbook helps you increase sales velocity for your sales team by applying repeatable winning sales playbooks based on intelligent industry templates and smart sales tools. And for sales managers it helps to increase visibility into team performance and manage sales forecast and pipeline risk.
How to Onboard New Reps: The Key to Scaling Your Team in 2020Sales Hacker
What You'll Learn:
- How sales onboarding impacts sales effectiveness
- Where traditional sales onboarding falls flat & how to fix it
- How modern onboarding drives productivity
How to Scale Your Coaching Efforts to Build a World Class Sales TeamSales Hacker
What You'll Learn:
- How to extend your reach as a leader
- Ways to identify top performers and utilize them
- Opportunities to implement technology to help scale
The 5 Metrics for Growing Your Team EffectivelySales Hacker
The 5 Metrics for Growing Your Team Effectively by Steve McKenzie, VP of Sales, InsightSquared. This deck was originally presented at Sales Hacker Series Boston on November 18th, 2014.
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
TAS Smart Playbook helps you increase sales velocity for your sales team by applying repeatable winning sales playbooks based on intelligent industry templates and smart sales tools. And for sales managers it helps to increase visibility into team performance and manage sales forecast and pipeline risk.
How to Onboard New Reps: The Key to Scaling Your Team in 2020Sales Hacker
What You'll Learn:
- How sales onboarding impacts sales effectiveness
- Where traditional sales onboarding falls flat & how to fix it
- How modern onboarding drives productivity
How to Scale Your Coaching Efforts to Build a World Class Sales TeamSales Hacker
What You'll Learn:
- How to extend your reach as a leader
- Ways to identify top performers and utilize them
- Opportunities to implement technology to help scale
The 5 Metrics for Growing Your Team EffectivelySales Hacker
The 5 Metrics for Growing Your Team Effectively by Steve McKenzie, VP of Sales, InsightSquared. This deck was originally presented at Sales Hacker Series Boston on November 18th, 2014.
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
Deal Wins in the Final Hour: How End-of-Month Sales Strategies are Costing Mi...Apttus
Across organizations, at the end of the month or quarter, heroes are made as unachievable quotas are reached by closing last-minute deals. How can these big, quota-saving wins actually be costing millions? Attend this session to learn how sales operations can help solve this “hockey stick effect” at the end of period and proven strategies for solving this costly problem.
How does your business create a competitive advantage through your finance team? How planning analytics can help you grow a more profitable business today and help you seize new opportunities in the future.
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
#OxHUG sales acceleration by BabelQuestEric Murphy
Eric Murphy's slide deck from the Oxford HubSpot User Group 26th August 2015. St Aldates Tavern. Sales alignment and acceleration for Inbound marketing.
Kelly Bodnar Battles - CFO / Quora at SaaStr Annual 2018
For many startups, figuring out when to bring on a CFO and what to look for in a candidate, is a black box. Quora CFO Kelly Battles will provide an overview of the role and outline how to identify a CFO candidate who can scale with your growth and partner effectively across your organization. Battles will share stories and lessons from her experience as a financial leader at both enterprise and consumer startups.
12 High Velocity Metrics That Actually Increase ResultsTowsley Associates
http://www.insidesales.com
In today's data-driven world we all know that when performance is measured, performance improves. But what should really be measured to increase sales?
In this free cheat sheet by Ken Krogue, President of InsideSales.com, you'll learn:
What key items to measure
How your sales reporting differs from best practices
How to gain visibility to drive results
Gregg Towsley
http://www.GrowPlumbing.com
How much revenue do businesses lose when they don't follow up with leads in a timely manner? Conversica and Inside Sales share years of research on the importance that promptness plays when B2B buyers make buying decisions.
Check out the webinar at https://youtu.be/iz3IlcR67h0
There are some practical reasons why sales people are weak in follow ups. Whether you believe or not, my request with you is that you rub across yourself with these few questions listed here. There after lets's evaluate the situation of follow up strategy.
From SendGrid to DigitalOcean: Hacks for Founders of High-Growth Startups wit...saastr
All high-growth startups reach a point in scaling their business when their processes and operations start to inhibit their growth. From SendGrid to DigitalOcean, Yancey Spruill is the person these startups brought in when they were ready to graduate to the big leagues. In his presentation, Yancey will discuss the most common mistakes startup founders make and how to overcome hurdles at different stages of growth.
Your Demand-Gen Strategies Have a Last-Mile ProblemSales Hacker
What You'll Learn:
- How B2C buying experiences have shifted the expectations of B2B buyers
- Best practices when evaluating technologies & processes to bridge the gap
- Which problem - inherent to siloed Sales & Marketing teams - drove the explosion of BDR/SDR teams over the last decade, and why it still persists
Why should you join bi sales team compared to other ed tech companiesBoard Infinity
Board Infinity is a one-stop solution to early career needs. We help in career transition and skilling. This is enabled by industry experts, who guide, mentor and support early career professionals and students.
You can learn a lot about your customers by asking one question: “How likely are you to recommend us to a friend or colleague?” This is the standard Net Promoter Score (NPS) question and it is a key customer health metric that helps identify brand advocates and at-risk accounts, so you can fight churn. When an NPS program is done right, it can deliver powerful insights about customer loyalty at key stages in the customer journey. But how do you execute an effective NPS Program? We’re here to help. In this session, we’ll share best practices for NPS survey design and distribution, as well as how to integrate your NPS program with Salesforce so you can take action and impact the bottom line.
Faster, Better, Consolidated Progress: How to Capture Employee Wisdom through...Crowdsourcing Week
How do you get the best information out of crowds and prevent distortions and pitfalls such as group-think and herding? Synthetron CEO Joanne Celens analyzes how to source the best information out of crowds while preventing distortions and pitfalls such as group-think and herding. She elaborates on the importance of identifying and addressing the right crowd by asking the right questions. During her presentation, we are encouraged to think critically about the crowds we are reaching, recruiting, engaging or rewarding.
By Joanne Celens, Synthetron. Presented at Crowdsourcing Week Global 2016. Learn more and join the next event: www.crowdsourcingweek.com
WINNING THROUGH DIFFERENTIATION AND TARGETING [INBOUND 2014]HubSpot
Pricing your agencies services is part science, part philosophy. List your prices too low and your margins take a hit; too high and the competition undercuts you. Does publishing pricing of your services limit the value your agency can deliver? This session, led by HubSpot’s Partner Program VP Arjun Moorthy, will help your agency build a sustainable strategy around not only about how your services are priced, but how you position and calculate the value and ROI of your work in marketing collateral and the sale process.
During this session, we team up with CSO Insights to discuss why great coaching is critical for a successful sales organization. We will also examine CSO Insights metrics that show revenue gains enjoyed by organizations with great sales coaches.
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
Deal Wins in the Final Hour: How End-of-Month Sales Strategies are Costing Mi...Apttus
Across organizations, at the end of the month or quarter, heroes are made as unachievable quotas are reached by closing last-minute deals. How can these big, quota-saving wins actually be costing millions? Attend this session to learn how sales operations can help solve this “hockey stick effect” at the end of period and proven strategies for solving this costly problem.
How does your business create a competitive advantage through your finance team? How planning analytics can help you grow a more profitable business today and help you seize new opportunities in the future.
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
#OxHUG sales acceleration by BabelQuestEric Murphy
Eric Murphy's slide deck from the Oxford HubSpot User Group 26th August 2015. St Aldates Tavern. Sales alignment and acceleration for Inbound marketing.
Kelly Bodnar Battles - CFO / Quora at SaaStr Annual 2018
For many startups, figuring out when to bring on a CFO and what to look for in a candidate, is a black box. Quora CFO Kelly Battles will provide an overview of the role and outline how to identify a CFO candidate who can scale with your growth and partner effectively across your organization. Battles will share stories and lessons from her experience as a financial leader at both enterprise and consumer startups.
12 High Velocity Metrics That Actually Increase ResultsTowsley Associates
http://www.insidesales.com
In today's data-driven world we all know that when performance is measured, performance improves. But what should really be measured to increase sales?
In this free cheat sheet by Ken Krogue, President of InsideSales.com, you'll learn:
What key items to measure
How your sales reporting differs from best practices
How to gain visibility to drive results
Gregg Towsley
http://www.GrowPlumbing.com
How much revenue do businesses lose when they don't follow up with leads in a timely manner? Conversica and Inside Sales share years of research on the importance that promptness plays when B2B buyers make buying decisions.
Check out the webinar at https://youtu.be/iz3IlcR67h0
There are some practical reasons why sales people are weak in follow ups. Whether you believe or not, my request with you is that you rub across yourself with these few questions listed here. There after lets's evaluate the situation of follow up strategy.
From SendGrid to DigitalOcean: Hacks for Founders of High-Growth Startups wit...saastr
All high-growth startups reach a point in scaling their business when their processes and operations start to inhibit their growth. From SendGrid to DigitalOcean, Yancey Spruill is the person these startups brought in when they were ready to graduate to the big leagues. In his presentation, Yancey will discuss the most common mistakes startup founders make and how to overcome hurdles at different stages of growth.
Your Demand-Gen Strategies Have a Last-Mile ProblemSales Hacker
What You'll Learn:
- How B2C buying experiences have shifted the expectations of B2B buyers
- Best practices when evaluating technologies & processes to bridge the gap
- Which problem - inherent to siloed Sales & Marketing teams - drove the explosion of BDR/SDR teams over the last decade, and why it still persists
Why should you join bi sales team compared to other ed tech companiesBoard Infinity
Board Infinity is a one-stop solution to early career needs. We help in career transition and skilling. This is enabled by industry experts, who guide, mentor and support early career professionals and students.
You can learn a lot about your customers by asking one question: “How likely are you to recommend us to a friend or colleague?” This is the standard Net Promoter Score (NPS) question and it is a key customer health metric that helps identify brand advocates and at-risk accounts, so you can fight churn. When an NPS program is done right, it can deliver powerful insights about customer loyalty at key stages in the customer journey. But how do you execute an effective NPS Program? We’re here to help. In this session, we’ll share best practices for NPS survey design and distribution, as well as how to integrate your NPS program with Salesforce so you can take action and impact the bottom line.
Faster, Better, Consolidated Progress: How to Capture Employee Wisdom through...Crowdsourcing Week
How do you get the best information out of crowds and prevent distortions and pitfalls such as group-think and herding? Synthetron CEO Joanne Celens analyzes how to source the best information out of crowds while preventing distortions and pitfalls such as group-think and herding. She elaborates on the importance of identifying and addressing the right crowd by asking the right questions. During her presentation, we are encouraged to think critically about the crowds we are reaching, recruiting, engaging or rewarding.
By Joanne Celens, Synthetron. Presented at Crowdsourcing Week Global 2016. Learn more and join the next event: www.crowdsourcingweek.com
WINNING THROUGH DIFFERENTIATION AND TARGETING [INBOUND 2014]HubSpot
Pricing your agencies services is part science, part philosophy. List your prices too low and your margins take a hit; too high and the competition undercuts you. Does publishing pricing of your services limit the value your agency can deliver? This session, led by HubSpot’s Partner Program VP Arjun Moorthy, will help your agency build a sustainable strategy around not only about how your services are priced, but how you position and calculate the value and ROI of your work in marketing collateral and the sale process.
During this session, we team up with CSO Insights to discuss why great coaching is critical for a successful sales organization. We will also examine CSO Insights metrics that show revenue gains enjoyed by organizations with great sales coaches.
Sales Webinar | Grow Revenue by 33% with Sales PlaybooksAltify
When sales people are guarded about their forecasts, how does the under- or over-promising impact your forecast? Telling your managers to coach to close that gap is easy. Knowing what aspects of the deal to coach is extremely difficult. After all, they can't manage what they can't see. Join Travis Hill, Senior Partner at The TAS Group, to learn how effective sales managers are using sales playbooks to deliver consistently effective coaching that dramatically improves their teams' performance.
Selling Marketing Automation to the C-SuiteMarketo
A marketing automation platform can be instrumental in helping you achieve business goals, work more efficiently, and increase the return on your marketing campaigns. But how do you make the case for marketing automation to your executive team?
Check out this presentation to discover how to create a strategy for getting your C-suite on board with marketing automation.
Michael Farrington - Staying Relevant in MarketingAMASanDiego
Our objective as marketers hasn’t changed despite the world changing around us. We remain in the business of changing human behavior — helping customers choose our companies, our products, and our brands (and NOT our competitors). The challenge? Our customers are engaging us later and later in the sales process, our customers know MORE about us than we know about our customers, and our marketing mix continues to get more and more complex. As marketing leaders, we will quickly become irrelevant if we don’t act now and understand how our customers are making decisions, why they’ve made those decisions, and where to place our limited marketing investments. Mike will share how he’s driving this shift within a $1 billion publicly-traded, medical technology company, including the process, tools, and insights to make that change happen at your organization.
11 Sales Skills to Help You Cross the Finish LineRAIN Group
The RAIN Group Center for Sales Research's recent study of 1,004 sellers and sales managers uncovered 11 skills and behaviors that represent the largest skill gaps between Top Performers and The Rest. Double down on these skills to outpace your competition and cross the finish line first. **For higher image quality and access to the resource links, you must download the PDF.
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpadsaastr
According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.
From SDR to AE: Becoming a Powerhouse Sales ProfessionalTenbound
One of the most frequently asked questions in sales development: How can I become a closer? Tuso dives into the tactical, specific, actionable things you can do as an SDR to set the strongest possible foundation to becoming a top producing AE. He holds nothing back and spills all the beans on what it actually takes to make the trek to the coveted closing role. A practitioner himself, he has been an SDR, AE, SDR manager, and now leads SDRs and AEs alike. Having trained over 300 sales reps, Tuso gives a tell-all take on what it really takes to get the job done, change income brackets, and perform at the highest levels in sales.
B2B sales is hard and in a recession it gets harder. Over 70% of buyers think that sales people bring zero value to their buying process.
In this session, Mark will explain why sales can be such a challenge for software companies, why a recession can make it even harder and what you can do to change the narrative. He will share tried and trusted steps to help you, your product and your sales team stand out from the crowd so your buyers value your product and the help you can give them.
https://businessofsoftware.org/talks/better-b2b-sales/
Similar to Sales Webinar | Your 2014 Plan - Close This Performance Gap (20)
Opportunity Management: The Key to Winning OpportunitiesAltify
There Are Only Two Reasons Why You Lose A Deal
Yes, just two! Either you should not have been competing in the deal in the first place (i.e. you did not qualify it properly) or you were outsold (either by a competitor or no decision).
Winning starts with four key questions:
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
Knowing which deals to resource and which to qualify out – is challenging. We agree.
Here’s what we’ve found:
Opportunity Management Matters! When you don't consistently follow a solid opportunity management process and methodology, you’ll miss important signs that often end up stalling or losing deals.
If there’s a chance that your team might be missing the real issues in your opportunities, watch and learn what you should be doing every single time, to maximize your opportunity to win.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale.
Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way.
Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks.
In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementAltify
Our research suggests that just over half (59%) of sales professionals think they can qualify effectively. The problem is that when you do a great job in qualification your pipeline shrinks, and even though it’s the right thing to do, sometimes you keep that deal in the pipeline longer than you should.
If you’re pursuing 10 deals and winning 3, that’s a 30% win rate—average for enterprise sales. How about winning 4 out of 7? That’s a 57% win rate – with less time spent on deals you can’t win.
Sales And Marketing Alignment: The Good, The Bad, and The UglyAltify
Align Your Solutions to Customer Problems
Accelerate Sellers’ Credibility with their Buyers
Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.
Account Planning in Salesforce: Trending in 2015 Altify
In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account.
In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce.
Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver.
We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%.
We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Webinar | Zero to Account Plan in 6 Contact HoursAltify
The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers (source: Marketing Metrics). Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Billy Martin, Account Planning Evangelist and Senior Manager, Marketing Cloud at Salesforce, has seen serious return from a rigorous account planning structure. He’s willing to share key learnings including how to make Account Planning a natural part of a sales organization’s rhythm on a consistent path to maximizing revenue in Key Accounts. And how to go from Zero to Account Plan in six contact hours.
Joining Billy is The TAS Group’s VP of Strategic Alliances, Mark Handron. Mark has been working hand-in-glove with Salesforce to roll out their Account Planning initiative worldwide.
Watch this and gain insight to key takeaways to maximize revenue in your key accounts.
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
Q1 may feel like a world away, but now's the perfect time to assess your 2015 State of the Union – while there's still time to close gaps and build momentum.
Ask yourself …
1. What do you want to accomplish in your business in 2015?
2. What are the gaps?
3. What resources are required to close the gaps?
Get ahead of your 2015 revenue number instead of letting it get ahead of you.
During this webinar, Jim Crisera provided CSOs and their teams with the key areas they should be focused on now (yes, now) to ensure a positive 2015.
Webinar | Access Key Players - Improve Your Win RateAltify
While tending to the needs of all buying roles in a sale is important, accessing key players is a critical skill that must be mastered.
Only 54% of sales professionals feel they are effective at accessing key players in the buyer’s organization.
Áine Denn provides you with 8 Key Elements of a Great Political Map. Aine also shares best practices for using Political Maps to identify the right people, gain access, and develop support in your target accounts⎯ giving you a smart competitive advantage to win.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
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Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
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4. Sales Managers Are Under Massive Time Pressure
Travel
Plan Territories
Close Deals
Sales Forecast
Manage Pipeline
Report to HQ
Read Reports
CRM Compliance
Sales Coaching
5. Sales Managers Are Under Massive Time Pressure
Travel
Plan Territories
How vulnerable is your
sales performance?
Close Deals
You can’t manage what you can’t see.
Sales Forecast
Manage Pipeline
Report to HQ
Read Reports
CRM Compliance
Sales Coaching
6. POLL
How confident are you in your 2014 Plan:
Travel
Plan Territories
Close Deals
•We know it’s solid and we’re confident.
• We feel pretty good about it. Not completely confident.
• What 2014 plan? Sales Forecast
Manage Pipeline
Report to HQ
Read Reports
CRM Compliance
Sales Coaching
7. How do you reduce sales performance risk?
Use of Analytics
10x
Top Performers
Low Performers
Sales Analytics
Top performers are 10x more likely to use analytics1
Sales Productivity
+88%
Coaching
No Coaching
Coaching
Coaching can improve sales productivity by 88%2
Source: 1 IBM/MIT; 2 SEC/CEB
8. Top Performers Use Analytics 5x More Than Low Performers
For Sales & Marketing The Ratio Is 10x
Tendency to apply Tendency to apply
Intuition Analytics
Financial Management & Budgeting
22
Operations & Production
Strategy & Business Development
Top Performers
Sales & Marketing
10:1
Low Performers
Customer Service
1.1 Low
Performer
Average
-2
0
Customer Experience Management
0
1
2
3
4
5
76
5.4 Top
Performer
Average
98
10
11
Application of Analytics Score: 1 Indicates equally likely to apply Intuition and Analytics
Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute for Business Value Study
12
13
9. It takes 68% longer to
Lose a sale than to Win
WINNING SALES CYCLE
+68%
LOSING SALES CYCLE
106
All Deals
178
137
$250k+
212
111
$100k - $250k
197
Lost
98
$50k - $100k
Won
160
<$50k
93
141
0
50
100
150
200
250
Duration of Won & Lost Sales Cycles in Days
Source: Dealmaker Index Study
You can gain deep insight from smart sales analytics
10. POLL
Win/Loss Rate:
Travel
Plan Territories
Close Deals
• Our win rate is already Excellent.
• Our win rate is OK … it could be better.
• We’d like to spend less time on losing deals. to HQ
Sales Forecast
Manage Pipeline
Report
Read Reports
CRM Compliance
Sales Coaching
11. But Most Analytics Projects Fail
Project Complete?
No
55%
Yes
45%
55% of Analytics Projects Never Finish
Almost 100% Run Over Budget
Source: Infochimps / CSC 2013
12. It doesn’t have to be that way …
Project Complete?
No
55%
Yes
45%
How to Succeed
Fix the Scope
$
Add Business Context
55% of Analytics Projects Never Finish
Almost 100% Run Over Budget
Embed Expertise
13. 10 Elements for Great Sales Analytics
Start With
Questions
Apply to
Business
Outcomes
Embed in Daily
Processes
Goal
Related
Sales Domain
Specific
Visualize
Results
Available to
Everyone
Integrates
With CRM
Identify
Insights
Mobile &
Cloud
15. POLL
Coaching:
Travel
Plan Territories
Close Deals
• Coaching is important; it’s at the core of what we do.
• Coaching is important; we’re just not that good at it.
• We can’t get our sales managers to coach.
Manage Pipeline
Report to HQ
• We just don’t get Sales Forecast
the coaching thing.
Read Reports
CRM Compliance
Sales Coaching
17. The Sales Coaching Paradox
Resource
Sales
Support
Initiatives
Sales
Coaching
Importance
Sales Coaching is recognized as Important, but Resource is Not applied
Source: Sales Management Association
18. Sales Managers Don’t Coach
More than 5% of Time Coaching?
Yes
27%
No
73%
73% of Managers Spend <5% of their time Coaching
Source: Sales Management Association
19. Why Sales Managers Don’t Coach
100%
50%
47%
23%
0%
Don’t Value
Coaching
26%
2%
Not Enough
Don’t Know
Sales Reps
Time
How/What to Coach Don’t Ask
2%
Other
Source: Sales Management Association
20. Why Sales Managers Don’t Coach
100%
50%
How can smart automation empower the
sales manager?
47%
23%
0%
Don’t Value
Coaching
26%
2%
Not Enough
Don’t Know
Sales Reps
Time
How/What to Coach Don’t Ask
2%
Other
Source: Sales Management Association
21. 10 Rules for Great Sales Coaching
Collaborative
Regular
Cadence
Elicit Critical
Thinking
Praise Good
Insight
Consistent
Framework
Be Objective
& Curious
Adopt Buyer’s
Perspective
Don’t Take
Over
Look for
Evidence
Document
Actions
22. But … What if you could do it right …?
Use of Analytics
10x
Top Performers
Low Performers
Sales Analytics
Top performers are 10x more likely to use analytics1
Sales Productivity
+88%
Coaching
No Coaching
Coaching
Coaching can improve sales productivity by 88%2
Source: 1 IBM/MIT; 2 SEC/CEB
23. Analyze. Visualize. Coach.
How vulnerable is your sales performance?
You can’t manage what you can’t see.
Get expert sales insights using smart sales analytics.
Built-in sales expertise and automated coachingdrives
focus to improve sales performance.
29. Your 2014 Plan:
Close This Performance Gap
Matt Close, EVP Sales
Maureen Blandford, VP Marketing
Editor's Notes
Maureen: Wow. Crazy time of year. How do any of us ever spare the time to figure out if you're getting the best out of your team? And what are the sales performances to that? Matt - you live in this space every day.Matt: Absolutely as a sales leader myself and in the unique position of what I do everyday – call on sales leaders to help them with their sales team’s success, I see this everyday. The pace and the demands only increase everyday. MB: We all can relate to the pressures facing sales managers, right? But, Matt, talk to us about what the material impacts are here. MC:Sales managers are key to the success of your plan…how they are able to understand their business, identify areas of strength and weakness and act upon that data are crucial. I was speaking with an SVP of sales the other day and he touched on an important issue, the problem isn’t that we can’t measure our business. The problem is that there is almost too much measurement…the key is knowing what is truly important to affect the performance of your sales team and ultimately your organization’s performance.When sale management fails to do this well, sales performance fails.But sales managers do not have enough time to spend on the business of managing their sales business.Bouncing from task to task, managing up, out and wide, the life of a sales manager can be quite difficult. Often remote from their sellers, and relying on weekly calls and reports from their CRM systems, these managers find it difficult to identify, interpret and influence the important factors that predict sales success or failure.
MB: Sales managers can’t manage what they can’t see,MC:Right and sometimes, even if they can see the data, they don’t know how to find and interpret the most relevant metrics that influence future performance. They grapple to extract pertinent insights that tell them the absolute truth about their sales business – today, and into the future.
MC: So – we’re asking about confidence in the plan. That doesn’t mean you think your number is a slam dunk, but it means you know you are addressing the right things So the question is, how do you what “the right things are???
MB: So how do we reduce the risk in the plan? We know, according to a survey from IBM and MIT that analytics can be an effective way to improve sales performance. In fact Top Performing sales organization are 10 times more likely to be using analytics. MC: And the data supports investment in coaching is also compelling. According to CEB, coaching can improve sales productivity by 88%. If you know TAS, you know we’re all about coaching – so this isn’t a surprising stat for us. MB: But – isn’t the use of analytics interesting? So when you connect coaching with insights,the value of that discussion sky rockets…
MC: Absolutely. Let’s look at this more closely.At organizations in every industry, in every part of the world, senior leaders wonder whether they are getting full value from the massive amounts of information they already have within their organizations. Questions about how to best achieve value from the data persist. Admittedly, we can get a little geeky about sales performance…but here is the bottom line…top performing sales & marketing organizations are 10 times more likely to be leveraging analytics than their low performing peers. These numbers are for the faint of heart…it is quite clear, analytics work…now, as a card carrying sales guy, I don’t always have the time to dig into all of the great data that systems serve up to me…
Here is a great example of how the use of analytics data brought powerful insight to us in our business...MC: We have been working on optimizing and automating sales processes in our technology for over 8 years. As we applied our own analysis to this data, something slapped us in the head… Did you know that on average it take 68% longer to lose a deal that to win. Think about how much that costs - not just in deal pursuits – but also in the opportunity lost – when you are not chasing winning deals. Over that 8 years, We have analyzed millions of sales opportunities and this data shows the different length of time it takes to to win and lose a deal across different deal sizes. It is quite interesting…MB: So lets get a feel for where you all feel your organizations are performing in regards to win rate…
<acknowledge poll>Debrief poll…interesting, I see that…MC: So how do you all KNOW that…is it gut feel? do you have a specific report? Have you personally gone and counted the days?Well, the data tells us that most of your companies are digging onto some kind of analytics project…
MC: …but the dirty little secret is most analytics projects fail.In fact, according to a study by Infochimps, now part of CSC, most analytics projects fail. 55% don’t finish and almost 100% run over budget.MB: Help us understand what’s behind that. Specifically what’s the connection to sales performance gaps.
MC: Yes, we do have a point of view on how to fix this for sales leadersIf a little is good, then a lot must be better…The most common reason for failure is inaccurate scope. People try to boil the ocean, and assume that more data is better. Unfortunately, that is not necessarily the case. Companies are making BIG bets on BIG data alone without any qualitative assessment that applies deep domain expertise. That has the potential to lead to BIG decisions being made with BIG confidence that is sadly misplaced. BIG Mistake.The message here is to focus on a narrow domain with a manageable data set. The second issue is lack of business context. Without the right business context it is hard to know what questions to ask – The third point is really an extension of the second. Expertise Matters: If you don't have business expertise, domain knowledge, experience and a ‘nose’ for what’s right then you can’t apply any human qualitative input – and that makes it hard to connect the dots.
Transition out: Follow up questions how does : Ask question based upon pulling back to the importance for frontline sales managers.MB: So here’s how we at TAS connect those dots. This could be a 30 minute talk in itself, What are your the top 3 or 4?MC: I know it’s a shocker, but let me change the rules…I think I’ll group a few together for the top three groups…Matt will answer 3 or 4 groupings…
MC:I, like most adults, am extremely visual. Stating the obvious – the data on the left is not visual – the infographic on the left is very visual. So the moral of the story is reports are bad, pictures are good…There is just so much Big data around that it is really important to be able to visualize what that it means to your business. And that needs to be easy and quick.visual, gives us something very clear an straight forward to coach to with their people…MB: Ah, so you bring up coaching, the other extremely important part of this conversation, before we dig in deeper, lets see how you all are incorporating coaching into you day today
MB ; Let’s do a quick poll to get your views on coaching…MC: Debrief the poll and transition into the importance of coaching slide
MC: SO – according to some heavy hitters, coaching makes a big difference to our bottom lines.According to SEC/CEB, Coaching can improve sales productivity by 88%1And according to Gallup when sales coaching is effectively deployed, customer loyalty increases by 56%.This is not surprising given that according to CEB, 53% of customers see the ‘Purchase Experience’ as the primary driver of customer loyalty.
MB: so if it’s so important are companies spending resources on it?MC: you would think so…Sales Management Association conducted a study looking at issues that are “important to sales force success” and examined the resource that was applied to those initiatives. The issues reviewed included things like account planning, best practice sharing, sales training, sales technology, lead generation, team selling etc. Then they mapped these on the chart here. The quadrants on the right included initiatives that were deemed to be important, and the quadrants on top indicated those that received support good resource. Sales Coaching stands alone, as being recognized as being high on the importance scale but not getting the attention and resource it deserves. This is worrying – given that we know that sales productivity can be improved by 88% when coaching is implemented.MB: So how much time do sales managers spend coaching if it …so we all know that even if an organization doesn’t support from the top, the BEST managers still do things, so how much time do sales managers truly spend coaching
MB: According to a separate Sales Management Association study, most sales managers are spending less than 5% of their time on sales coaching.Perhaps given all of the time they are spending on all of the other activity we saw earlier, perhaps this is not a surprise. But it is still worrisome. So, making the link here if you haven’t already…coaching drives productivity by 88%, if your managers aren’t coaching, this is a big performance gapMC: Maureen you have spent the majority of your career working with sales leaders on how to empower their sales people, what are the key issues sales leaders run into that keep them from coaching?
MB: What I have seen and it is expanded upon by a study by Sales Management association who looked at why Sales Managers don’t coach.The knowledge gap is clearly an issue. They don’t necessarily understand the value, and they certainly don’t have the knowledge to coach.So:
We believe that technology and smart automation have an effective role to play. And we will discuss that later, but great coaching is where it’s at.
MC: Maureen as you know, Donal Daly – CEO of The TAS Group recently wrote a blog post outlining these 10 elements of Great Sales Coaching – for those of you who want to dig deeper into this subject, please reach out to us and we’d love to share the link.You know, I have had the opportunity to work for some (Donal has a blog post we can point to here rather than going through them all.) I have had the opportunity to work for some GREAT coaches…couple three things they did amazingly well…Very Collaborative in their approach – sometimes they lead the conversation but ultimately you felt like you ended up feeling like you coached yourself and it was only later you realized the value of the conversation. In other words, they did not take over the dialogue.There was a regular cadence and consistent framework to the coaching conversation, so it was just how we did business.And I was always held accountable to the agreed upon outcomes of the conversation.
MB: Bring it on home…But we know that there are ways to improve.As we started off today talking about how we are going to drive the confidence in our 2014 plans…it comes down to these two elements..We saw that top performing sales orgs are 10x more likely to be using analytics to drive their businesses.We have seen that coaching can drove up to an 88% increase in sales productivity.We also saw that analytics projects can be hard, and that raw data can be overwhelming for a frontline sales manager in the mix of all the things on their plates. It is now wonder that coaching can get pushed to the side.These marketplace issues have been our focus.Matt is now going to share with you our latest thinking to help for sales leaders close some performance gaps. Matt -
Please use this positioning statement. Do not make invent new ways to position this. Consistency matters.