Sales and the Art of Whale Hunting: Part II

Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past. And yet, there are some lessons to be learned from the specialized sales practitioner who bags whales on a regular basis. HG Data’s Chief Revenue Officer tells the stories of several whale hunters he has known and lessons to learn from them.

2016 offsite trends: it’s all about personalization and sharing

The IMEX Group, which operates the most notable meetings and events expos each year in Frankfurt and Las Vegas, released its short list of trends and buzzwords for business in 2016. Here’s a glimpse:
Personalization — Is this just the start? People like to be treated as individuals and to tailor how they are treated, whether as an employee or a consumer.

Sales and the Art of Whale Hunting

Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past. And yet, there are some lessons to be learned from the specialized sales practitioner who bags whales on a regular basis.

The 3 C's of Sales Force Automation Failure

If another sales quarter ends with your sales team lagging behind the target revenue number, it may be time to consider the underlying causes – and not just the symptoms.

5 Sales Resolutions for 2016

If you work in the sales profession or a supporting role such as sales training, sales operations or sales enablement, chances are that your work life this past year was a combination of highs and lows. Why do I say that?  Well, data from CSO Insights shows that more than four in 10 sales reps miss quota.

Psychology as a Sales Management Tool

One thing is certain in the new year, customers will continue to go online to avoid anyone with sales in their job title. A recent study by Forrester Research states that over 1 million sales jobs will be lost by 2020. Any salesperson that doesn’t add value, understand his or her products, or help their customer navigate through the buying process will be irrelevant or ignored.

3 Reasons Why Training Alone Isn’t Enough

Growing up, I was a sports fanatic. I especially loved team sports, and often found my world revolving around individual training, team practices and games. From a young age, my coaches played a significant role in my life. They helped me chase goals, contribute to the team, enjoy the experience and ultimately taught me the value of being coached.

What’s Hot in Training Trends?

The training industry is in a state of constant evolution as corporate travel budgets shrink and the use of technology grows, but what are some of the hottest trends currently? Let’s take a look at a few that are garnering attention:

5 Ways to Generate Successful Leads

The argument that all you need is a smart sales executive and a bit of intuition to succeed at selling is now redundant. Technology-enabled selling is now key. Making sure the sales process is successful requires coordination across multiple facets of a business, involving sales, marketing and almost any customer facing member of staff.

The takeaway on giveaways

You don’t stop daily to notice the calendar you received from your Realtor or the refrigerator magnets from the neighborhood pizza place. But when you need to reach that business, you know instantly where to turn. Marketing strategies have changed drastically over the centuries, but as Paul Bellantone, president and CEO of the Promotional Products Association International (PPAI) explains, promotional products have always produced stellar results.

Looking Back, Thinking Ahead

One of my favorite things about the end of the year (aside from the holiday cheer) are the year-end reviews of movies, music, news stories and almost anything else you can think of. But we’re past that now, and the new year brings with it an inclination to plan ahead — to resolve to improve in certain areas and map out a strategy to do so.

Empower Your Small or Mid-Sized Sales Team With Better Call Analytics

It surprises many people that small and mid-sized businesses make up a majority of employer firms in the United States (99.7% to be exact). The U.S.

Leaving Las Vegas?

An aging convention center combined with aggressive marketing by rival cities seeking convention and trade show business has organizers of some of the largest events to visit Las Vegas annually considering relocating.

How Top-Performing Companies Quickly Scale Sales Teams

As companies experience success and grow their business, sales teams must be able to scale quickly or risk losing out on new opportunities. To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast, processes must be streamlined and sales leaders have to continuously monitor sales team performance.

How to Train Millennials and Generation Z for Success

While so-called “research” on the millennial generation is overwhelming, when you cut through the noise to get to what little real data exists, much of the message seems to ultimately be speculation with very little consensus. However, above the fray are a few points that are undisputed — and they have everything to do with the future of the American workforce.

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