February 5, 2016 08:00 AM
Big data and predictive analytics have empowered companies to connect with customers and prospects in ways unimaginable just five years ago. Today, the emerging field of behavioral analytics is focusing the lens on internal sales organizations. Just as the FitBit helps competitive athletes fine tune their performance by giving them steady, data-driven feedback, behavioral analytics is providing unprecedented – and often surprising – insights into what makes some teams rise to the top while others fail.
February 2, 2016 01:00 AM
Dealer, agent, reseller or intermediary – these are all names for indirect channels that arise when third parties take over sales and logistics from other suppliers. Moving down the channel, consumers prefer these middlemen, as dealer competition results in lower prices. Moving up the channel, suppliers are typically not fond of such indirect sales methods. From requesting lower prices to recommending competitor products, dealers do what they want, even if they do not admit it.
February 1, 2016 01:00 AM
I’ve spent the better part of my career growing businesses that had enormous sales and marketing operations. I’ve also seen myriad “sales enablement” strategies designed and implemented. Some were successful, many were not.
January 29, 2016 08:22 AM
According to CNNMoney, sales of mobile devices like smartphones and tablets are definitely still growing — but not nearly at the rate they were just a few short years ago. Does this mean consumers are eschewing the convenience of the mobile platform in favor of the traditional desktop and laptop PC of yesteryear? Absolutely not. PC sales have been on the decline for a while and show no signs of slowing down.
January 27, 2016 07:23 AM
Let’s think about some of the choices you may have faced in your life. These choices can span from the very serious – should I change my college major, relocate, take a new job, or get married – to the not-so-serious – what restaurant should we go to tonight?
January 25, 2016 10:18 AM
As an executive coach, I have seen all kinds of problems business owners tend to have: time management, staffing and team building to name a few. One particular issue – profitability – is a constant struggle for most executives. You may be struggling now, but read on to learn about my tips to increase profitability by 20 percent.
January 22, 2016 01:00 AM
In a previous article, Age of Unified Communications (UC) and Your CRM, I discussed the benefits of integrating a UC solution with a CRM (like Salesforce.com or SugarCRM).
January 20, 2016 07:11 AM
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. This is Part III of a three-part series in which HG Data’s Chief Revenue Officer tells the stories of several whale hunters he has known and lessons to learn from them. Part I can be found here.
January 19, 2016 12:00 AM
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.
January 19, 2016 06:54 AM
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. This is the second part of a three-part series, which will post on consecutive days.
January 18, 2016 10:11 AM
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. In this three-part series, which will post on consecutive days, HG Data’s Chief Revenue Officer tells the stories of several whale hunters he has known and lessons to learn from them.
January 15, 2016 08:13 AM
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.
More often than not, sales team failure is blamed on the classic “forces outside of the sales team’s control” line. We’ve all heard these refrains before: marketing didn’t train our sellers properly; the executives put in place a mediocre corporate or account strategy; or the company has bad products that the sales team is forced to sell.
January 13, 2016 07:20 AM
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. Meanwhile, the Pareto Principle is alive and well, with 13 percent of salespeople producing 87 percent of corporate revenue.
January 12, 2016 01:00 AM
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.
January 11, 2016 01:00 AM
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.
January 8, 2016 08:14 AM
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:
January 6, 2016 01:00 AM
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. CRM systems, marketing automation technology and existing relationships all need to be tied together with a thorough understanding of your company’s target audience.
January 5, 2016 01:00 AM
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.
January 4, 2016 01:00 AM
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. Small Business Administration (SBA) defines these small and mid-sized businesses (SMBs) as enterprises having fewer than 500 employees. However, the average small to mid-sized business has a sales team of less than five employees.
January 1, 2016 01:00 AM
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.
December 21, 2015 04:56 PM
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. If adjustments are required, they need to be made quickly to keep sales on track with the company’s growth trajectory.
December 18, 2015 08:01 AM
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. Simply put, millennials, raised in a world of technology and digital information, are motivated, driven and have a totally different learning style from preceding generations.
December 14, 2015 11:43 AM
Forrester recently reported that 1 million B2B salespeoplewill become obsolete by 2020, citing advancements in sales and marketing technologies as the culprit. Sales and marketing automation technologies have certainly seen a significant amount of growth in the B2B sector within the last few years.
December 11, 2015 01:00 AM
There are three value conversation “moments of truth” in every buying cycle that you must be great at: first, creating value to break through status quo bias and build a buying vision (differentiation); second, elevating value to impress executive decision makers who must see the financial and business impact of your solution (justification); and third, capturing value to manage the tension of price and negotiation conversations in order to protect your margins (maximization).