7 responsibilities sales managers must own

Shifts in the business-to-business buying process have transformed selling as we know it. In the past, salespeople had a fair amount of control. They were given a territory, a pricing structure, a margin target and a set of products and services they could offer, and then sent off into the wild blue yonder. They were responsible for managing their territory and producing results.

Charting Realistic Goals to Attain Sales Success

Few of the salespeople on your team aim for mediocrity. Most dream of reaching the top of their field. But top performers do much more than dream. They develop a series of realistic goals that propel them from where they are now to where they want to be. Next, they continue raising the bar, setting increasingly ambitious goals until they achieve their ultimate vision of success.

Increase Your Sales Enablement ROI with Video

In just the last few years, sales enablement has been evolving from a disparate set of informal activities into a centralized, strategic corporate function — complete with dedicated resources and budgetary line-items to prove it.

10 Tips In Honor of National Salesperson Day

National Salesperson Day is the first Friday in March. To honor hard-working sales reps everywhere, Brainshark, Inc., a company delivering content-driven sales enablement solutions that close more deals, has gathered tips from top-performing reps on best practices that can help raise the bar for sales performance and turn “B” and “C” reps into “A” players.

Are Your Salespeople Schrodinger’s Cat?

I think the greatest challenge we face in the learning & development (L&D) world is whether the audience we design and deliver content for actually use the learning in the field. In my experience the content is generally good, and improves year after year.

Incenting the Reseller of the Future

At a recent conference, I noticed an industry shift that is about to become a movement: Some Value-Added Resellers (VARs) are choosing to become a new breed of “consultants.” These born-in-the-cloud progenies have shifted allegiance from the vendor with the highest sales incentive program to the end-user client who is willing to pay for their unbiased expertise.

Sales and Marketing Export Compliance Risks

While it is commonly understood that physically sending an item out of the country is an export transaction, under U.S. export controls laws the actual scope of what constitutes an “export” is much broader. The effects of this broad concept of exporting upon businesses – including their sales and marketing activities – are significant.

Unleash Your Secret Weapon

Zig Ziglar said that every sale has five basic obstacles: no need, no money, no hurry, no desire, and no trust. I’d propose a sixth: no insight.

The Paradox of Success

Most likely, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role. And, even more harmful, if it’s what others expect from you, it’s likely what you expect from yourself.

The New Art of the Deal

There’s a reason why 30 percent of American companies are spending upward of $10 million on apps and mobile web this year, according to the Adobe Mobile Marketing Survey.

A Forward-Thinking Customer Conversation Can Focus on the Past

Every so often, in our attempt to align and find common ground with an individual, we unknowingly take over the conversation. Think of the last time you were in a discussion about a vacation destination. As the other person told you about his trip to a place that you also had visited, did you become eager to share your story too? It is okay in a social setting, but not in the world of sales.

Eliminating Sales Team Time Wasters

Sales teams are the lifeblood of every organization as they are tasked with acquiring market share and growing revenues and profits. Ensuring that sales teams are equipped with the right sales content and tools, at the right time and location, is critical in order to realize the highest yield out of a sales opportunity pipeline in the shortest period of time.

10 trends impacting incentive travel use

Should You Expand Into International Sales?

The right time to expand internationally is before your sales in local markets start to flatten. International expansion should be viewed as a pre-emptive strategy and not as a maneuver of last resort.

Who Should Make Commitments in the Sales Process?

Are you in sales? If so, are you the one making commitments or is it the buyer?
Who should be making commitments in the sales process?
If you already follow a sales process you may know the right answer to this question. Or you may be very surprised – without commitments and a sales process, you are not in control. In fact, you’re very much out of control.

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