Integrity Solutions
NOVEMBER 2, 2018
The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. by Boris Zecevic. 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.
CloserIQ
NOVEMBER 20, 2018
When it comes to hiring new SDRs for your startup, writing the job description seems like it should be one of the easiest parts of the process. But it’s not so simple, and it certainly shouldn’t be something that you attempt to start and finish in five minutes’ total. Think about it. At any given time, there are thousands of sales job descriptions on sites like Glassdoor and ZipRecruiter.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Brooks Group
NOVEMBER 7, 2018
Part of improving sales enablement and maintaining a strong customer-focus is being aware of the buyer’s journey and how it aligns with your sales process. Once your reps are able to connect the two they can: Improve the buyer experience. Build value for your product or service . Increase win rate, and. Move prospects more quickly through the sales funnel.
pharmaphorum
NOVEMBER 27, 2018
Patient level data offers the promise of insights which can craft new and better pathways, enable development of innovative therapies and treatments, and of course identify and prevent diseases much earlier in their lifecycle. One area of particular interest is cancer. However, in trying to realise the potential, the health sector is faced with the conundrum of protecting patients’ identities, while at the same time allowing doctors access to their data and enabling industry to benefit from vita
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
Integrity Solutions
NOVEMBER 14, 2018
When you have the confidence, comfort level and commitment, it’s a lot easier to make coaching a priority. By Mike Esterday. A few weeks ago, we had the opportunity to present a session at the HCI Learning & Leadership Development Conference with Sharon Stahr, Chief Communications Officer at Cobalt Credit Union. The session focused on Developing a Coaching Culture for Higher Performance and offered a deep dive into our new research on coaching.
CloserIQ
NOVEMBER 13, 2018
It’s a great time to be in enterprise sales. Many industries—including SaaS products, cybersecurity, and healthcare—are poised for growth. Companies in these industries will thus need skilled salespeople to work on enterprise sales. So if you want to enter enterprise sales , there are many opportunities available to you. The same is true for professionals who are already in enterprise sales, but want to enter a new industry or role.
CloserIQ
NOVEMBER 27, 2018
The most successful Account Executives (AEs) aren’t just smart and driven. They also know how to make efficient use of their time, and stay on top of client relations. Of course, using the right tools makes these tasks a lot easier. Here are seven indispensable tools every AE should try out. 1) Remote presentations/video conferencing applications. The ability to communicate with prospects and clients remotely is critical for sales success.
The Brooks Group
NOVEMBER 14, 2018
Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting are among the mountain of tasks you have to juggle on a daily basis. With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward. .
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
CloserIQ
NOVEMBER 30, 2018
The CloserIQ Weekly Roundup is a list of some of the best content we’ve been reading recently. Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Featured Article. Tools Every Account Executive Should Have. The most successful Account Executives (AEs) aren’t just smart and driven.
CloserIQ
NOVEMBER 16, 2018
The CloserIQ Weekly Roundup is a list of some of the best content we’ve been reading recently. Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Featured Article. How to Navigate a Career Change in Enterprise Sales. It’s a great time to be in sales. Many industries—including SaaS, cybersecurity, and healthcare—are poised for growth.
CloserIQ
NOVEMBER 23, 2018
The CloserIQ Weekly Roundup is a list of some of the best content we’ve been reading recently. Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Featured Article. How to Write an SDR Job Description. When it comes to hiring new SDRs for your startup, writing the job description seems like it should be one of the easiest parts of the process.
The Brooks Group
NOVEMBER 29, 2018
Online sales presentations have become a critical part of almost every B2B sales process. Presenting online reduces many of the cost and time barriers associated with traditional in-person presentations, while modern conferencing technology makes it possible to deliver all of the benefits. . Yet modern technology also presents unique challenges to the sales presentation.
Advertisement
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
The Brooks Group
NOVEMBER 26, 2018
The key to understanding what a prospect wants and needs lies in the follow-up question. Great questioning is a skill every successful salesperson has mastered, and the follow-up is a critical part of that questioning process. [This post will dive into the tactics for asking great follow-up questions specifically for sales conversations. At The Brooks Group, we also help clients optimize the hiring process, and follow-up questions—especially behavior-based questions—are extremely important in th
CloserIQ
NOVEMBER 9, 2018
The CloserIQ Weekly Roundup is a list of some of the best content we’ve been reading recently. Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Featured Article. Top Sales Books for Enterprise Account Executives. Succeeding in enterprise requires mastery of many complex and constantly moving parts.
CloserIQ
NOVEMBER 6, 2018
Succeeding in enterprise requires mastery of many complex and constantly moving parts. But as an account executive working on enterprise accounts, you only get to work on a limited number of deals per quarter. You can only look at a small slice of enterprise. That’s why it’s helpful to supplement your on-the-job learning with other sources. With a good reading list, you can access dozens of case studies and data generated by thousands of deals.
Expert insights. Personalized for you.
194 
Let's personalize your content