Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Miller Heiman Group

JANUARY 23, 2020

For sales leaders, it seems forecast accuracy is as elusive as the white whale. Miller Heiman Group research finds that fewer than 20% of sales organizations have forecast accuracy of 75% or greater, which causes plenty of trouble when it comes to predicting sales performance and meeting revenue goals. Seller Subjectivity.

Sales Technology 72

Sales Technology Sales CRM Sales Management 72

Miller Heiman Group

JANUARY 14, 2020

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The Broad and Diverse Focus of Sales Operations.

Sales Technology 58

Sales Technology Sales CRM Sales Leadership 58

Force Management

DECEMBER 28, 2023

As budgets get approved and your annual kickoff approaches, give your organization an edge by making sure your plan for the coming year incorporates digital tools and technology that drive results and power today’s top teams. One question asked respondents, “What would help you and your organization have greater sales success?”

Digitalization 121

Digitalization Sales Technology Decision-making B2B 121

Miller Heiman Group

OCTOBER 23, 2019

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. Defining a Clear Sales Data Strategy. The Exploding Sales Technology Landscape .

Sales Technology 52

Sales Technology Sales Leadership Leadership Sales 52

RAIN Group

JUNE 19, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, utilizing sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Sales Leadership 40

Sales Leadership Leadership Onboarding Sales Technology 40

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts. Companies spent approximately $2.2B

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Miller Heiman Group

JANUARY 9, 2020

In this post, he recommends ways that sales enablement leaders can implement sales transformation strategies. As a global sales enablement professional and leader, one of the chief lessons I try to teach is moving sales enablement from the perception it’s purely a training function or just a new word for training.

Sales 63

Sales Logistics Finance Sales Training 63

SBI

JANUARY 28, 2015

What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. Mediocre sales organizations were slower to fire underperforming sales reps.

Organization 54

Organization Sales Sales Leadership Decision-making 54

Miller Heiman Group

OCTOBER 9, 2019

So we’re very excited to bring this week’s guest and Miller Heiman Group Icon Nick Gregory, global sales enablement leader at Sabre, on the show to talk to host Greg Moore about his company’s sales transformation journey. As a sales enablement leader, Gregory works across multiple business divisions at Sabre.

Sales Leadership 55

Sales Leadership Sales Stakeholders Sales Technology 55

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Zendesk

SEPTEMBER 19, 2022

In the world of sales, there’s simply no better teacher than experience. That’s why we gathered 35 of the top pieces of sales advice from sales professionals around the world. Dive in as they share their hard-earned knowledge on the following topics: Sales leadership. Sales careers. Sales performance.

Co-Creation 52

Co-Creation Sales Decision-making Sales Leadership 52

Brooks Group

NOVEMBER 10, 2022

As technology changes, so must our sales approach and related sales technologies. The standards of the sales industry changes rapidly, and it can be challenging to keep ahead in the face of these alterations. The benefits of having a skilled sales team leader are nothing to scoff at. Be A Good Listener.

Sales 52

Sales Decision-making Leadership Sales Training 52

Showpad

AUGUST 7, 2018

Marketing and Sales traditionally operate as separate universes. By bringing both worlds closer together, Marketing and Sales can share information and insights that will result in customers feeling they are receiving solutions to their challenges and not just another sales pitch. But it doesn’t have to be that way.

Marketing 40

Marketing Sales Sales Leadership Digitalization 40

Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. CRM ROI: The 4 Benefits of a Formal Sales Process.

CRM 51

CRM Sales Sales Leadership Decision-making 51

DemandFarm

JUNE 1, 2024

Among all the operations in your business, two major ones that drive growth are Revenue Operations (RevOps) and Sales Operations (SalesOps). Both RevOps and SalesOps are accountable for key metrics and KPIs, such as sales metrics, that drive predictable revenue and sales productivity and growth, including forecast accuracy.

Sales 40

Sales Finance Decision-making CRM 40

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

SBI

MARCH 30, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Facilitation 40

Facilitation Software Software Decision-making 40