The One Profit-Boosting Strategy Resellers Need

Posted by Roambi

March 2, 2015

For many in the channel ecosystem, business as usual just won’t cut it anymore. Traditional hardwired systems are quickly being replaced with cloud-based, software as a service (SaaS) offerings, forcing resellers to re-evaluate their business models, staffing and revenue streams.

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Topics: Resellers

TEDTalks We Love: 3 Ways to Create Meaningful Data

Posted by Quinton Alsbury

February 27, 2015

What gives data meaning? Is it the way it’s collected, processed, presented or something completely different?

In a TEDTalk with Susan Etlinger, titled, “What do we do with all this big data?” Etlinger poses that exact question. Her answer is simple: we give data meaning and context.

Our team works with data every day, and it’s easy to get lost in the complexities of spreadsheets, visualizations and crunching numbers. This particular talk reminds us to take a step back—and insert the human element to give data integrity.

Watch the TEDTalk, and read on for some of our favorite quotes and takeaways.

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Topics: Mobile Data Presentation, business intelligence

Your Weekly Sales Data Shot: How to Win The Game of Phones, 12 Universal Sales Truths & What Makes a Great Sales Coach

Posted by Roambi

February 20, 2015

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

How to Win The Game of Phones (Infographic)

There's no question that smartphones are changing the way we do business. Unfortunately, the new technology doesn't just empower us to do more, it empowers us to make more mistakes. Inappropriate use of your smartphone can make you seem like a royal pain. Here's how to avoid the worst mistakes.

 

12 Universal Sales Truths

Is there any one single best way to sell a product or service? There are definitely best practices, and there are also a number of effective approaches. Whatever sales methodology you use (you should be using IMPACT – learn why), the following universal sales truths are sure to cement the sales process together.

 

What Makes a Great Sales Coach?

Research suggests the best ‘coaches’ show a genuine personal interest in those they guide, and have empathy for and an understanding of their employees. Trust is crucial – when there is little trust in the coach, advice goes unheeded. This also happens when the coach is impersonal and cold, or the relationship seems too one-sided or self-serving. Coaches who show respect, trustworthiness, and empathy are the best.

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: The 10 Commandments of Sales Leadership, How to Scrub Your Pipeline to Hit Q1 Goals, & 5 Keys to an Effective Sales Value Proposition

Posted by Roambi

February 6, 2015

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

The 10 Commandments of Sales Leadership

A group of archeologists digging through ancient corporate archives recently uncovered two mysterious tablets (aka "wall plaques") engraved with the following laws…

 

How to Scrub the Pipeline to Make Sure You Hit Q1 Goals

For the last month or so, all eyes have been focused on the closing the few remaining big deals. For those Sales VPs who made the number – it’s time to celebrate. For those who did not, it is time to buckle up the chinstrap and prepare to deliver an exceptional Q1. But first things first. You need to scrub your pipeline and do it now.

 

Five Keys To An Effective Sales Value Proposition

Selling is all about helping a prospect make the decision to make a change. A sales value proposition (SVP) is one tool that salespeople should use to effectively communicate the value of the product or service that they are selling. Here are five key value proposition attributes necessary to attract the attention of potential prospects and accelerate your momentum into the buyer’s decision-making process.

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: 10 Ways to Sell to Your Millennial Decision-Maker, Performance-Based Goals Vs. Getting Better Goals, 10 Things the Best Salespeople Never Do

Posted by Roambi

January 30, 2015

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

10 Ways to Sell to Your Millennial Decision-Maker

Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. This ambitious and driven group simply doesn’t see any boundaries when it comes to moving into management roles — in fact, almost 30% of them have already climbed to management positions. And they have SERIOUS spending power — they are expected to outspend Baby Boomers annually within five years, and their spending will climb to $200 billion by 2017. These are your customers: Now what?

 

Performance-Based Goals Vs. Getting Better Goals

Research shows that when performance-based goals are your primary drivers – and it‘s clear you‘re falling behind – the natural reaction is to protect your ego. That‘s human. We all do it. After all, your self-worth is tied up in achieving these goals. But blaming the price, stupid customers, bad marketing or lousy products/services doesn‘t change anything, nor does failing to look at your own complicity in these results.

 

10 Things the Best Salespeople Never Do

There are countless lists of what the most successful salespeople actually do. It’s time for a list of what they don’t do. Let’s call it The Un-checklist—the list you review when no one is looking over your shoulder (so you can be entirely honest) and where you hope that your honesty doesn’t force you to check off any of the items. Get out your pen, ink or virtual. I hope you won’t need to use it. Here are ten things best salespeople never do…

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: 6 Habits Worth Forming for B2B Sales Professionals, 10 Ways to Gain a Competitive Edge in 2015 and How to Face Your Sales Demons

Posted by Roambi

January 23, 2015

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

 6 Habits Worth Forming for B2B Sales Professionals

wrote recently about several New Years habits (vs resolutions) that could help B2B marketers kick-start their 2015. Frankly, many of the habits highlighted could apply to anybody in any role, including sales. However, there are a handful of specific habits, specific to sales, that are worth highlighting as well.

 

10 Ways to Gain a Competitive Edge in 2015

Put yourself in your customers’ shoes and ask yourself: How would you feel along the entire customer’s journey from the first conversations up to delivery or implementation? However you will feel, focus now on one key principle: Your customers’ success is your success.


Face Your Sales Demons

Your sales demons are resistant to whatever sales training or enablement programs your company has thrown at you. Your sales demons don’t respond to your manager’s “go get ‘em” team talks. You know where your sales demons reside. You know what they do to your efforts to become a Businessperson of Worth. It’s time to acknowledge those demons are there. It’s time for you to face them.

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: The Aha Moment for Customer Success, How to Get Better at Hiring & 5 Ways to Put Your Team in a Winning Mood

Posted by Roambi

January 16, 2015

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

The Aha Moment For Customer Success

We know that there’s a business model revolution going on that’s transforming modern software. This transformation is leading to radical changes in how we deliver products, how we support and service our customers, and how we drive value for customers. This change has birthed the discipline of Customer Success, and 2015 is shaping up to be the year where it’s more critical than ever to have a way to consistently ensure customers getting to value quickly.

 

Hiring Is Awful, So Get Better At It

Hiring is the worst – the amount of time it takes, the expense and of course the frequency with which a great process produces an unsustainable hire. I have hired thousands of people over my career and I can claim a success rate only a tiny bit higher than the national average. I have made a few lessons law for hiring in sales…


5 Ways To Put Your Team In A Winning Mood

Smaller organizations, like start-ups, haven't been around long enough to develop a culture, nor are there enough people to create one. Instead, smaller organizations have something equally important: the "team mood." In my experience, "team mood" emerges primarily from the attitude and behavior of the team's leadership. When leaders maintain an upbeat attitude through thick or thin, it makes everyone feel more optimistic and believe more strongly in ultimate success.

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: 9 Ways to Acquire New Leads With Social Media, Sales Habits to “Unlearn” in 2015 and 18 Presentation Mistakes to Avoid at All Costs

Posted by Roambi

January 9, 2015

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

 

9 Ways to Acquire New Leads and Customers with Social Media

Social media offers businesses an unprecedented opportunity to connect with prospects and customers in an authentic, human way. As such, it also allows for new approaches to sales, marketing, and customer service. Here, we’ve pulled together a few of the key ways companies of all sizes can start turning social media into a meaningful business tactic — and, ultimately, acquiring new customers to keep their business growing.

 

Which Sales Habits Do You Need To Unlearn in 2015?

Selling is a learning-based profession. The key to mastering your craft as a sales professional is to constantly be learning. You need to acquire new perspectives on selling and buying. You need to increase your product knowledge and acquire expertise and insights about your customers’ business. And, you have to continually work to master new sales skills.

At the same time, as you make your learning plan, it is equally important to have an open mind about the unproductive sales habits, beliefs and practices that you should eliminate, or “unlearn.” Here are a few examples of the counter-productive sales habits, behaviors and practices that I encounter in sellers that need to be unlearned…

 

18 Sales Presentation Mistakes to Avoid at All Costs

After the difficultly of connecting with a prospect and getting their attention, a salesperson might breathe a sigh of relief when they finally secure a slot on the buyer's calendar. It's all downhill from here, right? Wishful thinking. You've succeeded in capturing the buyer's interest -- now you not only need to hold it, you must also convey your product or service's value in a way that compels them to buy. Don't let your prospecting and connecting efforts go to waste. Avoid these 18 presentation mistakes at all costs

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: 6 Keys to Developing the Ultimate Sales Manager, Sifting Through Big Data to Find Relevant Customer Metrics & 4 Magic Words Every Salesperson Should Know

Posted by Roambi

January 2, 2015

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

6 Keys to Developing the Ultimate Sales Manager

The Sales Manager is the most important position on the sales team.  Developing them should be your highest priority as a Sales VP.  Their talent will result in you Making the Number every quarter.  But to develop them into greatness, you need to know what greatness is.  There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness.

Sifting Through Data to Find Relevant Customer Metrics

Customer service and marketing specialists are often fire-hosed with data. However, the devil isn’t always in the details. Sometimes you need to be able to identify clear patterns and threads that can only happen when you look at the right metrics over long periods of time. Companies can value from getting a bird’s eye view of purchase, traffic, and feedback trends. Here are four points that can help you create succinct reports out of the data your company has access to.

4 Magic Words Every Salesperson Should Know

When talking with a potential customer, your primary goal is to gather information. You want to understand that customer's needs, discover whether that customer has a budget for what you're selling, find out what that customer has tried in the past, and so forth. However, asking questions early in a conversation can be awkward. Here are four magic words to help ease the conversation.

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: The Shift to Consultative Selling, 6 Ways to Think Smarter in 2015 & Sales Operations Resolutions for the New Year

Posted by Roambi

December 19, 2014

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

Is Traditional Sales Obsolete? The Shift to Consultative Selling

As consumers (both the B2C and B2B variety) become savvier and increasingly overwhelmed with sales and marketing messages, they’ve begun to tune out. With a multitude of contributing factors, there’s a distinct shift occurring — moving away from more traditional sales methodologies and towards a more consultative, educational approach to selling in the modern world.

6 Ways to Think Smarter in 2015

When it comes to using our brains, most people are on autopilot. Rather than be creative, engaging, and empathetic, most people tend to be lazy thinkers, hobbled by their egos, biases, and emotions. Fortunately, there are steps that you can take, today and in the coming year, to increase your mental strength--to think smarter.

Sales Operations Resolutions for 2015

New Year’s resolutions. Of those who make them, 1 in 3 ditch theirs by the end of January. The top reasons were being too busy or not being committed in the first place. And yet, we all have areas we can improve upon personally and professionally. If sales operations stands still year over year it will quickly fall behind. What does your sales operations team need to address in 2015?

 

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Topics: Sales, Industry News

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