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Esteban Kolsky sur Twitter : "yeah, but those exceptions shouldn’t make the rule… most don’t engender that level of trust #B2B #Sales #CNX15. B2B Research: Don’t Sleep on the Sales Rep. A recently-released study from SiriusDecisions made some waves in the B2B marketing world, as it challenged the notion (spurred in part by SiriusDecisions’ own research) that digital has disintermediated sales, with much of the buying process complete before contact with a vendor is made.

B2B Research: Don’t Sleep on the Sales Rep

In fact, in a notable finding, the study indicates that buyers’ most important content asset is a sales presentation. Following are some highlights from the study that illuminate the power of human interactions, which were found to generally be more prevalent the higher the expenditure level. Human Interactions Matter, No Matter The Buyer’s Behavior The study breaks B2B buying behaviors into three clusters, which show varying dependencies on sales representatives.

Independent. The Technology Trends That Matter to Sales Teams. The convergence of mobile, analytics, context-rich systems, and the cloud, together with an explosion of information, is transforming sales, and enabling buyers and salespeople to engage with each other in more effective and efficient ways.

The Technology Trends That Matter to Sales Teams

Recently, information technology research and advisory company Gartner compiled a list of top 10 strategic technology trends. At least five of these trends have significant implications for sales forces, including: 1. Computing everywhere. Through the proliferation of mobile devices, buyers and salespeople can reach each other anywhere and anytime. Expert Advice at C3: Notes From 4 Key Thought Leaders. CallidusCloud Connections (C3) 2015 is now in the books, and the attendees are now back home, digesting what was shared and learned.

Expert Advice at C3: Notes From 4 Key Thought Leaders

That’s going to take a while – there was a lot announced by Leslie Stretch in the keynote (as we said in the blog last week, and as you can see for yourself in the form of a streamed replay of the keynote), but there was even more shared in the breakout sessions. As the coordinator for the thought leader sessions at the show, I spent much of my time in those talks. The lessons came fast and furious, but luckily I was also heading up our social media efforts for the show, which meant I was Tweeting a lot. I learned many years ago from Dr.

Cloud-Based Sales Software Pipedrive Closes $9 Million Series A. Pipedrive, which offers Software-as-a-Service designed to help small companies manage and increase sales, has closed another deal of its own.

Cloud-Based Sales Software Pipedrive Closes $9 Million Series A

The Estonia/U.S. -based startup and AngelPad alumni has raised a $9 million Series A round led by Bessemer Venture Partners, money it will use to accelerate growth and further build out its product. Paua Ventures also participated, along with existing investors, Rembrandt Venture Partners and AngelPad, the latter of which incubated Pipedrive in all the way back 2012. 10 Stats on the Business Impact of Marketing and Sales Alignment. The Sales Director Who Turned Work into a Fantasy Sports Competition. When to Sell with Facts and Figures, and When to Appeal to Emotions. When should salespeople sell with facts and figures, and when should we try to speak to the buyer’s emotional subconscious, instead?

When to Sell with Facts and Figures, and When to Appeal to Emotions

When do you talk to Mr. Intuitive, and when to Mr. Rational? I’d argue that too often, selling to Mr. Rational leads to analysis paralysis, especially for complex products or services. The circus known as Dreamforce and the company behind it: A 2014 Retrospective. Over 150,000 registrants, 5,000,000 online streaming views, and well over 1,000,000 meals to help feed the hungry.

The circus known as Dreamforce and the company behind it: A 2014 Retrospective

The stage(s) featured execs from some of the most recognized organizations in the world, a former US Vice President (Al Gore) and Secretary of State (Hillary Rodham Clinton), the poster persona for Self Help (Tony Robbins), the Beach Boys, Bruno Mars, Cake, a consumer product launch from another well known pop music artist – will.i.am, and a heavy focus on philanthropy and global issues. If you haven’t been there (lately), the description might sound strange for an event that is hosted by the world’s most well known CRM technology vendor. What Salesforce has done with Dreamforce is astounding. It’s currently third on my list of fascinating social experiments behind Las Vegas (its history and growth), and Burning Man. Which sales methodologies do you subscribe to and why? CRM Idol 2012. CRM Idol 2012. The Buyer-Designed Sales Organization. Bonuses Should Be Tied to Customer Value, Not Sales Targets - Deirdre Connelly.

Why would you eliminate sales targets as a way to evaluate, motivate, and reward your sales staff?

Bonuses Should Be Tied to Customer Value, Not Sales Targets - Deirdre Connelly

That is perhaps the most frequent question I’ve received since 2011 when GlaxoSmithKline changed the link between the bonus pay of our pharmaceutical sales professionals in the United States and the numbers of prescription sold for a particular medicine. It is after all a well-established incentive plan used across a spectrum of industries. But at GSK and across the pharmaceutical industry, we have a very special responsibility to patients and caregivers. They depend on us to do more, feel better, and live longer. It is that responsibility and the crucial importance of trust in our relationships that means we are judged to a higher standard than many other industries. I have seen the good that our industry does in transforming the lives of patients living with diseases such as cancer, HIV, asthma and diabetes. Sales Tactics: Avoiding the Dark Stage. Top 100 Social Selling Influencers. When researching the social sales industry, we discovered an outstanding group of sales professionals whose innovative ideas and approaches to prospecting and cultivating relationships with customers and prospects demonstrate how to use social media and sales intelligence to effectively drive sales at scale.

Top 100 Social Selling Influencers

At KiteDesk, we are dedicated to distilling the overabundance of online and enterprise data and connections available into actionable sales intelligence, delivered within an integrated, browser-based social sales and CRM automation platform. By listening to and following these social selling experts, our knowledge of the space continues to evolve and enhance our product roadmap. The Death of Relationship Selling. Is relationship selling dead?

The Death of Relationship Selling

It sure feels like it these days. TooSaaSy : Thank you customers &... The Digitization of Everything: It’s Impact on the Buyer’s Journey and Marketing’s Role. For nearly a century, the buyer’s journey was relatively linear.

The Digitization of Everything: It’s Impact on the Buyer’s Journey and Marketing’s Role

Advertising messages distributed across a few mass media outlets were the primary method of spreading awareness. Purchase consideration generally occurred by reading product brochures and conversing with salespeople, friends and family. A purchase was made, and if the product did its job, some level of loyalty followed. The Data Behind What Makes an Effective Sales Process - The Infographic. We all know how important a sales team is to any organization. And we also know that fine tuning a sales team for optimal performance does wonders for the health and culture of a business.

15 Psychological Triggers to Convert Leads into Customers. Would you like to know how to get more customers who can’t wait to buy your products and services? It’s a lot simpler than you might think. And the best part is that, as you strive to increase revenue, you actually will be serving your potential customers better. You don’t need to manipulate or hypnotize them into buying. You just need to give them what they want. The key to success in any business is an understanding of psychology.

All human beings essentially have the same mental triggers that drive actions. The digitization of everything — and its impact on customer experience - Customer Intelligence. InShare4. Robertcialdini_jan23. Recording Details Influence: Does Your Sales Team Understand It? Are They Using Proven Influence Methods? Speakers: Robert Cialdini Ph.D., President, INFLUENCE AT WORK. LinkedIn's Series B Pitch to Greylock: Pitch Advice for Entrepreneurs. 7.6K Flares7.6K Flares × At Greylock, my partners and I are driven by one guiding mission: always help entrepreneurs.

It doesn’t matter whether an entrepreneur is in our portfolio, whether we’re considering an investment, or whether we’re casually meeting for the first time. Entrepreneurs often ask me for help with their pitch decks. The Stanford Study that just Might Help you Sell More. Three Myths of the “67 Percent” Statistic. Demand Creation Strategies,Executive Edge: CMO. Why Customers Don't Buy - Steve W. Martin. What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One. In SaaS, #1 most common mishire, with a bullet, is the VP/head of sales. Banish Indecision: Three Ways To Get To 'Yes' Insight And Challenging Without Outcomes Is Just Dreaming. Free eBook: 32 Sales Tools for 2013. In December 2012, six experts in the B2B Sales industry came together for a webinar to find 32 of the must have sales tools for 2013. B2B Sellers, Wake Up! Adopt Buyer Experience Management, or Get a Pink Slip from Customer 2.0. Sales 2.0: How Your Business Should Adapt. How B2B Buyers Really Use Social Media: Insights from the 2012 Buyersphere Report.

The annual Buyersphere report from BaseOne, in conjunction with B2B Marketing, Research Now, and McCallum Layton, consists of interviews with B2B buyers who have made actual business purchases in the last 12 months. By asking detailed questions about the actual journey the buyers went through, the report gives what it calls “concrete, reliable findings [that can] be used to convince your clients, persuade your bosses, and defend your decisions”. The full report can be downloaded at (Note: The report surveys buyers in the UK, France, Germany, and Italy so is obviously focused on European buyers, but I believe the insights below are relevant to all markets.) How to Turn a Relationship Into a Sale - Keith Ferrazzi.

McKinsey: 5 winning strategies of the world’s top sales organisations. Pär Edin and his colleagues at McKinsey believe they have identified the five winning strategies that distinguish the world’s leading sales organisations from their also-ran competitors. Pär presented their findings at the excellent recent Sales and Marketing 2.0 conference in London - and showed that we all have the potential to emulate the success of these top performers. The team at McKinsey evaluated the results of over 700 sales projects and identified the companies that consistently delivered industry-leading sales performance - companies that grew their revenues an average of 48% faster and their EDITDA 80% faster than their peer groups over a 5-year period. Jon Ferrara at Sales 2.0 Conference. Social Selling Tactics that Work. How One Company Helps Sales Teams Leverage Their Social Influence. Want to Influence Others- Move to Creation From Need. IBM's Social Selling: The Computer Giant Finds B2B Leads in Social Media.

Selling is Hard Work. OC Sales & Marketing Roundtable. Compliance Is Not The Point Of CRM Systems! Trust: It matters (more than you think) Are your a Value Creator? Top 12 Ways Sales Leverages the Internet « InsideView's Sales Intelligence. Jump-Start the Week with These 10 Sales Posts « InsideView's Sales Intelligence. Logiciel CRM / GRC , Gestion de la Relation Client.

MAI Series: A Sales View of Marketing Automation. The Sales 2.0 Conference. Selling Is Not About Relationships - Matthew Dixon and Brent Adamson. The Case for Sales Intelligence. Get the hottest trends from your friends. How do you decide which customers are more important than others? What Happened To Common Sense? Blogging Innovation » How Top Salespeople are Using Social Media. Seven Personality Traits of Top Salespeople - Steve W. Martin. How do you get a small sales organization to buy in to CRM? Why sales should stop "checking in" and five tips to avoid it. How Sales Intelligence Helps a Hot SaaS Company Boost Sales Productivity.

The Future of Buyer Relationships. There’s More To The Discovery Process Than Identifying Needs!