Essential Sales Books: 7 Must Reads for Every B2B Enterprise Seller
Looking for inspiration that will help you level up? These 7 books promise a solid mix of insight and motivation for every sales pro.
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Sales Podcasts to Listen to Monday - Friday: Elevate Your B2B Selling Game
As B2B sales complexities rise, professionals must adapt swiftly. What better way to ramp up fast than podcasts? Crank up the volume and get ready to learn from these sure-fire hits, curated especially for strategic sellers.
Navigating the CFO’s Mindset: What Every Seller Should Know
Here are some of the key principles sellers should note when engaging financial decision-makers in large enterprises.
Renewals at Risk? Time to Be Proactive
Need help getting proactive to protect your critical accounts? Here's some insight to help you stay ahead of the game.
3 Reasons Elite Sellers Embrace Strategic Relationship Management
Strategic Relationship Management (SRM) is about deepening and expanding your connection with customers by aligning around a clear understanding of their needs. This is in many ways something that the highest performing salespeople have been actively working at for years. So what did they know that other sellers didn’t? And how does SRM technology open new doors for buyers and sellers alike?
Read more: 3 Reasons Elite Sellers Embrace Strategic Relationship ManagementHow Consulting Firms Can Drive Growth Through Targeted Business Development
Sales growth in the consulting industry is under pressure. Costs are rising, and companies are hiring more experts to keep up with demand. But is this enough?
Read more: How Consulting Firms Can Drive Growth Through Targeted Business Development4 Steps to Jumpstart Sales Productivity
Sales reps take heed: One of the greatest predictors of your potential underperformance is the feeling that there isn’t enough time in the day.
Read more: 4 Steps to Jumpstart Sales ProductivityBooking and Leading Meetings that Win Enterprise Deals
Today’s buyers are busy and bombarded with outreach—so how do you stand apart from other sellers? Relevant messaging content and strategic processes are key to booking meetings, growing pipeline and impacting KPIs.
Read more: Booking and Leading Meetings that Win Enterprise DealsGrow Pipeline in a Shaky Economy
During periods of uncertainty, GTM teams must align solutions with buyers’ specific needs and priorities, quickly and at scale. In other words, to grow pipeline in a shaky economy, you need to work faster and smarter.
Read more: Grow Pipeline in a Shaky EconomyHow to Succeed at Sales Transformation
Over the last fifteen years, I’ve directed dozens of large-scale sales transformation initiatives with companies of all sizes. Here’s one truth I’ve learned: While operational transformations can be tough for any business department, B2B sales organizations often struggle more than others—particularly when implementing new technology.
Read more: How to Succeed at Sales TransformationState of Sales Leadership: Metrics that Matter Most
We asked more than 300 sales execs about which KPIs are commanding their attention, which solution priorities matter most to the effectiveness of their teams, and where they’re seeing the greatest challenges in tackling those priorities. Our goal was to get a better idea of what today’s sales leaders believe they need in order to elevate team performance and reach critical objectives.
Read more: State of Sales Leadership: Metrics that Matter MostHow to Find Winnable Deals: The Intelligent Enterprise Seller's Playbook
The Intelligent Enterprise Seller’s Playbook, a framework inspired by the folks at Emergence, can help sales teams instantly recognize winnable deals and spot new opportunities to fill pipeline. The key is real-time data — not just getting a hold of it once, but using it in the right way to derive, and then act on, insights you won’t find anywhere else.
Read more: How to Find Winnable Deals: The Intelligent Enterprise Seller’s PlaybookDon't Blame the Economy, Get Your Deals Back on Track
Sales professionals—and sales leaders in particular—don’t have to accept deal delays during an economic slump. Here are some important strategies to help you successfully safeguard your accounts and maintain pipeline.
Read more: Don’t Blame the Economy, Get Your Deals Back on TrackTake Sales Seriously
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