Understanding the Sales Force

MAY 1, 2014

If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide. Although that was the original plan in 2006, it is no longer on my radar. Train, coach, train and coach some more.

Hiring 222

Hiring Webinar Metrics Channels Policies 222

DiscoverOrg Sales

SEPTEMBER 12, 2018

Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it. December 29, 2006: Kobe Bryant and the Lakers are playing the Charlotte Bobcats. Watch the video here or on YouTube , or read on. The whole team will lose.

Retention 185

Retention Data Video Gatekeeper 185

Fill the Funnel

MAY 26, 2014

The later release of GoToWebinar (GTW) in 2006 and GoToTraining in 2010 expanded GoToMeeting capabilities to accommodate larger audiences. This service is free, offering unlimited viewers, live video feeds for up to 10 speakers, automatic recording in HD of the event and storage in your YouTube channel automatically.

Webinar Metrics 118

Webinar Metrics Tools Skype Google 118

Pointclear

SEPTEMBER 6, 2012

Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. That can be through any number of channels. Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps. How can I make my salespeople experts?

Buyer 154

Buyer Social Media Hiring Inbound 154

Hubspot Sales

APRIL 6, 2020

The next step is to develop a training and onboarding program that will prepare them to start selling effectively and efficiently, followed by a compensation and rewards plan that will motivate them to continue performing. Train the sales team by making them wear customers’ shoes. Demand Generation. Time to track! Work ethic.

Webinar Metrics 144

Webinar Metrics Hiring Strategy Inbound 144

The ROI Guy

MAY 4, 2006

A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. What can sales teams expect for the rest of 2006? billion in 2006, up 8% from 2005.

Marketing 40

Marketing Vendor Survey ROI 40

SalesLoft

JUNE 16, 2016

Enabled by rigorous training, a depth of knowledge and next-generation tools, SDRs will become a channel for valuable content all their own. It’s a lot less impressive that it takes Kobe Bryant 20 shots to score 10 points at the end of his career in 2016, when it only took him 10 shots to do the same thing during his prime in 2006.

Account Based Marketing 52

Account Based Marketing SalesForce Lead Rank Analytics 52