The Pipeline

DECEMBER 17, 2014

About a month ago I had the privilege to be part of a great panel exploring key issues sales leaders need to not just think about, but act on in preparing for a successfully 2015. The panel included: Lori Richardson – Score More Sales. Lee Salz – Sales Architects. By Tibor Shanto - tibor.shanto@sellbetter.ca .

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Hiring Sales Management Top of Funnel Video 257

The Pipeline

DECEMBER 22, 2014

Sales is right in there like a, a, a, “wanna go play outside?” So what does 2015 hold for sales? Apps for sales and sellers will continue to grow, as will the confusion around them. According to a recent press release from Accenture titled: Mediocre Performance by a Majority of Sales Representatives Cost Companies 3.2

Data 275

Data Cold Calling Social Selling Quota 275

Understanding the Sales Force

DECEMBER 10, 2014

These are the most important issues for salespeople, sales managers and sales leaders, as well as their CEOs as we head into 2015. As I click on the links to these articles, they are truly the best of 2014, a treasure trove of sales, sales management, and sales leadership content. Please Enjoy!

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Sales Leadership Sales Management Industry Sales 259

The Pipeline

NOVEMBER 26, 2014

Yes it is that time of year again, time for the Art Of Sales in Toronto, and while January may seem a bit away, it’s not, and now is the time to plan ahead. The Art of Sales Conference – Toronto. Join us for Canada’s top sales event returning this January 26 th , 2015. Now here is all you need to know.

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Conference Journal Microsoft Loyalty 255

The Pipeline

DECEMBER 19, 2014

Whether you are having a company sales kick of or not, if you are in the Toronto area on January 26th, 2015, you should attend The Art Of Sales , and kick your sales year off with some great presenters focused on helping you and your 2015 sales. Enhance sales rep productivity. ADDED BONUSES!!

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Conference Social Media Trends Competition 243

Understanding the Sales Force

JANUARY 9, 2025

In 2015, I wrote about my encounter with Chris Cagle, but that article was about how he was opening doors for the new business he had launched. If you play your cards right, follow the sales process and use a consultative approach, they may not need to talk with anyone else!

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Airlines Decision Maker Call-back Vendor 173

SBI Growth

SEPTEMBER 20, 2014

Top performing sales professionals inherently know the strategic importance of selling value. The value of a sales professional becomes nonexistent in customer eyes. The value of a sales professional becomes nonexistent in customer eyes. sales strategy Sales Rep Resources' Products and services get commoditized.

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Strategy Lead Scoring Lead Rank Resources 292

Bernadette McClelland

JANUARY 13, 2015

2015 Sales Jumpstart Series: Switching Gears in 3 Simple Steps You don’t have to be blind Freddy to notice that the sales landscape is changing at an accelerated pace and has no intention of slowing down. * The post 2015 Sales Jumpstart Series: Switching Gears in 3 Simple Steps appeared first on Bernadette McClelland.

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Intent Sales 150

Understanding the Sales Force

DECEMBER 8, 2014

Here are some funny examples: sales assessment Dave Kurlan sales recruiting Sales Candidate hiring salespeople sales test personality test interviewing salespeople' I can usually determine, just from the comment of the email, exactly who, by title, must have sent it to us.

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Hiring Exact Examples Sales 287

Bernadette McClelland

JANUARY 4, 2015

2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Leadership Sales' Ground plans have been sorted, territories allocated, budgets have been set. […].

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Revenue Territories Sales 150

SBI Growth

SEPTEMBER 16, 2014

You’ve prepared for 2015. The sales strategy is set. The new compensation plan aligns with your sales strategy. sales strategy Sales Leader sales execution Small Company Sales Leader Resources' Your team must execute the plan. You’ve defined your market and key buyers.

Compensation 296

Compensation Maximizer Resources Strategy 296

SBI Growth

SEPTEMBER 15, 2014

Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Each needed help developing their 2015 sales strategy. Both were asked how they enable their sales guys to be successful. Who is training and who is enabling?

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Training Sales Enablement Sales Operations Coaching 302

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. Reaction alone is a poison that slowly kills sales leaders. This post is for Sales Leaders to plan for success in 2014 and beyond. HR and Sales Ops leaders are called on to help enact the plan – and remind Sales leaders of the plan. Finalizing the 2015 Sales Strategy.

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Hiring Face-to-face Energy Call-back 280

Steven Rosen

NOVEMBER 14, 2021

Sales Eagles Soar Turkeys to Get Consumed. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force , I was equally focused on finishing the year off and starting the next year even stronger.

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Consumer Analysis Territories Account 374

No More Cold Calling

MARCH 14, 2019

When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. That prompted me to write “ Men with Daughters Get It ” in honor of International Women’s Day 2015. Since then, I’ve spent a lot of time reading, writing, and talking about women in sales.

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Cold Calling Hiring Decision Maker Sales Qualified Lead 322

Understanding the Sales Force

DECEMBER 15, 2014

Do you have a really good way to determine whether your sales recruiting process works the way it should and will work going into next year? sales assessment Dave Kurlan sales candidates sales selection objective management group' sales assessment Dave Kurlan sales candidates sales selection objective management group'

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Hiring Groups Objections Sales 231

Pointclear

OCTOBER 16, 2014

I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales' This new paper will be delivered in January, and I know.

Survey 235

Survey PointClear Lead Generation Study 235

The Pipeline

SEPTEMBER 3, 2014

We are about to enter the silly season in sales, the run up to the end of the year. As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015. Social Sales. Modern Sales. Smart sales is an ‘and’ not an ‘or.’

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Top of Funnel Closing Guarantee Funnel 306

SBI Growth

SEPTEMBER 11, 2014

This is the time of year leaders begin to plan for 2015. Did your team provide enough leads for your sales leader? There is one month left in Q3. As you look back on 2014, did your marketing team accomplish their goals? As you review your performance, and contemplate next year, you have two choices.

Leads 306

Leads Marketing Qualified Lead Strategy Marketing 306

Steven Rosen

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. If you want your sales team to perform and perform well, you need to give them the gift of focus.

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Compensation Quota Lead Rank Lead Scoring 386

No More Cold Calling

FEBRUARY 12, 2015

LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders. And with the New Year in full swing, there are several great ebooks circulating in sales communities. One of my favorites: “10 Ways to Gain a Competitive Edge in 2015” by LiveHive and Top Sales World.

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Hiring eBook Cold Calling Small Business 120

Understanding the Sales Force

JANUARY 28, 2015

As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. The concept of being prepared is very misunderstood in sales. Dave Kurlan sales presentation sales preparation' Here''s why.

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Course Sales 120

Score More Sales

JANUARY 5, 2015

It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. This is a sales lesson for everyone. Increase Opportunities.

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Sales Qualified Lead Lead Scoring Lead Rank Referrals 120

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. Sales AI doesn’t have the same advantage. You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. But will sales AI actually replace us? Not so fast.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

The Sales Hunter

DECEMBER 14, 2014

You’ll be amazed at what you accomplish, and you will build momentum to get 2015 off to a great start. Blog Professional Selling Skills Sales Motivation sales motivation video' Now is the time to go full throttle through the end of the year. Check out the video […].

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Motivation Video Selling Skills Sales 214

The Pipeline

DECEMBER 25, 2014

From everyone at Renbor Sales Solutions , to you and yours, a Merry Christmas, and a healthy and profitable 2015! Tibor Shanto.'

Sales 255

Sales 255

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

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Sales Enablement Collateral Decision Maker Study 295

Steven Rosen

MAY 10, 2017

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills. Sales Management Challenges.

Webinar Metrics 260

Webinar Metrics Sales Management Hiring Training 260

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. However, a few critical sales challenges still remain. In 2015, 43.6

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

The Pipeline

SEPTEMBER 15, 2014

Delegate – A lot of sales people have a Superman complex, they feel they have to do it all themselves, “no one is as capable as I am”. As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. A variation on the delegate route, is automation.

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Outsourcing Services Closing Hiring Social Selling 306

Score More Sales

DECEMBER 22, 2014

How different would it be to begin 2015 with some solid appointments and opportunities rather than a blank slate? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The post Sales Prospecting in Beast Mode appeared first on Score More Sales. Increase Opportunities. Close More Deals.

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Prospecting Ideal Customer Profile Decision Maker Twitter 262

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

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Sales Management Hiring Inside Sales Cold Calling 257

Sales and Marketing Management

MAY 20, 2016

Issue Date: 2015-05-20. Teaser: More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability. More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability.

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Survey Closing Sales 189

Sales and Marketing Management

JANUARY 16, 2019

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. Sales is no longer conducted exclusively by salespeople. What Is Omni-Channel? Omni-Channel Fundamentals.

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Channels Social Media Consumer Lead Rank 259

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Today you are more than a sales rep.

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Sales Goal Meeting Trade Show Ideal Customer Profile 312

Sales and Marketing Management

MARCH 9, 2016

Teaser: Could there be a Sales & Marketing Management Bump? Only a few months after appearing in a feature on unique meeting venues in the March/April 2015 issue of this magazine, Randy Stenger, CEO and founder of Extreme Sandbox in Hastings, Minnesota, was selected to be on the ABC hit TV show “Shark Tank.”

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Marketing Qualified Lead Leads Meeting Marketing 189