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.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Sales Hunter

JANUARY 6, 2015

If you truly want to start 2015 with phenomenal momentum, you won’t want to miss the 2015 Virtual Sales Kickoff! Now is the best time of the year to apply new ideas to build your sales for […]. Blog Professional Selling Skills Sales Motivation Sales Training 2015 goals sales motivation webinar'

Webinar Metrics 100

Webinar Metrics Selling Skills Motivation Training 100

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 Pipeline

OCTOBER 9, 2014

I, like many in my profession have a unique perch when it comes to looking at sales. How organizations deal with this is often the difference between great sales companies, and a bunch of also-rans. You know what they said, lack of sales, “and the pipeline is weak going into Q4.” Sales Skills Sales Training Tibor Shanto'

Government 296

Government Face-to-face Incentives Incentive 296

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.

Compensation 386

Compensation Quota Lead Scoring Lead Rank 386

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

Steven Rosen

DECEMBER 3, 2018

Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Score More Sales

JANUARY 14, 2015

Before I say anything, monitor tweets from #Rainmaker2015 and you’ll learn a lot about sales from my smart colleagues who will be presenting all day. If you don’t know what an SDR is, it is a sales development rep – the person who finds the leads all day every day – they are the hardest working position in sales.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

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.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). The businesses who participated all have annual sales revenues between $10M and $1B. Others are predicting a strong 2015 for business as well. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Compensation 198

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Still, other than those opportunities you bring with you, where will your 2015 business come from? This is the final quarter of 2014.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Sales and Marketing Management

OCTOBER 1, 2017

Author: Jason Liu Sales enablement software has been around for a while now. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. I’ve read books and articles and listened to keynote speakers talk about sales talent. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

Hiring 120

Hiring Groups Licensing Pipeline 120

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Sales and Marketing Management

AUGUST 16, 2015

Issue Date: 2015-08-17. Teaser: While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. read more

Training 120

Training Research Meeting Company 120

Sales and Marketing Management

JANUARY 10, 2016

Issue Date: 2015-01-11. Teaser: If training alone was enough to solve the sales challenge, we would see more collective success from sales teams. Training is often thought of as a type of coaching, but they are two very different processes with very different results.

Training 120

Training Coaching Sales 120

Sales and Marketing Management

NOVEMBER 30, 2015

Issue Date: 2015-11-30. Teaser: When it comes to reinforcing what employees have learned through training, many organizations fall down on the job. When it comes to reinforcing what employees have learned through training, many organizations fall down on the job. Author: Shapiro Negotiations Institute. read more

Training 120

Training Negotiation How To 120

Sales and Marketing Management

DECEMBER 18, 2015

Issue Date: 2015-12-18. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. Author: Brian Cleary, Chief Strategy Officer, bigtincan. read more

Training 120

Training How To Competition Meeting 120

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Evaluate your compensation plan.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. What is your plan to get a jump start on 2015? Sales Motivation Sales Training'

Penetration 99

Penetration Exercises Motivation Referrals 99

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

Fashion 104

Fashion Face-to-face Social Media Analytics 104

MTD Sales Training

DECEMBER 18, 2015

It’s coming up to that time of the year where we review what we’ve accomplished in 2015 and look ahead to 2016. To that end, I have created a special report that will help you and your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Report 185

Report Sales 185

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. This gives you MORE sales opportunities than if you did not optimize.

Trade Show 215

Trade Show Company Engineering Compensation 215

Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. Sure enough, the numbers were amazing.

Inside Sales 215

Inside Sales Outside Sales Study Distribution 215

Sales Training Connection

DECEMBER 8, 2014

Sales Training. Unfortunately once decisions are made about the what, how, and when, other important secondary factors impacting the sales training don’t get much attention. One secondary but important factor is: Where will the training be held? Conducting sales training off-site sets a tone from the get-go.

Training 97

Training Face-to-face Proposal Sales 97

Score More Sales

AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. It is an evolution, and now is clearly the time to be thinking about this and planning for Q4 into 2015. The time is NOW to build for the future with your website. Close More Deals.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

The Pipeline

AUGUST 21, 2017

While we can talk about the style of leadership, I think most agree that one of the primary mandates of a sales leader, is to ensure that they equip their team with the best resources; be that IT resources or human resources. As you can see from the infographic below, adding women to your sales team is a no-brainer.

Fashion 205

Fashion Quota Policies Commission 205

The Pipeline

FEBRUARY 15, 2015

Sales Performance Summit. April 6, 2015. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Nearly half of sales reps did not achieve quota over the past few years. JOIN US AT. For Details Click Here.

Sales Methodology 120

Sales Methodology Survey Quota Promotion 120

Sales Hacker

MARCH 30, 2025

Tips for sales leaders Set clear expectations. Equip your team with the right tools (and training!). Align cold calling with broader sales strategies. Tips for sales reps 1. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Invest in platforms and tools that streamline cold calling efforts.

Cold Calling 72

Cold Calling Scale Microsoft Ideal Customer Profile 72

Increase Sales

DECEMBER 30, 2014

This sales leadership temperament of flexible is another one I have yet to encounter. Having a neutral role awareness suggests, those with this sales leadership temperament are good at what they do. (Source: Innermetrix Attribute Index). Note: A special savings of over $100 until 1/31/2015. Neutral Role Awareness.

Sales Leadership 121

Sales Leadership Facebook Sales Training 121

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Survey 120

Survey Sales Management Study Report 120

Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. A well-meaning sales rep can ruin an opportunity by blurting out – trumpeting – all that you do and why you’d be great for them.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223