Understanding the Sales Force

SEPTEMBER 10, 2020

In both 2012 and 2016, companies everywhere were telling salespeople, "We're going to wait until after the election." There are 8 months left on the lease so it would be completely reasonable for you to say, "Sounds good. Let's make that change when the lease comes to an end in 8 months.".

Company 271

Company Fashion Sales Consultative Selling 271

The Sales Hunter

NOVEMBER 17, 2015

I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Learn the 2016 company objectives for each of […]. Below are the 10 that I definitely think you should not overlook: 1.

Account 80

Account Objections Company Forecasting 80

Sales and Marketing Management

OCTOBER 20, 2016

Issue Date: 2016-10-21. Author: Chris Benedetto, Director of Marketing, Sales Automation, Pegasystems. Teaser: Sales, marketing, customer service and onboarding/operations functions are often running as disparate business systems that are not conducive to creating the holistic experiences that today’s customers expect.

Customer Service 233

Customer Service Sales Automation System Positioning 233

Sales and Marketing Management

APRIL 21, 2016

Issue Date: 2016-03-01. Author: Stu Heinecke. Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. read more

Meeting 226

Meeting Referrals Marketing Influencer 226

Sales and Marketing Management

OCTOBER 5, 2016

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry, including IMEX America, which is scheduled for Oct. 18-20 in Las Vegas. 18-20 in Las Vegas.

Meeting 227

Meeting Incentive Incentives Travel 227

Steven Rosen

NOVEMBER 14, 2021

Top companies are already building tactical plans to hit the road running in 2016. The sales rep should have a clear idea of any new marketing programs available to help kick off Q1 and know which customers they need to be seeing in the first week of the year.

Consumer 374

Consumer Analysis Territories Account 374

SBI Growth

DECEMBER 25, 2013

Digital marketing investment will exceed 50% of total program budget by 2016. Fragmented marketing IT point products and low adoption rate will inhibit companies'' ability to win customers. Buyers are evolving their purchase practices faster than vendors are changing their marketing practices.

B2B 325

B2B Enterprise Enterprise Analytics 325

Sales and Marketing Management

SEPTEMBER 12, 2016

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Effective team building has a definitive purpose and delivers a takeaway. It steers clear of anything that could be categorized as “forced fun.” ” Too many companies are still figuring this out. Effective team building has a definitive purpose and delivers a takeaway.

Company 204

Company 204

Score More Sales

NOVEMBER 9, 2016

The night before the 2016 Presidential election, Gary Vaynerchuk, business mogul, investor, author, and top keynote speaker gave a keynote at INBOUND. It was a coincidence that INBOUND, a large annual marketing conference - started on election day this year. By the time the keynote began at 6PM, voting had been going on all day.

Inbound 204

Inbound Conference Marketing B2B 204

Sales and Marketing Management

OCTOBER 6, 2016

Issue Date: 2016-10-07. Author: Bill Blades. Teaser: According to one survey, nearly 9 in 10 managers become such without any prior management training. No wonder so many managers fail to deliver value to those they manage. Here are some "musts" that sales managers have to bring to the table.

Sales Management 208

Sales Management Survey Training Sales 208

Sales and Marketing Management

JUNE 26, 2016

Issue Date: 2016-06-27. Author: David Halberstam. Teaser: The gutters of sales roads are littered with victims and quitters, beginners who embarked and just couldn’t endure the strains. The ones who persevere and come out on top build a mental firewall, stopping pessimism from overpowering them.

Sales 205

Sales 205

The Pipeline

NOVEMBER 12, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities.

Maximizer 120

Maximizer Closing Opportunity Marketing 120

Sales and Marketing Management

NOVEMBER 6, 2016

Issue Date: 2016-11-01. Author: Jill Konrath. Teaser: As a sales leader, increasing your team’s productivity is one of your biggest challenges. Growing revenue without adding salespeople can seem like an insurmountable task. However, there are a whole slew of actions you can take to give your reps more customer-facing time.

Face-to-face 204

Face-to-face Revenue Customer Sales 204

Sales and Marketing Management

SEPTEMBER 25, 2016

Issue Date: 2016-09-26. Author: Dave R. Teaser: In the movie “The Martian,” Matt Damon’s character, Mark Watney, has extremely limited resources and one slip could be the difference between survival and failure. The same is true of many channel partners who teeter on the very edge of business survival.

Vendor 217

Vendor Channels Resources 217

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. Pain point #3: Difficulty tracking digital marketing/advertising efforts. Customer experience solutions.

Trends 184

Trends Advertising Advertising Survey 184

Steven Rosen

AUGUST 11, 2017

His Blog – The Sales Management Blog and his book 52 Sales Management Tips – The Sales Managers Success Guide have respectively been recognized in the Top 50 Sales Blogs 2016 and Top 50 Sales Books 2016. Steven has developed a proven formula for helping his clients develop their people, execute and drive more sales.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Sales and Marketing Management

MAY 26, 2016

Issue Date: 2016-05-26. Author: Scott Benedetti, VP of Sales, The Pedowitz Group. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization.

Lead Rank 200

Lead Rank Lead Scoring Scale Revenue 200

Sales and Marketing Management

SEPTEMBER 21, 2020

In 2016 she founded Packed with Purpose , a corporate gifting company that embeds social impact into the everyday act of gift-giving, from empowering underserved women with job skills to supporting sustainability efforts. Leeatt Rothschild has over 15 years of experience at the intersection of business, sustainability, and brand purpose.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Sales and Marketing Management

OCTOBER 4, 2016

Issue Date: 2016-10-05. Author: Jeev Trika. Teaser: Online reviews and rankings connect with so many disciplines – marketing, hospitality and, increasingly, lawyers and legislators – that virtually everyone now has a stake in them.

Company 204

Company Strategy Relationals Data 204

Zoominfo

JUNE 20, 2019

YouTube Live was the largest streaming service until early 2016, but ceded some ground to Facebook Live and Meerkat by the end of the year ( source ). 36% of internet users said they watched live video as of November 2016 ( source ). 81% of internet and mobile audiences watched more live video in 2016 than in 2015 ( source ).

B2B 198

B2B Marketing Facebook Social Media 198

DiscoverOrg Sales

DECEMBER 13, 2017

By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. The results here are taken from a single survey sent out multiple times during 2016 and 2017, and collected primarily from the mid- to high-level managers of IT departments.

Trends 181

Trends Survey Wireless Data 181

Sales and Marketing Management

OCTOBER 27, 2016

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Companies have incorporated play (aka teambuilding ) into a broad range of employee training and retention strategies. How your team receives teambuilding has a lot to do with how relevant it is to their work.

Retention 180

Retention Training Strategy Company 180

Sales and Marketing Management

MARCH 9, 2016

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Could there be a Sales & Marketing Management Bump?

Leads 189

Leads Marketing Qualified Lead Meeting Marketing 189

Sales and Marketing Management

AUGUST 23, 2017

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 percent of businesses making them a priority. As the old saying goes, people leave managers, not companies.

Sales Management 196

Sales Management Study Influencer Sales Coaching 196

No More Cold Calling

OCTOBER 6, 2016

According to the 2016 “ Sales Performance Optimization Study ” from CSO Insights, the top four sales execution challenges and barriers are: Inability to generate enough qualified leads (53.3%). However, a few critical sales challenges still remain. Difficult competitive differentiation (41.3%).

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

No More Cold Calling

JULY 13, 2017

In our 2016 Sales Enablement Optimization Study, we found that a formal or even dynamic coaching process helped more salespeople to achieve their quota (by 10%), and win rates for forecast deals could be improved even more, by 28%.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Zoominfo

MARCH 17, 2021

Prior research from ZoomInfo showed data privacy projects rose 2,200% from 2016 to 2019 , so it’s no surprise to see these efforts continue to prompt significant IT budget investment.

Company 324

Company ROI Survey Face-to-face 324

Sales and Marketing Management

AUGUST 14, 2016

Issue Date: 2016-08-15. Author: Eric Blumthal. Teaser: Moving your middle performers up a notch represents your most significant revenue opportunity. Imagine if you could improve all your C and B performers by a half or full letter grade.

Revenue 180

Revenue Opportunity Sales 180

No More Cold Calling

MARCH 25, 2021

In 2016, Cynthia Barnes created the National Association of Women Sales Professionals (NAWSP). More Trailblazers for Women Sales Leaders. I am privileged to know two women who created something that didn’t exist. They found a need and created a solution. Amazing, Remarkable, Gutsy.

Hiring 379

Hiring eBook Cold Calling Scale 379

Sales and Marketing Management

NOVEMBER 10, 2016

Issue Date: 2016-11-11. Author: Michael Dermer. Teaser: How you take care of your employees tells more about your company and you as a leader than anything. Commitment to your people helps drive their commitment to the vision and creates ambassadors for your company, so when you or your company is criticized, they will defend you.

Company 174

Company 174

Zoominfo

JUNE 18, 2019

as of April 2016—an all-time high since 2000 ( source ). In 2016, 4x more employers increased full-time headcount than employers who decreased their headcount ( source ). . $4,000 is the average amount U.S. companies spend to fill an open position ( source ). 85 million jobs were unfilled in the U.S.

Social Media 248

Social Media Report LinkedIn Positioning 248

Sales and Marketing Management

DECEMBER 28, 2016

Issue Date: 2016-12-28. Author: Anna Johansson. Teaser: More than half of the nation will make goals to improve their health and wellbeing in the new year. It’s the perfect time for you to make some resolutions for your business. More than half of the nation will make goals to improve their health and wellbeing in the new year.

B2B 166

B2B Sales 166

Zoominfo

JUNE 19, 2020

GDPR was adopted in 2016 and went into effect in May 2018. Although there were mentions of data and privacy in 2016 and 2017, once GDPR went into effect in 2018, the number of upcoming projects involving data privacy increased greatly; the number of these Scoops jumped 2,200% from 2016 to 2019. The results were notable.

Data 162

Data Relationals Case Study Face-to-face 162

Steven Rosen

MAY 10, 2017

In 2016 only 1/3 of sales managers received any training on hiring vs 49% in 2015. Most CSO’s would agree with this, but they are not sure what to do about it. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills.

Webinar Metrics 260

Webinar Metrics Sales Management Hiring Training 260

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

MAY 23, 2016

Issue Date: 2016-05-23. Author: David Yesford, Wilson Learning Worldwide. Teaser: For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes.

Lead Rank 185

Lead Rank Lead Scoring Report Revenue 185