Sales and Marketing Management

JULY 31, 2016

Issue Date: 2016-08-01. Sales managers can help make this happen by employing the right tools for their teams – tools that simplify the sales process instead of making it more complex. Author: Reza Mohsin, CEO of Speakeasy. read more

Sales Management 136

Sales Management Tools Sales Process Sales 136

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

Sales and Marketing Management

JANUARY 11, 2016

Issue Date: 2016-01-01. Teaser: How are top sales managers responding to help their sales reps in the year ahead? How are top sales managers responding to help their sales reps in the year ahead? Author: Walter Ruckes, VP of client services, BI WORLDWIDE.

Sales Management 120

Sales Management Tools Sales 120

Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Did it achieve your goals for 2016? Do you have a recruiting marketing plan in place?

Sales Management 85

Sales Management Hiring Compensation Quota 85

Sales and Marketing Management

JULY 26, 2018

Compare that to 2016, when CRM penetration surged to 74 percent but goal attainment dropped to 55.8 percent, and it’s clear that data by itself is not the key to sales success. This creates a new challenge for sales management: how do you train your sales team? including the B- and C-players?—?to

Training 206

Training Penetration Government CRM 206

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota.

Hiring 214

Hiring Account SalesForce Quota 214

Increase Sales

NOVEMBER 30, 2012

According to some just released research by YP , local search is growing exponentially and changing the way for small businesses to market their solutions. ” The local search market is projected to nearly double from its revenue of $5.7B Many small businesses are putting together marketing budgets for 2013.

Small Business 133

Small Business Small Business Retail Engineering 133

Steven Rosen

NOVEMBER 23, 2015

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. The other reality is that 2016 is only 36 days away. When I was running a sales force I was equally highly focused on finishing the year off and starting the next year even stronger.

Consumer 120

Consumer Analysis Territories Account 120

Sales and Marketing Management

APRIL 17, 2016

Issue Date: 2016-04-18. Author: Tom Searcy, CEO of Hunt Big Sales. Teaser: The role of a sales manager is messier and more complex than ever. Sales leaders have to deal with numerous additional factors beyond motivating and rewarding the sales force. read more

Sales Leadership 120

Sales Leadership Motivation How To Strategy 120

Sales and Marketing Management

APRIL 8, 2016

Issue Date: 2016-04-09. Teaser: Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling. Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling. read more

Strategy 120

Strategy Sales Management Sales 120

Sales and Marketing Management

FEBRUARY 11, 2016

Issue Date: 02-11-2016. Teaser: The sales manager sits right in the gap between the recognition provided by the comp system and the needs of an individual sales rep. Unfortunately, many recognition efforts by managers are misguided and wind up being a waste of time and effort. Author: Paul White, Ph.D. read more

System 120

System Sales Management Sales 120

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

Sales and Marketing Management

JUNE 13, 2016

Issue Date: 2016-06-13. Teaser: Millennials thrive in a team environment and are adept at problem solving through collaboration with others such as fellow salespeople and sales managers. Author: Max Cates. The days of the lone wolf road warrior may be a thing of the past, as this new generation becomes full-time salespeople.

Sales Coaching 120

Sales Coaching Coaching Sales Training 120

Sales and Marketing Management

MARCH 5, 2020

Author: Leeatt Rothschild Sales managers are racing to hit their 2020 goals, which are likely higher than last year’s. It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate.

Incentives 204

Incentives Incentive Commission How To 204

No More Cold Calling

APRIL 1, 2016

To express my gratitude and celebrate this milestone, I am offering my No More Cold Calling book for 99 cents from the Kindle store for one day only: April 14, 2016. Then they write and tell me their sales organizations have been transformed, with a close rate of well more than 50 percent. But sales reps have work to do as well.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

Sales and Marketing Management

MAY 1, 2017

Author: Erica Abt One of the most common complaints of frontline sales managers is employee turnover. After pouring loads of time and effort into onboarding, coaching, and engaging sellers on their team, frontline managers feel defeated when they hear “I’m leaving.” Bad Leadership.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Partners in Excellence

JUNE 5, 2016

The past couple of weeks, I’ve pretty much focused on the launch of Sales Manager Survival Guide. In the first 24 hours after the release, the book hit the number 1 spot on Amazon’s “Hot New Books In Sales And Marketing.” Here are several: James Muir wrote: How To Rock As A Sales Manager.

Relationals 48

Relationals Sales Management Resources Account 48

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

No More Cold Calling

OCTOBER 13, 2016

These dire predictions can be troubling for the American worker, but perhaps less so for sales professionals who have become accustomed to hearing warnings about their job security for over a century. Here are five reasons you will not be replacing your sales reps with robots anytime soon: 1. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Your Sales Management Guru

NOVEMBER 16, 2015

Sales Compensation Planning for 2016. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you. Once that step is taken, you can take a free sales compensation “assessment” on Acumen’s website.

Compensation 40

Compensation Hiring Margin Objections 40

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 170

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 170

Sales Training Connection

JANUARY 13, 2016

Front-line sales management engagement. Front-line sales managers are the pivotal job for driving sales success. It is, therefore, critical that the instructional design for each event and the pre- and post- activity actively engage the front-line sales managers. ©2016 Sales Momentum, LLC.

Buyer 50

Buyer Training Meeting Face-to-face 50

Sales Training Connection

NOVEMBER 10, 2016

The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. These efforts tend to be laser focused on helping sales reps enhance their ability to sell more effectively. Help front-line sales managers be a filter not a funnel.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

No More Cold Calling

AUGUST 31, 2017

Rather, it’s a step, an action, a conversation missed earlier in the sales process. If you believe that video is the end-all, be-all for sales training and content marketing, you’re mistaken. percent of sales reps made quota in 2016. The problem is that many sales managers were raised in Sales 1.0

Referrals 149

Referrals Cold Calling Account Video 149

Hubspot Sales

MAY 3, 2021

The new application is a part of LinkedIn's Sales Solutions suite and can only be purchased by users who already leverage LinkedIn Sales Navigator — another program in the Sales Solution portfolio, dedicated to helping users find prospects via LinkedIn business and engagement data. What can you do with LinkedIn Sales Insights?

LinkedIn 135

LinkedIn Buyer Persona Microsoft Analytics 135

Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! Development of a Sales Plan for the new year with quarterly objections/goals.

Sales Management 40

Sales Management Hiring System Revenue 40

SalesFuel

AUGUST 9, 2024

The 2024 election season’s advertising spend is going to be nearly $8 billion more than 2016’s, according to AdImpact. Photo by: Phillip Goldsberry SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Advertising 104

Advertising Advertising Ideal Customer Profile Hiring 104

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Become a Detective : In sales management workshops we always talk about inspect what you expect.

Sales Management 52

Sales Management Hiring Call-back System 52

Sales Training Connection

OCTOBER 4, 2016

If not you will end up with everyone doing their own thing and having a fair number of sales reps being less effective than they could be if you pursued a systematic approach to improving the sales process. Today companies in most markets are undergoing transformational changes. ©2016 Sales Momentum ® LLC.

Sales Process 113

Sales Process Scale Territories Sales 113

Sales Training Connection

AUGUST 17, 2016

Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. So, if you are a sales manager, how do you move from here to there – from being okay to being outstanding?

Sales Management 50

Sales Management Scale Pivotal Sales Leadership 50

Bernadette McClelland

JANUARY 15, 2017

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred. Marketing has also impacted the sales landscape.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

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 107

Fashion Face-to-face Social Media Analytics 107

Sales Hacker

FEBRUARY 7, 2018

An increase in Market Size – Every seller now operates in a global marketplace with 10x more buyers, and buyers more accustomed to buying from remote providers. A compressed Sales Cycle – Today’s B2B customers buy a lot faster than ever before. In 2015 Randy had kept pace with the growth in the market.

Scale 101

Scale Lead Rank Sales Qualified Lead Hiring 101

Hubspot Sales

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Jobs in sales: Sales development rep (SDR). Account Manager. Sales Engineer. Sales Manager. Director of Sales. VP of Sales.

Hiring 145

Hiring Salary Engineering Compensation 145

Sales Hacker

OCTOBER 30, 2018

She was recognized as a leading sales mentor by Women in Sales North America. She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. She’s a sales leader with an accomplished background at several tech startups.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

No More Cold Calling

JULY 21, 2016

Convert sales prospects into clients more than 50 percent of the time (typically more than 70 percent). Referral selling is the biggest competitive weapon of any sales organization. Sales managers must coach and reinforce referral skills to ensure it becomes a habit. Where to Start? Connect with No More Cold Calling.

Referrals 120

Referrals Strategy Scale Decision Maker 120

Hyper-Connected Selling

DECEMBER 13, 2016

As I continue to work with sales professionals, business owners, and entrepreneurs, I’ve found just how important this planning is for success. In 2016, both holidays fall on the weekend so there is a full work week between the two. Perform a post mortem on 2016. The Black Hole between Christmas and New Years. What went well?

Networking 45

Networking Ideal Customer Profile How To LinkedIn 45