Sales and Marketing Management

JULY 26, 2018

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. Before that happens, though, the AI has to be trained?—? Additional data sources.

Training 206

Training Penetration Government CRM 206

DiscoverOrg Sales

JANUARY 6, 2017

Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

Steven Rosen

AUGUST 23, 2016

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Companies continue to struggle to meet their sales objectives.

Report 120

Report Sales Management Hiring Selling Skills 120

Sales and Marketing Management

OCTOBER 6, 2016

Issue Date: 2016-10-07. Teaser: According to one survey, nearly 9 in 10 managers become such without any prior management training. Here are some "musts" that sales managers have to bring to the table. According to one survey, nearly 9 in 10 managers become such without any prior management training. read more

Sales Management 208

Sales Management Survey Training Sales 208

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 In addition, the same study found sales training was the most popular sales enablement service.

Sales Management 196

Sales Management Study Influencer Sales Coaching 196

Sales and Marketing Management

JULY 28, 2016

Issue Date: 2016-07-29. Teaser: Most training focuses on learning objectives as the outcome. Who cares if you have the smartest sales pros on the planet and they don't put what they know into practice? Most training focuses on learning objectives as the outcome. Author: Dan Siedman. Learning objectives? read more

Training 120

Training Objections Sales 120

Sales and Marketing Management

APRIL 13, 2016

Issue Date: 2016-04-13. Teaser: Traditional one-off product sales training is no longer adequate. Traditional one-off product sales training is no longer adequate. Traditional one-off product sales training is no longer adequate. Author: RK Prasad, Co-Founder and CEO, CommLab India. read more

Training 120

Training Sales 120

Sales and Marketing Management

DECEMBER 19, 2016

Issue Date: 2016-12-19. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture. Many companies trying to improve sales productivity are going about it the wrong way.

Coaching 120

Coaching Training Sales Enablement Sales 120

Sales and Marketing Management

JANUARY 8, 2016

Issue Date: 2016-01-08. Teaser: The training industry is in a state of constant evolution as corporate travel budgets shrink and the use of technology grows. The training industry is in a state of constant evolution as corporate travel budgets shrink and the use of technology grows. Author: Shapiro Negotiations Institute.

Trends 120

Trends Training Travel Negotiation 120

DiscoverOrg Sales

OCTOBER 30, 2017

Sales is the great equalize r: It’s a meritocracy. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer. She WAS our first woman in the sales department. I graduated from college in 2016, which means I haven’t been in this industry very long. Do you like sales?

eBook 122

eBook Travel Exercises Sales 122

Sales and Marketing Management

OCTOBER 27, 2016

Issue Date: 2016-09-01. Teaser: Companies have incorporated play (aka teambuilding ) into a broad range of employee training and retention strategies. Companies have incorporated play (aka teambuilding ) into a broad range of employee training and retention strategies. Author: Paul Nolan.

Retention 180

Retention Training Strategy Company 180

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

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. percent of sales reps made quota in 2016. The problem is that many sales managers were raised in Sales 1.0 They don’t have the skills or tools for success in a Sales 3.0

Hiring 214

Hiring Account SalesForce Quota 214

John Barrows

DECEMBER 1, 2016

[…] The Filling The Funnel Blog […].

Top of Funnel 104

Top of Funnel Training Funnel Sales 104

Sales and Marketing Management

JUNE 8, 2017

Additionally, sales and employee programs tend to outpace channel and customer programs in their use of individual travel regardless of company size. Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel.

Travel 205

Travel Incentive Incentives Lead Scoring 205

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. And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems.

Trends 181

Trends Survey Wireless Data 181

Understanding the Sales Force

DECEMBER 20, 2016

The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us! A very nice way to end 2016!

Webinar Metrics 120

Webinar Metrics Groups Objections Tools 120

DiscoverOrg Sales

AUGUST 19, 2016

Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1. Learn How to Message and Motivate Like Sales and Marketing. Recruiters have a tough task to act as both a marketer and sales rep- attracting candidates and closing the deal! How Can You Improve Your Strategy?

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

SBI

OCTOBER 5, 2017

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% Tying strategy to the sales process.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

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 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

Sales and Marketing Management

NOVEMBER 24, 2016

Issue Date: 2016-11-01. Teaser: Sales discussions and training are frequently focused on gaining new business. Sales discussions and training are frequently focused on gaining new business. Author: Tim Riesterer, Chief Strategy Officer, Corporate Visions. read more

Training 149

Training Strategy Customer Sales 149

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

MTD Sales Training

JANUARY 3, 2016

I hope you had a fantastic Christmas and welcome to 2016! Working in sales can take its toll over the year so I always use the. [[ This is a content summary only. If you’re like me, I have been champing at the bit to get back! Visit my website for full links, other content, and more! ]].

Sales 120

Sales Motivation 120

Sales and Marketing Management

FEBRUARY 12, 2016

Issue Date: 2016-02-12. Teaser: It’s possible (even easy) to measure and predict sales reps natural abilities before you hire them. When considering why sales reps struggle in a solution sales rep role, consider that it might be the person selling before spending time and money on training that will have little or no impact.

Hiring 120

Hiring Analytics Training Sales 120

Steven Rosen

AUGUST 22, 2016

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Certainly, many new sales managers fail.

Sales Management 120

Sales Management Promotion Sports Territories 120

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 Training Connection

JANUARY 13, 2016

They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. Sales training design. Stepping-stone approach.

Buyer 50

Buyer Training Meeting Face-to-face 50

Sales and Marketing Management

MARCH 20, 2016

Issue Date: 2016-03-21. Teaser: Video is a key emerging medium for businesses to address collaboration and training challenges in today's distributed, digital landscape. Here's how video can help bridge the gap between sales and marketing. Here's how video can help bridge the gap between sales and marketing.

Video 120

Video Distribution Marketing Retention 120

No More Cold Calling

JULY 27, 2017

Will they ever be able to have a conversation or build the kind of relationships that lead to success in account based sales? In fact, it can be a competitive advantage for account based sales teams. My accountant-trained parents asked how my company was going to pay back the million dollars I raised from investors. Amy was 27.

Account 212

Account Fashion Demographics Journal 212

Julie Hanson

DECEMBER 29, 2016

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! P.S. Be sure and read to the end of this post for an opportunity to jump start your sales success in 2017. Fill that knowledge gap here.

Maximizer 61

Maximizer Follow-up Sales Course 61

DiscoverOrg Sales

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Interested in the breakdown of Gender Diversity in Sales Roles?

Hiring 206

Hiring Lead Rank Lead Scoring Research 206

Sales and Marketing Management

JUNE 10, 2019

Tim Riesterer is chief strategy officer at Corporate Visions , a sales training and marketing consultant. Prior to our latest research, apologies had been a reasonably well-studied area. In this study, you’ve seen there is a clear and consistent apology framework you can use to build and deliver your apology message?—?and

Loyalty 234

Loyalty Remedy Journal Study 234

Steven Rosen

DECEMBER 9, 2015

(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. The targeted audience for completing this survey is: VP of Sales.

Survey 120

Survey Sales Management Study Report 120

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

HeavyHitter Sales

SEPTEMBER 21, 2015

When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success. I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell. 

Meeting 60

Meeting Conference Sales Meeting Competition 60

Steven Rosen

DECEMBER 9, 2015

(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. National Sales Managers/Directors.

Survey 120

Survey Sales Management Study Report 120