Steven Rosen

JANUARY 3, 2018

If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do. Now very few sales leaders have an execution plan.

Strategy 307

Strategy Guarantee Coaching Sales 307

Understanding the Sales Force

MARCH 15, 2017

Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Back in 2014, I introduced what was then the most current version of Objective Management Group's 21 Sales Core Competencies.

Groups 220

Groups Objections Up-Sell Data 220

SBI Growth

DECEMBER 31, 2017

What’s unique about this top 10 list? We segmented our subscribers by marketing leadership. This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. How Top CMOs Quantify Marketing Investment with.

Marketing 214

Marketing B2B Segment Revenue 214

The Sales Hunter

JANUARY 3, 2017

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

Prospecting 205

Prospecting Sales Selling Skills 205

The Sales Heretic

JULY 18, 2017

As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017. More than 1200 of the world’s best professional speakers gathered for four days to learn from each other.

Influencer 239

Influencer Course Sales Video 239

Sales and Marketing Management

OCTOBER 2, 2016

Issue Date: 2017-10-03. Author: Lance Tyson. Teaser: Most assumptions we make about millennials in the workplace are wrong. More important, anyone who wants to be managing a successful organization 10 years from now needs to figure out a way to harness the strengths of this generation, rather than pointing out the perceived deficiencies.

327

327

Understanding the Sales Force

DECEMBER 10, 2018

During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

Quota 252

Quota Groups Objections Revenue 252

Sales and Marketing Management

JANUARY 22, 2017

Issue Date: 2017-01-23. Teaser: More than two-thirds of B2B buyers report that the content of a vendor's sales proposal has a significant impact on their buying decision. Here are five key traits of a winning sales proposal. Here are five key traits of a winning sales proposal. Author: Mikita Mikado. read more

Proposal 218

Proposal Vendor Report B2B 218

The Sales Hunter

NOVEMBER 20, 2016

Build relationships that will strengthen your sales momentum as we near the end of the year and head into 2017. Make it a goal each day this week to reach out to a customer or prospect you haven’t talked with in quite awhile. Reach back to go forward. Check out the video to see […].

Video 212

Video Motivation Prospecting Sales 212

Understanding the Sales Force

JUNE 15, 2017

As we close in on closing out the first half of 2017 (already!) I'll share the top 3 by views, the top 3 by shares and the top 3 by engagement but you'll instantly notice that whether it's views, shares or engagement, sales science and data - stuff you can sink your teeth into - win the day. Image Copyright bowie15.

Data 224

Data Video Closing Sales 224

Sales 2.0

MAY 14, 2020

And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too. Sales people should sell. Apparently, a lot of sales people think researching this kind of contact data is the price of doing business too.

Data 396

Data Enterprise Enterprise Insurance 396

Sales and Marketing Management

MARCH 19, 2017

Issue Date: 2017-03-20. Teaser: A review of online job boards indicates that many companies need to fill sales positions, but are having only mild success. A review of online job boards indicates that many companies need to fill sales positions, but are having only mild success. Author: Bob LaBombard. read more

Positioning 225

Positioning Opportunity Sales Company 225

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Figure 1: The number of new hires with the job title “Brand Ambassador” shows steady growth between 2010 and 2017. Become a Rep,” it read. Source: ZoomInfo. Then, things took a turn.

Hiring 246

Hiring Loyalty Discount Social Media 246

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

APRIL 2, 2017

Issue Date: 2017-04-03. Teaser: The combination of content with AI can help organizations overcome some of the most common mistakes salespeople make – like showing up unprepared – and improve the entire sales team’s results. Author: David Keane, co-founder and CEO, Bigtincan. read more

Sales 198

Sales 198

Understanding the Sales Force

FEBRUARY 7, 2018

The data in the report, which you can download here , hasn't changed a great deal since 2017, but the report's new look is awesome. I reported on last year's report in detail here , but my conclusion for 2018 is the exact same conclusion I came to in 2017.

Report 192

Report Exact Study Data 192

DiscoverOrg Sales

JANUARY 22, 2018

Opportunity data helps inform the timing for sales outreach. On Tue, Dec 5, 2017 at 7:11 AM, Joshua Sutton <joshua.sutton@mail.discoverorg.io> wrote: Subject: Fishing in Oregon (DiscoverOrg). Your former sales teams used our data to get ahold of the decision makers in their target accounts. Let me know. Keep in touch.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Sales and Marketing Management

JANUARY 15, 2017

Issue Date: 2017-01-16. Teaser: Getting reps to consistently reach, or better yet, exceed quota requires sales managers to own the shortcomings of their teams and help them improve. Here are 3 behaviors sales managers must abolish in order to lead a successful team. Author: Mike Scher. read more

Quota 200

Quota Sales Management Leads Marketing Qualified Lead 200

Understanding the Sales Force

JULY 12, 2017

The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! That's stupid.

Leads 181

Leads Marketing Qualified Lead Course Up-Sell 181

SBI Growth

MARCH 13, 2017

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

Workbooks 184

Workbooks Hiring Sales Enablement Revenue 184

Steven Rosen

FEBRUARY 5, 2017

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. For Sales Management Case Studies: Coaching Difficult Salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. Sales managers are the key drivers of performance in sales organizations.

Coaching 271

Coaching Case Study Hiring Webinar Metrics 271

Understanding the Sales Force

JANUARY 3, 2017

For the first article of 2017, I thought it would be helpful if I shared how I get more done than anyone else I know. I've always outworked everyone in my own companies so both of these quotes resonated with me. At the same time, hard work alone isn't enough. You must also be smart and efficient about what you work hard on.

Travel 265

Travel Meeting Company Sales 265

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

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. 3) Target customers across multiple channels.

Buyer 308

Buyer Social Media Inbound Loyalty 308

No More Cold Calling

AUGUST 10, 2017

According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. Ian Levine, chief sales officer at RO Innovation, answers that question in his fantastic article, “ The Next Game Changer for B2B Sales?

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

Sales and Marketing Management

FEBRUARY 5, 2017

Issue Date: 2017-02-06. Teaser: Time management is a required skill for inside sales reps. Managers should look for good time management skills when hiring new reps, and they need to be aware of lagging sales productivity or bad habits. Time management is a required skill for inside sales reps. Author: Matt Stanton.

Inside Sales 189

Inside Sales Hiring Trends Coaching 189

No More Cold Calling

AUGUST 17, 2017

According to research compiled by LinkedIn: 74 percent of all internet traffic in 2017 will be video. Fifty-nine percent is certainly a lot, but what about the other 41 percent your account based sales team wants to reach? We all have best ways to learn—including your buyers and your account based sales reps. Click To Tweet.

Account 291

Account Video Cold Calling Webinar Metrics 291

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Bernadette McClelland

JULY 11, 2022

I met Viveka in person through the Women Sales Pros community a few years ago and like everyone else, fell in love with her style and personality. In 2017 I visited the Amen Clinic in Orange County where I had my brain scanned. In future publications, we’ll get practical and break those concepts down.

Chemicals 397

Chemicals Hiring Exact Follow-up 397

Sales and Marketing Management

MARCH 9, 2017

Issue Date: 2017-03-10. Teaser: Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Here are 11 bad habits that every sales professional should focus on eliminating. Here are 11 bad habits that every sales professional should focus on eliminating. read more

Inside Sales 179

Inside Sales Competition Sales 179

Sales and Marketing Management

JANUARY 3, 2017

Issue Date: 2017-01-01. Author: Paul Nolan. read more

Social Selling 218

Social Selling Quota LinkedIn Strategy 218

Pointclear

JANUARY 2, 2018

A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before. Is it qualified, nurtured, ready for sales? Not 50 things.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

Sales and Marketing Management

MARCH 21, 2017

Issue Date: 2017-03-22. Here are five ways in which you can convert your average sales representative into a superstar. Here are five ways in which you can convert your average sales representative into a superstar. Author: Bhaswati Bhattacharyya. Developing high-performing salespeople can change the fate of your business.

Sales 168

Sales 168

DiscoverOrg Sales

JANUARY 1, 2018

Three areas caused the most distress in Q3 2017: Dated or inaccurate data impedes effectiveness of marketing operations. Old and/or inaccurate data topped the list of pain points In Q3 2017, with over half (56%) of all organizations experienced pain related to impeding the effectiveness of marketing operations. Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

Sales and Marketing Management

APRIL 9, 2018

Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276