Zoominfo

MAY 9, 2018

Today’s post is our 9 th installment in the series and includes blog posts about passive candidate recruitment, data-driven e-commerce, sales metrics, account-based selling, and more! 4 Ways to Recruit Passive Candidates in 2018. 7 Sales Metrics to Track in 2018. 1. Length of Sales Cycle. Let’s get into it!

B2B 113

B2B Sales Cycle Hiring Forecasting 113

Sales and Marketing Management

APRIL 1, 2019

So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. Examples of skills and attitudes in your success profile could include: Prospects consistently, strong work ethic. Excellent at coordinating sales activities of each member of the account team.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

Salesmate

SEPTEMBER 18, 2020

The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively? Well, you can get many tips, tactics, and strategies from various sales management books. Best sales management books you must read. Author- Kevin F.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018.

Conference 112

Conference Scale Inbound Hiring 112

Sales and Marketing Management

MAY 28, 2018

In fact, according to CEB, now Gartner, sales leaders across the globe report sourcing quality sales professionals as a top challenge and priority for 2018. The percentage of women in frontline sales management has remained flat for more than 10 years. percent of what their male counterparts earn. Women Outperform.

Face-to-face 250

Face-to-face How To Salary Quota 250

Hubspot Sales

AUGUST 25, 2018

What if we spent less time learning about how to interview the perfect sales rep and more time on developing and investing in the reps we have? What if the biggest threat to sales teams isn't losing clients, but losing our teammates themselves? How Fast Are Salespeople Churning in 2018? Why Are Reps Actually Leaving?

Hiring 111

Hiring Churn Survey Promotion 111

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Zoominfo

FEBRUARY 26, 2018

SalesLoft offers a suite of sales engagement tools to help reps form better connections with their prospects, analyze their sales process, and much more. Their sales blog features advice from industry experts, background information about important sales events, and shines a light on important sales research.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

Hubspot Sales

JULY 22, 2018

Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. These selling skills are what buyers indicated were the top factors that separated sales winners from runners up.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

Hubspot Sales

MARCH 7, 2018

It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. What Does It Mean to Add Value? weekly) basis.

Prospecting 145

Prospecting Hubspot Inbound Up-Sell 145

MTD Sales Training

DECEMBER 20, 2017

We’ve brought you tips and techniques all year long and will continue to do so in 2018! So here we go, the best 10 blog posts of the year as voted for by you: What To Do When Your Experienced Sales People Have Lost Their Edge. 19 Sales Tips For Closing The Sale. What Great Sales Managers Do Daily.

Cold Calling 163

Cold Calling Training Sales Closing 163

Pipeliner

FEBRUARY 15, 2018

Millions of leaders and sales professionals have given thought to, and set ambitious goals for 2018. Below is a four-step process that will help you clarify and calibrate what is most important for you to achieve your goals in 2018. Pipeliner CRM empowers sales professionals to maximize time management.

Scale 73

Scale Cold Calling Call-back Maximizer 73

Sales 2.0

SEPTEMBER 25, 2019

The posts on this blog are going to continue to be about how sales people can sell more, and sell more easily, by using techniques and tools they may not be using today. In sales, we’re still at-best getting a “C grade” as a profession. In 2018, as in the previous decades, only half of sales people made their quota, 54.3%

Quota 170

Quota Call-back Small Business Small Business 170

SBI

DECEMBER 6, 2017

Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. Pipeline Management & Deal Flow. Sales Enablement & Engagement. Sales Prospecting & Communication. Closing Deals.

PipelineDeals 139

PipelineDeals Sales Tools Hoovers Tools 139

Zoominfo

FEBRUARY 26, 2018

SalesLoft offers a suite of sales engagement tools to help reps form better connections with their prospects, analyze their sales process, and much more. Their sales blog features advice from industry experts, background information about important sales events, and shines a light on important sales research.

Top of Funnel 170

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 170

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Yes, prospects can be frustratingly unresponsive.

Ideal Customer Profile 100

Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 100

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. So, what tips do you have for sales reps looking to be more productive and get more done? It’s pretty clear, Keenan has dedicated his time and energy to producing content for the average sales rep and sales manager.

Journal 171

Journal Case Study Influencer Sports 171

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. Thursday is the best day to prospect.

Hiring 197

Hiring Referrals Cold Calling B2B 197

CloserIQ

DECEMBER 26, 2018

2018 has been an amazing year for all of us at CloserIQ , and we can’t believe we’re just a few days away from welcoming another one. One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. 1) Navigating a Career in Sales.

Hiring 79

Hiring InsideSales Decision Maker Face-to-face 79

SBI

OCTOBER 4, 2018

” It helps sales and marketing build pipeline. He described how their AI Sales Assistant takes on the grunt work and delivers prospects who are ready to have quality conversations. Our very own, Steven Wright, interviewed Erroin Martin, VP Sales at Conversica. Luke explained why Conversica is so “cool.”

Report 138

Report SalesForce Video Distribution 138

Hubspot Sales

JANUARY 17, 2018

With the demand for sales development talent skyrocketing, we wanted to investigate how sales managers are successfully hiring the right people for the SDR position. But that mentality won’t help your sales org hit its targets -- and firing reps is an expensive (and painful) process. The 4 Most Popular Questions.

Hiring 107

Hiring Motivation Intent Research 107

Your Sales Management Guru

DECEMBER 6, 2017

Preparing for 2018. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”.

Lead Rank 54

Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 54

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Hubspot Sales

DECEMBER 28, 2017

When Q4 rolls around, practically every other prospect is telling you they’ll “tackle this in 2018.”. 5) The worst month for sales. Everyone’s on vacation, budgets are spent, and you struggle to get prospects to pick up the phone -- let alone buy from you. 8) The pushy sales manager. 6) The one day off.

Government 111

Government Quota Up-Sell Relationals 111

Pipeliner

FEBRUARY 12, 2018

Prospecting. The increasing sophistication underpinning sales automation tools is motivating sales professionals to redesign their prospecting strategy. Getting to the right stakeholder is part of the challenge behind creating a targeted prospecting strategy. Building the Right Selling Skills.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Scoring 61

LevelEleven

DECEMBER 28, 2018

Selling to every prospect you come across. The more time you spend on prospects that wouldn’t be a good fit, the less time you have for right-fit prospects. Nothing looks worse than a seller obviously having no knowledge of the prospect on a call. Not prospecting enough. Did one of your prospects go dark?

Collateral 70

Collateral Call-back Sports Coaching 70

CloserIQ

DECEMBER 21, 2018

” You’ve Been Promoted to Sales Manager; Now What? “I wanted my sales team to be an exemplar for our customers, to do things better than anyone had ever done them. 5 steps to sales prospecting (for higher quality leads) in 2019 (Ryan Robinson of Close.io). State of Startups 2018 (First Round).

Hiring 58

Hiring Scale Social Media Lead Generation 58

Hyper-Connected Selling

DECEMBER 11, 2018

Offices are half empty, customers are hard to get in touch with, and in 2018 it’s a weird, 3-day work-week. I find that asking questions shows you are interested in, not interesting to, your prospect, client, friend, partner, spouse etc.” ” Grow in 2018. And then go to work on January 2nd.

Hiring 99

Hiring Top of Funnel Lead Rank How To 99

Pipeliner

FEBRUARY 7, 2018

Sales Metrics that Matter in 2018. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? And how do they know they’re the RIGHT opportunities, both for the company and for the prospects? What should they be in 2018?

Social Media 60

Social Media Telecommunications Health Care Distribution 60

Sales Hacker

DECEMBER 13, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 92

Sales Management Revenue Incentive Incentives 92

Zoominfo

FEBRUARY 14, 2018

If you’re a regular reader of our blog, you’ve seen quite a bit about sales productivity in the last few weeks. And for good reason—sales productivity is the theme of our 2018 Growth Acceleration Summit! And it’s for good reason—sales and marketing productivity is the theme of our 2018 Growth Acceleration Summit!

B2B 176

B2B Face-to-face Sales Education 176

Sales Hacker

AUGUST 21, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 87

Sales Management Revenue Incentive Incentives 87

Allego

JANUARY 10, 2018

For example, certain repetitive tasks will be off-loaded to automated tools, freeing up reps so they can spend more time delivering value to prospects and customers. Overall, as we enter 2018, we can expect that AI will augment and support the role of the sales rep; not replace it. Looking Ahead . appeared first on Allego.

Top of Funnel 54

Top of Funnel Trends Compensation Sports 54

CloserIQ

DECEMBER 7, 2018

Eliminate “Random Acts of Prospecting” with an Activation Cycle (Jamie Shanks of Sales for life). “Having an unteachable, upscaling, prospecting motion. ” Creating a Sales Rep Dashboard (Mike Lawson of Rekener). “Dashboards are table-stakes for sales managers.

Hiring 53

Hiring Compensation Negotiation Licensing 53

Hubspot Sales

MARCH 20, 2020

It requires a process, a consistent sales methodology, and time. Plan to invest at least two to three years in a sales coaching program to get it off the ground. Coaching vs. Managing. Today's sales managers need to wear two hats – their manager hat and their coaching hat. Sales rep retention is a hot topic.

Sales Coaching 133

Sales Coaching Research Coaching Sales Methodology 133

SalesHandy

JULY 15, 2018

After spending around 70+ hours on LinkedIn, observing & analyzing hundreds of profiles of Sales Influencers or Sales Gurus we have mindfully put together the list of 20+ Sales LinkedIn Influencers/Gurus that you must follow in 2018. Jill is a sales force you need in your LinkedIn feed. Mike Weinberg.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76