Bernadette McClelland

OCTOBER 27, 2024

My role was to interview the guys, which gave me the opportunity to ask my two favourite questions that I usually pose to salespeople in most training sessions – which then sets the baseline for where the gaps are – and there are always gaps. As Brent says: Let’s never stop with the music. And here’s to second chances!

Hiring 195

Hiring ACT Call-back Benefit 195

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. In many mid-market organizations, sales teams find themselves in a balancing act.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

Zoominfo

JANUARY 21, 2025

Unlike prior shifts like CRM adoption or marketing automation, GPT-based systems dont just centralize data or automate tasks they actively analyze, predict, and collaborate in ways that are completely reshaping roles and workflows. Data-Driven Thinking AI relies on data, so candidates must be comfortable interpreting and acting on it.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Allego

JANUARY 9, 2025

A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. Ongoing Sales Training and Assessments Certification isnt a one-and-done process. Ongoing training also provides opportunities to reinforce best practices and refine techniques.

Hiring 62

Hiring Marketing Exercises Scale 62

Hubspot Sales

OCTOBER 17, 2024

Telephone Protection Consumer Act (TPCA) The Telemarketing Sales Rule (TSR) Explained Best Practices for Cold Calling in Non-U.S. Cold calling is legal in most places, it remains a legitimate practice within the realms of ethical sales and marketing strategies. Let’s get started, shall we? Table of Contents: Is Cold Calling Illegal?

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

Sales and Marketing Management

OCTOBER 23, 2017

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, Marketing adapted to taste and preference. .

Marketing 192

Marketing eBook Social Media Trade Show 192

Zoominfo

SEPTEMBER 25, 2020

These days, emotional engagement with customers is a key differentiator for go-to-market teams. It’s also cheaper to keep an existing customer than it is to acquire a new one (think marketing campaign costs and new user training, for example). Online Searches May Indicate Early Go-to-Market Motions.

Loyalty 190

Loyalty Scale Customer Marketing 190

Highspot

APRIL 1, 2025

How Artificial Intelligence (AI) Role-Play for Manager Training Works AI role-play offers dynamic simulations of real team conversations, letting managers practice conflict resolution, decision-making, and coaching in a low-stakes yet highly engaging environment. It’s not uncommon to have managers spread across multiple time zones.

Training 52

Training Sales Management Hiring Lead Rank 52

SalesFuel

JANUARY 20, 2025

Every business wants to grow, but throwing money at marketing without knowing what works is a gamble. Thats where digital marketing audit services come in. A digital audit provides a detailed, data-driven look at your clients marketing activities across digital channels. Why Conduct a Digital Marketing Audit?

Paid Content 64

Paid Content Cost Per Click Lead Rank Marketing 64

Sales and Marketing Management

JULY 6, 2017

Act quickly to remove that player from your team. Here are two suggestions: Provide additional training. Target marketing dollars in their territory to generate more leads and give them a boost. Do not let a lousy new hire lower the minimum even further. I’ve said it before and will say it again: Do not tolerate mediocrity!

Hiring 273

Hiring Webinar Metrics Policies How To 273

The Pipeline

SEPTEMBER 21, 2021

This allows them to see, plan, assess, and act in a way that allows them to win regularly and predictably. When we look at how our friends in Marketing see the world, three simple categories. Everyone gets trained; buyers know what to say to shunt also-rans and reward the 20% they want to deal with.

Buyer 345

Buyer Demographics Video Territories 345

Pipeliner

FEBRUARY 16, 2025

Matt emphasizes the importance of specialized training for sales leaders, distinguishing it from the more common practice of training salespeople without addressing the unique needs of leadership. Regular Training: Conduct training sessions focused on preparation techniques and best practices.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Sales and Marketing Management

FEBRUARY 13, 2020

With so many powerful influences weighing on the customer’s psyche, modern professionals need sales training that empowers them to enter the sales dialogue with an equally strong set of influential tools. Moreover, the mere act of answering a question can incite a phenomenon in which the customer becomes more likely to act on the solution.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

Sales and Marketing Management

NOVEMBER 17, 2019

A sales skills assessment will enable you to do that and provide structure for your future training, recruiting, or redistribution plans. Train to the skills gap. Following a skills assessment, you need to address training. Training isn’t a one-size-fits-all solution. This can be done through content.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

The Pipeline

JUNE 22, 2020

Prospects need to be enticed to act, buyers, are in action and need to be responded to. Worse, active buyers make up a small percentage of any given market, and the picture is a bit bleaker. Most companies only train their salespeople to interact with these active buyers. One Is Willing. Joys Of Multilingualism.

Buyer 272

Buyer Prospecting Travel Call-back 272

Sales and Marketing Management

SEPTEMBER 29, 2019

While some say it’s the operations and the admin team, most say that it is the sales and marketing team that earns the money for the company. Since the sales team needs to be trained to handle the customers and all their queries, the need for having a strong sales mentorship program is certainly of the essence. Train the mentors.

ACT 212

ACT Training Exact Meeting 212

Smooth Sale

OCTOBER 23, 2024

Consider the impact when an employee mistreats a customer or acts unprofessionally online. Prioritizing employee training and fostering a positive work culture will ensure each employee contributes positively to your brand’s reputation. Instill training for staff and self to be current on technology and apps; seek help as necessary.

How To 103

How To Social Media Influencer Hiring 103

Zoominfo

APRIL 17, 2025

Top Sales Tools for 2025 Breaking down the top sales tools means sorting the market into key categories that satisfy the top needs of your B2B sales team. With built-in engagement tools, CPQ functionality, and customizable dashboards, reps can access insights and act on warm leads more effectively.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Hubspot Sales

AUGUST 20, 2024

For companies with a wide range of products, use your website or marketing efforts to highlight what others in their situation have done. Here is the tiered structure for Marketing Hub. Train your sales reps. Then train them again. Reducing choice paralysis for your customers is a delicate balancing act.

Examples 111

Examples Conversion Customer Licensing 111

Sales and Marketing Management

JULY 25, 2018

It’s true that sales intelligence is becoming a game-changer for successful sales and marketing teams, but only if that tool is used. Let’s say you purchase a new tool that provides market alerts to your team. Train according to use.

Top of Funnel 189

Top of Funnel Data Lead Rank Lead Scoring 189

Zoominfo

SEPTEMBER 25, 2020

These days, emotional engagement with customers is a key differentiator for go-to-market teams. It’s also cheaper to keep an existing customer than it is to acquire a new one (think marketing campaign costs and new user training, for example). So what do these patterns mean in the bigger picture?

Loyalty 130

Loyalty Scale Customer Marketing 130

Vengreso

JANUARY 10, 2025

By focusing on marketing teams sales enablement, businesses can align their sales and marketing teams through strategic collaboration, fostering regular communication, shared tools, and a culture shift. Clear goals will act as your guiding star, ensuring that every effort contributes to overarching business aims.

Sales Enablement 66

Sales Enablement How To Webinar Metrics Objections 66

Sales and Marketing Management

JULY 4, 2019

Training programs in sales or customer service, negotiation, coaching and leadership all contain the same foundational elements. They act as an effective foundation for any communication-based program. Salespeople are often trained to ask questions by rote in order to understand the customer’s need and move to a solution.

Conversion 264

Conversion Lead Rank Coaching Guidelines 264

Highspot

OCTOBER 29, 2024

AI turbocharges marketing and sales leaders’ ability to identify the behaviors of successful sellers and replicate those behaviors across your entire team, taking the guesswork out of excellence. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance. And the best part?

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

Act!

APRIL 9, 2025

A mobile CRM ( customer relationship management ) system is a CRM app designed for mobile devices like smartphones and tablets, allowing sales teams , support reps, and marketers to access customer data and manage tasks from anywhere. For example, with Act!s What is a mobile CRM app ?

CRM 52

CRM Ideal Customer Profile How To ACT 52

Sales and Marketing Management

SEPTEMBER 13, 2017

While the team needs to think about and discuss the market, customers, competitors and the company, these two questions form the foundation of any good plan. Cut – One of the main responsibilities of a leader is to act as the editor of the business.

Journal 237

Journal Margin Exercises Groups 237

The Pipeline

JULY 24, 2017

We have been told again and again, that client complacency, the Status Quo, is our biggest competitor, no argument, and we have been trained in so many ways to get the prospect to see us, our product, the concept of a change, in a less risky light. One of your goals going into any sale is to deal with the potential of inaction.

Face-to-face 200

Face-to-face ACT Objections Buyer 200

Act!

APRIL 9, 2025

You cant survive in a competitive market if you dont grow your business. Here are a few effective growth strategies to help you get started: Streamline the sales pipeline Spending a ton on marketing strategy can help add prospects to your sales pipeline. You can even use a lead scoring model to identify high-value prospects.

Scale 52

Scale Lead Rank Lead Scoring Strategy 52

MTD Sales Training

NOVEMBER 5, 2018

For example, under the heading ‘How customers find you’ you can log the marketing processes you use that gains the attention of the customer. This can identify who your ideal prospect might be and acts as a focus for you to target future customers. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

How To 224

How To Buying Cycle Social Media Follow-up 224

Sales and Marketing Management

JANUARY 25, 2021

Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Yes, we train through poker. To make the most of the training, we begin these programs with an introduction to the game itself. Negotiation Skills are Improved Through Training and Experience.

Negotiation 262

Negotiation Groups Training Maximizer 262

Zoominfo

NOVEMBER 20, 2023

Marketers are definitely at the forefront of experimenting with GenAI. Their rapid growth recalls some of the most durable tech-driven shifts of modern history, with research by Bloomberg suggesting the generative AI market will grow to $1.3 What Does this Mean for Marketers? How Do Marketers Use Generative AI?

Data 130

Data Lead Rank Scale Marketing 130

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. The original displayed the logos of 140 prominent marketing tech brands. What is a Marketing Technology Stack? Get a Demo 2.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Allego

JANUARY 7, 2025

Closing deals in todays competitive market isnt about luckits about strategy. Discover how continuous learning helps train reps to adopt and execute proven frameworks that drive results. Pros: Effective for winning over hesitant buyers and breaking through competitive markets. It also requires deep industry expertise.

Sales Methodology 62

Sales Methodology How To Sales Qualified Lead Hiring 62

Zoominfo

MAY 22, 2024

But in today’s go-to-market environment, data isn’t enough. It’s not enough to know who your buyer is — you need to know what they care about, exactly when they are in the market, and what problems they’re facing right now. Modern sales is becoming a science. Sell Smarter. Win Faster.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

Zoominfo

JUNE 14, 2022

Billions of dollars have been invested in software promising to transform how sales and marketing teams reach new audiences. Sales and marketing tech stacks have swollen, with dozens of conflicting tools promising greater efficiency, accelerated growth, and higher revenue. We call this Go-to-Market operations, or simply, GTM Ops.

Ideal Customer Profile 130

Ideal Customer Profile Hiring Marketing Face-to-face 130

Smooth Sale

JANUARY 17, 2025

Underlying the pros and cons of our work, we are to act as our private coach by thoroughly examining all outcomes to realize necessary improvements. At other times, the idea is a one-time possibility to leave the table unless one acts upon it. Learn more to train teams and join the advocacy program. Author One Stop, Inc.

Social Media 109

Social Media Analytics Hiring Consumer 109

Sales Hacker

JUNE 30, 2022

Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. Learn: Why is sales and marketing alignment important to ABM? 6 steps to creating sales and marketing alignment.

Account Based Marketing 126

Account Based Marketing Intent Data Marketing Intent 126