Sales and Marketing Management

MARCH 7, 2018

Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. Here are five choices that great sales managers make – and you can make these same choices too: 1.

Sales Management 214

Sales Management Lead Generation Churn Competition 214

Zoominfo

JUNE 12, 2019

We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

Influencer 188

Influencer B2B Social Media Twitter 188

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Every B2B trade publication, analyst, and even company (Hi!) Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. How Do You Improve Retention Rates for B2B Sales Teams?

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B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Sales and Marketing Management

JANUARY 18, 2021

Sales professionals must be allowed to focus upon the task at hand as opposed to being burdened with laborious administrative tasks. . It is a well-known fact that telecommuting is becoming the norm regarding B2B sales. Seamus Dunne is sales manager at Conversation Piece , an Irish telecommunications and data company.

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Webinar Metrics B2B Strategy Telecommunications 199

Allego

FEBRUARY 11, 2025

B2B sales isnt what it used to be. They conduct extensive research, engage with sales reps late in the process, andperhaps most challenging of allrarely make decisions alone. The average B2B buying group now includes 11 active stakeholders , each with their own priorities, concerns, and influence on the final decision.

B2B 62

B2B Training B2C Scale 62

The Center for Sales Strategy

FEBRUARY 3, 2025

As B2B sales leaders and managers, your role in guiding your sales teams to success is more critical than ever. With the ever-evolving sales landscape, it's essential to stay ahead by focusing on key areas that can significantly improve your team's performance.

B2B 97

B2B Sales Sales Leadership Sales Management 97

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

DECEMBER 31, 2024

Growthits the golden ticket every B2B marketer chases. So, what does growth really mean in the B2B landscape? But lets be real, growth is one of those buzzwords that gets thrown around so much, it can lose all meaning. Is it just about scaling revenue, or is there more to the story?

B2B 156

B2B Scale Marketing Revenue 156

Cincom Smart Selling

MARCH 20, 2025

Introduction Meet John, a sales manager at a manufacturing company that produces customized industrial generators. In the era where speed and accuracy are the two critical components of success, businesses leveraging CPQ software not only accelerates their sales cycles but also enhances customer satisfaction and drive revenue growth.

B2B 48

B2B Closing Scale Discount 48

Lead411

DECEMBER 10, 2024

Free B2B Data: 6 Reason’s Why Free Data Is Not Worth It Free B2B Data: The Costly Mistake You Cant Afford to Make When youre running a B2B sales operation, the idea of free can feel like a lifeline. The Ripple Effect on Your Sales Pipeline When your data isnt working for you, its working against you.

Data 52

Data B2B B2G Intent Signal 52

SBI Growth

DECEMBER 10, 2024

Lets cut to the chase: if youre in B2B and dont have a solid Ideal Customer Profile (ICP), youre basically throwing darts in the dark. In fact, 74% of companies that overperform on revenue have clearly defined ICPs, according to SuperOffice.

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Ideal Customer Profile Customer B2B Revenue 156

SalesFuel

MARCH 3, 2025

B2B sellers and sales managers are increasingly relying on AI sales tools to meet sales quotas. How can sales integrate AI sales tools? One of the biggest emerging trends is AI agents in B2B sales. Not all AI tools deliver on their promises. But the future potential is real.

Sales Tools 59

Sales Tools Competition B2B Tools 59

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. What is B2B Sales? b2bsales #leadership #sales Click To Tweet.

B2B 128

B2B Top of Funnel Decision Maker Ideal Customer Profile 128

Zoominfo

SEPTEMBER 25, 2018

The Ultimate List of Sales Podcasts. 1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. From the founder of The Brutal Truth about Sales & Selling and The Sales Questions Podcast. 2. Sales Pipeline Radio. Listen here. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. Myth 1: Field sales reps sell primarily in person. And win rates rise and sales cycles shorten with well-orchestrated virtual channels.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Hubspot Sales

JANUARY 14, 2025

In this article, Ill explain what a sales champion truly is, the importance of having one in your sales squad, and, most importantly, how to get one on your side. Table of Contents: What is a sales champion? The Importance of Sales Champions in B2B Sales What Do Sales Champions Do For Your Sales Deal?

Data 111

Data Hubspot Negotiation B2B 111

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . B2B sales funnels vs. sales pipelines .

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Hubspot Sales

OCTOBER 15, 2024

Valentina Serjant , Sales Manager at Index , says, "With my experience as a sales manager, I've found that one of the most effective tactics for sales reps to increase credibility with prospects is to demonstrate deep industry knowledge. Navin Chandwani , Co-Founder of Maionic , says, "Our niche is B2B.

Prospecting 105

Prospecting Case Study Industry Study 105

Zoominfo

JULY 12, 2021

The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. . Fast-Track Sales Enablement. Sales managers give feedback and share their expertise to onboard and coach their sales reps.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Membrain

MAY 8, 2022

Among them, only about 200 have more than two courses in selling or sales management. Statistics tell us that 50% of all non-technical graduates of four-year colleges will spend some career time as salespeople. There are over 4000 colleges and universities in the United States.

Buyer 147

Buyer B2B Course Sales Management 147

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Here are five reasons you will not be replacing your sales reps with robots anytime soon: 1.

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B2B Hiring Social Media Pharmaceuticals 120

Zoominfo

SEPTEMBER 2, 2021

For example, reps can watch for keywords in conversations that historically indicate a prospect is more likely to buy, while sales managers can better coach their teams by reviewing call trends. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 52

Data Scale SalesForce Forecasting 52

The Pipeline

AUGUST 24, 2021

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. Then extend that into your conversations with colleagues, Including your sales manager. By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”;

SME 391

SME Margin Video Quota 391

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. Why use B2B sales tools?

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

Zoominfo

JUNE 24, 2019

We recently discussed AI in the following post: The Impact of Artificial Intelligence on B2B Marketing. Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales.

Forecasting 272

Forecasting B2B CRM Quota 272

Sales and Marketing Management

DECEMBER 14, 2020

Sales reps shouldn’t hesitate to reach out to new prospects virtually. Sales managers must be sure their reps are equipped with?—?and Online selling isn’t just for warm leads. Buyers welcome well-crafted and informative emails and videos if they address the buyer’s needs. and adept at using?—?CRM

B2B 156

B2B Decision Maker Small Business Small Business 156

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

SalesFuel

JUNE 27, 2024

I’ve recently learned of a B2B closing technique that combines several familiar tactics. In this article he features Matt Dixon, author of The Challenger Sale and The J.O.L.T. In this article he features Matt Dixon, author of The Challenger Sale and The J.O.L.T. million recorded sales conversations to analyze results.

Closing 102

Closing B2B Strategy Sales Qualified Lead 102

The Pipeline

MAY 18, 2021

Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. And this Thursday is your chance to find out, when Wendy demonstrates the system, specifically for business owners, sales managers and sales leaders that manage salespeople.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. If you’re a sales rep, don’t be afraid to ask your manager for more resources—they want to see you succeed.

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Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

No More Cold Calling

SEPTEMBER 25, 2014

The same principles hold true in B2B sales, but customers don’t instinctively get the message. Geoffrey James is a contributing editor and sales blogger for Inc.com and the author of Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know. Associations Enterprise Sales Management Salespeople'

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

SalesFuel

APRIL 8, 2024

SalesFuel’s Voice of the B2B Buyer found that nearly 40% of buyers conducted online research on a B2B vendor/supplier. Photo by Kampus Production SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Negotiation 115

Negotiation Buyer B2B Hiring 115

Hubspot Sales

SEPTEMBER 30, 2024

For instance, LinkedIn is a go-to for B2B connections, offering professional networking opportunities, whereas Instagram is ideal for engaging visuals that attract a younger audience. “I Not Using Social Selling as a Complementary Resource Michelle J Raymond , Founder of B2B Growth Co.,

Social Selling 108

Social Selling Social Media Media Networking 108

Zoominfo

MAY 17, 2018

Since your reps work closely with prospects, they have valuable information that can be helpful when it comes to constructing your sales forecasting process. Who handles the sales forecasting in your organization? When sales departments operate like this, reps can feel pressured to underestimate or overestimate future sales.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Sales and Marketing Management

DECEMBER 14, 2020

What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? positive or negative,” he writes. Adapting is not an option.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Vengreso

MARCH 2, 2021

Trending Tips for Sales Prospecting. Here are some of my top sales prospecting techniques for B2B sales teams: Learn as much as you can about your B2B buyer and their industry. A good rule of thumb when it comes to researching your sales prospects is to know their business like you were going to buy it.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145