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! This list includes some of our own blog posts, as well as some great posts from other businesses. Continue reading.

B2B 176

B2B Face-to-face Sales Education 176

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. In this fast-paced world of sales enablement , staying ahead requires more than just traditional methods.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

Sales 2.0

OCTOBER 22, 2014

2. Sales managers are the biggest problem. It’s easier for a brand new startup to establish its sales and marketing processes the right way, changing existing processes and structures even just a little is really hard. David points out the main champions of the sales status quo are your sales managers.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

Pipeliner

FEBRUARY 16, 2025

This comprehensive blog post delves into their conversation’s key themes and insights. It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. He believes that effective sales leadership is crucial for maximizing revenue potential within organizations.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Understanding the Sales Force

NOVEMBER 13, 2013

It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction! And please vote for OMG, a finalist for Top Sales Assessment Tool. (c)

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Understanding the Sales Force

FEBRUARY 11, 2014

In baseball, they call it the 5-tool player. They have all of the tools. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. For sales, there are quality tools that can be utilized to help with sales selection.

Sales Talent 266

Sales Talent Hiring Sports Tools 266

SBI Growth

OCTOBER 25, 2013

Prevent Thrashing – provide him with the tools necessary to prioritize, sequence and execute on strategic initiatives. Collaborate – You may have heard SBI is offering strategy sessions: How to Make the 2014 #: A Sales Strategy You Can Execute. It’s helped their sales leaders prepare for next year. Field Execution.

Hiring 303

Hiring How To eBook Follow-up 303

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

SBI Growth

OCTOBER 22, 2012

You’ll get access to the tools and information that will give you the ability to answer YES. If your having a problem with this, be sure to check out this blog by Ryan Tognazzini. His tool on measuring sales management impact can help you figure out where you stand. Question 1: Have you upgraded your team?

Territories 316

Territories Follow-up Meeting Tools 316

SBI Growth

JUNE 28, 2013

Sam, the VP of Sales is knocking at Kathy’s door. He said, “My sales managers pointed to the lack of leads as their downfall.” His message to her was to “ Read SBI’s blog like it’s the Gospel”. He said, “Some days the blog posts are written to marketing leaders. Q2 is now at its end. The Q2 review did not go well.

Lead Gen 319

Lead Gen Marketing Banking Social Media 319

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Gain access to guides and tools to help you make the number in 2014.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

Hubspot Sales

APRIL 23, 2021

That's why the entrepreneur resources and tools below are essential to running a company and keeping your sanity. Turn off that solopreneur mindset and get the support you need to manage and grow your business with this mix of free and paid resources. 29 Resources and Tools for Entrepreneurs. communications platform).

Resources 126

Resources Tools Hubspot Small Business 126

Score More Sales

APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Before you embark on adding CRM or improving upon your CRM, you need to work through the process of how leads, opportunities and then sales happen in your organization.

CRM 291

CRM Revenue SugarCRM System 291

SBI Growth

JUNE 30, 2013

Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time. The sales manager owns the process and is paid on average ramp time. This is a blog post which means I had to summarize. If you agree, you are asking “ what are the deliverables ?” of this new process.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

SBI Growth

DECEMBER 28, 2013

After the reps give their stamp of approval, the sales managers are involved. Assemble a pilot group of managers to field test the new initiative as well. Assemble a pilot group of managers to field test the new initiative as well. You are now ready to rollout to the entire sales organization.

Compensation 296

Compensation Follow-up Call-back Engineering 296

criteria for success

AUGUST 23, 2022

Happy Tuesday, Let's Talk Sales listeners! Rene is the President at Sales Manager Now , providing fractional sales management services to small and family-run businesses. He is also the author of How to Build a Dynamic Small Business Sales Team. How fractional sales management is unique.

Sales Management 98

Sales Management Twitter Social Media Small Business 98

Hubspot Sales

SEPTEMBER 30, 2024

There are some common pitfalls sales reps tend to run into when leveraging social media as a sales resource. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling. But navigating social selling isn‘t always straightforward.

Social Selling 108

Social Selling Social Media Media Networking 108

DiscoverOrg Sales

DECEMBER 4, 2017

This is where sales enablement technology comes in. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops. In particular, focus on areas of training and coaching if you are looking to improve sales performance. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

The Pipeline

SEPTEMBER 9, 2019

These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close?

Lead Rank 49

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 49

Anthony Cole Training

MAY 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

Sales Process 333

Sales Process Hiring Study Sales 333

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. While persistence has always been important in sales, we are in uncharted territory. The article includes a really terrific video on the importance of tonality.

Territories 268

Territories Exercises Video ACT 268

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Facilitate better sales and marketing alignment.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Sales Hacker

JUNE 23, 2021

There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Here are the seven best sales blogs (and five bonus sales newsletters!) Sales Hacker. Topics and discussion channels include: Sales management.

Top of Funnel 107

Top of Funnel Webinar Metrics Hubspot Cold Calling 107

Pipeliner

JANUARY 16, 2025

In a recent episode of the expert interview series hosted by John Golden and guest Walter Crosby , a seasoned sales coach and founder of Helix Sales Development, delved into the intricate challenges of hiring, finding, and retaining top sales talent.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 116

Hiring Sales Management Lead Rank Hubspot 116

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. That’s why sales collaboration tools are an essential part of the modern sales lifecycle. Let’s jump right in! 5 Capterra Rating: 4.4/5

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

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. These resources may come in the form of sales enablement tools, more team members, or additional sales training.

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

No More Cold Calling

JUNE 19, 2014

Learn more about the power of referral selling from some of this month’s blog posts: Forget B2C or B2B—Focus on H2H Instead. It’s easy to get sucked into solving everyone’s problems, but that’s a waste of your management time and doesn’t help your reps develop their own problem-solving skills. Click here.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Zoominfo

JANUARY 15, 2019

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. It is our hope that our content helped spark your creativity, allowed you to discover something new, or made your life as a sales professional easier in some way. 12 Ways to Handle Sales Pressure.

Cold Calling 185

Cold Calling Social Selling Social Media B2B 185

Allego

JANUARY 30, 2025

The future of sales enablement lies at the intersection of these trends, where innovation and a commitment to ongoing development empower sales professionals to thrive in a customer-driven world. Personalized Coaching and Skill Development Sales managers are moving away from one-size-fits-all sales coaching.

Trends 62

Trends Sales Enablement Webinar Metrics eBook 62

SBI Growth

DECEMBER 17, 2013

For help, download the Change Communication Creator tool. It has samples of communications to use in various situations related to Sales improvement. Email, blog post, newsletter, town hall meeting, video, etc. Enlist the Managers - Bring the front line sales managers into the project early.

Majestic 302

Majestic How To Channels Territories 302

Nutshell

FEBRUARY 22, 2023

Even so, there’s still such a thing as sales automation, where you use digital tools to automatically perform routine sales tasks for you so you can spend your time working on other things. In fact, there are quite a few sales automation tools out there. Learn more about each tool below!

Sales Automation 87

Sales Automation Tools Hubspot SalesForce 87

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. I’ve found that it’s easier to find specific companies or people who could use your product or service using a tool like LinkedIn. If you’re not familiar with how to use gender-neutral pronouns, here’s a great blog on the topic.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111