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? What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

AUGUST 12, 2020

Every sales organization is just as unique as the solution and customer-base it is trying to grow. Which Channels are You Having the Most Success In? The ultimate goals of channel strategies are to improve communications and product exposure by enabling prospects to discover your brand. Who prefers in-person contact over remote?

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

The Pipeline

APRIL 25, 2011

EDGE Sales Process. Funnel management. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 216

Pipeline Twitter Hiring Cold Calling 216

Pipeliner

AUGUST 20, 2021

In addition, you should use automated sales management tools as often as possible. SaaS B2B Sales. Demo and free trial period. ActiveCampaign allows you to develop a multi-channel marketing strategy, providing you use social media marketing tools. Engaging sales content that drives warm leads close deals faster.

Inside Sales 98

Inside Sales B2B Tools Top of Funnel 98

Hubspot Sales

DECEMBER 12, 2017

In this audiobook -- narrated by the author himself -- you’ll get a detailed, step-by-step guide to successful prospecting across multiple channels. If you want to get better at sales demos or presentations, this is the audiobook for you. It’s highly practical and full of customizable templates. By Oren Klaff.

Sales Management 111

Sales Management Cold Calling Influencer Insurance 111

Zoominfo

APRIL 17, 2025

Built to help reps reach the right buyers at the right moment, ZoomInfo Copilot uses real-time signals, CRM insights, and ZoomInfos unmatched business intelligence to surface personalized guidance on average, ZoomInfo Copilot users book 60% more meetings and demos.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Alice Heiman

OCTOBER 11, 2022

Do you have a channel strategy in place? You may have channel partners as part of your go-to-market strategy, but do you have a strategy that includes how you will support your partners’ success? . I know our audience is excited to hear how to create or improve their channel program. Bruce Stuart, Partner at CHANNELCORP .

Channels 71

Channels Strategy Margin Ideal Customer Profile 71

DiscoverOrg Sales

SEPTEMBER 28, 2017

Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Hubspot Sales

FEBRUARY 6, 2018

In this audiobook -- narrated by the author himself -- you’ll get a detailed, step-by-step guide to successful prospecting across multiple channels. If you want to get better at sales demos or presentations, this is the audiobook for you. It’s highly practical and full of customizable templates. By Oren Klaff.

Sales Management 111

Sales Management Influencer Insurance Insurance 111

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. The ideal outcome of an introductory meeting was a product demo. Conduct a demo.

Pipeline 134

Pipeline Lead Rank B2B Marketing Qualified Lead 134

Mindtickle

DECEMBER 20, 2024

This is important to note, as many interactions between buyers and sellers occur via digital channels. What sales call scripts arent Scripts arent meant to be recited word-for-word. Instead, sales call scripts should be used as flexible guides. Id love to schedule some time for me to demo the product.

Closing 52

Closing Cold Calling Call-back Follow-up 52

Hubspot Sales

DECEMBER 7, 2020

How to Simplify Your Sales Process. Leia Dudek, Channel Account Manager. My sales process usually gets overcomplicated after discovery when I move into demoing the solution and addressing objections. Mintis Hankerson, Senior Sales Manager. Lyndon Burke, Senior Account Executive.

Sales Process 143

Sales Process Hubspot Lead Rank Lead Scoring 143

Alice Heiman

JANUARY 31, 2023

Sales rebounded and are stronger than ever with a return to in-person. Watch the podcast below or on our YouTube channel. After that, I couldn’t do everything myself, so I had to hire someone to do online demos using WebEx [14:49] We weren’t really hiring traditional salespeople. That took us to $10M. [17:35]

Hiring 133

Hiring Lead Rank Promotion Cancellation 133

Sales Hacker

SEPTEMBER 2, 2020

Here are seven real-life examples of SaaS companies taking advantage of field sales at different revenue stages. Rifiniti used field sales to turn an old Lenovo consulting relationship into their first SaaS customer. Their website also offers a product demo to capture inbound leads and assist their field reps. ACV and $17M ARR.

Top of Funnel 132

Top of Funnel Examples Lead Rank ActiveConversion 132

Sales Hacker

MAY 8, 2019

Giving your sales team highly qualified leads. Making the sales pitch about the customer. Communicating in the right channels. Proactively analyzing your sales team’s demos. Providing Sales Team With Highly Qualified Leads Through Highly Relevant Content Assets. Proactively Analyzing Sales Team’s Demos.

Top of Funnel 111

Top of Funnel Closing Ideal Customer Profile Lead Rank 111

Hubspot Sales

SEPTEMBER 12, 2018

Reps use their pipelines to keep track of where prospects are in the sales process and the appropriate actions they should take. Meanwhile, a forecast shows salespeople and sales managers how closely they’re trending to goal and how to prepare. Create a sales process or adapt your existing one around these actions and numbers.

Pipeline 145

Pipeline Top of Funnel Forecasting Sales Forecasts 145

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? The Hubspot sales blog is one of the best in the business. Selling Power.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

PandaDoc

APRIL 12, 2023

The right sales channels can help you do this. But what are sales channels, we hear you ask? Here’s the ultimate guide, including tips on how to choose channels to reach your prospects. Some companies will use just one sales channel, especially if they’re working with a small product range and limited budget.

Paid Content 52

Paid Content Channels Lead Rank Social Media 52

Hubspot Sales

FEBRUARY 21, 2020

Though feelings of burnout when working in sales are common, they can be alleviated, and can provide valuable learning opportunities to help sales managers create healthier work environments. Use dashboards to promote and manage sales contests as a way to keep motivation high and burnout low. Meetings scheduled.

Hiring 137

Hiring Lead Rank How To Hubspot 137

Hubspot Sales

AUGUST 23, 2022

In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022. Product demos 33.50%. AI insights tools are helping sales teams prioritize which leads are worth chasing and which ones are tire-kickers. Sales Demo Tools.

Data 98

Data Lead Rank Top of Funnel Hubspot 98

Hubspot Sales

AUGUST 8, 2019

Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Number of demos or sales presentations. Activity sales metrics are leading indicators. Channel Sales Metrics.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Salesmate

APRIL 17, 2020

Here is a small example: You had a call with one of your prospects, and he agrees to take a product demo with you. The most effective step is to send a confirmation email with a link to your calendar, so the prospect can schedule a demo right away. This small activity can increase the chances of scheduling a demo. Dave: Sure.

Face-to-face 101

Face-to-face Follow-up Social Media Examples 101

Gong.io

MAY 31, 2021

Sales enablement materials. Sales resources. Sales templates. Product demo flows. If your team does not have a sales playbook, you are relying on best guesses and gut instinct. If no sales playbook exists, you are flying blind and often repeating (unnecessarily repeatable) tasks. Team processes.

Examples 118

Examples Top of Funnel How To Segment 118

Cincom Smart Selling

MARCH 13, 2025

Consistency across channels : Ensures that customers receive uniform pricing and configurations, regardless of the sales channel they use. 5- Connect Sales, Finance, and Operations An isolated CPQ process can lead to miscommunication and inefficiencies. Schedule a demo and experience the power of Cincom CPQ today!

Benefit 48

Benefit Discount Scale Margin 48

Mindtickle

FEBRUARY 7, 2025

Sales coaching can help every team member achieve their full potential when done well. In fact, recent research found that nearly all (91%) of sales managers feel coaching positively impacts team performance. Many sales managers focus on providing deal coaching to sales reps. Mindtickle G2 rating : 4.7

Sales Coaching 52

Sales Coaching Software Software Coaching 52

Sales Hacker

JUNE 26, 2020

In the end, this gave us a clear picture of customers to target, right down to their age, job roles, responsibilities, channels they consume content with, their pain points, and how they try to overcome them. At this stage, we ran free trials and had Sales run live demos showcasing the product to individual clients.

Top of Funnel 133

Top of Funnel Buyer Persona Marketing Ideal Customer Profile 133

Sales Hacker

NOVEMBER 13, 2018

Sales managers need a way to rank their Sales Development Reps (SDRs) on performance. Having a scoring system in place for SDRs and other sales reps gives clarity to both managers and reps on how they should be prioritizing their time and how they stack up against their colleagues. Demos completed.

Hiring 76

Hiring Top of Funnel System Coaching 76

Hubspot Sales

JANUARY 3, 2018

One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. What is a sales playbook? In other words, your sales playbook arms your reps with all the content and strategies they need to close a deal. Follow these guidelines to build a strong, executable sales playbook.

Ideal Customer Profile 145

Ideal Customer Profile Buyer Persona Guidelines Hiring 145

Zoominfo

JULY 12, 2021

For our sales team, the immediate benefit of Engage is they can move seamlessly between different communication channels such as their email inbox and CRM, empowering them to respond to their prospect pool within seconds. Users can even opt in to receive notifications when prospects engage with sales emails or content.

Scale 130

Scale SalesForce Analytics Call-back 130

Hubspot Sales

DECEMBER 21, 2018

Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don't really motivate the entire sales force -- only the top performers likely to win. Plus, it's fun.

Motivation 111

Motivation Face-to-face Coaching Education 111

Mindtickle

JANUARY 15, 2025

But while traditional sales coaching practices may be effective, theyre often labor intensive. So when faced with countless competing priorities, it can feel impossible for a sales manager to deliver personalized coaching thatll improve outcomes. It can also happen via digital channels. Lets take a look at a few.

Coaching 95

Coaching Sales Coaching Face-to-face Channels 95

Zoominfo

JUNE 15, 2022

Get a Demo The vast majority of marketers believe personalization helps build and develop better relationships with customers, with 78% claiming personalization has a strong impact on the success of their campaigns. ZoomInfo MarketingOS Finally, ABM with data you can trust.

Ideal Customer Profile 130

Ideal Customer Profile Customer Marketing Demand Generation Agencies 130

Crunchbase

JANUARY 26, 2021

To help companies of all sizes approach the new year in the right way, the team at Revenue Grid used data from over 550 cutting-edge B2B sales teams to help track down the most important trends in the future. Channels in the sales playbook are evolving. The easiest option could be to simply add a new channel to your sales cycle.

Trends 98

Trends Discount Social Media Decision Maker 98

Vengreso

MARCH 26, 2025

This makes it easy for your brand to maintain a consistent tone of voice across all channels, reinforcing its identity and increasing engagement. Sales Leadership Development Understanding sales management and sales leadership principles is crucial for those pursuing a sales career.

Training 68

Training Strategy Ideal Customer Profile Lead Rank 68

Sales Hacker

FEBRUARY 15, 2018

While The Revenue Summit is a phenomenal destination for c-level enterprise leaders, we’ve got something for everyone, so don’t count yourself out if you’re in junior sales, sales management, or if you’re a demand generation marketer.

Top of Funnel 86

Top of Funnel Revenue Marketo Marketing 86

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? The Hubspot sales blog is one of the best in the business. Selling Power.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Salesmate

JUNE 23, 2020

Now let’s understand the top reason why SaaS businesses must invest in sales CRM. Managing business-critical data. SaaS business owners rely on various channels for lead generation such as: Meetups Websites Social media Email campaigns Cold calls Referrals Online advertisements. – Vendasta.

CRM 126

CRM Hiring Software Software 126