Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

Video 105

Video Training Lead Rank Lead Scoring 105

Steven Rosen

MAY 1, 2024

Managing High-Performing Reps Managing high-performing reps can be challenging, as they often have strong personalities and high expectations. Brandon advises sales managers to embrace the challenges of managing these individuals and not to be emotionally triggered by their challenging behavior.

Lead Rank 228

Lead Rank Lead Scoring Hiring Marketing Qualified Lead 228

No More Cold Calling

SEPTEMBER 18, 2014

While social engagement may seem more noble or altruistic, what really is energizing ssis the adoption of social in the B2B world is the view that it is another channel for executing sales strategy. Not every social outreach is going to result in a sale, nor should it. Message to Management]: 14 Things Top Sales Managers Do.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

JANUARY 30, 2014

The business world is enamored with social media and texting as channels to communicate and connect. But these social channels often prevent people from socializing and having live conversations. Phone conversations are still important, more so than through any other channel besides face-to-face meetings. .

Eloqua 240

Eloqua Face-to-face Vendor Channels 240

SBI Growth

DECEMBER 27, 2012

These types of activities are great career development opportunities for your top performers. The way you use Agile starts by grouping the two main process areas you control: Opportunity Management—converting opportunities into customers. Specifically the lead to opportunity handoff. Process, People, Content ).

Groups 324

Groups Follow-up Retention Examples 324

Sales and Marketing Management

OCTOBER 4, 2017

Through a channel partnership network? Door-to-door sales? Most models for building a sales engine haven’t changed much, yet those traditional channel networks are costlier to develop. Gig Economy, the Newest Sales Channel. Building a Gig Channel. Pushing customers to a website with SEO?

Engineering 227

Engineering Hiring Networking Channels 227

Zoominfo

FEBRUARY 18, 2025

Chorus , ZoomInfos AI-powered conversation intelligence tool, helps sales teams extract valuable insights from call recordings and transcriptions. By analyzing conversation patterns, talk-to-listen ratios, and objection handling, sales managers can identify coaching opportunities and refine messaging strategies.

Outbound 130

Outbound Software Software Buyer Intent 130

Pipeliner

JANUARY 6, 2022

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Jay is one of the most visible and respected thought leaders in global channels, having been named 2021 Channel Influencer of the Year by Channel Partners Magazine. Certainly, Brian. I do, Brian.

Channels 98

Channels Trends AutoTask Lead Rank 98

SBI Growth

JULY 22, 2013

There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue. Establish a fun atmosphere with good feedback channels. Make the sales job fun.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Pipeliner

JANUARY 16, 2025

Learning Culture: Foster a culture of continuous learning within your sales team by providing access to training resources and development opportunities. Coaching and Development Structured Coaching Approach Walter emphasizes that coaching plays a crucial role in the success of sales teams. He is CSMO at Pipeliner CRM.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

SBI Growth

SEPTEMBER 14, 2012

The most common mistake is failing to look at the job opportunity through the eyes of the candidate. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Here’s what top producers have told us they look for: Territory with abundant opportunity. Hot product.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

SBI Growth

JANUARY 9, 2013

If your company uses channel partners, Channel Management is a needed skill. For complex sales, you’ll want Sales leaders to understand solution development. Here are a few other newer skills a Sales leader will need to have: Mastering Buyer Personas and Journeys.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Steven Rosen

JANUARY 22, 2015

Slammed: For the First Time Sales Manager. For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. I wanted to share a new eBook “ SLAMMED!!

Sales Management 120

Sales Management Scale Energy Objections 120

No More Cold Calling

OCTOBER 7, 2014

Thankfully, there are plenty of opportunities to develop and manage your referral network. Use social channels to find out what’s going on with them. Keep reaching out and preserving your most valuable sales asset—your relationships. Associations Enterprise Sales Management Salespeople Small Business'

Meeting 240

Meeting Social Media Referrals Fashion 240

Zoominfo

APRIL 17, 2025

Whether identifying key decision-makers or nurturing opportunities, ZoomInfo helps teams prioritize high-impact actions that shorten deal cycles and boost conversions. Its AI helps craft uniquely relevant outreach to ensure reps capitalize on timely opportunities with messaging that resonates with buyers most urgent needs.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders. He is CSMO at Pipeliner CRM.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Partners in Excellence

NOVEMBER 14, 2024

We tend to squander 80-85% of the opportunities we qualify. We would never imagine shifting to an account led strategy, or a partner/channel led strategy. We never question, are those outreaches the right kinds of outreach, should we change our what we are doing? Or outreach activities may not be the problem.

Strategy 127

Strategy Hiring Revenue Channels 127

Sales and Marketing Management

FEBRUARY 15, 2021

One priority of sales enablement strategies this year should be to inspire sellers to feel excited about working for the company and to be energized by the opportunities ahead of them. Creating learning campaigns based on sales personas. Virtually Inspire. Drive Results.

Education 194

Education Film Channels Cancellation 194

SBI Growth

MARCH 19, 2013

Decentralized structure demands each branch’s perspective – Each branch faces a unique set of challenges and opportunities. Each must hire sales reps with a unique set of competencies. One rep suggested interviews include a staged sales negotiation while ‘selling’ a more complex product to the Sales Manager.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Pipeliner

MARCH 16, 2025

Opportunity Cost Every deal needs resources to be invested. Pipeliner CRM provides an understanding of which of the opportunities are worth chasing, to make the right profitable decisions. It is crucial for the sales managers to ensure that the teams can tell a bad deal when they see one. He is CSMO at Pipeliner CRM.

Video 96

Video How To CRM Pipeline 96

Hubspot Sales

NOVEMBER 17, 2020

That has led to a progressive trend for sales models: next year, 68% of sales leaders say they plan to keep or implement a hybrid or fully remote sales model. While this year has knocked us all off-balance, opportunities for growth still exist. Recognizing that sales managers are the most stressed.

Hubspot 126

Hubspot Lead Rank Opportunity Face-to-face 126

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 Practicality and cost-efficiency are key—bearing in mind that maintaining a strong presence across multiple channels demands resources.

Social Selling 108

Social Selling Social Media Media Networking 108

Apptivo

AUGUST 25, 2021

Salespeople follow up right from capturing a lead, converting it to sales qualified lead, moving it into pipeline opportunities, and improving the customer conversion rate. In short, sales teams have a significant role in increasing the revenue of a company. It is not that if there is lead, there will be no opportunity.

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring Opportunity 98

Understanding the Sales Force

FEBRUARY 15, 2024

When I was growing up in the 1960’s, I watched meteorologist Don Kent give his weather forecasts on WBZ channel 4 in Boston. Excited about an opportunity, but wrong. Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback. Excited, but wrong.

Forecasting 211

Forecasting Sales Forecasts Decision Maker Call-back 211

Vengreso

JULY 29, 2024

Have you heard about how important channel sales partners are? In this article we cover different kinds of channel sales partners, why they’re good, and how to work well with them. Understanding what each partner does and how they help is key to making a good sales plan to get the best results.

Outsourcing Services 68

Outsourcing Services Channels Webinar Metrics Strategy 68

Vengreso

SEPTEMBER 13, 2024

In this article, I delve into channel sales —a strategy that involves leveraging third-party intermediaries such as dealers and affiliates to distribute products—enabling companies to penetrate new markets without relying on a sizable in-house sales team. Discover how in our latest article by @M_3Jr!

Channels 66

Channels Outsourcing Services Strategy Lead Rank 66

The Center for Sales Strategy

MAY 21, 2024

As a sales manager, you know the frustration of watching your pipeline slow down to a trickle. When you need a boost of new opportunities to drive revenue quickly, it's time to look beyond your typical marketing channels. Here are five lead sources offering a "short route to revenue" to help fill your funnel quickly.

Revenue 127

Revenue Marketing Qualified Lead Leads Top of Funnel 127

Sales and Marketing Management

DECEMBER 14, 2020

The cost savings to businesses is too significant, and the efficiencies from buyers’ perspectives too valuable, thus both sides of the sales equation will likely want to retain the Zoom meeting model for many sales calls. What does it mean for B2B sales managers as they strategize for 2021? Take any trend?—?social,

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

DiscoverOrg Sales

SEPTEMBER 28, 2017

Will I flush enough opportunities out of these accounts I was given? 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. Sales management direction.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Understanding the Sales Force

SEPTEMBER 11, 2023

Remote Control – One of the big differentiators between clients who are getting plenty of applies versus those who aren’t is the opportunity to work remotely. But if your posting describes your candidate and their successful past, your ideal candidates will not only read it, they will self-identify and apply.

Hiring 211

Hiring Top of Funnel Company Funnel 211

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 Scoring 68

Partners in Excellence

OCTOBER 12, 2020

In our panic to find opportunities, we reach out to anyone we can. We know that regardless of how good our pipelines are, we have to prospect every week, we have to continue to look to adding great opportunities to our pipeline. We contact all our current customers, “Do you need to buy something else?”

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Face-to-face 166

Partners in Excellence

JUNE 9, 2021

.” Customers increasingly choose to minimize sales involvement in their buying process, seeking digital and other sources to support their buying journeys. Social channels are increasingly cluttered and ineffective. Marketing continues to optimize SEO and traditional/technology enables channels.

Lead Rank 149

Lead Rank Channels Customer Service Sales Qualified Lead 149

Partners in Excellence

MARCH 2, 2021

That is helping them understand what they face, helping them figure out what problem/opportunities they face, how they might address them, what their needs are,* how to manage the risks, how to move forward. Do your sales enablement programs develop skills around the problems customers face and how we help them address them?

Face-to-face 147

Face-to-face Sales Enablement Trends Channels 147

Partners in Excellence

FEBRUARY 6, 2025

The win rate represents the proportion of sales opportunities we have competed in, from which we have gotten an customer commitment order. We have to think, “what’s an opportunity?” ” Something becomes an opportunity when it is qualified. So our win rate is based on qualified opportunities.

Sales Cycle 71

Sales Cycle Examples Opportunity Analytics 71

No More Cold Calling

SEPTEMBER 21, 2017

It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. What moved me the most were the comments from immigrants and minorities, who wrote about how they experienced the same biases as women in sales.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Steven Rosen

JUNE 5, 2023

Willingness to Take Risks and Challenge the Status Quo : Bold sales leaders take calculated risks, challenge the status quo, and embrace change as an opportunity for growth. Cultivating a Can-Do Attitude and Encouraging Innovative Thinking : Bold sales leaders embody a contagious can-do attitude that permeates their team.

Sports 156

Sports Construction Sales Leadership Territories 156