SBI Growth

MAY 18, 2013

Prospects fall into his lap with little effort. Is your Go-to-Market Strategy relevant – dated sales channels will frustrate customers. Reduce non-selling time – admin doesn’t make any sales person money. Execute the 10 Sales Leadership Ideas in the tool - ‘A’ players won’t settle for an average leader.

Territories 303

Territories Hiring Quota Sales Leadership 303

No More Cold Calling

MAY 28, 2020

I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. This was even the premise of my second book, Pick Up the Damn Phone!:

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Hubspot Sales

OCTOBER 29, 2017

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.

Channels 112

Channels Video Training Hiring 112

Bernadette McClelland

MARCH 11, 2018

’ As vendors, suppliers and salespeople, in order for us to reach a level of advocacy and loyalty, we must make things simple for our customers and really know what is important to them whether it be through formal feedback channels, needs analysis, or simply being curious enough to ask the important questions. What about the buyer?

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

SBI Growth

DECEMBER 5, 2013

Within your sphere of influence, you can deliver results for sales leadership. Having a clear understanding of your ideal customers and prospects is essential to success. Armed with BPM’s and Personas, sales and marketing become much more effective. Stay focused on those situations you can control.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. We strongly recommend you go check it out!

Channels 100

Channels Video Hubspot Face-to-face 100

The Pipeline

JUNE 8, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Proactive , Sales Leadership , Sales Success , Sell Better , Success , Video , execution. Sales Success , Tibor Shanto , Trigger Event Selling , Trigger Events , Video. Prospecting.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224

SBI Growth

OCTOBER 24, 2012

Below is an example of the types of elements involved in an integrated campaign across many touch-points and channels: The difficult part of proving a return on investment is capturing the total impact of all touch-points and activities within a campaign. What marketing teams often miss is the ability to quantify the total impact.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

The Pipeline

MARCH 9, 2012

Something some sales people do instinctively, it evolves with trends in their market, and awareness just makes it a more consistent habit. Selectivity however is a two way street, prospects are selective as well, especially in what they listen for, if they don’t hear what they are looking for they ignore it.

Buyer 234

Buyer Face-to-face Promotion Exercises 234

Vengreso

MAY 30, 2019

For the first time ever on the #SellingWithSocial podcast, my guest and I address how sales organizations can identify and build relationships with channel sales partners to drive sales. Jay leads Forrester’s research and advisory for global channels, alliances, and partnerships. Listen now! But it will be.

Channels 105

Channels Revenue Influencer Google 105

The ROI Guy

MARCH 1, 2015

I had the pleasure of attending SiriusDecisions Sales Leadership Exchange last week, an exclusive gathering of some 120 sales executives and sales enablement leaders. Canton indicated how it was vitally important for your organizations to begin experimenting with g a better way to sell: Predictive Sales.

Sales Leadership 83

Sales Leadership Competition B2B Lead Rank 83

No More Cold Calling

AUGUST 1, 2019

Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. The problem is with typical sales metrics. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

SEPTEMBER 22, 2016

We’ve all made this prospecting mistake: The customer told us her challenges. We jumped ahead to the easy part of prospecting—offering solutions—and didn’t take time to demonstrate the impact our solutions could make on the client’s business. The Problem with Your Prospecting. How does that affect your distribution channel?

Prospecting 120

Prospecting Decision Maker Face-to-face Cold Calling 120

SalesLoft

SEPTEMBER 15, 2017

Single channel prospecting is a thing of the past. The fastest growing companies depend on multiple channels to boost connection rates. But in a sea of emails, phone calls, and LinkedIn messages, it can be hard to stand out to your prospects. But your email can also support the other channels you use within your campaign.

Channels 52

Channels Sales Process Prospecting Direct Mail 52

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

Alice Heiman

AUGUST 13, 2024

How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs.

Hiring 143

Hiring Ideal Customer Profile Sales Talent Promotion 143

Igniting Sales Transformation

SEPTEMBER 5, 2018

Mandy began her career as an Account Executive at Clear Channel Radio, using the phone book to prospect. Fast forward 10 years, 2 startups, and many different sales teams later, Mandy now runs New Relic’s Sales Development organization for North America. Listen HERE. About Mandy. Mandy Bynum McLaughlin.

Sales Leadership 86

Sales Leadership Microsoft Margin Face-to-face 86

Bernadette McClelland

MARCH 4, 2018

Don’t prospect enough. Don’t follow a proven sales process. When was the last time you read a book about prospecting in today’s sales environment, or are you waiting for the company to do it for you? What channels of communication are you opening to make change happen? And then some more…. Don’t believe in self.

Meeting 191

Meeting Hiring Quota Coaching 191

Your Sales Management Guru

JANUARY 21, 2013

Sales Leadership: Bringing a Sharp Focus to Your. Sales Meetings. more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results. For this week, I thought I should share this fundamental concept with you. The Acumen Project?

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

Janek Performance Group

FEBRUARY 27, 2024

In 2022, B2B e-commerce sales in the US grew by 19 percent. With this, sales leaders must also enable e-commerce channels and digital tools, even in B2B sales environments. It’s a centralized location for all customer interactions across all channels. This makes it the nexus of a sales team’s collaboration efforts.

Sales Leadership 62

Sales Leadership Face-to-face Webinar Metrics Forecasting 62

Sales and Marketing Management

DECEMBER 2, 2019

Planning for next year requires you to consider not just how much revenue you will receive, but also how much of that lands in certain buckets: revenue per product, revenue per customer type (such as new and existing customers), and revenue per channel (such as subscriptions and one-time sales). Numbers Don't Lie.

Guarantee 199

Guarantee Face-to-face Forecasting Lead Generation 199

Zoominfo

JUNE 12, 2019

Jeb is also a renowned author, having written eight hard-hitting books on sales development, including the best-selling, Sales EQ: How Ultra-High Performers Leverage Sales Specific Emotional Intelligence to Close the Complex Deal.

Influencer 188

Influencer B2B Social Media Twitter 188

Score More Sales

JUNE 29, 2012

Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Sales leadership is a role much like the coach or manager of a professional sports team. What did successful, midmarket sales leaders do right in order to have a great first half of the year? Success keeps you in the job.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

Your Sales Management Guru

APRIL 2, 2012

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. HINT: when this occurs-you know you have succeeded and we always invite your top prospects.

Sales Leadership 67

Sales Leadership Account Face-to-face Groups 67

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

Your Sales Management Guru

MARCH 17, 2013

Either the prospective client was asking for some kind of discount or the salespeople were asking for some sort of promotional discount so “I can close the deal”! Generally this occurs because: 1) You have conditioned your customer or prospects to expect these kind of end of quarter promotion. What were those comments?

Sales Leadership 78

Sales Leadership Hiring Discount Negotiation 78

Zoominfo

FEBRUARY 22, 2021

Social media has become a bullhorn for top sales influencers, and these easy-to-use (not to mention, free) platforms are something you should absolutely be active on in order to stay current in your sales strategy and become a sales influencer yourself. Building a team is hard so take your time when you do it!

Social Media 205

Social Media Influencer Media Hiring 205

The Pipeline

APRIL 25, 2011

Prospecting. 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. Sales Roulette – Are You A Player?

Pipeline 216

Pipeline Twitter Hiring Cold Calling 216

Jeffrey Gitomer

OCTOBER 28, 2011

I had new attitude lessons and new sales ideas, and if you can imagine a daily sales lesson lasting four hours, I was ON FIRE! I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. Why would I waste that energy on having lunch with co-workers?

Hiring 181

Hiring Social Media Energy Loyalty 181

Zoominfo

MARCH 5, 2018

The benefits of using buyer personas are well-documented ( source ): 36% of companies have created shorter sales cycles using personas. Marketers use buyer personas to make sure their marketing campaigns reach the right audience, strike the right tone, and effectively convert prospects into paying customers.

Lead Rank 201

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

Pipeliner

SEPTEMBER 20, 2024

Actionable Advice: Define Your Ideal Customer Profile (ICP): Ensure your sales team has a clear and precise understanding of the ICP. This helps in targeting the right prospects and improving conversion rates. Key Takeaways: Define and Refine Your ICP: Ensure your sales team targets the right prospects.

Ideal Customer Profile 59

Ideal Customer Profile Sales Leadership Video Lead Rank 59

Zoominfo

FEBRUARY 26, 2018

With inbound marketing, potential customers find you through channels like blogs, search engines, and social media. The Hubspot sales blog is one of the best in the business. Stop by the Hubspot sales blog for real, actionable sales strategies, industry insights, interesting statistics, and more. Sales Gravy.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Bernadette McClelland

JANUARY 1, 2023

A new prospect? This fact has only strengthened my resolve to contribute to more face-to-face sales leadership themed breakfasts here in my new home town of Denver, Colorado in 2023 to enable me to do what I love and am good at doing. Then again, I may be wrong – some may be just plain lazy! A forgotten client?

Face-to-face 195

Face-to-face Negotiation Research Channels 195

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Crunchbase

MARCH 27, 2020

To better understand COVID-19’s impact on our sales and customer-facing teams, we sat down with our sales leadership team to understand the top five ways our sales and customer teams are adapting to stay on track during this unprecedented time. . Key takeaway: Put customers first and practice empathy.

Face-to-face 125

Face-to-face Top of Funnel SalesForce Sales Leadership 125

Pointclear

APRIL 13, 2012

This perspective is forcing marketing to have more interaction with the sales organization. He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages.

Marketing 169

Marketing Social Media Scale Trade Show 169