Understanding the Sales Force

OCTOBER 6, 2024

Quick Question : Imagine increasing your customer retention by 95%. Example 3 – Cold LinkedIn Message: Hi Dave, Can I trouble you to like my YouTube channel. Here is a link to the channel [link] If you have a page or anything you want me to like or subscribe to, just reply with details and I will return the favour.

LinkedIn 329

LinkedIn Channels Hiring B2C 329

Zoominfo

SEPTEMBER 24, 2024

These could be anything from website visits, content engagement, and social media interactions, to more advanced sales signals like changes in a company’s leadership, financial performance, or public statements from executives. The open-source playbook includes strategies for upsell, cross-sell, retention, and win-back plays.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

SBI Growth

DECEMBER 2, 2013

Retention campaigns focused on reducing churn in the existing customer base. Acquire campaigns focused on new logo acquisition within a specific vertical, channel or region. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. Improved relationship with sales.

Demand Generation Targets 310

Demand Generation Targets Demand Generation Marketing Buyer Persona 310

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. SALES: They weren’t a good fit anyway. Kill lead generation channels that don’t convert. 7-quick-wins-sales-marketing-alignment.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

SBI Growth

NOVEMBER 6, 2018

Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A indirect selling model has plenty of benefits. A fledgling company looking for additional capital to bring on headcount.

Scale 253

Scale Pivotal Hiring Direct Sales Team 253

Partners in Excellence

MARCH 5, 2025

My social channels are dominated by experts suggesting the GTM strategies. We define outreach programs, looking at content, channel, volume, velocity. When we get a PO, we focus on our retention, expansion goals. I speak with lots of leaders about their GTM strategies. ” It’s surprising how seldom the word is used.

Customer 100

Customer Analysis Retention Social Media 100

Cincom Smart Selling

MARCH 6, 2025

The contemporary competitive market poses a formidable challenge to maintain profitability across multiple sales channels. Understanding the Pricing Complexities in Multi-Channel Sales In the hyper-connected marketplace, businesses sell through multiple channelsdirect sales teams, resellers, e-commerce platforms, and distributors.

Margin 48

Margin Channels Maximizer Lead Rank 48

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. HR’s focus is on attraction, retention and development of human capital.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

Zoominfo

JANUARY 6, 2021

Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. They help improve customer experiences and boost customer retention with ever-progressing data analytics features.

Trends 246

Trends CRM Top of Funnel Marketing 246

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. The Problem with Virtual Sales Meetings. Virtual Sales Meetings Are Here to Stay.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Try this instead.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. An effective CRM is make-or-break for SaaS companies because of: Customer Retention.

Software 115

Software Software CRM Oracle 115

Zoominfo

SEPTEMBER 26, 2018

To build a strong employer brand, you must craft a comprehensive, multi-channel content strategy to engage your target candidates. Social media has quickly become an essential marketing channel—and it’s equally as important for recruiting. Studies indicate that a strong employer brand can lead to a 28% increase in retention ( source ).

Hiring 250

Hiring Social Media Face-to-face Channels 250

Pipeliner

JANUARY 19, 2025

A clear and curious culture can lead to higher employee retention and satisfaction. Our Host John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the Worlds Greatest Military Victories and Social Upheaval: How to Win at Social Selling. He is CSMO at Pipeliner CRM.

Video 98

Video Lead Rank Lead Scoring Channels 98

Alice Heiman

JANUARY 15, 2025

Referrals are an often-overlooked yet highly effective way to boost sales. Learn why referrals outperform cold outreach, how they lead to higher-quality leads, and why they drive stronger customer retention. In this episode, Alice Heiman dives into the transformative impact of a formal referral selling process.

Referrals 62

Referrals Closing Ideal Customer Profile Retention 62

Sales and Marketing Management

APRIL 26, 2019

I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans. The days of the sales generalist are over. The time spent with sales is decreasing.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Hubspot Sales

JULY 31, 2024

In late 2021, a Gartner study revealed that 83% of B2B buyers prefer placing orders or paying for goods through digital channels. And while this is all great news for small businesses looking for a way to digitize and streamline their sales process—there are major problems looming. Namely, checkout problems.

B2B 119

B2B Lead Rank B2C Real Estate 119

Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. Now, as we dive deeper into a new year, sales leaders are tackling another issue. Many sales organizations have pivoted to virtual events rather than simply canceling major sales events.

Education 194

Education Film Channels Cancellation 194

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. Sales VPs consistently have hiring freezes placed on them.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Zoominfo

MARCH 27, 2018

63% of marketers agree customer engagement includes renewals, repeat purchases, and retention ( source ). 77% of strong omni-channel companies store customer data across channels, compared to 48% for weak omni-channel companies ( source ). The Current State of Customer Engagement.

Customer 196

Customer Consumer Channels Customer Service 196

Sales and Marketing Management

MAY 26, 2020

Author: Jacklyn Walsh No two customers are the same and an organization’s sales force needs to be as diverse as its customer base. Sales organizations and teams that embrace diversity have a more solid footing in the market, achieve higher customer and employee retention and earn more wins. Steps to Achieving Diverse Success.

Lead Rank 227

Lead Rank Lead Scoring Scale Retention 227

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Zoominfo

MARCH 1, 2021

Listed below are a few sales-related KPIs, but they’re just as important to measure since sales and marketing are intertwined. Here’s something to consider: B2B organizations making sales and marketing alignment a priority are better at closing deals by 67%. Digital Channels and Content. Budget and Resource Use.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Sales and Marketing Management

SEPTEMBER 14, 2020

Some sales organizations saw their pipelines disappear overnight, so they began to reevaluate processes in an attempt to preserve them. Aligning sales and service teams will better position an organization to engage with customers throughout their journey and achieve mutual success for themselves and their clients. .

SAP 207

SAP Compensation Face-to-face Analytics 207

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

Sales and Marketing Management

MARCH 16, 2018

Author: Kevin McGirl, President, sales-i The supply chain is the engine of the global economy. The following four sales obstacles were identified as the most persistent and the most troubling for B2B companies across the supply chain. Customer retention and loyalty.

B2B 195

B2B Company Hiring Discount 195

Pipeliner

FEBRUARY 28, 2025

Therefore, companies can improve customer satisfaction and retention rates by focusing on quick results. Consistent Messaging: Ensure your marketing and sales teams clearly understand who your ICP is and how to reach them. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP!

Ideal Customer Profile 105

Ideal Customer Profile Video Face-to-face Trends 105

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. If timed and executed effectively, content can push your prospects through your sales funnel until they become a customer. Do the same with your sales team.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

eGrabber

FEBRUARY 26, 2025

In todays fast-paced world, boosting sales performance and closing deals quickly are more important than ever. Sales leaders, sales managers, and sales professionals must work smart and act fast. In 2025, the key is to use smart tools like sales automation and track real sales data.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentive 52

Alice Heiman

FEBRUARY 11, 2025

After struggling to hire the right sales team, Russ Macumber made a bold decisionhe returned to founder-led sales. In this episode, he shares the hard lessons learned from scaling a startup, hiring salespeople, and building a high-retention client base. The result? A 40% increase in revenue.

Hiring 62

Hiring Scale Revenue Social Media 62

The Pipeline

OCTOBER 2, 2018

Take the famous example of two “leading sources of insights” for the sales community, coming to polar opposite conclusions as to when it the best time to make cold calls. This reality no doubt explains the shift to and rise of sales enablement. Take a look for your self, which would you bet on ? Get’s Better.

Coaching 273

Coaching Quota Cold Calling Data 273

SBI Growth

AUGUST 20, 2020

If you’re like most Sales Leaders we’ve worked with, you’re glad the first half is behind us. You are also trying to figure out how to make up lost ground. We’ve found the two most effective ways to recover from.

Revenue 386

Revenue Sales How To Channels 386

The Center for Sales Strategy

MAY 8, 2024

An effective omnichannel strategy integrates various channels, ensuring a consistent and personalized customer journey that leads to better brand recognition, customer satisfaction, and increased conversions.

Lead Rank 114

Lead Rank Retention Sales Cycle Channels 114

Pipeliner

MARCH 24, 2025

He notes that successful e-commerce businesses often have a dedicated community that nurtures relationships and drives sales. Building a community helps with customer retention and acquiring new customers through warm referrals. This hands-on approach can lead to significant sales increases. He is CSMO at Pipeliner CRM.

Video 66

Video Scale Lead Rank Lead Scoring 66

Allego

MARCH 13, 2025

What separates top-performing sales teams from the rest? As a sales leader, you know that skills development is critical to hitting revenue targets. Observational learning allows sales professionals to accelerate their development by watching and modeling top performers. Its not just experienceits how they learn.

Lead Rank 62

Lead Rank Call-back Objections Sales Enablement 62

Vengreso

MARCH 11, 2025

Imagine a surprising twist in the world of sales culture that could skyrocket your team’s performance. It’s something unexpected, something that will make you rethink everything you know about building a winning sales culture. Ready to take your sales game to the next level? Let’s dive in!

LinkedIn 73

LinkedIn Construction B2B Report 73

Sales and Marketing Management

DECEMBER 6, 2019

With 17% of marketers planning to adopt podcasting into their efforts, podcasts are a rising marketing channel for companies today. Never assume you’re reaching your audience by simply having a podcast or by promoting your podcast on social channels. Additionally, your podcast can be used as content for your sales reps.

ROI 177

ROI Top of Funnel Channels Lead Nurturing 177