Alice Heiman

OCTOBER 11, 2023

CEOs, do you want to unlock the secret to sky-high sales? Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories. Want to dive deeper?

GoldMine 86

GoldMine Survey Territories Ideal Customer Profile 86

Cincom Smart Selling

FEBRUARY 9, 2016

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. If you currently manage a multi-channel operation, you know how naïve this statement sounds. You Need Channel Management.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

InsightSquared

MARCH 25, 2021

First, a bit of grounding on two key meetings within your sales management system: forecast reviews and funnel reviews, and more importantly, the differences between them. . In businesses with longer sales cycles of 90+ days, best practice is to separate the forecast and funnel review meetings as they are fundamentally different in scope.

Top of Funnel 71

Top of Funnel Funnel Revenue Forecasting 71

SBI Growth

MAY 18, 2013

Measuring sales turnover as a percentage can be misleading. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric. Yet he has 3x the average territory potential in his patch.

Territories 303

Territories Hiring Quota Sales Leadership 303

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Miller Heiman Group

SEPTEMBER 17, 2019

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Additionally, some organizations struggle to clearly define the difference between channel customers and the end-user. Let’s explore the key success factors for manufacturers to maximize sales through indirect channels.

Channels 50

Channels Maximizer Hiring How To 50

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Cincom Smart Selling

FEBRUARY 8, 2018

How does Finance use a CPQ (configure-price-quote) system to grow revenue and drive profitability? Finance is expected to make meaningful contributions toward helping the enterprise boost revenue, increase margin and improve operational efficiency. CPQ Data Helps Finance Forecast Sales and Expenses.

Revenue 48

Revenue Territories Enterprise Enterprise 48

Partners in Excellence

OCTOBER 14, 2015

They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to collaborate with others to provide a complete solution to their customers. In the end, through this benign neglect, the channel never quite reaches it’s potential.

Outsourcing Services 48

Outsourcing Services Channels Penetration Territories 48

SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. For example, is it all direct sales? It depends.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Sales Hacker

JULY 14, 2021

We’ve been hearing a lot about RevOps lately, but how is it different from Sales Ops? We asked the Sales Hacker community for their take to get the real scoop on how each differs. How are RevOps and Sales Ops different? The focus for Sales Operations (Sales Ops) is to support and enable sales reps to do their job effectively.

Top of Funnel 88

Top of Funnel Revenue Sales Methodology Territories 88

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? Who is responsible for Sales Enablement ? If you leave it to the sales force, it won’t get done. Start with them.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Janek Performance Group

APRIL 2, 2024

A pillar of success for any sales organization is an effective business development strategy. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Cincom Smart Selling

FEBRUARY 16, 2016

Companies achieve growth through increased sales. For companies using a direct selling model, that may mean new marketing messages and additional sales training. It may even mean adding sales headcount. An alternative is a multi-channel strategy. Your sales channel may or may not understand or embrace that messaging.

Channels 54

Channels Strategy Customer Automotive 54

Vengreso

DECEMBER 2, 2020

A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success. What is a Sales Plan ?

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Sales Hacker

FEBRUARY 17, 2022

They’re researching business products and services online, purchasing via websites as much as they can, and foregoing interactions with sales representatives whenever possible. Of course, the shift to digital sales tactics has been underway for years. What sales investments should you focus on in 2022? Sales engagement.

Top of Funnel 92

Top of Funnel Lead Rank Lead Scoring Forecasting 92

Your Sales Management Guru

AUGUST 10, 2016

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. Constantly invent new sales or partner incentive programs.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. What is a sales plan?

Examples 52

Examples How To Hiring Segment 52

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I had no proactive plan in place as to HOW I was going to generate the revenue that I was being tasked with generating. Step 1: Timing. Here it is, New Years.

Revenue 40

Revenue Territories InsideView How To 40

Sales Hacker

APRIL 16, 2018

On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. Why your CFO shouldn’t own the revenue model. Real world advice on how to successfully grow your company’s revenue. Subscribe to the Sales Hacker Podcast.

Revenue 69

Revenue Scale Top of Funnel Territories 69

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. I didn’t hear of sales ops until years after entering the workforce.

Sales Operations 110

Sales Operations Conference Scale Engineering 110

SBI

SEPTEMBER 12, 2018

I’ll be at the Sales Enablement Soiree at the Four Season’s hotel on Thursday the 27th all day. To help you with that mission, we’re naming our top 20 Sales Tech Twitter handles to follow during this epic Dreamforce 2018. Go beyond sales enablement to create a sophisticated selling experience that buyers value.

Vendor 106

Vendor InsideView Hotels Hiring 106

Hubspot Sales

MARCH 21, 2019

So, how can you visualize your sales data to make key decisions and analyze performance? The answer: A sales dashboard. What is a sales dashboard? A sales dashboard is a visual representation of your sales data. How to Create a Sales Dashboard. Determine which sales metrics you'll track.

Examples 110

Examples Hiring Report Hubspot 110

Hubspot Sales

SEPTEMBER 18, 2023

Timing is everything in sales. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. Broadly speaking, any industry change can be considered a trigger event and indicate a channel for making a sale. Sales Trigger Event Examples 1.

Social Media 104

Social Media Google Hiring How To 104

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? are inside sales professionals. Out of the 5.7

Outside Sales 133

Outside Sales Hiring Face-to-face Inside Sales 133

Vengreso

JULY 18, 2023

Generative AI for Sales Prospecting is an uncharted territory for many. Sure, it sounds like a tech buzzword that’s been thrown around lately… But when it comes to implementing Generative AI in your sales strategy… Most are at a loss when it comes to incorporating Generative AI into their sales tactics.

Lead Rank 52

Lead Rank Lead Scoring Prospecting Retail 52

Partners in Excellence

NOVEMBER 27, 2012

Sales specialists or overlay reps are critical in complex B2B sales. The sales specialist is just what the name implies–a specialist in a certain area. Typically, sales specialists have very deep knowledge and experience in whatever they specialize in. They are accountable for a customer and territory.

Account 91

Account Territories Maximizer Revenue 91

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

HeavyHitter Sales

MARCH 5, 2014

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail.           What prevents a sales organization from achieving success? Every sales organization can be classified based upon whether it is in a “Build,” “Compete,” “Maintain,” “Extend,” or “Cull” stage.

Hiring 108

Hiring Scale Territories Penetration 108

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. The concept that underlies all those points is known as sales effectiveness. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process.

Sales Process 141

Sales Process How To Hubspot Hiring 141

Hubspot Sales

APRIL 27, 2018

Luckily, sales is a job in which diverse work backgrounds are welcomed and useful. When it comes to prepping your resume for a job in sales, all experience is welcome. I asked HubSpot reps and recruiters for the resumes they used to get hired and the advice for others hoping to land a gig in sales. Sales Resume Examples.

Hubspot 105

Hubspot Hiring Examples Inbound 105

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. Or you’re used to coaching your team on the sales floor. If you’re running a sales team and have never run one remotely before, here are a few things to consider: Lead from a place of trust, not control. Here’s why.

Scale 131

Scale Gatekeeper Churn Quota 131

Zoominfo

SEPTEMBER 25, 2019

The campaign was a success, as it generated a lot of positive buzz — and more importantly, it generated revenue. The whole campaign cost us £400, and we generated over £50,000 in revenue. The idea was simple enough: we sent 100 branded cookies featuring pictures of our office dog to 100 sales prospects. A great return!

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182