Sales 2.0

JANUARY 14, 2025

One instinct in this situation is to jump in and start prospecting without wasting any time. Sales history Ive been looking at some of the small healthcare accounts that my client serves. These salespeople are going to need support and certain collateral, such as one-pagers, web pages, scripts etc. I will let you know.

Collateral 195

Collateral Account Territories Segment 195

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. You communicate, collaborate, and connect with prospects via desktop, laptop, tablet, or mobile phone. You also need to add new skills of engagement, technical aptitude, active listening, follow up, and time management to your toolbox of selling techniques.

Collateral 147

Collateral How To Video Face-to-face 147

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. Thursday is the best day to prospect.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Bigtincan

NOVEMBER 16, 2021

Sales Collateral Management is the process of creating, storing, and simplifying access to all the collateral that salespeople and marketing teams need. It enables salespeople to locate the right collateral at the right time, empowering them to sell with confidence. Request a demo today. Is it in Sharepoint?

Collateral 59

Collateral Enterprise Enterprise Case Study 59

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Allego

JULY 21, 2022

They must be proactive in finding prospects, nurturing digital buyers, and winning sales. That’s where sales enablement comes in. One of the best growth strategies for manufacturing companies is implementing an effective B2B sales enablement strategy. 4 Pillars of Sales Enablement for Manufacturing.

Sales Enablement 117

Sales Enablement Company Collateral Hiring 117

Pipeliner

AUGUST 18, 2020

One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. Fortunately, though, sales management is a craft that can be learned. This will help a sales manager to get up and running.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Sales Hacker

FEBRUARY 6, 2019

One of my favorite examples of a documented sales process comes from Wildfire and includes the following information by stage: Key questions to ask the customer. Collateral that should be given to the customer. Build sales collateral. The sales process is only as good as the value it provides to your customers and reps.

Sales Process 83

Sales Process Top of Funnel Sales Management Sales Methodology 83

SBI

JUNE 23, 2020

Sellers also face additional barriers to productivity when there’s less contact with prospects, colleagues, and their industry. Sales managers leading geographically dispersed sellers are doubling down on the fundamentals. A New Era of Sales Management. It’s a new era of sales management for virtual teams.

Hiring 143

Hiring Scale Face-to-face Collateral 143

SBI

OCTOBER 1, 2014

Integrate your CRM, webinar management and more, most with one click. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. KnowledgeTree surfaces the best presentations, datasheets, and other collateral for every sales situation. Aventioninc.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Taking action will at least improve your attitude and at best snowball into a steady stream of sales. Prospect, prospect, prospect. Paying attention to trigger events and using them as sales openings is a best practice year-round, but can be particularly helpful during a slump.

Data 126

Data How To Call-back Collateral 126

DocSend

MAY 17, 2022

A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell. These capabilities are a really great fit when sales managers want to choreograph how a rep should sell. DocSend is designed for sales reps who own the strategy and process of their deals.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Zoominfo

JANUARY 27, 2022

Ensuring multiple data sources are standardized as they join your database is important for critical go-to-market activities such as customer segmentation , territory planning , and prospecting. Applied across an entire sales team, this batch process leaves plenty of opportunities for variation in a number of important fields.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Janek Performance Group

MARCH 16, 2022

What do top-performing sales teams do better than under-performing sales teams? They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 62

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

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 prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). Go check it out!

Channels 187

Channels Face-to-face Video Hubspot 187

Janek Performance Group

OCTOBER 18, 2021

As a football coach may pump up the team for the fourth quarter, sales managers can provide extra motivation. Here, managers can add incentives for increased activity, such as additional calls to close deals, and allow reps to be flexible with offers. For many sales organizations, time speeds up in the fourth quarter.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

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. Conversion rate by sales funnel stage (by team and by individual). Lead Generation Sales Metrics. Email Sales Metrics.

Cost per Acquisition 144

Cost per Acquisition Lead Rank Churn Webinar Metrics 144

Showpad

NOVEMBER 11, 2020

If your organization is aiming to improve sales effectiveness, leverage marketing collateral and win deals faster than ever before, a sales enablement program is a productive place to start. What is sales enablement? A sales enablement platform, for instance, is the glue holding the two departments together.

Sales Enablement 72

Sales Enablement Benefit Top of Funnel Hiring 72

Keith Rosen

JULY 30, 2020

Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. If it was just one degree warmer during this storm in Atlanta, this tragic experience and compounded collateral damage would have never happened. million dollars.

Coaching 157

Coaching Scale Call-back Collateral 157

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. Proving the impact of your sales content can be tricky. With deal content tracking, you tie specific assets to individual deals in progress—all the way through the sales cycle. Effective Sales Content: Measure, Optimize, Repeat.

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

A Sales Guy

SEPTEMBER 23, 2019

Too much activity management. Little respect for prospects and buyers time. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. Too much reliance on selling tools. Upcoming: Not enough training in the industry/space. Not enough humility. That was it!

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

Hubspot Sales

FEBRUARY 22, 2023

And if so, what does it look like to sales professionals? In this post, we're going to discuss what it means to quiet quit in sales, what it looks like, and what sales managers can do when they think it's happening in their teams. Sales rely on won deals. In truth, we hadn’t set that person up for success.

Motivation 108

Motivation Quota Collateral Call-back 108

Sales Hacker

NOVEMBER 8, 2021

Keep in mind that many companies have their sales managers listen in on SDR and BDR calls and document what they’re doing right and where they’re going wrong. Asking your managers about your strong suits and what makes you good at what you do, will give you insights into your performance which you can then utilize in upcoming roles.

Hiring 113

Hiring Face-to-face Collateral Sales Qualified Lead 113

Allego

JULY 26, 2022

Most content management systems focus on storing just-in-time reference content such as slides, brochures, FAQs, and videos needed to educate prospects. Reps give and get practical advice that they can apply to their prospecting and buyer conversations. Sales Teams Need More than an LMS. Coaching and Feedback.

Competition 117

Competition Collateral Software Software 117

Allego

DECEMBER 22, 2022

Sales managers and sales enablement folks face a similar challenge. Sales teams start out on what they think is a true path, and then the economy changes course, sales reps leave, or new technology comes along. It isn’t just about sales content management anymore.

Sales Enablement 117

Sales Enablement Vendor Collateral Report 117

Hubspot Sales

DECEMBER 8, 2017

Turnover decreased and sales increased because Met Life focused on hiring for optimism, not just hard selling skills. What’s the baseline attitude at your sales organization? CEOs and sales managers set the tone for the entire business. If your company is more pessimistic than optimistic, start at the top.

Hiring 111

Hiring Insurance Insurance Lead Rank 111

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. First and foremost, both closely partner with sales managers to support reps through every touch point of the sales cycle.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ It’s a real question we hear often, and we know sales reps are not wanting to hear a vague reply like, ”It depends on your situation.” They are looking for practical advice to a real-world sales problem.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Hubspot Sales

JULY 17, 2019

But you can certainly take steps today to act on the second -- introducing automation into other parts of your sales process , like an automated email prospecting system (just make sure your emails are still relevant and personalized!). If you use HubSpot CRM, build out your first sales dashboard now. Sales lead automation.

Exact 109

Exact Lead Rank Lead Scoring Hubspot 109

Gong.io

JULY 5, 2022

What is a B2B sales funnel? . A B2B sales funnel is a stage-by-stage model that depicts how B2B prospects move through the buying process. In either case, it‘s important to remember that the sales funnel is a model; it‘s a representation of the buyer‘s journey. . Let‘s make something clear: Sales funnels ?

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

LevelEleven

JANUARY 9, 2019

Then there’s the possibility their prospects will be on vacation. A deal may be close to closing as the holidays approach and then, out of nowhere, the prospect goes dark! This also offers the opportunity to approach your prospect with a new technique. Ask your prospect what their plans and goals are for 2019.

Prospecting 54

Prospecting Trade Show Social Media Collateral 54

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Rather than having each rep develop their own messaging, questions, and resources to use with prospects, give them ready-made content. Many experts recommend naming one person as the project manager.

Ideal Customer Profile 141

Ideal Customer Profile Buyer Persona Guidelines Hiring 141

Partners in Excellence

OCTOBER 27, 2014

I remember participating in a “Prospecting Scavenger Hunt” in 1985. Yes, we’ve applied a technology veneer to sales contests and now use a multisyllabic word, gamification, but at it’s core its the same thing. Likewise, content was important in 1980, we called it collateral. It was pretty cool.

Fashion 109

Fashion Face-to-face Social Media Analytics 109

Hubspot Sales

MAY 30, 2023

Generative AI can help sales teams sell by gathering intelligence and creating outputs that save time and personalize prospect communications. Seventy percent of companies using AI report that adoption has increased their marketing and sales revenue, while 28% say it’s decreased costs. Prospect outreach (16%).

Lead Rank 121

Lead Rank Hubspot Microsoft Lead Scoring 121

CloserIQ

SEPTEMBER 11, 2018

If you want to bring sales enablement best practices into your organization, this is the right time to do it. A sales rep consistently exceeds quota, but when they’re promoted to a role in sales management, they flounder. The same goes for sales enablement. Look Beyond Selling Skills. We’ve all heard the stories.

Hiring 95

Hiring Sales Enablement How To Collateral 95