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

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 264

Face-to-face Intent Data GoldMine Lead Rank 264

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

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

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

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

Mindtickle

JULY 24, 2024

It offers instant access to sales training and collateral. Using Mindtickle’s mobile app, organizations can offer remote onboarding and ever-boarding to their sales representatives. Sellers can consume content, collaborate seamlessly on customer calls, and share sales assets using the app.

Closing 52

Closing Collateral Top of Funnel Sales Enablement 52

DiscoverOrg Sales

DECEMBER 4, 2017

Additionally, sales spends too much time on non-selling activities, which may include searching for relevant content, or even creating sales collateral themselves. Finding the right contact – and context – for sales outreach is time consuming. This is where sales enablement technology comes in.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

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

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

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

Sales and Marketing Management

OCTOBER 26, 2020

Qualia, a real estate company, uses software that allows sales managers to listen in and “whisper” feedback. . A wider range of personality types can flourish in virtual sales, so the recruitment pool is larger than for field sales. . The salient question now becomes, what cannot be sold virtually?

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

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

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

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 97

Motivation Quota Collateral Call-back 97

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 Incentive 118

Allego

JULY 31, 2023

They need access to multiple things related to their job, such as how to use sales tools, sales collateral, product information, presentation decks, HR documents, and training materials. Buyers receive outdated sales collateral. Sellers don’t know how to use sales tools. Can you find the content?

Buyer 62

Buyer Collateral Scale Survey 62

Sales 2.0

SEPTEMBER 14, 2014

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. This step could ideally happen in parallel to the founders making their initial sales. It’s not our job to produce collateral that clearly communicates the message. Sales Management'

Scale 373

Scale Hiring Collateral Social Selling 373

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

SalesFuel

MARCH 20, 2024

SalesFuel’s Voice of the Sales Rep found that “your price is too high” is the top objection they hear. This concern is followed by prospects not having enough budget. She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.”

Hiring 52

Hiring Decision Maker Vendor Collateral 52

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

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

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

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

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 48

Prospecting Trade Show Social Media Collateral 48

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 108

Hiring Face-to-face Collateral Sales Qualified Lead 108

Mindtickle

SEPTEMBER 13, 2023

Sellers take the time to truly understand the challenges and pain points of each prospective buyer and gain their trust. To illustrate consultative sales in action, consider your most recent, significant purchase – either in your professional or personal life. Active listening is key to building trust with the prospect.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Allego

MAY 17, 2022

When it comes to sales, reps are often at the forefront. They’re responsible for moving prospects through the sales pipeline in order to convert them into customers. From case studies to solution briefs to presentation decks, marketers provide the content and resources sales reps need to navigate buyer interactions successfully.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. Link to appropriate resources or a content management solution.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. That’s why having a strategic sales plan is vital. What is a strategic sales plan? A strategic sales plan is a detailed strategy that outlines how you’ll target and sell to high-value prospective clients.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Mindtickle

DECEMBER 8, 2022

Being a sales rep is tough but rewarding. Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. Managing a sales team is a lot of work, too. Enter Mindtickle and HubSpot.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

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

Allego

AUGUST 11, 2020

When it comes to sales, remote work presents a unique set of issues. Sellers also have less contact with prospects, colleagues, and their industry. Sales managers leading geographically dispersed sellers are doubling down on the fundamentals. Do prepare for a new era of virtual sales management.

Hiring 71

Hiring Scale Video Collateral 71

Hubspot Sales

JULY 27, 2023

Boosting the Effectiveness of Prospecting Prospecting is the holy grail of sales. That said, it's also one of the most challenging steps in the sales process, which over 50% of salespeople admit to struggling with. Luckily, prospecting is one of the tasks that can be successfully automated with AI.

Data 90

Data Ideal Customer Profile Survey Report 90

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

Bigtincan

DECEMBER 8, 2021

In addition, many Fortune 500 clients from financial institutions, manufacturing industries, pharmaceuticals, health care, technology, retail, and energy have adopted Bigtincan to help their sales reps effectively engage with prospects and customers. or in a huge chain of emails, collateral can only be accessed online.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59