SBI Growth

DECEMBER 24, 2012

When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. Jim is a highly successful Chief Sales Officer. He just assumes his sales managers share his natural gift, since he hired them. Are you ahead of the curve?

Hiring 326

Hiring Lead Rank Collateral Case Study 326

SBI Growth

MAY 21, 2013

At the core, your best sales ops employees: Deliver insight, not just data. Build trust among Sales Management as dependable, resourceful and experienced partners. Help sales make their quota. As sales ops leaders, you value these outcomes because they directly support your objectives.

Hiring 300

Hiring Collateral Comparison Territories 300

Zoominfo

JULY 12, 2021

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. . Fast-Track Sales Enablement. Sales managers give feedback and share their expertise to onboard and coach their sales reps. Customer success teams.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Scoring 264

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

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 94

Sales Process Top of Funnel Sales Management Sales Methodology 94

Allego

SEPTEMBER 17, 2020

Virtual sales teams also need the ability to access key information while they’re on the go, share best practices, and learn as they go from subject matter experts. The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects.

Collateral 147

Collateral How To Video Face-to-face 147

Vengreso

MARCH 2, 2021

Each sales rep in your team can and should become skillful at sharing and creating valuable content relevant to their prospect’s needs and pain points, thus positioning themselves as credible sources for their target buyers. Make sure that your team has access to high-quality sales collateral and social sharing tools.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SBI

MAY 17, 2018

Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device. They can highlight content to the sales teams that they see are performing well.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting.

Report 62

Report Examples How To Sales Forecasts 62

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

Allego

JULY 9, 2020

If you need to re-align expectations, identify specific competencies that need to be improved and focus on supporting managers’ delivery of that coaching. Pre-recorded video enables sales managers to observe, evaluate, and coach remotely and asynchronously. Sales managers need to understand if (and how) a rep is struggling.

Hiring 159

Hiring Training Scale Collateral 159

Allego

JULY 21, 2022

Providing mobile access to sales content whenever reps need it. Getting qualitative data on usage and quantitative feedback on whether collateral is succeeding. Connecting sellers, managers, and subject matter experts (SMEs) with prospects and buyers. 4 Pillars of Sales Enablement for Manufacturing. Performance Insight.

Sales Enablement 117

Sales Enablement Company Collateral Hiring 117

Zoominfo

APRIL 26, 2018

50% of sales managers say transparency would assist in reporting and predicting revenue ( source ). 47% of sales managers said their executive team would benefit from seeing contract status in relation to revenue ( source ). 55% of companies don’t prioritize sales content personalization ( source ).

Hiring 197

Hiring Referrals Cold Calling B2B 197

Cincom Smart Selling

FEBRUARY 9, 2016

New product rollouts and availability should be preceded by training, collateral distribution and sales support materials. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Allego

JANUARY 12, 2023

They conducted two real-world behavioral studies to learn what increases sellers’ willingness to use a new piece of marketing collateral. The field trials observed the behavior of over 300 novice and experienced sellers working at two enterprise sales organizations. Yes, in this case, the messenger is to blame.

Collateral 106

Collateral Marketing Report Motivation 106

Sales Training Connection

JUNE 29, 2012

And I would guess any sales manager could add a couple of their personal favors to the “why” list. First, by talking the sales rep isn’t listening. While it may be difficult for sales reps to excel at this in real time, pre-call planning and rehearsing parts of an upcoming sales call will help address the problem.

Face-to-face 127

Face-to-face Collateral Objections Training 127

The Center for Sales Strategy

FEBRUARY 15, 2023

This season on Improving Sales Performance , we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.

Report 99

Report Sales Enablement Media Collateral 99

SBI

JUNE 23, 2020

Sales managers leading geographically dispersed sellers are doubling down on the fundamentals. Sales managers need the ability to deliver messaging, share information in a timely manner, and help reps hone their talking points. A New Era of Sales Management. How could your organization improve messaging?

Hiring 143

Hiring Scale Face-to-face Collateral 143

Sales and Marketing Management

MARCH 1, 2021

Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Reps improve by seeing how their peers perform key tasks. Use tools that make your organization easier to navigate and your people better and more-willing navigators.

SAP 177

SAP Face-to-face Hiring Exercises 177

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 Scoring Lead Rank 59

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. LinkedIn: Sales Solutions. Bloomfire ToolSkool. ClearSlide.

Vendor 139

Vendor Twitter InsideView InsideSales 139

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. Sales reps know that an opened email doesn’t accurately indicate prospect engagement level.

Negotiation 98

Negotiation Tools Collateral Hiring 98

A Sales Guy

DECEMBER 16, 2011

Sales are increasingly more and more complex. Companies need to provide selling tools, presentation and collateral development, lead support, strategy development, cross functional support, etc. Sales enablement is the companies support of the sales teams engagement with its customers.

Company 128

Company Commission Commence Collateral 128

The Pipeline

FEBRUARY 2, 2017

We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. But many don’t, we have all known career sales people, who continuously make more money than their managers or even directors, but and have no desire to take on the role.

Hiring 120

Hiring Incentive Incentives Collateral 120

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 116

Hiring Face-to-face Collateral Sales Qualified Lead 116

Zoominfo

JULY 12, 2021

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. Fast-Track Sales Enablement Sales managers give feedback and share their expertise to onboard and coach their sales reps.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Scoring 130

Sales Training Connection

SEPTEMBER 15, 2013

And I would guess any sales manager could add a couple of their personal favors to the “why” list. First, by talking the sales rep isn’t listening. While it may be difficult for sales reps to excel at this in real time, pre-call planning and rehearsing parts of an upcoming sales callwill help address the problem.

Collateral 101

Collateral Training Objections Positioning 101

Zoominfo

JANUARY 27, 2022

Two prospects who have the same job responsibilities might fill out the form differently, where one enters “Sales Manager” and another uses “Manager, Sales.” When it comes time to personalize an email campaign — or, in the case of live events, print name tags — data normalization ensures your collateral is on point.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Hubspot Sales

JUNE 8, 2022

Every business goes through sales slumps, and it's the job of sales managers and directors to formulate a company-wide strategy to combat them. Approach your manager about levers you can pull to get more prospects biting — discounts, freebies, relaxed contract terms, etc. Collaborate on new marketing collateral.

Data 126

Data How To Call-back Collateral 126

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

Partners in Excellence

OCTOBER 31, 2011

It’s our responsibility as sales professionals to help our customers understand the value our solutions brings–convincing them to evaluate every alternative based on the business case. Sales people need help in developing their business acumen skills. Marketing and product management have important contributions, as well.

Collateral 100

Collateral Analysis Resources Coaching 100

Your Sales Management Guru

JANUARY 3, 2012

Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? 12.1.1 Sales Force Automation/ CRM technology. 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

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 Scoring 118

Lead Scoring Lead Rank How To Incentive 118

Cincom Smart Selling

MARCH 9, 2025

If you are a sales manager, one of your frustrations is not being able to be there for every conversation between rep and buyer. Sales managers used to talk a lot about how to control sales. This control should be all about controlling the timing of the sales conversation. More accurately.

Proposal 48

Proposal Lead Rank Lead Scoring Customer 48

Keith Rosen

SEPTEMBER 14, 2013

This is not sustainable and without engaging in the best coaching practices consistently, you will be left struggling to survive in the typical metrics obsessed, result driven cultures that dominate sales driven organizations today. Sales Managers Need to Earn the Trust of Their Staff. Stay Away From Toxic Management.

Coaching 125

Coaching Strategy Lead Rank Intent 125

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 Scoring 111

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187