SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Sales enablement tools can’t get a cursory review. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. Buyer insights.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

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. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Sales teams. Reduce onboarding ramp time.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

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. The best sales reps have developed an arsenal of productivity hacks to balance the administrative work with the actual sales process.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Sales 2.0

JANUARY 14, 2025

George Santayana , American philosopher (1863-1952) Im working on a new sales project, and I need some quick wins. Sales history Ive been looking at some of the small healthcare accounts that my client serves. Sales history Ive been looking at some of the small healthcare accounts that my client serves. I will let you know.

Collateral 195

Collateral Account Territories Segment 195

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales Prospecting Techniques. Why is this so?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SBI

MAY 17, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Seismic levels the playing field for sales. This is the key.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Allego

JULY 9, 2020

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Managing Virtual Teams in a Changing World.

Hiring 159

Hiring Training Scale Collateral 159

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. Case Studies. White Papers. Calling Scripts.

Collateral 59

Collateral Enterprise Enterprise Case Study 59

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. 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. Further, the benefits go beyond sales. Author: Frank V.

SAP 177

SAP Face-to-face Hiring Exercises 177

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. Tactics include: Creating a centralized repository of updated sales materials.

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. The fact of the matter is, having been a high-performing sales rep doesn’t mean that they’ll automatically be a great manager.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Sales Hacker

FEBRUARY 6, 2019

Many sales leaders think they’ve put a simple sales process in place, but they get frustrated when their reps don’t follow it. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. These 3 Sales Process Tips Will Make You Unstoppable. Sound familiar?

Sales Process 83

Sales Process Top of Funnel Sales Management Sales Methodology 83

Allego

SEPTEMBER 17, 2020

There’s both a greater need and an opportunity to follow up after virtual sales calls with something that will differentiate your value proposition. The best way to tackle these challenges is to amplify and enhance the sales cycle with a one-two punch of technology and content. Challenge 3: Differentiating Your Value Proposition.

Collateral 147

Collateral How To Video Face-to-face 147

Sales Training Connection

JUNE 29, 2012

Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much. 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. ©2012 Sales Horizons, LLC. .

Face-to-face 127

Face-to-face Collateral Objections Training 127

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. You Need Channel Management. But, managing multi-channels is a strategic process that requires a strategic-level outlook and plan.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

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 95

Report Sales Enablement Media Collateral 95

A Sales Guy

DECEMBER 16, 2011

Sales people are gladiators. Like gladiators, sales people are expected to win. Sales people, like gladiators, are expected to just get it done. This independent, capable, accomplished, solo sales warrior ideal, however romantic, is a common notion. Sales people, like gladiators, are expected to just get it done.

Company 128

Company Commission Commence Collateral 128

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Integrate your CRM, webinar management and more, most with one click. Sales reps can use DocuSign right from within Salesforce CRM.

Vendor 139

Vendor Twitter InsideView InsideSales 139

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. Today, we do the same for sales reps. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

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. It was day two of delivering my sales leadership coach training course for the talented leaders at Microsoft in São Paulo, Brazil. The Storm Before The Calm.

Coaching 157

Coaching Scale Call-back Collateral 157

Allego

JANUARY 12, 2023

Sales ignores the content. Sales reps create their own content, which is slightly incorrect or off message. Sales is annoyed, while marketing is frustrated—maybe even a little sad. “It’s a common problem: The marketing team creates content for sales, but sellers don’t use it. It’s a tale as old as time.

Collateral 106

Collateral Marketing Report Motivation 106

DocSend

MAY 17, 2022

What is sales enablement? At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell.

Negotiation 98

Negotiation Tools Collateral Hiring 98

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

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. While some industries had to rethink their selling approach completely—financial services and medical device sales in particular—others such as high tech were already onboard. When it comes to sales, remote work presents a unique set of issues.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Sales Hacker

NOVEMBER 8, 2021

In the world of sales, an SDR is a foundational role that offers a kind of sanity check for aspiring salespeople to see if they have what it takes to make it in a high-stakes sales environment. Less obvious career outcomes for sales professionals. Less obvious career outcomes for sales professionals.

Hiring 113

Hiring Face-to-face Collateral Sales Qualified Lead 113

Janek Performance Group

OCTOBER 18, 2021

In sales, the fourth quarter is equally important. 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. Incentivize.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

A Sales Guy

SEPTEMBER 23, 2019

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. Not enough salespeople understand the game/rules of sales. Too much activity management. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. The Bro Culture , . Lack of Coaching.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

Sales Training Connection

SEPTEMBER 15, 2013

Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much. 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. ©2013 Sales Momentum, LLC. .

Collateral 101

Collateral Training Objections Positioning 101

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. Am I providing adequate training and support to the team?

Motivation 108

Motivation Quota Collateral Call-back 108

Hubspot Sales

DECEMBER 8, 2017

In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. But there’s a simpler way to increase market share: Make your sales organization more optimistic. Met Life was spending $30,000 on sales training per salesperson, but 80% of their reps had left within four years.

Hiring 111

Hiring Insurance Insurance Lead Rank 111

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. Sales Operations Roles and Responsibilities. Managing sales tech stack.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Hubspot Sales

AUGUST 8, 2019

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Let's take a look at what sales metrics are. Activity Sales Metrics.

Cost per Acquisition 144

Cost per Acquisition Lead Rank Churn Webinar Metrics 144

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. Sales leaders and sales enablement managers must then rethink their strategies.

Sales Enablement 117

Sales Enablement Vendor Collateral Report 117

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Sales Goals. 3.1.7 Sales Organization. Sales Strategy. Sales Cost Model. Training Plan.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Showpad

NOVEMBER 11, 2020

Sales enablement is a framework specific to each company — one size does not fit all. . 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?

Sales Enablement 72

Sales Enablement Benefit Top of Funnel Hiring 72

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. You might already monitor several common metrics to show how well sales and marketing content is doing. To track deal content, you must measure three sales content metrics.

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. The Definition of Channel Sales.

Channels 109

Channels Lead Rank Hiring Lead Scoring 109