Sales and Marketing Management

FEBRUARY 22, 2019

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Hubspot Sales

AUGUST 18, 2020

Sales content is serious business. This same report found 95% of sales reps want access to content and collateral that can help them sell more. In other words, buyers want the right information exactly when they need it, and sales reps want to provide it to them. So what’s the problem? Uploading a Document to HubSpot.

Sales Process 137

Sales Process Hubspot Collateral CRM 137

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. That’s where sales report templates come in handy.

Report 62

Report Examples How To Sales Forecasts 62

Apptivo

MAY 10, 2021

Sales Collateral helps you with different situations in your sales process. Therefore, in this blog, Apptivo brings you the best practices with sales collateral that can help you boost your conversion. Understanding Sales Collateral & Its Benefits For Your Business.

Collateral 53

Collateral Conversion Case Study Comparison 53

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. Customer Persona Documents.

Collateral 59

Collateral Enterprise Enterprise Case Study 59

Zoominfo

SEPTEMBER 25, 2020

Looked at another way, those companies offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. If they are happy, ask them for quotes and case studies and use these as early collateral for your sales team.”. Are they sticking around?

Loyalty 190

Loyalty Scale Customer Marketing 190

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

Showpad

JANUARY 12, 2020

If your business hasn’t adopted a Sales enablement strategy yet — what are you waiting for? The main benefit of Sales enablement (i.e. ensuring that Sales reps are continuously and sufficiently enabled with content and coaching) is that it optimizes Sales and Marketing performance. How is this achieved?

Sales Enablement 69

Sales Enablement Software Software Top of Funnel 69

SBI

JULY 30, 2013

To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. Research shows that on average, sales reps spend only 35% of their time selling. Is your sales process full of Muda?

Sales Process 131

Sales Process Transportation Collateral Cold Calling 131

Hubspot Sales

OCTOBER 8, 2019

This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job. In a field where turnover is high, giving sales reps access to resources needed to effectively and efficiently close more deals can have a major impact on your company’s bottom line.

Sales Enablement 109

Sales Enablement Tools Top of Funnel Collateral 109

Veelo

MAY 24, 2019

Understanding Sales Collateral Tailored to Your Buyers Journey Sales asset management and content are part of every sales enablement strategy – and should be designed to support the salesperson at each stage of the buyer’s journey. The post What is Sales Collateral?

Collateral 40

Collateral Lead Generation Sales Enablement Software 40

Janek Performance Group

NOVEMBER 13, 2024

As you prepare for your next sales kickoff, it’s important to make every step count. Sales Training—Is your team’s training still relevant? Skill-Building Sessions : Sales are always changing—and so do customers, becoming more sophisticated as they seek solutions. Sales Enablement and Content Review—Call out those wins!

Ideal Customer Profile 48

Ideal Customer Profile Demand Generation Targets Lead Scoring Lead Rank 48

Hubspot Sales

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. However, I still have to defend these facts to numerous stakeholders in order to gain each sale.

Decision Maker 140

Decision Maker Sales Process Strategy Lead Rank 140

SBI

AUGUST 20, 2013

I love to figure out how seemingly unrelated concepts can apply to the field of sales. David and Matt have discovered that simplicity in sales matters, and as a result, they’ve hit the big time book lotto. Sales people get relevant content that resonates with prospects and customers. Here’s the subject. 8 Million so far.

Collateral 127

Collateral Software Software Benefit 127

SBI

MAY 14, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? This week I interview Mark O’Connell, President and CEO of SAVO.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Sales Hacker

NOVEMBER 16, 2023

No Person is an Island It is rare in B2B sales for a single buyer to make a noteworthy purchase in a vacuum, and according to the Harvard Business Review software purchases greater than $100k involve on average eight stakeholders. Going beyond the ICP Knowing your ICP definition is only half the battle in the sales process.

Ideal Customer Profile 122

Ideal Customer Profile Collateral Forecasting Face-to-face 122

Hubspot Sales

JULY 13, 2020

In sales, every day is a new opportunity to contact leads, close deals, and move closer to your target. However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. What is a sales audit? Sales Audit Checklist.

Hiring 132

Hiring Decision Maker Collateral Demographics 132

The Pipeline

APRIL 15, 2011

The Pipeline Renbor Sales Solutions Inc.s How Marketing Can Help Sales After the Handoff. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. December 2007.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Hubspot Sales

FEBRUARY 6, 2020

Every interaction a salesperson has in the interest of selling something constitutes what’s known as a “sales engagement.” Here’s a high-level overview of what sales engagements are, what resources are available to help facilitate them, and how what you can do to make the most of them. What Is Sales Engagement?

Resources 135

Resources Webinar Metrics Collateral Analytics 135

Hubspot Sales

MAY 7, 2020

At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified. Marketing says the sales team just can't close.

Lead Rank 132

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 132

Sales and Marketing Management

JULY 27, 2017

Author: Lance Walter, CMO, Capriza Under more pressure than ever before, today’s sales organizations are tasked with figuring out how to drive revenue, ensure accurate forecasting, deliver great customer experiences, and shorten sales cycles, all with less time and resources. One thing is clear: Sales is in need of a mobile makeover.

Discount 149

Discount CRM Collateral Case Study 149

Sales and Marketing Management

JUNE 13, 2018

Whether companies operate as innovators in their respective technology fields who drive the marketplace (technology leaders) or focus and develop in a specific niche market (focused players), tech organizations can get bogged down by these advantages without having defined sales processes, leading to struggles with conversion.

Company 180

Company Epicor Scale Top of Funnel 180

Allego

JANUARY 24, 2023

While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. 4 Strategies to Increase Sales Rep Productivity 1. Allego research found sales teams have 5-13 tools in their technology stack.

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

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. Act-On Software. Thousands of sales organizations use DocuSign to get contracts signed more quickly than ever before. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Vengreso

JANUARY 10, 2025

Having a robust sales enablement framework is crucial for driving success and outperforming competitors. With an effective framework, organizations can empower their sales teams to close more deals, increase productivity , and enhance customer engagement. What is Sales Enablement?

Sales Enablement 65

Sales Enablement How To Webinar Metrics Objections 65

Sales and Marketing Management

AUGUST 31, 2020

Investigate the various options for software and technology available to you, and make decisions based on their capabilities and what your event needs are. As such, organizations should make sure that landing pages, blogs and other collateral are up-to-date, and the event page UX/UI is optimized for a seamless experience.

Conference 177

Conference Cancellation Social Media Collateral 177

Mindtickle

MAY 25, 2021

Organizations with a dedicated sales enablement program increase average quota attainment between 45% to over 52%. Sales readiness and enablement are now an essential part of the sales ecosystem, influencing selling skills before, during and after buyer interactions to accelerate win rates and optimize the sales cycle as a whole.

Software 80

Software Software Conversion Hiring 80

Hubspot Sales

AUGUST 23, 2019

As a sales professional, content marketing isn’t a part of your job description. However, knowing when and how to deploy sales-specific content to visually engage prospects is part of your job description. Enter: sales asset management. Why You Need a Sales Asset Management Solution. You can’t find the content you need.

Collateral 106

Collateral Software Software Analysis 106

Hubspot Sales

MARCH 3, 2022

Sales and marketing automation tools obviously suit sales and marketing teams, respectively — but that doesn't mean that the utility of those kinds of resources is siloed by department. The value of sales and marketing automation rests on your resources' ability to provide mutually beneficial intel between departments.

Benefit 105

Benefit Top of Funnel Lead Rank Lead Scoring 105

Cincom Smart Selling

MARCH 9, 2025

Introduction Selling products and delivering sales proposals that create customer value requires buyer and seller understanding of pain points, product and price. That process is quoting and proposing, and sales pros will tell you that knowing when and how to do this effectively is important. What is a Sales Proposal?

Proposal 48

Proposal Lead Rank Lead Scoring Customer 48

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically.

Collateral 115

Collateral Revelation Trends CRM 115

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 117

Hiring Face-to-face Collateral Sales Qualified Lead 117

Hubspot Sales

JULY 29, 2022

In the same way that founders could never reach their goals without sales, marketing, customer support, R&D, and HR teams, one company standing alone won’t get half as far as one that invests deeply in connecting with other companies in its space. About: Reveal lets marketing and sales teams multiply their win rate up to 3X.

Scale 122

Scale Hubspot Referrals Top of Funnel 122

Allego

JULY 26, 2022

For that time, learning management system (LMS) software was ideal for enterprise learning and development, including sales training. And LMS software simply can’t provide that. Today’s Sales Teams Need a Learning Ecosystem. 6 Ways a Modern Learning Platform Gives Sales a Competitive Edge. Just-in-Time Learning.

Competition 117

Competition Collateral Software Software 117

Highspot

APRIL 2, 2019

The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past.

Collateral 40

Collateral Case Study How To Buyer Persona 40

Hubspot Sales

AUGUST 31, 2023

With hundreds of AI sales tools in the market, picking the right ones for your tech stack can be confusing and daunting. To help you out, we’ve handpicked the top 10 AI tools for sales teams. We’ve also listed the top use cases of AI sales tools, along with a few best practices to help you get the most out of them.

Tools 119

Tools Lead Rank Sales Goal Lead Scoring 119

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Ideal Customer Profile 121

Ideal Customer Profile Conversion Marketing Hiring 121