Sales and Marketing Management

FEBRUARY 9, 2020

When sales managers use rewards, they send signals to their teams and organizations. Among the various messages they can send, rewards can signal the sales manager’s current priorities, or they can help build their team’s culture. Sales reps can use rewards as signals, too. What rewards can signal.

Sales Management 259

Sales Management Compensation Loyalty Social Media 259

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Sales and Marketing Management

JULY 27, 2022

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

Webinar Metrics 390

Webinar Metrics Buyer Sales Training 390

Steven Rosen

FEBRUARY 27, 2022

VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. You and your marketing team have worked relentlessly over the past two months. Do you have a formal strategy execution process in place?

Strategy 408

Strategy Scale Objections Maximizer 408

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. Statistics from Objective Management Group (OMG) and the 2.5

Data 220

Data Hiring Compensation Quota 220

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. Oliver: Yes.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Steven Rosen

FEBRUARY 2, 2017

Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. Before we get into the reasons why companies fail to execute, let’s agree that most companies fail to execute and that execution is a highly critical issue that companies face.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

Sales 2.0

OCTOBER 25, 2021

Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

Territories 396

Territories Compensation Scale Decision Maker 396

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 3: Only small deals or accounts are appropriate for virtual sales.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

Bernadette McClelland

MARCH 24, 2018

In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly. Now this had two angles – either he was a perfectionist who had to cross every t and dot every i, or I made mistakes that had the potential to cost both the company and my reputation. This cost the company billions of dollars.

Leads 339

Leads Marketing Qualified Lead Transportation Sales Leadership 339

Nutshell

FEBRUARY 27, 2025

With the immediacy of texting, SMS is one of the most powerful tools for staying in touch with potential customers and marketing to new ones. of marketing managers in the U.S. said that text marketing resulted in higher engagement from customers, and 53.5% What is SMS Marketing? What can I do with SMS Marketing?

Campaigns 62

Campaigns Marketing Licensing Inbound 62

Steven Rosen

NOVEMBER 14, 2021

The one thing I learned is that it is crucial to start the year off strong as this allows you (the heads of sales, sales manager or sales rep) the ability to drive your business without constantly answering the question, “why aren’t your sales on track?”

Consumer 374

Consumer Analysis Territories Account 374

Allego

JANUARY 9, 2025

A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. In this high-stakes environment, companies that prioritize sales certifications gain more than an edgethey set the standard. It prepares sales representatives to excel.

Hiring 62

Hiring Marketing Exercises Scale 62

Steven Rosen

JULY 8, 2024

In this article, Jenn Steele discusses the vital role of customer feedback in refining marketing and sales strategies. She stresses listening to customer insights to tailor messaging and optimize sales tactics effectively. Key Takeaways: Collaboration between sales and marketing is essential for business success.

Revenue 156

Revenue Marketing Pivotal Promotion 156

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. Marketing teams.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Sales and Marketing Management

MAY 10, 2020

to France and Japan, global companies and global communities everywhere have rolled out mandatory work-from-home policies amid the spread of COVID-19. One study released prior to the pandemic indicated that 63% of companies had remote workers; that figure has only skyrocketed this year. Author: Dave Gerry From the U.S. and the U.K.

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Steven Rosen

MARCH 23, 2021

The most significant factor to a slowing of growth has been attributed to a reduction in in-person meetings between sales representatives and physicians. These are questions that senior management needs to carefully consider before sending their reps into the field. How to Boost Your Sales by Flawless Sales Execution.

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

The Pipeline

NOVEMBER 19, 2020

Oh ya, the marketing team that “developed” the “value prop” does. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Not just with a marketing intern’s or contract writer’s view of things. By Tibor Shanto. Frankly, who cares? No, seriously!

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

SBI Growth

MARCH 3, 2020

Go-to-Market success requires leadership and input from a multitude of functions within a company. Sales management has the pulse of the customer and prospect. Marketing executives understand market trends. Senior leadership provides strategic guidance. Finance heads determine where to make.

Trends 218

Trends Marketing Sales Management Prospecting 218

Steven Rosen

OCTOBER 31, 2017

Sales managers, sales executives, sales and marketing executives, this message is for you. Do you spend hours, days and months building your marketing plans , getting approval and doing what you need to do to get your plans and budgets secured for the next year? It doesn’t work that way.

Strategy 286

Strategy eBook System Competition 286

Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

Video 105

Video Training Lead Rank Lead Scoring 105

Sales and Marketing Management

JANUARY 31, 2021

Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster. Turnover is notoriously high in sales roles.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

Hubspot Sales

OCTOBER 15, 2024

Instead of sharing broad industry statistics or general product benefits, sales reps should deliver insights tailored specifically to each prospect's unique business challenges. Begin by conducting thorough research into the prospect's industry, market position, and recent news or developments. Demonstrate deep industry knowledge.

Prospecting 105

Prospecting Case Study Industry Study 105

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Identify the companies that would be ideal targets. Account-based isn’t new – but it is en vogue.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Sales Hacker

NOVEMBER 12, 2024

Nealesh Patel is the Chief Revenue Officer at Crunchbase, an AI-powered platform that helps over 80 million dealmakers discover and prioritize the right opportunities using best-in-class company data. Every week, a guest joins Scott Barker to dissect their stories – revealing what worked, what didn’t, and how things actually went down.

Oracle 111

Oracle Customer Licensing LinkedIn 111

Sales and Marketing Management

DECEMBER 14, 2020

Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. When the field reps were forced to stop calling on customers and prospects in person last March due to the pandemic, the company was faced with a challenge. “We Is it necessary to train sales reps on new skills?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Steven Rosen

MARCH 4, 2021

The days of adding sales forces are dead, and companies are struggling to find ways to deliver value to their customers. Many companies have realized that to understand better and meet customer needs they have had to evolve from a centralized/marketing focus to a customer-centric model. The survey says…. Without support?

Territories 194

Territories Survey Coaching Sales Management 194

Sales and Marketing Management

JULY 6, 2017

I advise companies to have a standard policy that defines the first 90 to 180 days (and maybe a little longer) as a trial period. Target marketing dollars in their territory to generate more leads and give them a boost. Every experienced sales manager has made a bad hiring mistake.

Hiring 273

Hiring Webinar Metrics Policies How To 273

DiscoverOrg Sales

DECEMBER 4, 2017

One of the most important aspects of any sales enablement strategy is alignment to the customer journey. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Hubspot Sales

JANUARY 14, 2025

Now that Ive identified what sales champions do during the process, lets take a closer look at how they elevate your sales strategy and help elevate your teams performance. By engaging with selling in this way, sales champions not only strengthen client relationships but also open the door for upselling , cross-selling , and referrals.

Data 111

Data Hubspot Negotiation B2B 111

Sales and Marketing Management

FEBRUARY 25, 2020

Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. Sales managers aren’t the only ones who benefit from good incentives – reps benefit on two levels as well. Reps Benefit From Incentives.

Incentive 323

Incentive Incentives Travel Motivation 323

SalesFuel

NOVEMBER 3, 2024

Growing up in Western Kansas, John Marvin initially pursued a career in marketing and advertising and shares his journey from being fired to adopting a new mindset, then transitioning to pharmaceutical sales at the suggestion of his father, a family physician.

Pharmaceuticals 104

Pharmaceuticals Hiring Licensing Twitter 104

Nutshell

AUGUST 3, 2023

Every business’s sales pipeline is different, but one thing they all have in common is that they take people from prospective leads to paying customers. As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management.

Pipeline 118

Pipeline Lead Rank Lead Scoring Company 118