Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Sales professionals — yes, even managers — on frontlines of business development. Let’s start with a reminder: CRMs have a purpose. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Allego

FEBRUARY 2, 2021

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. These leaders must again adapt and find new ways to engage their teams.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Allego

FEBRUARY 11, 2025

B2B sales isnt what it used to be. They conduct extensive research, engage with sales reps late in the process, andperhaps most challenging of allrarely make decisions alone. To succeed in today’s B2B landscape, sales teams need personalize coaching, real-time feedback, AI-driven insights, and adaptive learning strategies.

B2B 62

B2B Training B2C Scale 62

Paul Cherry's Top Sales Techniques

MARCH 2, 2010

→ On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. Sales Store. Distribution Sales Training.

Account 63

Account Sales Management Training Pharmaceuticals 63

Sales Hacker

JUNE 1, 2020

— we were seeing a steady, rapid increase in sales teams who were transitioning to remote work. Employees, especially millennials , appreciate the flexibility to work from anywhere, and sales orgs open themselves up to a much larger pool of talent when they’re not limited to hiring locally. And for good reason: It can benefit everyone.

Account 122

Account Hiring Face-to-face Distribution 122

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. For sales professionals, conversations aren’t just about closing deals — they’re also about cultivating relationships.

Analysis 130

Analysis Territories Scale SalesForce 130

Zoominfo

JULY 30, 2019

Perhaps you sell a sales enablement tool , and your target customers are sales managers and executives at small and medium sized businesses. We’re referring to the brands who turn every advertisement, email, piece of content, and social media post into a sales pitch. What platforms do they use to engage with brands?

Company 193

Company Guidelines Social Media B2B 193

Close.io

JUNE 20, 2018

Sales reps are able to chat throughout the day, go for lunch as a team on a weekly basis, and form authentic relationships with each other. These things aren’t so easy with a remote sales team. If you’re not restricting your potential employee pool to one location, you’re able to hire the best of the best no matter where they live.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. No surprise, according to Mike Marks, managing partner at Indian River Consulting Group.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales Hacker

JUNE 4, 2020

While there will be no one-size-fits-all sales approach to surviving this transition, there are a few distinct steps that all ventures need to consider to succeed in this new world. Step 1: Stabilizing the Sales Strategy. Step 1: Stabilizing the Sales Strategy. A clear sales pipeline is essential in this complicated time.

Face-to-face 131

Face-to-face SalesForce Tools Guidelines 131

Hubspot Sales

OCTOBER 18, 2023

Dan told us that he had recently purchased 500 hams to distribute across the greater Phoenix, Arizona area on Christmas day — which was only five days away. And five days away from his ham-distribution deadline, Dan said he didn't have a plan yet. So I told him, “Dan, I don't think distributing 500 hams is something you should wing.”

Hubspot 111

Hubspot Ideal Customer Profile Scale Distribution 111

No More Cold Calling

SEPTEMBER 8, 2015

Women adapt these principles whether we lead a team or run a company, or whether we’re women in sales. If they say, “I am going to expand capacity or we’re going to increase distribution in the next quarter,” they deliver. Want to learn more about women in sales? Want to make more money? Hire a woman. It’s that simple.

Hiring 120

Hiring Face-to-face Cold Calling Distribution 120

SBI

MARCH 30, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? As companies began operating remotely, it became clear that sales organizations needed to reassess their sales tech stack. The pursuit team extends beyond the sales team.

Face-to-face 100

Face-to-face Constant Contact Lead Rank Sales Qualified Lead 100

Mindtickle

FEBRUARY 11, 2025

Cox Automotive predicts that in 2025, new vehicle sales will reach 16.3 million units, making this the best year for sales since before the pandemic. Reciting a list of features isnt enough to meet those expectations and drive automotive sales. This is essential for distributed automotive sales teams.

Automotive 52

Automotive Sales Enablement Training Guarantee 52

Salesmate

DECEMBER 4, 2020

One handy way of ensuring the best services for any business is using a Customer Relationship Management software that enables timely services as well as personalized experience for their customers. It is a tool that, to put it simply, enables you to keep track of all your activities and even gets you rid of the manual labor of managing data.

CRM 128

CRM Scale Face-to-face Software 128

Sales Hacker

JUNE 12, 2020

For many sales organizations, it’s been a challenging few months. As Scott Barker, Sales Hacker’s Head of Partnerships, put it in our recent webinar, “ Mastering the Transition to Digital Selling ”: There aren’t very many jobs where you’re put in an environment where you almost feel guilty for doing your job.

Lead Scoring 89

Lead Scoring Lead Rank Marketing Qualified Lead Leads 89

Allego

JUNE 23, 2020

In past years, Allego has held its annual Sales Success Summit (S3) in person. During this pandemic, we don’t have the opportunity to meet face-to-face, so we need to deliver experiences that are engaging and flexible enough to fit your current work environment,” said Mark Magnacca, president and co-founder, Allego.

Training 98

Training Lead Rank Lead Scoring Face-to-face 98

Pipeliner

SEPTEMBER 29, 2020

A couple of sectors were all set to adopt the remote work culture, but then there are a few niches such as sales where remote work came with its own set of challenges! Create a remote-first sales infrastructure to facilitate seamless virtual selling at scale. Are There Any Perks Of Retaining A Remote Sales Team? No, not at all!

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Gong.io

MARCH 16, 2020

The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. That means upgrading permissions, creating new dashboards, and distributing information that reps would have normally obtained by tapping on their neighbor’s shoulder. 1 Make Pipeline Reviews Strategic.

Strategy 145

Strategy Hiring Call-back Handbook 145

Allego

APRIL 30, 2020

Companies around the globe have canceled sales meetings and training sessions and are enacting work from home policies to help prevent the spread of COVID-19. Yet sales enablement professionals must get new hires up to speed and keep teams on track in a world where face-to-face meetings are impossible.

Training 83

Training Hiring Cancellation Face-to-face 83

Sales Hacker

MAY 1, 2023

Providing feedback has been a challenge for busy sales managers for decades. It helps that a majority of sales meetings are happening over video and being recorded. Related: How To Manage A Sales Team: 12 Expert Tips For Success These days, AI is everywhere you look. Not everyone has this luxury.

Sales Coaching 133

Sales Coaching Coaching How To Call-back 133

Gong.io

MARCH 30, 2020

How do you build a healthy sales culture? Why is it important to create balanced sales territories? On a recent episode of the Reveal podcast, we connected with Michelle Benfer, VP Sales at HubSpot, for answers to these and other questions that are top of mind for revenue leaders. Key Points to Remember. What could we do better?

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62

Nutshell

SEPTEMBER 9, 2020

Sales managers are responsible for growing revenue. That means 1) providing sales reps with the guidance they need to continuously improve, 2) building a sales process that gives reps the best chance at closing each lead, and 3) understanding which efforts are moving the needle and which are a waste of energy.

Software 71

Software Software Tools Sales Management 71

Janek Performance Group

APRIL 15, 2025

In many cases, the root cause of these issues can be traced to inaccurate or nonexistent sales forecasting. One study found that companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% A well-crafted sales forecast differs from a sales goal or target.

Sales Forecasts 62

Sales Forecasts Forecasting Analysis Lead Rank 62

Allego

APRIL 14, 2021

The era of rep-centric sales enablement has arrived—and it couldn’t have come at a better time. With the uncertain economy, the rise in remote teams due to the pandemic, and tightening budgets, it’s more important than ever for companies to equip their sales teams to produce at the highest level. The Downside of One-Size-Fits-All.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. But there’s more to do.

Positioning 127

Positioning Customer Churn Face-to-face 127

Allego

JANUARY 26, 2021

Innovative sales learning and enablement technology can help you deliver the learning, content, collaboration, and insights to drive results in the next normal—and you don’t have to spend a fortune on multiple solutions to do it. Most sales enablement leaders are stretched too thin to manage multiple systems.

Sales Enablement 124

Sales Enablement Benefit Top of Funnel SCM 124

Gong.io

DECEMBER 15, 2020

Your annual sales kickoff (SKO) is ALMOST HERE. . Excitement from sales reps!) . SKOs have long held significant value for sales organizations. While that means unused budget, it also presents new challenges—and opportunities—to build the human connection that sales orgs have come to love and cherish. The downside?

How To 127

How To Face-to-face Hiring Film 127

Anthony Iannarino

SEPTEMBER 18, 2019

There are more variables to competing and winning in sales than your company, your products, or your pricing. There will always be people with more talent than you, as our gifts are not distributed equally. Many of the variables are under-appreciated. They are also within your control. Really work, not just show up at work.

eBook 90

eBook Face-to-face Journal Decision Maker 90

Your Sales Management Guru

APRIL 2, 2012

We like to recommend too many of our clients that creating a Client Advisory Board and a Sales Management Advisory Board will begin to improve the business operations and provide a source for insight and accountability. Also many organizations never gain real insights from their customers or even help from their customers.

Sales Leadership 67

Sales Leadership Account Face-to-face Groups 67

Showpad

MARCH 19, 2020

Companies around the world are forced to face a rapidly changing business landscape. As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Pursuing Digital Insights.

Company 71

Company Strategy Face-to-face SalesForce 71

Allego

FEBRUARY 16, 2021

Sales enablement managers are being recognized as essential for company growth. Teams are struggling to support sellers AND other client-facing teams and ramp up programs without adding people. Follow these steps for implementing sales enablement at scale to deliver programs more effectively and efficiently.

Scale 83

Scale Sales Enablement SCM Face-to-face 83

Showpad

MARCH 17, 2020

And with recent events necessitating remote work around the globe, it’s more important than ever for organizations to help their sales teams succeed when in-office support and in-person customer interactions aren’t viable options. With that in mind, here are five ways to achieve favorable outcomes for your remote sales team.

Face-to-face 80

Face-to-face Coaching Collateral Sales Coaching 80

Hubspot Sales

APRIL 12, 2023

When building your strategy, you’ll need to set sales activities goals and track how your team measures up. In this post, you’ll learn tips for managing your team’s sales activity and about the software that can help along the way. Table of Contents What is sales activity management?

Revenue 122

Revenue Proposal SalesForce Lead Scoring 122

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Sales professionals — yes, even managers — on frontlines of business development. Let’s start with a reminder: CRMs have a purpose. Think about it.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Pipeliner

MAY 4, 2021

Effective strategy execution in sales occurs when there is clarity between the functional roles that employees play in the organization and the organization’s strategy. It is about translating the strategy into what it means to each sales function involved in delivering it. The sales analyst? The sales manager?

Face-to-face 98

Face-to-face Sales Leadership Energy Strategy 98