Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), such as sales onboarding and training sessions, and even sales meetings?—?online.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Understanding the Sales Force

SEPTEMBER 10, 2012

Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") They're getting neither proper direction, coaching nor feedback from sales management. They aren't being held accountable by sales management.

Opportunity 193

Opportunity Insurance Insurance Comparison 193

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. Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Work to minimize interruptions - it is hard enough to keep focus on your own.

Inside Sales 218

Inside Sales Lead Scoring Lead Rank Distribution 218

Understanding the Sales Force

JUNE 30, 2014

They were on top of the pack when they sold services with a six-month sales cycle but now that they work for a company selling a product in a very short sales cycle nothing is getting closed. I reviewed OMG''s data on a random set of 4,500 recent sales candidate assessments and only 12% were suitable for working remotely.

Sales Cycle 220

Sales Cycle Distribution Territories Up-Sell 220

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What Is A Prospecting Workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls , cold emails, and beyond.

Prospecting 100

Prospecting Lead Scoring Lead Rank Sales Qualified Lead 100

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too.

Sales Management 85

Sales Management Training Journal Forecasting 85

Anthony Cole Training

AUGUST 6, 2010

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 192

Hiring Ideal Customer Profile eBook Webinar Metrics 192

Hubspot Sales

OCTOBER 1, 2018

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Connect with more prospects over email. Let’s do this.

Prospecting 109

Prospecting Top of Funnel Social Media Hubspot 109

The Pipeline

JUNE 30, 2016

Professional sales people know time kills deals and deals get stuck in the infamous black hole where nothing happens for days weeks and months. Finally, prospects who are struggling to sell your product internally. I was leading and managing a diverse team to deliver on new growth targets for both Enterprise and SMB’s.

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

Zoominfo

AUGUST 23, 2018

In today’s sales environment, the role of the B2B sales manager has become more complex than ever before. From generating leads to forecasting to reporting— the modern sales manager is expected to juggle a variety of responsibilities that play a significant role in the success of an organization.

Lead Rank 174

Lead Rank Quota Lead Scoring Pipeline 174

Sales Management Plus -- SMP

SEPTEMBER 21, 2023

You’ll execute more campaigns, they will be better targeted and they will coordinate with your sales efforts for a great impact on your revenue. To learn more or get started, contact your SMP account manager today. The post SMP Integrates with Constant Contact for Seamless Distribution Marketing Experience appeared first on SMP.

Constant Contact 52

Constant Contact Distribution Marketing Ideal Customer Profile 52

Pointclear

JUNE 7, 2016

Sales lead purgatory occurs between SAL and SQL, with sales accepting leads but subsequently losing contact or interest. a sales rep reports, ‘I called the prospect three times. With a lack of accountability in both marketing and sales lead purgatory, leads are lost and ultimately reappear as wins for the competition.”.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Allego

FEBRUARY 2, 2021

Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. When we suddenly became a completely distributed team, we lost our common touch point,” says Bzdel. “We Get Productive: New Ways to Support the Virtual Sales Process. But sales is not a nine-to-five job.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

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

Zoominfo

OCTOBER 12, 2022

My life would be a nightmare without it,” says Wing, a ZoomInfo global sales manager who focuses on Europe, the Middle East, and Africa. For sales professionals, conversations aren’t just about closing deals — they’re also about cultivating relationships. Automate activities across your entire tech stack.

Analysis 130

Analysis Territories Scale SalesForce 130

Selling Essentials RapidLearning Center

JUNE 14, 2019

In most verticals, including wholesale distribution, classroom style training is declining. What This Means for Sales Managers. In a nutshell, it means sales managers must take a more proactive role in talent development. Traditionally, distributors hired knowledgeable, skilled sales reps and said, “Go sell.”

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

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. In the world of professional selling, managers can only do so much when it comes to consistent, personalized feedback across distributed sales teams.

Sales Coaching 133

Sales Coaching Coaching How To Call-back 133

Hubspot Sales

FEBRUARY 1, 2018

Sales Role Play Exercises. Sales Role Plays. Get Comfortable Breaking Up with Prospects. Challenge Prospects on Why They're Stuck. The prospect. This role play is designed for two participants -- one salesperson and one prospect. Choose who will play the salesperson and who will play the prospect(s).

Exercises 145

Exercises Negotiation Guidelines Discount 145

Sales Training Connection

SEPTEMBER 9, 2011

Yet one aspect of Millennials in the sales force only tangentially touched, but which will have significant implications for sales management,is the desire for more feedback. . But what about Sales? So, how might sales managers meet the coaching and feedback expectation of the Millennial generation? .

Hiring 99

Hiring Wireless Coaching Journal 99

Gong.io

MARCH 30, 2020

A lot of sales managers will come to me and say, “Hey, this rep, they’ve really been struggling. And everyone received equal distribution of leads based on our model. . And those leads get distributed equally among the reps. The post Michelle Benfer: 5 Tips for Remote Sales Management appeared first on Gong.

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62

SBI

JUNE 15, 2021

The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching. No matter what you’re selling, you need an effective sales team to discover your prospects’ needs, present possible solutions, answer questions, and close deals with new and existing customers. You can’t blame sales managers, though.

Sales Coaching 137

Sales Coaching Coaching Enterprise Enterprise 137

Allego

SEPTEMBER 23, 2021

Before the pandemic, reps used to benefit from being in the bullpen with sales managers, sitting alongside them, able to overhear their colleagues on calls and learn by osmosis. And while obviously many of our teams will now be hybrid, the sales floor has changed forever. Enabling a Winning Team.

Sales Enablement 117

Sales Enablement Conversion Coaching Cold Calling 117

SBI

OCTOBER 4, 2018

” It helps sales and marketing build pipeline. He described how their AI Sales Assistant takes on the grunt work and delivers prospects who are ready to have quality conversations. Our very own, Steven Wright, interviewed Erroin Martin, VP Sales at Conversica. Luke explained why Conversica is so “cool.”

Report 138

Report SalesForce Video Distribution 138

Hubspot Sales

OCTOBER 11, 2019

When you're experiencing slow business, it can free up your time to address weaknesses and focus on prospecting and connecting with potential leads. Your sales department can be experiencing slow business for a variety of reasons. For example, your sales reps can ensure their contact details are completely filled out.

Scale 141

Scale Buyer Persona Hubspot Social Media 141

Allego

APRIL 14, 2021

Sales enablement drives the creation, distribution, and management of customer-facing sales assets and internal sales training content. All content needs to be readily discoverable, easy to consume, trackable, and reusable across the sales organization. 2 Content Activation. 4 Coaching. 6 Analytics.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Gong.io

DECEMBER 30, 2022

A sound sales strategy is far more important to hit your sales target. It provides each team member with a framework that covers the sales cycle from prospecting to closing. Most importantly, it aligns your sales team to strategic goals that support the business. But tactics alone aren’t enough to close deals.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Sales Hacker

JUNE 26, 2020

Meanwhile, the sales team set about finding customers to conduct JTBD interviews with. This helps us find out what motivates future prospects. To gain more visibility, we decided to go beyond our own website and distribute content via social media, targeted websites, and directories.

Top of Funnel 133

Top of Funnel Buyer Persona Marketing Ideal Customer Profile 133

Vengreso

JANUARY 13, 2025

SalesLoft also offers powerful analytics and reporting tools that provide actionable insights into sales performance. Sales managers can leverage these insights to identify trends, forecast sales outcomes, and make data-driven decisions that drive revenue growth. SalesTech Magazine.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

Sales Hacker

NOVEMBER 6, 2017

Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. 12 Expert Tips For Managing a Successful Sales Team. Specialize early to grow sales. Make learning a priority.

Hiring 99

Hiring Lead Scoring Lead Rank Oracle 99

Gong.io

MARCH 16, 2020

That means upgrading permissions, creating new dashboards, and distributing information that reps would have normally obtained by tapping on their neighbor’s shoulder. Tracking activity and making sure the right motions are being put in to hit expected results can raise flags early and allow managers to step in to course-correct.

Strategy 145

Strategy Hiring Call-back Handbook 145

Close.io

JUNE 20, 2018

with a distributed team: And in this blog post, we want to break down some of the steps to maintaining a quality culture for a remote sales team. If your remote sales team doesn’t have concrete sales goals and objectives to work toward, their natural instinct will be to go through the motions.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Here is a simple formula for sales productivity: [Sales Productivity = Efficiency x Effectiveness]. Qualifying.

Proposal 110

Proposal Sales Qualified Lead CRM Follow-up 110

Hubspot Sales

JULY 17, 2019

But you can certainly take steps today to act on the second -- introducing automation into other parts of your sales process , like an automated email prospecting system (just make sure your emails are still relevant and personalized!). If you use HubSpot CRM, build out your first sales dashboard now. Sales lead automation.

Exact 111

Exact Lead Scoring Lead Rank Hubspot 111

Hubspot Sales

AUGUST 8, 2019

Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Conversion rate by sales funnel stage (by team and by individual). Lead Generation Sales Metrics. Email Sales Metrics.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

SBI

JUNE 28, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Q: What steps can Sales Enablement leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote?

Hiring 86

Hiring Lead Scoring Lead Rank Distribution 86

Partners in Excellence

SEPTEMBER 16, 2022

It’s not only a challenge to sellers, but most sales managers, while they put up a false front, really don’t know how to look at pipelines. Prospecting opportunities are not part of the pipeline. ” We have to track our prospecting opportunities, but we need to keep them separate from the pipeline metrics.

Pipeline 133

Pipeline Ideal Customer Profile Sales Cycle Forecasting 133