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?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. AI-driven simulations provide judgment-free, personalized feedback, helping managers improve skills without peer scrutiny.

Training 52

Training Sales Management Hiring Lead Rank 52

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

The Pipeline

AUGUST 14, 2014

Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. Examples in sales may be lead to opportunity conversions, or proposals to close.

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Understanding the Sales Force

SEPTEMBER 10, 2012

Understanding the Sales Force by Dave Kurlan We frequently discuss reasons why salespeople fail, the differences between successful and unsuccessful salespeople, and scenarios where salespeople make good versus bad choices. They're getting neither proper direction, coaching nor feedback from sales management.

Opportunity 193

Opportunity Insurance Insurance Comparison 193

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

Zoominfo

SEPTEMBER 1, 2020

Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Here are just a few common pain points associated with sales workflows. Sales reps often juggle multiple prospects at one time. An Unequal Workflow Distribution. Account planning and management.

Prospecting 264

Prospecting Lead Scoring Lead Rank Sales Qualified Lead 264

SBI

AUGUST 16, 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? This week I interview Carson Conant , Founder & CEO of Mediafly.

Distribution 99

Distribution SAP Scale ROI 99

Sales Management Plus -- SMP

JUNE 13, 2024

With SMP under the White Cup umbrella, the collective resources can be focused on growth and innovation within the distribution sector, ensuring distributors have the technology they need to succeed. We look forward to continuing to deliver exceptional value and support to our distribution customers.”

Distribution 52

Distribution Industry Sales Management Loyalty 52

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. Summer B2B Sales Challenge Revisited. What moves you to action?

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. But you may not have heard of lead distribution , which happens in between lead generation and lead nurturing. Table of Contents What is lead distribution? Why is lead distribution important?

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. And just like their coworkers at headquarters or in the distribution center, salespeople need to be kept engaged and aligned to company values and goals. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Cincom Smart Selling

APRIL 10, 2025

Introduction What is the biggest challenge that a sales team faces? No matter which product you sell, which strategies you adopt, or how big the sales team is, the biggest challenge that sales teams face is stagnant sales growth. Every sales team wants to increase sales figures and boost revenue.

Channels 48

Channels Retail Strategy Distribution 48

criteria for success

MAY 4, 2025

What is a Sales Performance Assessment? Well, the success of any business is dependent on sales growth. And sales growth is the result of a well-developed sales strategy. Cue the Sales Performance Assessment. Is your sales team missing their quotas? Solution: Create a table and label each column A, B, C, D.

Hiring 52

Hiring Sales Qualified Lead Collateral Buyer Persona 52

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.?

Incentives 201

Incentives Incentive Quota Territories 201

The Pipeline

JUNE 30, 2016

In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . An effective follow-up strategy gets a sales deal out of the black hole and back on into the light (the sales process).

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

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. Review weekly reports.

Sales Management 85

Sales Management Training Journal Forecasting 85

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

Understanding the Sales Force

JUNE 30, 2014

Understanding the Sales Force by Dave Kurlan. When a great salesperson is recommended by Objective Management Group''s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed? Most executives do.

Sales Cycle 220

Sales Cycle Distribution Territories Up-Sell 220

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

Sales Management Plus -- SMP

DECEMBER 20, 2022

Distribution sales teams are under a lot of pressure to produce results. Sales managers can use data to help them make informed decisions about how to lead their sales teams. In this blog post, we will discuss some ways that sales managers can use data to improve their sales performance.

Distribution 52

Distribution Data Meeting Leads 52

Sales Management Plus -- SMP

OCTOBER 30, 2023

Look inside any distribution ERP system and you’ll find thousands of customers, product SKUs, sales transactions and more. This may seem challenging if you haven’t taken a data-driven approach to sales and marketing before. Imagine that you have a sales rep planning to drive to a remote location in their territory.

Distribution 52

Distribution Benefit Data Trends 52

Zoominfo

DECEMBER 16, 2020

Sales professionals — yes, even managers — on frontlines of business development. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . Because like most sales and marketing technologies, CRMs are only as good as the data stored within its database.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Sales Management Plus -- SMP

DECEMBER 6, 2022

While still important, traditional marketing methods in distribution such as printed flyers, branded calendars and directory ads are no longer as effective as they used to be. There are many benefits that come with targeted marketing, especially for businesses in the wholesale distribution industry.

Distribution 52

Distribution Benefit Marketing Loyalty 52

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. Get Productive: New Ways to Support the Virtual Sales Process.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

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% What Is Sales Forecasting? A well-crafted sales forecast differs from a sales goal or target.

Sales Forecasts 62

Sales Forecasts Forecasting Analysis Lead Rank 62

Nutshell

MARCH 8, 2023

As a sales manager, you want to make sure your team has everything they need to succeed. The answer is resource management skills—a crucial but often overlooked skill in the sales manager’s toolkit. Table of Contents What is resource management for sales?

Resources 62

Resources Sales Management Forecasting Distribution 62

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 132

Sales Coaching Coaching How To Call-back 132

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 120

Account Hiring Face-to-face Distribution 120

Crunchbase

JULY 13, 2020

As the only company providing enterprise support for the Presto project (Presto is a high performance, distributed SQL query engine for big data), Starburst offers an SQL-on-Anything analytics platform. Shamus Noonan is a sales manager at Crunchbase, where he leads a team of AEs & SDRs across inbound and outbound channels.

Scale 121

Scale Distribution Analytics Enterprise 121

Hubspot Sales

DECEMBER 22, 2017

Sales can be rough. While providing sales training to many reps, I asked what their most effective motivation-boosting techniques were. They sent me their favorite sales-related jokes and memes, which I've compiled below. They sent me their favorite sales-related jokes and memes, which I've compiled below. I'm a salesman.

Hubspot 111

Hubspot Insurance Insurance Call-back 111

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

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. In 2025, new vehicles sales will reach 0 M units But that doesnt mean automotive sales will suddenly be easy or guaranteed.

Automotive 52

Automotive Sales Enablement Training Guarantee 52

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. In this fast-paced world of sales enablement , staying ahead requires more than just traditional methods.

Tools 67

Tools Top of Funnel Lead Rank Analytics 67

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. Sales coaching is not without its own challenges.

Sales Coaching 137

Sales Coaching Coaching Enterprise Enterprise 137

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

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

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