No More Cold Calling

AUGUST 7, 2014

In this week’s guest post, Will Brooks—executive vice president and director of marketing for The Brooks Group—discusses his perspective on cleaning house. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. Where Should Sales Managers Spend Their Time? So move fast.

Hiring 274

Hiring Small Business Small Business Enterprise 274

No More Cold Calling

NOVEMBER 13, 2013

Inbound marketing will not fill your pipeline. Inbound marketing might seem like the magic formula for easy sales, but it’s not. Marketing can only take us so far. It’s our job to make the sale. That’s where the inbound marketing folks are taking it and it’s not a good thing.

Inbound 253

Inbound Lead Scoring Lead Rank Sales Qualified Lead 253

Sales Readiness Group

APRIL 21, 2021

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers – that’s where the money is – you need to rethink how you sell.

Enterprise 105

Enterprise Enterprise Customer Marketing 105

No More Cold Calling

MAY 20, 2014

Whether your customers are individuals or enterprises, and whether they buy online or offline, you’re still selling to human beings. So no matter what or how you sell, there’s a direct correlation between your personal connections and your sales success. How do you leverage relationships for sales success? Comment Here.

B2C 237

B2C B2B Enterprise Enterprise 237

No More Cold Calling

SEPTEMBER 18, 2014

reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., Separate still is social engagement, an umbrella term that includes social engagement and social marketing but has a broader notion of networking and participating in and creating a dialogue through group discussions, tweets, and more.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Hubspot Sales

SEPTEMBER 23, 2020

You can’t expect to derive value from apps that your salespeople or sales managers don’t actually use. Leveraging this type of ecosystem is even more important in the enterprise-level sales space. RingCentral (US) — cloud enterprise two way sync caller. Sales Enablement.

Enterprise 133

Enterprise Enterprise NetSuite Hubspot 133

Sales Hacker Training

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

Scale 71

Scale Microsoft Enterprise Enterprise 71

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Don’t forget that technology is only a tool and that our greatest sales asset is—and always will be—ourselves.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

NOVEMBER 5, 2013

There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, and more. How do you use technology for sales? Associations Enterprise Sales Management Small Business' But closing deals is still our job. Finding the Right Balance. Comment Here.

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

No More Cold Calling

JULY 15, 2014

In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles. Associations Enterprise Sales Management Salespeople relationships sales sales strategy sales techniques sales tips'

Journal 287

Journal Cold Calling Social Media Enterprise 287

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking the question “What have I done before?”. Market conditions 12 months ago were very different. VPs of Sales are asking questions like: Is our Sales Process good enough? VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough?

Compensation 325

Compensation Social Media Incentives Incentive 325

No More Cold Calling

DECEMBER 10, 2013

It’s easier to go along with what everyone else is doing—to write blogs, comment on social media, write catchy email subject lines, rely on inbound marketing to fill your pipeline, and believe that 67 percent of the buying process is complete before prospects ever talk to a salesperson. How do you use technology in your sales process?

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

FEBRUARY 6, 2014

Marketing gives them templates, and away they go—to bury their heads in their computers and accomplish nothing. After all, as a sales leader, your biggest responsibility (and greatest measure of success) is making your reps into superstars. How do you ensure that your sales team has the training and skill sets they need to succeed?

Closing 251

Closing Hiring Referrals Small Business 251

No More Cold Calling

DECEMBER 4, 2014

If all your leads are coming from the marketing department, your pipeline is in big trouble. Associations Enterprise Sales Management Salespeople Small Business' They match the profile of your Ideal Client. They have budget and a need. And they want to learn more about how you can help grow their businesses.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Cold Calling 275

No More Cold Calling

JANUARY 30, 2014

In this month’s guest post, Brian Hansford, director of client services for Heinz Marketing, explains why he won’t buy from vendors who make him look up their phone numbers: . Brian Hansford, director of client services for Heinz Marketing, is a 20-year veteran of the technology industry. This baffles me, and apparently I’m not alone.

Eloqua 240

Eloqua Face-to-face Vendor Channels 240

No More Cold Calling

OCTOBER 16, 2014

Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you! Associations Enterprise Sales Management Salespeople' What does this mean for salespeople?

Face-to-face 291

Face-to-face Transportation Cold Calling Social Media 291

No More Cold Calling

NOVEMBER 25, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Message to Management]: How Much Time Should You Spend with Direct Reports? Associations Enterprise Sales Management Salespeople Small Business'

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

OCTOBER 24, 2013

You might set metrics around revenue generated from referrals, the number of new customers, the number of referral meetings set each week or month, the number of qualified opportunities that come from referrals (with revenue attached), or even new markets that you expand into because of referral opportunities. Comment Here.

Sales Process 266

Sales Process Referrals Small Business Small Business 266

Zoominfo

APRIL 17, 2025

Thats why weve waded through the available data, including third-party rankings and our own research, to assemble this list of top sales tools for your B2B sales team in 2025. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

No More Cold Calling

DECEMBER 30, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post. Message to Management]: 74 Percent of Salespeople Are Failing Did you learn to sell in school? Here are three dangers in assuming that could cost you opportunities and minimize your sales effectiveness. Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

NOVEMBER 20, 2014

I’m obviously doing something right, considering I regularly appear on lists like the Top 30 Social Selling Influencers in the World and Top 50 Sales and Marketing Influencers. And how do you successfully leverage social media in your sales process? Associations Enterprise Sales Management Salespeople Small Business'

Social Media 286

Social Media Media Referrals Social Selling 286

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

Enterprise 109

Enterprise Enterprise Hiring Skype 109

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

Hubspot Sales

AUGUST 22, 2018

Sales manager job description. Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Sales manager requirements.

Hiring 141

Hiring Sales Management Forecasting Quota 141

No More Cold Calling

OCTOBER 17, 2013

Experts have been quick to tell us that technology changes everything—that Sales 2.0 Social media, marketing automation, the cloud, and other technological innovations have transformed the way we work , but not how we sell. At the end of the day, sales is still about people buying from people. is an entirely new way of working.

Cold Calling 252

Cold Calling Referrals Small Business Small Business 252

The Pipeline

JULY 22, 2013

I have worked with a number of sales organizations that have brought people in as say sales admins, then they move to inside sales, either in a support, or some form of outbound calling, then to field sales, all the way up to enterprise or national account status.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

Zoominfo

FEBRUARY 18, 2025

ZoomInfo ZoomInfos Go-to-Market Intelligence platform enhances outbound sales call tracking by providing unmatched B2B data, real-time insights, and AI-driven automation. Chorus , ZoomInfos AI-powered conversation intelligence tool, helps sales teams extract valuable insights from call recordings and transcriptions.

Outbound 130

Outbound Software Software Buyer Intent 130

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals. Related: What is Complex Sales?

Ideal Customer Profile 104

Ideal Customer Profile Marketing Account Based Marketing Enterprise 104

Nutshell

FEBRUARY 7, 2025

Your sales team needs marketing and engagement features to help keep leads and customers engaged. And the data in your CRM is the silver bullet for optimizing the way your company is already marketing your products and engaging with leads. All of our Nutshell Sales plans include our flagship CRM feature.

CRM 77

CRM Data Discount Campaigns 77

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. VP Nokia Software, North America Sales. Digital Sales and Development Manager. VP Europe Sales, Presales and Marketing. Managing Client Partner.

Demand Generation Agencies 131

Demand Generation Agencies Hiring Enterprise Enterprise 131

Score More Sales

JUNE 30, 2014

Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? Don’t act like an enterprise company that is immovable. Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Janek Performance Group

APRIL 15, 2025

Imagine a company that consistently misses its revenue targets, struggles with cash flow and fails to capitalize on market opportunities. In many cases, the root cause of these issues can be traced to inaccurate or nonexistent sales forecasting. What Is Sales Forecasting? more likely to hit quotas.

Sales Forecasts 62

Sales Forecasts Forecasting Analysis Lead Rank 62

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? What is the marketing plan for following up?

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Sales and Marketing Management

JULY 26, 2018

This creates a new challenge for sales management: how do you train your sales team?—?including and again, sales management, sales ops and IT must work together to develop an effective strategy to teach people how to combine information delivered by AI with their own skills in order to influence deals.

Training 206

Training Penetration Government CRM 206