Understanding the Sales Force

NOVEMBER 23, 2024

In sales, everything that occurs PRIOR to a sale is a potential KPI but the challenge continues to be identifying those which: Can be measured (example: conversions) Drive revenue (example: new meetings with new prospects) Are key milestones (example: qualified opportunities) Incentivize desirable behaviors (example: call attempts) Tell an important (..)

Comparison 173

Comparison Exact Follow-up Call-back 173

No More Cold Calling

JANUARY 16, 2025

Colleen believes increasing self-awareness helps people change negative self-talk to positive self-talkfor example, My clients are eager to give me referrals. They fear the timing isnt right, or that (gasp) people will say no. Bottom line: Increase your EQ skills and you will increase referrals.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

SBI Growth

APRIL 14, 2025

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

Enterprise 156

Enterprise Enterprise Customer Marketing 156

SMEI

NOVEMBER 21, 2024

Example : Share your mission and gather real-time feedback from a community that shares your values. Example : Team up with an influencer in your niche to launch a community-focused content series. Use meaningful interactions and storytelling to build trust and credibility.

Marketing 149

Marketing Campaigns Promotion Consumer 149

Understanding the Sales Force

OCTOBER 6, 2024

Allow me to share some examples of typical emails/messages so that you can avoid these mistakes and then I’ll show one that suggests there is finally hope for improvement. Example 2 – Cold In Mail: Imagine what we could create together with expert Web Development, SEO, or custom animations—just to name a few.

LinkedIn 329

LinkedIn Channels Hiring B2C 329

Partners in Excellence

APRIL 16, 2025

For example one sales person at a client happens to be outstanding in prospecting. For example, it’s very difficult to do high impact prospecting if we are lousy at deal management. It leverages the example I use in bike racing far better than I do. All these things must be done for us to achieve our goals.

Objections 119

Objections Face-to-face Maximizer Buying Cycle 119

Zoominfo

OCTOBER 31, 2024

For example, AI can synthesize data and signals that reveal prospect behavior, such as website visits, engagement with content, or social media activity, and produce an actionable recommendation of how to reach out.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

JANUARY 13, 2025

Relying too heavily on AI-trained chatbots for customer inquiries, for example, can lead to frustration when bots fail to understand complex questions, driving prospects away instead of engaging them. For example: A sales team using AI for lead scoring might start with basic parameters like industry and company size.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 130

Zoominfo

JANUARY 30, 2025

Relying heavily on AI-trained chatbots for customer inquiries, for example, can lead to frustration when bots fail to understand complex questions, driving prospects away instead of engaging them. For example: A sales team using AI for lead scoring might start with basic parameters like industry and company size.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

Zoominfo

AUGUST 8, 2024

The Difference Between Sales Enablement and Sales Operations Sales operations as a department covers every component of driving sales, for example, setting quotas, defining territories, and determining compensation. In this article we’ve used the example of increasing sales productivity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Understanding the Sales Force

OCTOBER 9, 2024

If you want to build a sales team that is tops in your industry, geography or with your target audience, here is a roadmap, with examples and reference material, to help you achieve that. You must lead by example. Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! It’s easy to check off a box.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

Understanding the Sales Force

FEBRUARY 10, 2025

I recreated the following trick which I saw in my X feed and it’s a great example of asking questions to which you already know the answers. Lawyers never ask a question to which they don’t know the answer. Salespeople should follow suit.

Kana 188

Kana Benefit Margin Sales Qualified Lead 188

SBI Growth

NOVEMBER 4, 2024

For example, one day you could be on ride-alongs coaching your reps , the next day, working on new territory plans for your team. Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales manager to take on multiple different roles.

Sales Management 156

Sales Management Territories Coaching Examples 156

Janek Performance Group

DECEMBER 24, 2024

This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. The curricula must be structured and contain practical, real-world examples, but the more engaging, the better. Of course, there is a limit.

Training 118

Training Hiring How To Retention 118

Understanding the Sales Force

APRIL 16, 2025

For example, if you sell capital equipment to the C Suite and you have a 2-year sales cycle for a 7 to 8 figure sale, the rate of conversion from dials to conversations to meetings could be 15 dials to 1 conversation and 10 conversations to 1 new meeting.

Pipeline 188

Pipeline Follow-up Conversion Outbound 188

Zoominfo

JANUARY 21, 2025

For example, if an account suddenly decreases email open rates or cancels a meeting, GPT can alert the rep and suggest corrective actions. Examples of solving ambiguous challenges with creative or data-driven approaches. Experience with AI tools (e.g., GPT, CRM integrations); ability to fine-tune prompts.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Partners in Excellence

JANUARY 30, 2025

For example, 5 years ago, orgs needed 400-500 outreaches to generate a response. If, for example, we need 100 responses, we only needed to generate 150,000 outreaches. But then, something else started happening. The math was starting to fail. Recently, it’s 1200-1500 to generate the same response.

Scale 133

Scale Outsourcing Services Hiring Revelation 133

Sales and Marketing Management

MAY 1, 2023

It’s an incredibly effective example of tapping into how we think – and how our brains function – to optimize prospect engagement. Using “you” puts the focus right where it needs to be: on the prospect’s own needs. The post The Power of You: Why One Word Makes All the Difference in Sales appeared first on Sales & Marketing Management.

Examples 314

Examples Prospecting Sales Marketing 314

Pipeliner

OCTOBER 25, 2024

My example is to ask, ‘Are you looking forward to the holidays, followed by, ‘Do you have special plans?’ It doesn’t have to be about business; it could be, for example, planting gardens or helping in a food kitchen. However, one easy strategy relaxes everyone we meet during the selling process, including follow-up.

Hiring 126

Hiring Follow-up Proposal Motivation 126

SBI Growth

MARCH 7, 2024

This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

Objections 317

Objections Strategy Examples Meeting 317

Pipeliner

DECEMBER 10, 2024

MetLife, for example, offers eye exams for as little as $45 compared to the $100 people usually have to spend without insurance. Properly lighting your workplace with warm white light bulbs, for example, will help match the brightness of a screen with its surroundings for additional visual comfort.

Resources 96

Resources Insurance Insurance Lead Scoring 96

Nutshell

DECEMBER 31, 2024

Consider these examples: Rental vs. Purchase pipelines: For rentals, you may need to collect rental start and end dates for your leadsbut that information isn’t relevant for outright purchases. If your team is working leads through multiple pipelines, it helps to collect lead-specific information that can help you close the deal.

Pipeline 126

Pipeline Customer Data Discount 126

Hubspot Sales

OCTOBER 15, 2024

For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Overselling will backfire, but prospects appreciate candor.

Prospecting 105

Prospecting Case Study Industry Study 105

No More Cold Calling

APRIL 27, 2025

Take tariffs, for example. Mid-career sales professionals are being squeezed from both ends: asked to deliver high performance while facing macroeconomic headwinds completely out of their control. trade policies shift, your clients costs skyrocket. They delay decisions. They ghost. They panic. Youre still expected to close.

Forecasting 156

Forecasting Call-back Energy Face-to-face 156

Zoominfo

SEPTEMBER 24, 2024

Get a Demo ZoomInfo’s GTM Plays: Turning Signals into Action ZoomInfo’s own signals-based GTM Plays serves as a strong example of how to use signals effectively. Let’s consider a company that sells a SaaS platform for project management as an example. ZoomInfo Marketing Finally, ABM with data you can trust.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Zoominfo

AUGUST 8, 2024

Salesforce, for example, now requires 3X pipeline coverage for its sales teams — an increase of 50%. For example, offering more favorable contract renewal terms will do little to persuade an unhappy customer whose primary objection is product-related.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Sales Hacker

FEBRUARY 7, 2025

Example: Dropbox initially used a freemium model to attract individual users. Examples: Nosto is a SaaS-based personalization platform designed for e-commerce businesses. Example: Zoom’s journey illustrates the challenges of managing pricing complexity in a mature SaaS company.

Company 112

Company Scale Retention Margin 112

Pipeliner

FEBRUARY 24, 2025

Four-Step Process for Effective AI Prompting Define the Role of AI: Example: “You are an expert marketing consultant.” Provide Context: Example: “I am a chiropractor in San Diego, California, looking to attract athletes with back pain.”

Video 105

Video Lead Rank Lead Scoring Sports 105

Partners in Excellence

FEBRUARY 12, 2025

These are just a couple of examples of sellers “gaming the system!” For example, we may have a top of funnel challenge, as a result we fixate on a specific metric, perhaps outbound call volume. They maintained “off the books” pipelines, moving them into CRM only when the were in the contracting stage.

Outbound 120

Outbound Call-back Sales Qualified Lead Pipeline 120

Pipeliner

JANUARY 19, 2025

A Real-World Example Bassford shares a compelling story about a serial entrepreneur who struggled to adapt to changing market dynamics. This example illustrates the necessity for leaders to remain agile and open to new ideas to drive their organizations forward.

Video 98

Video Lead Rank Lead Scoring Channels 98