Sales and Marketing Management

MARCH 29, 2023

Revenue growth is about retaining the customers you have and exercising rigorous efficiency in how you generate new business. The post Optimizing the Entire Revenue Lifecycle to Drive Net Revenue Retention appeared first on Sales & Marketing Management.

Retention 311

Retention Revenue Exercises Customer 311

Sales Gravy

DECEMBER 25, 2024

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments arent just memorable, theyre actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Leading with empathy and emotional intelligence helps uncover the real problems you can solve.

Conversion 97

Conversion Call-back Exercises Energy 97

Sales Hacker

NOVEMBER 15, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.

Outsourcing Services 112

Outsourcing Services Scale Cold Calling Hiring 112

Pipeliner

NOVEMBER 7, 2024

With over 25 years of experience working with Fortune 500 clients and advanced degrees in business psychology, Joel offers a wealth of knowledge on the critical distinction between perception and reality in sales and hiring processes. Understanding this distinction is crucial for both sales and hiring processes.

Hiring 105

Hiring Video Lead Rank Lead Scoring 105

Pipeliner

DECEMBER 10, 2024

Your sales team is likely to feel the strainespecially since sales is listed in the top ten of Vivian Healths rankings of the most stressful industries. Its thus vital for the sales team manager to prioritize employee well-being in the workplace. However, that often doesnt cover things like vision care.

Resources 96

Resources Insurance Insurance Lead Rank 96

Sales and Marketing Management

JULY 6, 2020

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. . If your company is approaching the growth stage, it means that your organization has already identified a steady income base, a monetization procedure and proven sales techniques.

Scale 298

Scale Top of Funnel Hiring Strategy 298

Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 If you’re a manager, this is a great exercise for a sales meeting. Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! I’m being bombarded with sales pitches at the moment. Make sure you have a routine, take time for exercise. If you want to use some of your time to brush up on your sales skills whilst homeworking then we’ve got a number of sales training solutions that can help.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

No More Cold Calling

APRIL 11, 2019

We want to spend more time with our families, to exercise more, to be happy … really happy. Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship.

Cold Calling 328

Cold Calling Exercises Study Research 328

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. I will not comment on how things come to pass here, but there is merit to the exercise.

Churn 310

Churn Quota Margin Exercises 310

SalesFuel

NOVEMBER 20, 2024

Have you ever tried role-playing sales? Research reveals role-playing in sales is effective Various stats support role-playing’s effectiveness. Pitch Monster reports that sellers who role-play as part of their training can improve sales performance by up to 30%. The first he recommends is the “triad sales role-play.”

Outsourcing Services 52

Outsourcing Services Hiring Exercises Journal 52

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

Video 289

Video Cold Calling Exercises Conference 289

Pipeliner

JANUARY 5, 2025

In a recent episode of the podcast hosted by John Golden, listeners were treated to an enlightening conversation with Luke Lunkenheimer , a successful entrepreneur and sales expert. By doing so, they can create a more meaningful connection, leading to better sales outcomes. Each component plays a vital role in achieving sales success.

Video 98

Video Lead Rank Lead Scoring Strategy 98

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Hiring 227

Hiring Face-to-face SAP Energy 227

SalesFuel

OCTOBER 20, 2024

Discover practical exercises like 'The Agreement' and 'Fake You' to enhance your communication skills. In this podcast for sales managers and executive leadership, Audrey Strong, C. These exercises encourage people to be honest and open, fostering better relationships and more effective teamwork.

Conversion 59

Conversion Exercises Hiring Twitter 59

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. Part of that is mixing it up so it’s not staid and the exercises are not too easy. into similar “birds of a feather” groups.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales and Marketing Management

FEBRUARY 27, 2020

This exercise, completed in advance, allows you to cope more effectively in real time under pressure. This exercise prepares you for those tension-filled moments, and it allows you to consider your own limitations. A ticking clock can be a challenge as well as a thrill in the world of sales. What is your ideal outcome?

Negotiation 270

Negotiation Exercises Discount Proposal 270

No More Cold Calling

JANUARY 31, 2025

Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers. All sales calls are hot, hot, hot. Build it into your sales cadence.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Sales Gravy

JANUARY 5, 2025

Happy New Sales Year! the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals. Which is important because sales is full of conflict. Sales is a mental game. Waiting for their prospect to do the work and close the sale themselves.

Face-to-face 96

Face-to-face Exercises Course Opportunity 96

The Pipeline

APRIL 25, 2019

As a regular reader of this blog, you know I am a card-carrying member of the Sales Is About Number. While some may want to debate that, few will argue that prospecting is a Numbers driven exercise. By Tibor Shanto. I’m not here to defend the view but to introduce a number you need to focus on for successful prospecting.

Prospecting 48

Prospecting Exercises Objections Video 48

DiscoverOrg Sales

OCTOBER 30, 2017

Sales is the great equalize r: It’s a meritocracy. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer. She WAS our first woman in the sales department. I think really listening and asking those open-ended questions is a very important trait to have in sales.

eBook 122

eBook Travel Exercises Sales 122

Sales Gravy

FEBRUARY 6, 2025

Is your website truly working as hard as your sales team? Podcaster and influencer Sam Dunning joins The Sales Gravy Podcast to discuss the Caveman Grunt Website Test, why effective SEO strategies are never a one-and-done exercise, and how to build and how to maximize website performance for consistent sales growth.

Lead Rank 74

Lead Rank Lead Scoring Case Study Google 74

Allego

JANUARY 9, 2025

Medical device sales reps face greater challenges than ever, making sales certifications an essential tool for success. Further, regulatory pressures, complex buying cycles, and the rise of digital technology have transformed the way sales teams must operate. Thats where sales certifications come in.

Hiring 62

Hiring Marketing Exercises Scale 62

The Pipeline

NOVEMBER 7, 2016

I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.

Wireless 303

Wireless Face-to-face Quota Distribution 303

Bernadette McClelland

JULY 11, 2022

I met Viveka in person through the Women Sales Pros community a few years ago and like everyone else, fell in love with her style and personality. And when they do they are able to deepen connection, inspire change, move each other to action and build trust. . Why did I do this? a) To see if I had a brain – which I do ??.

Chemicals 397

Chemicals Hiring Exact Follow-up 397

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Further, the benefits go beyond sales. Author: Frank V.

SAP 177

SAP Face-to-face Hiring Exercises 177

Sales and Marketing Management

JUNE 24, 2019

Author: By Brad Soper, Lisa Jaeger and Alexander Stahmer While there are no shortcuts to creating and implementing an effective, long-term sales strategy, there are five actions sales teams can take to get that strategy on track – and keep it there – by generating more sales from existing customers. . Use heat maps.

Customer 238

Customer Churn Segment Media 238

The Pipeline

DECEMBER 29, 2020

So, today I share three simple exercises you can do, tech-free, to help you create focus and results. Cause you know success in sales is all about Execution – Everything Else Is Just Talk! And focus is crucial for decluttering and getting things done. leverage these 3 ways to get ahead of your 2021 quota.

Quota 228

Quota Exercises Video Tools 228

Steven Rosen

JANUARY 19, 2017

I don’t care if you are the CEO, an executive, manager or sales rep, you are inundated with back to back meetings, phone calls, and voice messages, literally hundreds of emails, and numerous texts. It’s like exercise if you want to become more fit you need to commit to daily changes.

Call-back 332

Call-back Exercises Energy Facebook 332

Jeffrey Gitomer

MARCH 19, 2019

Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? This exercise is an opportunity to see the benefit of being your best all the time.

Sports 250

Sports Scale Proposal Call-back 250

No More Cold Calling

OCTOBER 25, 2018

If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity. We need to exercise. Invite me to speak at your annual Sales Kickoff Meeting. . Too much work and not enough play makes …. Working too much? You might not have a choice. Employers are more and more demanding.

Referrals 284

Referrals Cold Calling Exercises Call-back 284

Zoominfo

FEBRUARY 19, 2025

Strategic planning can be a fickle exercise. This approach ensures a unified strategy across sales, marketing, and customer success teams. And a key part of that is meeting sellers where they are, rather than trying to force a new framework onto a sales motion that is working.

Revenue 130

Revenue Strategy Maximizer Ideal Customer Profile 130

Sales and Marketing Management

AUGUST 24, 2017

Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Practice-Driven Sales Development.

Training 237

Training Handbook ROI Hotels 237

The Pipeline

JUNE 25, 2019

In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

No More Cold Calling

DECEMBER 6, 2022

Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost all their sting. Sales buzzwords are meaningless at best, and annoying at worst. In sales, it’s nonspecific and ineffective. Totally : This is not a math exercise, but modern slang. Sales is about making connections that count.

Fashion 207

Fashion Cold Calling Pivotal Quota 207

Mr. Inside Sales

JUNE 7, 2024

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). Closing the sale: Closed ended: “Do you have any questions?” ON DEMAND SALES TRAINING THAT GETS RESULTS!

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Decision Maker 224

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269