No More Cold Calling

MAY 24, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity?

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%).

Data 220

Data Hiring Compensation Quota 220

Sales 2.0

AUGUST 17, 2014

So this is how you follow up on inbound leads. The webinar promised that these metrics were derived from analyzing thousands of real life sales calls and deriving the best practices. But before I could get to the webinar I got a follow up email from one of the company’s sales reps. Impressive.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Scoring 322

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Outsourcing Services Territories 224

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Very cool, and now new applications of that capability are popping up.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

The Pipeline

JUNE 26, 2014

How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale? In my world it is simply the ten hottest prospects you are currently working, ranked in order of their ability to be closed. Think about that, what we measure we have the ability to manage.

Pipeline 325

Pipeline Positioning Twitter Closing 325

Zoominfo

FEBRUARY 18, 2025

These tools typically include features such as click-to-call functionality, local number generation, automated follow-ups, and call recording. By centralizing call data, sales teams gain insights into call effectiveness, prospect engagement, and overall campaign success. Pipeline management and deal tracking.

Outbound 130

Outbound Software Software Buyer Intent 130

The Pipeline

MAY 18, 2021

Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

No More Cold Calling

DECEMBER 18, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. Consider the following situations. You contact someone and then follow up with a letter.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. When you can’t sleep because you are up until 3 a.m. Can you relate to these?

B2B 319

B2B Banking Conference Decision Maker 319

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers. In today’s world, that can’t cut it.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., CSO Insights agrees with me.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Think about it: Not everyone you speak with is going to be a prospect or a deal, are they? And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case.

Social Selling 108

Social Selling Social Media Media Networking 108

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

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. is a real-time contact data platform that simplifies B2B prospecting.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

MAY 13, 2018

Because sales is often commission-based and money-driven, stress and pressure run rampant. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. There’s no way around it, stress drives activity and sales managers know this.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Sales Gravy

DECEMBER 29, 2024

Whether its a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. Wed rather deals close themselves than investing hours into multi-step follow-ups.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 57

Sales Management Face-to-face Forecasting How To 57

Janek Performance Group

DECEMBER 24, 2024

However, despite this, it would be a mistake for organizations to think they can just sign their team up for training and watch them succeed. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., to customer service and account management. Its the same for your sales team.

Training 118

Training Hiring How To Retention 118

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

DiscoverOrg Sales

SEPTEMBER 28, 2017

Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting. Sprinkle of follow-up meetings. Refresh AEs’ lists during quarterly account reviews.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Prospects may get cold feet and cancel. Or they may simply ghost the seller and not show up. This can be especially helpful if you find prospects often skipping out on meetings. But don’t just check in.

Sales Meeting 114

Sales Meeting Meeting Prospecting Cancellation 114

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

No More Cold Calling

AUGUST 1, 2019

You won’t pitch, you’ll share best practices, and you’ll follow up. The problem is with typical sales metrics. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. Trust should.

Referrals 289

Referrals System Cold Calling Social Media 289

Cincom Smart Selling

APRIL 10, 2025

Sales teams today need relevant data and insights to meet the buyer expectations precisely. That is where sales intelligence software comes into play. It provides the required data that sales teams need to find and target relevant customers, identify ideal prospects, personalize outreach, and close deals faster.

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

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

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. It’s all about dialing down “telling” and ramping up “showing.”. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.

Coaching 257

Coaching Construction Pivotal Positioning 257

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. Always think of prospecting from the prospect’s point of view.

Prospecting 118

Prospecting Cold Calling Call-back Lead Scoring 118

Zoominfo

SEPTEMBER 10, 2020

A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. Dialers will load a list of people that you want to contact, automatically dial their phone number for you, and move on to the next name on the list as soon as you hang up. You’re a sales representative. a busy signal.

Closing 264

Closing Call-back How To Outbound 264

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Janek Performance Group

JANUARY 22, 2025

In many ways, by streamlining sales processes and workflows, the CRM was the Industrial Revolution of sales. Not only that, but you can instantly access sales history and marketing campaigns and gain useful insights into clients and contacts with the ease of a customizable dashboard.

CRM 118

CRM Lead Qualification Social Media Data 118

criteria for success

MAY 4, 2025

Before developing your winning sales strategy, you must first assess the current state of sales to identify the strengths and weaknesses of your sales organization. Cue the Sales Performance Assessment. Are there factions sprouting out of your sales department that are not aligned with your companys sales strategies?

Hiring 52

Hiring Sales Qualified Lead Collateral Buyer Persona 52