No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

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Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

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Lead Rank Lead Scoring Hiring Leads 228

Smooth Sale

AUGUST 18, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Recruiting Strategies to Hire Top Talent for Business Growth Today’s cutthroat employment market makes it harder to find and hire top talent. Enhancing Employer Branding Having a powerful employer brand is essential to drawing in top talent.

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Hiring Strategy Guarantee Social Media 106

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Old Sales Funnels Are Drying Up. A SalesHacker survey of a variety of sales professionals highlights the depth of the issue. B2B Sales Operations Are Changing for Good. This proactive mentality is essential going forward. in the next year.

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Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales and Marketing Management

APRIL 1, 2019

Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. Involve them in the hiring process. If you were me, would you hire this person?

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Motivation Hiring Ideal Customer Profile Guidelines 314

Understanding the Sales Force

JULY 21, 2021

In an article last week we discussed how data can help you hire the ideal salespeople. In this episode, Barry and Erica, the two oldest children, accused each other of being posers. The bottom 50% of all salespeople are posers too. Below I've shared another top/bottom analysis with different findings.

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Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Funding Funding rounds are among the strongest signals for both sales and marketing teams.

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Hiring Data Prospecting Lead Scoring 130

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

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Scale Referrals Penetration Sales Qualified Lead 317

The Center for Sales Strategy

SEPTEMBER 9, 2024

The ability to prospect effectively can make or break a team's success. It's the lifeblood of the sales process, the crucial first step that fills the pipeline and drives revenue growth. But here's the challenge—identifying candidates who excel at prospecting is no easy task.

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Hiring Prospecting How To Pipeline 132

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Nothing is more of a Red Flag to a potential hiring manager than instability of employment.

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Alice Heiman

AUGUST 13, 2024

How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs.

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Hiring Ideal Customer Profile Sales Talent Promotion 90

Sales 2.0

MAY 6, 2020

Some sales inquiries are finally coming in. The crisis has probably “shone a light” on several places where your sales organization could be better. Consider some of these questions and think about where you can develop an even stronger sales organization. Do you need to hire some new people? Do your managers?

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No More Cold Calling

OCTOBER 27, 2020

(You can also read our interview in Sonia’s blog post, Driving Sales Through Referrals with Joanne Black.) . She works with small business owners who face the challenges of limited cash flow, declining sales, and minimal support. That’s why I’m recommending the Unstoppable Sales Community to you. I’ll be there.

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Referrals Hiring Webinar Metrics How To 317

Sales 2.0

OCTOBER 9, 2020

OK, maybe keep it a secret between us for now, but when you kill your sales quota and everyone starts calling you a Rockstar, you may want to let on (in the right circumstances). Who would you want to hire anyway? You don’t have to be just an employee. Build Your team. Say you buy into this crazy idea. Train Your team.

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Account Scale Social Media Small Business 385

No More Cold Calling

NOVEMBER 16, 2018

Sales leaders often tell me that referral leads are their most qualified, most convertible leads. By contrast, the traditional growth model has fostered a vicious cycle of inefficiency—a company gains a few new clients, so they hire more people to service those clients, adding costs at nearly the same rate that they’re adding.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. Shifting Messaging .

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Face-to-face Hiring Lead Rank Lead Scoring 302

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. But very few came from sales. In fact, they think sales is a four-letter word. The Sales Avoidance Phenomenon. These are all important considerations for a small business, but without sales, there is no business.

Small Business 316

Small Business Small Business Referrals Hiring 316

Sales Gravy

AUGUST 8, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount Jr. sits down with Founder and Sales Leader Advisor, Nigel Green, to discuss his approach to hiring elite salespeople by using his four rules. Nigel teaches us that the only skill a sales leader should have is the ability to hire elite salespeople.

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Hiring Sports Networking Compensation 83

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.

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Hiring Top of Funnel B2B Lead Rank 269

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). In a loyal customer, prospects can identify with someone just like them: a regular consumer who happens to be enjoying a product. Become a Rep,” it read. Source: ZoomInfo.

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Hiring Loyalty Discount Social Media 246

The Pipeline

MAY 18, 2021

The video below looks at how to approach a multi-track sales execution. As a person obsessed with prospecting, I am always on the look out for things that will give me and you a competitive advantage. Wendy tells that “this is the answer to new sales hire turnover and the breakthrough that turns new salespeople into rainmakers.”

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Hiring Cold Calling Enterprise Enterprise 305

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

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Hiring Sales Leadership Sales Forecasts Forecasting 159

Anthony Cole Training

JUNE 26, 2020

In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business. Why do so many of my salespeople fail to perform as expected? It's a loaded question.

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Hiring Training Insurance Insurance 219

Zoominfo

NOVEMBER 11, 2020

Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. Hussam: Here’s some context: Essentially, my team was created to align Go-To-Market resources (Sales, Marketing, Customer Success, Product Management, and Executives).

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Understanding the Sales Force

JULY 2, 2024

His Objective Management Group (OMG) sales evaluation says he is one of the worst. If we define a top salesperson by a single metric – total revenue – then the person who manages the most revenue would be the top salesperson. And his accounts are the biggest accounts so, at best, Fred is an account manager.

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Hiring Account Retention Closing 177

No More Cold Calling

DECEMBER 19, 2019

No one really listens to sales pitching anyway. Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? But in the real world, it’s storytelling, not sales pitching , that makes all the difference. We have sales playbooks, when what we really need are sales storybooks.

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Sales Qualified Lead Hiring Face-to-face Cold Calling 349

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

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Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Along the way I read every sales book I could find and then over time became friendly with many of the authors. Closing is easy. Baylor University.

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Outsourcing Services Cold Calling Call-back Networking 78

Understanding the Sales Force

DECEMBER 11, 2023

Welcome to my annual list of the best sales and sales leadership content of 2023. 2023 saw more content than ever before and that certainly includes the sales space. Look for more videos in 2024 and a fun new self-directed sales course called Movie Night. With that in mind, allow me to share the results from 2023.

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DiscoverOrg Sales

JUNE 6, 2018

In order to consistently hire the best candidates, a strong recruitment strategy must appeal to passive talent. A little research on your prospect will help you understand what an “awesome opportunity” means to them. If the hiring process takes a long time , passive recruiting usually takes even longer.

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Hiring Networking Positioning Compensation 230

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

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Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. To get a more tailored view, third-party consultants are often hired to size a market. Bottom-Up market size.

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Lead Rank Marketing Hiring Vendor 162

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I I was working on an account and had talked to someone a little bit lower in the organization. They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Hanisko explains.

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Hiring How To Inbound Outbound 264

No More Cold Calling

SEPTEMBER 26, 2024

The question is meant to help candidates determine what the best sales role would be for them. What’s the craziest thing you’ve ever done to close a sale? If you’ve ever hired a salesperson or tried to help someone on your team who is struggling, you’ll learn questions you’ve never heard before.

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The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. And it’s not just any course.

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Course Hiring Video Discount 235

Mr. Inside Sales

NOVEMBER 13, 2022

Finding and hiring good inside sales reps has always been a challenge, and it’s gotten even tougher since the pandemic. Recruiters, HR departments, and sales managers are working harder than ever, and they all ask me the same thing: “Where has everyone gone?”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Inside Sales Hiring Face-to-face Ideal Customer Profile 156

SalesFuel

DECEMBER 10, 2024

Managers have a range of resources they can use when its time to bring in a new employee. These days, the hiring manager toolkit should include assessments. Reviewing the Applicant Pool Busy managers want to move through the list of candidates for their open position as efficiently as possible.

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