Sales 2.0

OCTOBER 25, 2021

Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks. Sales people may be doing these tasks out of habit, or as a reason to avoid doing tasks they perceive as hard, like prospecting. Sales management. They do not produce important results.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

DECEMBER 28, 2014

Author: Marty Jacknis, President, Opportunity Maximizers, Inc. Most sales managers recognize the importance of making a great first impression, but if you ask the typical sales manager if he has a yardstick or benchmark that identifies what a perfect “10 out of “10” presentation looks like, chances are the answer is no.

Maximizer 276

Maximizer Sales Management Opportunity Sales 276

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

Steven Rosen

JULY 8, 2024

In this episode of the Sales Leadership Awakening podcast, Jenn Steele , CEO and Co-Founder of SoundGTM, discusses the challenging dynamic between marketing and sales teams. She highlights the common blame game between marketing and sales and the importance of effective communication and collaboration between the two functions.

Marketing 156

Marketing Lead Rank Maximizer Sales Leadership 156

SBI Growth

NOVEMBER 17, 2013

Listen up Chief Sales Officer. Take note CEO, marketing leader and CIO. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. Download the Leaders Guide to Sales Ops Enablement by clicking here. Marketing and sales need alignment.

Company 296

Company Hiring Buyer Persona Maximizer 296

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

Sales and Marketing Management

OCTOBER 29, 2018

Author: JIM NINIVAGGI, CHIEF READINESS OFFICER, BRAINSHARK “What’s your onboarding program for new sales managers?”. While most companies would agree that sales onboarding is a strategic priority, the focus of their processes is often only?—? Why you need to onboard sales managers. That’s a pity. and myopically?—?on

Sales Management 136

Sales Management Hiring Forecasting Retention 136

SBI Growth

NOVEMBER 22, 2012

Many marketing purists focus on the mechanics of segmentation work. You have to deliver this data down to the sales rep level. Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. What’s available in the market? Keep Score – What gets measured, gets managed.

Segment 288

Segment Customer Territories Penetration 288

Hubspot Sales

OCTOBER 1, 2021

How to Maximize Conversions for High-Value Deals. Set up a solid sales process. Top-notch team leaders like Debra focus on training agents to be unparalleled sources of intel for their prospects, providing regular updates on the market via a simple, focused CRM which also helps ensure agents are following up with leads.

Sales Qualified Lead 126

Sales Qualified Lead Lead Rank Lead Scoring Maximizer 126

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Have you conducted growth opportunity analyses in your market? Are you confident the sales team’s people, money and time are accurately allocated for the upcoming year?

Opportunity 316

Opportunity Strategy Banking Territories 316

Steven Rosen

MARCH 23, 2021

These are questions that senior management needs to carefully consider before sending their reps into the field. As the VP of Sales and Marketing, you will be tasked with ensuring that your team is ready and able to significantly impact sales. Flawless Sales Execution Step 2: Lead from the Frontline.

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. The more you attend, the more you get known, grow, and succeed in your market. Sales Management. Sales Videos. Online Training. See Jeffrey Live!

Networking 325

Networking Hiring Trade Show Social Media 325

SBI Growth

SEPTEMBER 27, 2013

During the recent downturn, many sales forces benefitted from a uniquely capable labor market. Unemployed Gen-Y workers from hard-hit sectors like financial services turned to sales as a new career direction. The challenge for sales is unique. True, sales managers constantly provide feedback and guidance to employees.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

SBI Growth

JANUARY 23, 2013

They have to respect and trust before they will accept ideas on sales strategy. Discuss with them emerging thought leadership on sales and marketing. Tap into sales consultant’s for information. The best sales manager I have seen accomplish this is Tony Valli. Call to Action: Managing your boss is tough.

Forecasting 308

Forecasting Quota Coaching Objections 308

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. Most sales reps believe these are really not for them as much as they are for leadership. A TOOL JUST FOR SALES MANAGEMENT? COMPLICATIONS.

CRM 291

CRM Revenue SugarCRM System 291

SBI Growth

JANUARY 2, 2013

Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Download the Sales Manager Competencies and Example Accountabilities Here. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C” Lead Generation.

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

Sales and Marketing Management

FEBRUARY 25, 2020

Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. Sales managers aren’t the only ones who benefit from good incentives – reps benefit on two levels as well. Sales managers can also benefit from using non-monetary points.

Incentives 323

Incentives Incentive Travel Motivation 323

Partners in Excellence

MAY 17, 2022

I wasn’t hearing anything about sales management–both top sales executives in setting the overall goals and priorities of the organization, and front line sales managers. The words “sales management” were not uttered in the conversation.

Sales Enablement 159

Sales Enablement Maximizer Lead Rank Fashion 159

Sales and Marketing Management

JUNE 30, 2019

So why is it any different with sales? Accordingly, onboarding is a critical component in maximizing reps’ performance and ability to positively impact the bottom line. In fact, more than six in 10 organizations (62%) say their sales onboarding programs are ineffective, according to the Sales Management Association (SMA).

Hiring 221

Hiring Retention Case Study Maximizer 221

The Pipeline

SEPTEMBER 23, 2021

Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. It turns out, sales enablement isn’t just training, or content, or technology. A Managed Process. Mike highlights the risk of ignoring the frontline sale manager.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? You call on those companies who are “more probable” to buy from you than those who are “less probable” to maximize reps’ time.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Steven Rosen

JULY 2, 2024

Sales managers are critical to team success but often need more effective coaching skills due to inadequate training. Steven Rosen underscores coaching as the weakest core sales management skill, urging prioritized training.

Account 156

Account Coaching Promotion Margin 156

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. Is marketing feeding quality MQLs to sales?

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

SalesFuel

JUNE 28, 2024

Here’s what you can do to help them increase their marketing websites’ appeal to maximize sales. Great Strategies for Marketing Websites to Maximize Revenue Online Shopping in 2024 According to a report by Wunderkind , 27% of consumers are shopping online more than they used to.

Maximizer 52

Maximizer Revenue Strategy Marketing 52

Sales and Marketing Management

JUNE 11, 2024

A Q&A in which Gartner Director Analyst Adnan Zijadic explains how sales managers can help their teams maximize the power of AI while keeping the important human element part of the sales process.

Maximizer 120

Maximizer Sales Process Sales Management Sales 120

SalesFuel

JULY 18, 2024

SalesFuel® , a pioneer in sales intelligence and marketing research, is thrilled to announce the launch of its new podcast, "Sell Smarter®." This AI-enhanced podcast is tailored for sales professionals, marketers and business leaders seeking to enhance their skills and thrive in today's demanding market.

Hiring 104

Hiring Marketing Social Selling Call-back 104

Sales and Marketing Management

DECEMBER 18, 2017

A high-performance sales environment is one where the conditions conducive to a successful sales culture have been put in place – resulting in predictable, continuous, metric-based performance improvement. Effective Sales Process. Only about 15 percent of sellers are natural, intuitive “sales eagles.”

Sales Qualified Lead 198

Sales Qualified Lead Pipeline Face-to-face Objections 198

Partners in Excellence

MARCH 21, 2020

Our job is to help them achieve their dreams and goals, whether it is to improve revenue, reduce costs, improve profitability, grow, address new markets, find new customer, improve their operations. And this includes their personal goals, which may be a simple as bringing sanity and clarity to their lives.

Maximizer 170

Maximizer Sales Talent Relationals Course 170

Zoominfo

JANUARY 12, 2021

Over the last two decades, customer relationship management (CRM) systems have become the center of the universe for enterprises and small- to medium-sized businesses (SMB) alike. And that doesn’t include long-term costs of bad CRM data linked to limited agility, lower sales output, low morale, and dissatisfied customers.

System 162

System CRM Forecasting Data 162

Sales and Marketing Management

SEPTEMBER 4, 2018

Once you’ve made sure you have the right profiles, place them in the proper motions with strong leadership and tie it all together with defined processes and useful sales automation tools and technology. Then it’s about fine-tuning and maximizing output along the way. Go get ‘em!

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Sales and Marketing Management

JANUARY 18, 2021

Communication is the basis of any solid sales platform and a handful of VoIP strategies can help to maximize your current efforts. In terms of the end-user sales experience, proactively enacting these changes will help to ensure that your business remains one step ahead of your closest competitors.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

Zoominfo

JUNE 12, 2019

We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

Influencer 188

Influencer B2B Social Media Twitter 188

Sales and Marketing Management

JANUARY 6, 2020

A far better approach is to ask stakeholders what they want to hear, which means product marketing and product management should play a major role in agenda development, as should the executive team, sales managers and sales reps themselves. Sessions for sales managers should be built into the agenda. .

Meeting 177

Meeting Retention Guidelines Sales Enablement 177

Partners in Excellence

JUNE 3, 2020

” As sales people, we have to think, “How am I helping my customers and prospects?” ” As sales leaders, it’s similar, “How am I helping my people maximize their performance?” Absent this, it’s pushing a rope up a very steep hill. Related Posts: How Much Do You Care?

Churn 166

Churn Maximizer Discount Negotiation 166

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring 139

Hiring Forecasting Coaching Training 139

Pipeliner

MAY 13, 2024

In a recent episode, I talked with Zack, a seasoned marketing consultant and the brain behind Think Alike Media. He shared innovative ways that intent data and storytelling can revolutionize sales outreach. Email marketing can be a powerful tool for sustained engagement when done right. He is CSMO at Pipeliner CRM.

Intent Data 64

Intent Data Intent Maximizer Data 64

Sales and Marketing Management

JANUARY 25, 2021

The tables all use software that allows for full audio and video of each player at the table to maximize the quality of the experience and replicate a live poker feel. When properly run, a poker tournament could be a perfect option to both engage your sales team, but also improve their negotiation skills.

Negotiation 262

Negotiation Groups Training Maximizer 262