Sales and Marketing Management

JULY 6, 2017

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things? Management Matters. And their lackluster sales managers.

Sales Management 205

Sales Management Quota Territories CRM 205

The Sales Hunter

SEPTEMBER 13, 2019

It’s not the time to deliver a presentation. Not only am I anti-presentation in the prospecting phase, but I have a strong distaste for formal sales presentations at any time during the selling phase. The presentation is to benefit the customer not to feed your ego. Skip the presentation!

Prospecting 158

Prospecting Lead Rank Lead Scoring Conversion 158

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and

Marketing 226

Marketing Telemarketing Education Scale 226

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Steven Rosen

FEBRUARY 2, 2017

With highly sophisticated marketing processes, companies tend to do an excellent job building brand plans and marketing strategies. If you do a better job executing than your competitor, then you should take market share from them. Excellence requires alignment of not only sales and marketing but other support departments.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

No More Cold Calling

SEPTEMBER 18, 2014

reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., Separate still is social engagement, an umbrella term that includes social engagement and social marketing but has a broader notion of networking and participating in and creating a dialogue through group discussions, tweets, and more.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

OCTOBER 4, 2013

Download our Quota Validation Guide for Sales to see which metrics align to realistic quotas. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. These include Territory Vacancy Rate and Talent Level (sales rep).

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Sales and Marketing Management

DECEMBER 14, 2020

The cost savings to businesses is too significant, and the efficiencies from buyers’ perspectives too valuable, thus both sides of the sales equation will likely want to retain the Zoom meeting model for many sales calls. What does it mean for B2B sales managers as they strategize for 2021? social, business or personal?—?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

MAY 10, 2020

While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. When presenting to a client over the phone, the prospect may not be fully focused, and there’s not a foolproof way of knowing. Efficiently Manage Time.

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Sales and Marketing Management

JULY 6, 2017

Target marketing dollars in their territory to generate more leads and give them a boost. Every experienced sales manager has made a bad hiring mistake. Great sales managers recognize their mistake faster, and take decisive action to rectify the situation. Here are two suggestions: Provide additional training.

Hiring 273

Hiring Webinar Metrics Policies How To 273

Hubspot Sales

OCTOBER 15, 2024

"Begin by conducting thorough research into the prospect's industry, market position, and recent news or developments. Ahmad Nahle , Head of Sales & Marketing at Rugged Books Inc , says, "Do your homework before any interaction. Your sales efforts will only go as far as your credibility will take you.

Prospecting 105

Prospecting Case Study Industry Study 105

The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. This means managing your current deals while also prospecting for new ones. In this highly competitive market, mastering this art is essential for any business that wants to stay ahead of the curve.

Pipeline 111

Pipeline Sales Management Competition Resources 111

Allego

JANUARY 9, 2025

A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. In this high-stakes environment, companies that prioritize sales certifications gain more than an edgethey set the standard. It prepares sales representatives to excel.

Hiring 62

Hiring Marketing Exercises Scale 62

SBI Growth

NOVEMBER 23, 2013

Is my Sales Management team capable of coaching this? The Challenger Sale stresses the importance of coaching. Many managers we see are “A” Reps, but struggle to coach. Your managers will have to know the Challenger Sale better than reps themselves. Is marketing aligned with this new methodology?

Sales Methodology 308

Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

SBI Growth

SEPTEMBER 18, 2013

This article lists sales training poisons SBI has seen - and their respective antidotes. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. At no cost, an expert from SBI will present the full research findings. The emerging practice cure: Use your sales force as instructors.

Training 312

Training Tools Follow-up Research 312

Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

Video 105

Video Training Lead Rank Lead Scoring 105

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Sales Development. Sales Growth. Sales Enablement. Leadership.

Demand Generation Agencies 131

Demand Generation Agencies Hiring Enterprise Enterprise 131

The Pipeline

MAY 26, 2014

No, I am not speaking to sales managers, directors or VP’s, but directly and specifically to front line sales professionals. What these sellers understand is that buyers want a perspective of what is happening in the market. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Sales Qualified Lead 314

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 314

No More Cold Calling

OCTOBER 16, 2014

The only way to actually “see” the news was in a movie theater, when black-and-white newsreels ran before the feature presentation. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you!

Face-to-face 291

Face-to-face Transportation Cold Calling Social Media 291

Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. What you can do.

Journal 180

Journal Study Comparison Territories 180

SBI Growth

SEPTEMBER 19, 2013

This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. At no cost, an expert from SBI will present the full research findings. Included in this is the Sales Gamification Overview.

Lead Rank 321

Lead Rank Lead Scoring Hiring Airlines 321

Janek Performance Group

JANUARY 22, 2025

Successful sales organizations accumulate a lot of data. Historically, this presented a problem. 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. makes its own use of the common data.

CRM 118

CRM Lead Qualification Social Media Data 118

Sales and Marketing Management

APRIL 1, 2019

So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. As the sales manager, it’s your job to keep your top salespeople motivated. That’s the best way to lead your sales team to greatness! What’s the worst that can happen?

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

Allego

JANUARY 12, 2023

Marketing creates content. Sales ignores the content. Sales reps create their own content, which is slightly incorrect or off message. Sales is annoyed, while marketing is frustrated—maybe even a little sad. What Motivates Sellers to Use Marketing Content. It’s a tale as old as time.

Collateral 106

Collateral Marketing Report Motivation 106

Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting.

Report 62

Report Examples How To Sales Forecasts 62

Sales and Marketing Management

JUNE 3, 2019

Through predictive analysis, we’ve identified a set of six core skills and characteristics where high-performing salespeople score well: Qualifying prospects with a swift level of interest – People who score well on this capability are able to capitalize on the moment in a closing market by quickly and accurately gauging someone’s readiness to buy.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Hubspot Sales

FEBRUARY 10, 2025

The surprising pattern wasn't about company size or budget it was about their internal marketing team structure. Companies with dedicated digital marketing managers but no technical SEO specialists became our longest-retained clients. My sales manager was aghast. You need to make at least ten calls per hour.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

Understanding the Sales Force

AUGUST 9, 2024

Sales and marketing are not the same. Not only are they all on the marketing and tech side of business, they are NOT experts on selling. Has sales changed? Has it changed to the degree that selling is no longer part of sales Not a chance. Sales managers can benefit from apps that provide call analyses.

Top of Funnel 201

Top of Funnel Forecasting Decision Maker Call Monitoring 201

Hubspot Sales

JANUARY 8, 2025

This step is crucial for understanding what isnt presently working for them. Then, sales reps can ask probing questions to uncover any potential value, he explained. Questions should be so clear and simple with no marketing jargon so they can make the prospect really think. It defines the future state. Absolutely.

Examples 113

Examples Strategy Hubspot How To 113

Sales Hacker

MARCH 24, 2021

The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients.

Marketing 125

Marketing Lead Rank Lead Scoring Sales Qualified Lead 125

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. Optimize for maximum wins.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), presenting new messaging, responding to tough questions, etc.?—?for for manager review.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Steven Rosen

MARCH 25, 2021

Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. As a former sales executive , I was always in a tough spot.

Networking 245

Networking Groups Travel Hiring 245

Zoominfo

JUNE 24, 2019

We recently discussed AI in the following post: The Impact of Artificial Intelligence on B2B Marketing. Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. However, artificial intelligence presents its own set of challenges.

Forecasting 272

Forecasting B2B CRM Quota 272