Sales 2.0

OCTOBER 25, 2021

One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Sales time sucks. Sales management. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

AUGUST 28, 2023

Recent sales management research shows that the best sales managers – those whose teams achieve targets, have higher win rates, and get premium pricing – are 52% more likely to excel at planning and analyzing how sellers should manage their territories.

Territories 288

Territories Research Sales Management Sales 288

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

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 219

Marketing Ideal Customer Profile Social Media Webinar Metrics 219

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. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

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

DiscoverOrg Sales

DECEMBER 4, 2017

One of the most important aspects of any sales enablement strategy is alignment to the customer journey. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Hubspot Sales

JUNE 2, 2022

The answers to those questions aren't always straightforward — so to help you navigate the tricky waters of maximizing your sales team's output, we've put together a list of research-backed tips for getting as much out of your reps' efforts as possible. Science-Backed Ways Managers Can Boost Team Productivity.

Research 130

Research Journal Maximizer Compensation 130

Bernadette McClelland

MARCH 24, 2018

In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message.

Marketing Qualified Lead 339

Marketing Qualified Lead Leads Transportation Sales Leadership 339

Hubspot Sales

OCTOBER 15, 2024

Instead of sharing broad industry statistics or general product benefits, sales reps should deliver insights tailored specifically to each prospect's unique business challenges. Begin by conducting thorough research into the prospect's industry, market position, and recent news or developments. Research, and share case studies.

Prospecting 105

Prospecting Case Study Industry Study 105

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. The surprising pattern wasn't about company size or budget it was about their internal marketing team structure. My sales manager was aghast. Yes, research matters.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

Sales 2.0

AUGUST 17, 2014

” I’m the marketing director here. As you know I put a fair bit of effort and passion into this blog to help sales people (and their companies) sell better. I know quite a few of the other people who write about sales and so I can often connect companies like this to other people that have a bigger following than me. “I

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

Zoominfo

APRIL 17, 2025

Thats why weve waded through the available data, including third-party rankings and our own research, to assemble this list of top sales tools for your B2B sales team in 2025. These represent the key software platforms for your sales team to evaluate. Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales and Marketing Management

DECEMBER 14, 2020

Buyers have increasingly embraced completing their own research for years. A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. Even if your firm isn’t there yet, consumer behavior and the market now rests on the 2030 point on the trend line?—?positive

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

SEPTEMBER 2, 2021

For example, reps can watch for keywords in conversations that historically indicate a prospect is more likely to buy, while sales managers can better coach their teams by reviewing call trends. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 52

Data Scale SalesForce Forecasting 52

Hubspot Sales

JANUARY 8, 2025

Sean recommends sticking with the show them you know them technique (aka heavily researching a customer before you cold call or email them, then leading with that specific information in your prospecting conversations). Then, sales reps can ask probing questions to uncover any potential value, he explained. Absolutely. Yes, it will.

Examples 113

Examples Strategy Hubspot How To 113

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. Facilitate better sales and marketing alignment.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Sales and Marketing Management

JANUARY 31, 2021

For managers, the ultimate goal for sales coaching is to create an environment where their sales team feels more motivated to learn, grow, and take on greater responsibility. The role of a sales manager is a difficult one and takes a unique type of person. Turnover is notoriously high in sales roles.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Zoominfo

DECEMBER 16, 2020

Sales professionals — yes, even managers — on frontlines of business development. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . Because like most sales and marketing technologies, CRMs are only as good as the data stored within its database.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Hubspot Sales

SEPTEMBER 30, 2024

Not Conducting Thorough Research on Prospects Janice Si , Marketing & PR Specialist, says, "A common mistake among reps is not conducting thorough research on their prospects before reaching out. Embracing the process and staying committed to long-term relationship building is key to effective social selling.”

Social Selling 108

Social Selling Social Media Media Networking 108

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

Sales and Marketing Management

MAY 10, 2020

Sales predictability is the key to an organization’s success. Given the economic uncertainty in the market today, forecasting through this change is an incredible challenge. Without it, forecasting everything from hiring to infrastructure is impossible to do. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

SalesFuel

MARCH 11, 2024

TV Broadcast Advertising Drives 60% of Viewers to Research Online TV has the Furthest Reach According to a study by TVB , TV broadcast advertising has the highest reach of all ad types. Broadcast TV Ads Drive Engagement Before you ask, yes, TV broadcast advertising is effective at driving sales. Let’s discuss.

Advertising 98

Advertising Advertising Research Social Media 98

SalesFuel

AUGUST 5, 2024

How Marketers Can Use Audience Segmentation to Achieve Rich ROI What is Audience Segmentation? According to Mailchimp , audience segmentation is “a marketing strategy based on identifying subgroups within the target audience in order to deliver more tailored messaging and build stronger connections.” Marketing information (e.g.

Segment 104

Segment ROI Ideal Customer Profile Marketing 104

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Marketers can attract and retain prospective customers more effectively. Sales professionals can anticipate prospects’ objections more easily, which can lead to higher close rates and greater revenue.

Ideal Customer Profile 130

Ideal Customer Profile Customer Marketing Demand Generation Agencies 130

The Pipeline

SEPTEMBER 9, 2019

These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close?

Lead Scoring 49

Lead Scoring Lead Rank Sales Qualified Lead Face-to-face 49

SalesFuel

AUGUST 26, 2024

They want agencies to do their research on the industry and target audiences and base creativity around that. So, “97% of brands consider an agency’s ability to offer creative solutions in response to market changes important,” says Wpromote. They want the agencies they partner with to frequently pitch them fresh creative ideas.

Strategy 105

Strategy Customer Marketing Demographics 105

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. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

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

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. At ABM Orkestra , we have helped dozens of companies solidify their account-based marketing strategy. 1 outside sales speaker.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

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

Bernadette McClelland

OCTOBER 3, 2019

For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. In other words, 94% of elite salespeople don’t make any excuses or blame, compared to those 20% who, perhaps, shouldn’t be in sales. . OMG Group Research. Both in equal doses! Sometimes!).

Account 301

Account Sports SalesForce Conference 301

Sales and Marketing Management

FEBRUARY 25, 2020

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision. Reps Benefit From Incentives.

Incentive 323

Incentive Incentives Travel Motivation 323

Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103