Sales and Marketing Management

JULY 19, 2018

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. These are the Glengarry leads. Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. What they really want are the Glengarry leads.

Sales Qualified Lead 185

Sales Qualified Lead Lead Scoring Lead Rank Marketing Qualified Lead 185

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 Territories Outsourcing Services 224

SBI Growth

JANUARY 23, 2014

Marketing is not driving the quality sales leads the field needs. Very few leads from marketing convert to accounts. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. Sales Operations should implement this strategy to help manage the funnel.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

Understanding the Sales Force

NOVEMBER 6, 2013

Qualifying. Qualifying is one of the things that salespeople fear quite a bit. Qualifying involves asking questions that could yield responses they don''t want to hear. My regular readers and clients will notice that qualifying occurs rather early in Hubspot''s sequence. Getting through to decision makers.

Sales Qualified Lead 276

Sales Qualified Lead Hotels Hubspot Decision Maker 276

No More Cold Calling

DECEMBER 4, 2014

A prospect is not a lead until you speak with that person and ask your qualifying questions: Inquiries are not qualified leads, and neither are those coveted lists of names some companies still insist on buying. Leads are people who are truly interested in talking to you about your product or service.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

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

The Sales Hunter

JULY 30, 2019

Qualify quickly. Yes, I know that is the exact opposite of what many sales managers say. Here’s an example: if it takes 3 months to move someone from a lead to a customer, then you need to run your process for at least 6 months before you’ll know if it is working. Social media has a long lead-time.

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

Zoominfo

JANUARY 24, 2025

What is Sales Analytics Software? Sales analytics software tools typically leverage AI, automation, and advanced reporting to analyze B2B go-to-market data and sales activities. Heres how they add value: Sales Process Visibility: Monitor the performance of reps, teams, and processes with real-time data.

Analytics 246

Analytics Software Software Data 246

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales calls by 28%. Ad spend by 22%.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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 Rank 49

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

Hubspot Sales

JUNE 26, 2023

Lead generation specialists play a crucial role in the sales process. Not only do they prospect for new business, but they help bring them into the sales funnel during the early stages. Table of Contents What is a lead generation specialist? Identifying Quality Leads A major part of lead generation is prospecting.

Lead Generation 108

Lead Generation Sales Qualified Lead Hiring Marketing Qualified Lead 108

Zoominfo

FEBRUARY 5, 2024

Every business dreams of a pipeline of well-qualified inbound leads that land in their sales team’s laps. The reality, of course, is that go-to-market teams still need to take an active role in pushing their companies to new heights of growth. What is Outbound Lead Generation? What is an Outbound Lead?

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Understanding the Sales Force

MAY 7, 2014

Understanding the Sales Force by Dave Kurlan The May issue of Top Sales Magazine is now available and in addition to my monthly article, this month''s issue is loaded with important reading on sales and selling. Sales 2.0 - The Answer to our Prayers or a Costly Distraction? Seth Godin - Sales Expert or Marketing Genius?

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

No More Cold Calling

APRIL 6, 2017

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. Save you money (There are no expensive marketing costs—just your own sales team out there selling for you.).

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

Zoominfo

AUGUST 12, 2020

But what does the structure of a B2B sales organization look like as we enter the next decade? What focus areas should Chief Revenue Officers be asking themselves as they plan out go-to-market motions. But before we do, let’s examine where things go wrong and address perhaps the most challenging problem sales leaders face: turnover.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Zoominfo

JANUARY 13, 2021

Our post today covers what goes into an accessible and effective B2B sales reporting for your sales team to work off, as a blueprint to victory. Purposes of a Sales Report. Utilizing B2B sales reports gives sales managers a view of sales performance by department, group, and individual rep.

Report 162

Report Sales Qualified Lead Top of Funnel Lead Rank 162

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

The Pipeline

JUNE 12, 2014

Regardless of the title, the role of the front line manager is to lead their teams in executing the process, by leveraging and balancing activities and the coaching of their team to consistently better execute the high value activities that drive the process. We do a performance management meeting every six months.”.

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. ” Was their sales manager clueless, or what? Ask these pointed questions: How are sales reps getting leads? Think again.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Zoominfo

AUGUST 11, 2021

Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. The symptoms are almost always the same: Sales teams waste time delivering demos to unqualified leads. High-value deals get stuck. As a result, the pandemic’s impact on sales pipeline management has been profound.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

SBI Growth

AUGUST 10, 2013

The Dasboard will allow you to: Improve your sales team''s talent level. Generate more leads at the top of the funnel. Convert more leads into opportunities. Her sales manager knew her potential and sent her to a weeklong sales training. She was frustrated and went on LinkedIn, ready to test the market.

Training 293

Training Top of Funnel Hiring Hotels 293

No More Cold Calling

APRIL 26, 2016

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” ” That’s what I hear from every sales leader. How do they get qualified leads?

Lead Generation 120

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 120

No More Cold Calling

JANUARY 5, 2017

Can one call generate leads better than ten? No salesperson should ever have to cold call to generate sales leads. They already know the value that your solution and salespeople bring to the table, and their word means a lot to their peers in other departments. Sales reps often tell me they’re not cold calling.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

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

Apptivo

AUGUST 25, 2021

Sales teams act as a bridge between the customers and the business. For this purpose, companies invest a huge amount in optimizing the performance of the sales teams. In short, sales teams have a significant role in increasing the revenue of a company. It is not that if there is lead, there will be no opportunity.

Sales Qualified Lead 98

Sales Qualified Lead Lead Scoring Lead Rank Opportunity 98

Zoominfo

SEPTEMBER 25, 2018

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. Recently, we published The Ultimate List of Marketing Podcasts. The Ultimate List of Sales Podcasts.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

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

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 207

Top of Funnel Forecasting Decision Maker Call Monitoring 207

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

Salesmate

JUNE 5, 2020

As a business owner, your sales strategy must always include activities that help in maximizing the sales pipeline by constantly attracting new leads inside it. Filling up your sales pipeline with hot leads lets your business flourish and generate better revenue. What is a sales pipeline? Conclusion.

Pipeline 120

Pipeline Sales Qualified Lead Top of Funnel Leads 120

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 130

Sales Qualified Lead Lead Scoring Lead Rank Leads 130

Hubspot Sales

NOVEMBER 28, 2022

That includes simplifying lead distribution and management. In this post, you’ll explore the best lead distribution software that can help you optimize your sales process and improve lead conversion. What is lead distribution software? The 25 Best Lead Distribution Software. Tailored lead routing.

Distribution 119

Distribution Lead Rank Software Software 119

Gong.io

JANUARY 2, 2023

We’ll explain what sales qualification is and why it’s important. We’ll also cover the different sales qualification frameworks you can use to streamline your qualifying process. What is sales qualification? If there’s a good match, the sales rep can qualify the prospect. Read on to learn more.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Sales 2.0

APRIL 27, 2014

As a marketing director, there are always projects I’d like to do but my company is not going to be able to fund or provide me the resources to get them all done. I’ve seen sales people in my teams spend a day generating a proposal. Persistence is a good trait when it’s leading you in the right direction. And I mean it.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

No More Cold Calling

AUGUST 14, 2019

Three days before I was to leave, my manager made me an offer. She needed a “senior consultant” to lead two local projects. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. There are no big marketing costs. From Problem Client to First Client.

Referrals 291

Referrals Cold Calling Survey Scale 291

SBI Growth

AUGUST 22, 2013

Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number. VP of Sales - Scenario: Marketing is not providing enough leads for the Sales team to succeed. There is disagreement about the quality of the leads and responsibility for qualifying potential.

Hiring 300

Hiring Proposal Exercises Lead Rank 300