SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

SBI Growth

APRIL 19, 2013

Sales “ problems ” make it on to your agenda in many ways. As CEO, sometimes the board feels there is a sales problem that needs attention. The competition is a source of sales problems. It is not uncommon for customers to be a source of sales problems. You could spend all of your time reacting to your sales team.

Lead Rank 276

Lead Rank Lead Scoring Segment How To 276

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales and Marketing Management

FEBRUARY 9, 2020

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. This came to light in a recent conversation with Jana Gallus from UCLA’s Anderson School of Management at a Behavioral Science workshop in Philadelphia. When sales managers use rewards, they send signals to their teams and organizations. What rewards can signal.

Sales Management 259

Sales Management Compensation Loyalty Social Media 259

Score More Sales

NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales.

Workbooks 232

Workbooks Analytics Territories Compensation 232

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Even small sales teams need a sales toolkit.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

Anthony Cole Training

APRIL 17, 2020

There is always something going on in the market that makes selling difficult. However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.

Marketing 203

Marketing How To Prospecting Strategy 203

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. A new year often means a new sales kickoff. The earlier you discover, this the better. Encourage mini advisory boards. At

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. By Tibor Shanto.

Vendor 255

Vendor Discount Insurance Insurance 255

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. Then we change, more accurately, the market and success changes us. ” I guess I am not alone. On to number two!

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Sales and Marketing Management

JUNE 28, 2018

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. More than ever, understanding one’s field is critical to sales success.

Buyer 209

Buyer Guidelines Insurance Insurance 209

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. Your marketing department can help you develop articles that will be relevant and applicable to the current market. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? ” Example 2: Selling Sales Consulting.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 4. Make your key objective to help the customer, not to close a sale. And the basics of selling are….? salespeople today don’t execute on the basics. 5. Know your prospects.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. But very few came from sales. In fact, they think sales is a four-letter word. The Sales Avoidance Phenomenon.

Small Business 316

Small Business Small Business Referrals Hiring 316

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

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

DiscoverOrg Sales

JANUARY 3, 2018

Somewhere between the stuffy boardroom of a local Best Western , and a weekend of company-sanctioned debauchery in the woods is the perfect Sales Kickoff (SKO). How to create a great sales kickoff: Identify specific goals and a focus of the SKO. improve our sales team’s knowledge of our product and space; and 3.)

Hiring 202

Hiring Webinar Metrics Up-Sell Outbound 202

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Sales and Marketing Management

SEPTEMBER 13, 2017

In a study of 89 companies, the biggest difference between the groups with superior profit and sales and the laggards was agreement with the statement, “strategic planning in our enterprise has led to an improved competitive position.” There are three C’s to setting strong strategic direction for your business: clear, cut and concise.

Journal 237

Journal Margin Exercises Groups 237

No More Cold Calling

MAY 17, 2019

That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. It doesn’t matter how long you’ve been in sales. After all, it’s easier to just pester strangers with social media sales pitches.

Referrals 327

Referrals Scale How To Cold Calling 327

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Sales Hacker

JUNE 7, 2021

Sales customer insights. Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good target. Market insights: Topical themes and drivers that can open conversations.

Conversion 117

Conversion Ideal Customer Profile Customer Face-to-face 117

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Sales Hacker

JUNE 30, 2022

Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. To get there, sales needs to be all in. The sales leader’s role in change management.

Account Based Marketing 110

Account Based Marketing Intent Data Marketing Intent 110

Sales and Marketing Management

MAY 24, 2018

But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise? The main challenge when it comes to these situations?

Territories 185

Territories Margin Training Pipeline 185

Hubspot Sales

APRIL 21, 2021

Demand planning in sales helps make sure your literal and metaphorical shelves are stocked, but not overflowing. While some people may have clairvoyant skills to predict the future, the rest of us need to rely on sales planning and operational tactics to get the job done. Sales Forecasting. What is demand planning?

Hiring 126

Hiring Forecasting Sales Forecasts Policies 126

Nutshell

NOVEMBER 25, 2020

Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., Before email marketing was commonplace, marketers used advertisements, fliers, coupons, and other distributed promotions in order to build their audience and reach potential customers. What is email marketing?

Marketing 144

Marketing Webinar Metrics Email Marketing Top of Funnel 144

Sales Hacker Training

NOVEMBER 22, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another. How to Create a Great Sales Kickoff.

How To 182

How To Follow-up Scale Up-Sell 182

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. There are no big marketing costs.

Referrals 291

Referrals Cold Calling Survey Scale 291

Bernadette McClelland

JANUARY 14, 2024

Twenty years earlier, long before podcasts became popular, my husband and I hosted a live radio show at the studio every Tuesday evening on HighlandsFM Radio in Victoria, Australia to support and market our local business. Leaders hire me to get results within the sales function of their business. Take a punt and do the thing!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. Technology has an important role to play in sales, but it’s a supporting role. The Evolution of Cold Calling.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Zoominfo

JULY 16, 2018

Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. Just consider these webinar lead generation statistics: 73% of B2B marketers and sales leaders say a webinar is the best way to generate high-quality leads ( source ). 44% of marketers have hosted or participated in a webinar.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. Not only has the economy provided an added challenge, but there has been a general drop in the effectiveness of most traditional marketing channels.

Top of Funnel 111

Top of Funnel Marketing Ideal Customer Profile Channels 111

Hubspot Sales

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145