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

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. I think the opposite.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the revenue opportunity from prospects? The sales team on the street delivers the revenue.

Segment 288

Segment Customer Territories Penetration 288

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. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her.

Networking 325

Networking Hiring Trade Show Social Media 325

No More Cold Calling

AUGUST 7, 2014

Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. No matter what one’s position in life may be—CEO, vice president of sales, regional sales manager, president of a country, or general of an army—we all have the same amount of time: 24 hours a day, 168 hours a week, 52 weeks a year.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Motivate Reps.

Sales Management 137

Sales Management Hiring Buyer Persona Compensation 137

SBI Growth

NOVEMBER 17, 2013

Download the Leaders Guide to Sales Ops Enablement by clicking here. Find out if your company is maximizing the benefits this team can deliver. There are multiple reasons why Sales Ops needs your attention now. Sales, marketing, IT, strategy, operations and customer service. Territories and quotas that maximize output.

Company 296

Company Hiring Buyer Persona Maximizer 296

Hubspot Sales

OCTOBER 1, 2021

How to Maximize Conversions for High-Value Deals. Set up a solid sales process. The best realtors have systems and processes in place to consistently deliver value and answer all their prospects' questions, without losing time or efficiency. Back in the day, "Always Be Closing" was the norm among sales reps.

Sales Qualified Lead 115

Sales Qualified Lead Lead Rank Lead Scoring Maximizer 115

Vengreso

APRIL 23, 2019

The leaders of every organization want to maximize sales effectiveness and productivity. But the ever-changing digital sales landscape can make it hard to keep up. That’s why I wanted to bring Mat Singer, Senior Director of Sales Effectiveness for CenturyLink on as my guest on this episode of #SellingWithSocial.

Maximizer 108

Maximizer Social Media How To Social Selling 108

SBI Growth

AUGUST 6, 2012

You need to focus efforts on companies that maximize your ROI. What sales resources forecast the largest returns? Is your pipeline an accurate representation of where the Head of Sales sees growth opportunities? Customer Spend: Calculate the ideal revenue from your prospects. Are your current accounts being undersold?

Opportunity 316

Opportunity Strategy Banking Territories 316

Steven Rosen

MAY 1, 2024

He looks for candidates with a proven track record of success in B2B sales, particularly those with experience in cold calling and prospecting. He understands that prospecting takes confidence, persistence, and the ability to handle rejection, making it a key indicator of a candidate’s potential success.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 129

Sales Management Hiring Promotion Coaching 129

SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Prospects may get cold feet and cancel. Tips to Set Sales Meetings That Prospects Won’t Miss One of the first suggestions from Igor at Sales.Rocks is to seek assistance from a sales mentor.

Sales Meeting 114

Sales Meeting Meeting Prospecting Cancellation 114

The Pipeline

OCTOBER 5, 2017

On the other hand, when you are looking to win deals, you want to evaluate things much more objectively, you want to examine the facts as presented by the interactions with the buyer(s), this ensures you are focused on things that lead you to quota, and maximize your most precious resource, time. Statistics.

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Pipeline Lead Rank Groups Opportunity 281

SBI Growth

DECEMBER 23, 2013

Account management time as required to maintain the business already established. It is important to understand why sales management makes a territory change. they were based on historical sales performance. This instead of an evaluation of a combo of existing customers and prospects). Why Territories Change.

Territories 276

Territories Quota Travel Maximizer 276

The Sales Hunter

FEBRUARY 25, 2013

They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks. Salespeople are all about maximizing revenue for their company, and they do that primarily by getting new customers and selling incremental volume to existing customers.

Customer Service 251

Customer Service Customer Discount Maximizer 251

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association).

Coaching 126

Coaching Prospecting Customer Maximizer 126

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

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. It’s not enough to hire the appropriate sales profile. Then it’s about fine-tuning and maximizing output along the way.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Hubspot Sales

OCTOBER 5, 2017

As we’ve all experienced, sales essentially boils down to two things: Numbers. While we (or our team) are racing to hit quota against that clock, though, we can save time and maximize our numbers by investing in the right processes, activities, and skills. Truth is, sales is changing -- quickly. What Is Prospecting?

Prospecting 145

Prospecting Tools Top of Funnel Lead Rank 145

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. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

JUNE 30, 2014

You call on those companies who are “more probable” to buy from you than those who are “less probable” to maximize reps’ time. Keep it Tasty – your offers to prospects must be enticing. Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Partners in Excellence

JUNE 3, 2020

We might focus narrowly on prospecting, or account planning, or developing better deal strategies. ” 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?”

Churn 165

Churn Maximizer Discount Negotiation 165

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

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.), How I reignited interest with a prospect who went dark”). Reacting proactively.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Zoominfo

FEBRUARY 18, 2025

By centralizing call data, sales teams gain insights into call effectiveness, prospect engagement, and overall campaign success. Why Outbound Call Tracking Matters for Sales Teams Outbound call tracking software provides several key benefits, making it essential for modern sales teams. Learn More about Close 3.

Outbound 130

Outbound Software Software Buyer Intent 130

Pipeliner

MAY 13, 2024

This strategic approach helps establish trust before any sales pitch is made. Deep Dive into Prospect Challenges Zack emphasized the importance of deeply understanding prospects’ challenges. With intent data, we can identify prospects actively seeking solutions we can provide.

Intent Data 64

Intent Data Intent Maximizer Data 64

Partners in Excellence

FEBRUARY 8, 2022

” There are surveys asking for the one area sales managers should focus on. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. ” If sales management and selling were that easy… The problem is, these are false choices.

Survey 133

Survey Territories Hiring Incentives 133

Zoominfo

JUNE 12, 2019

As the founder of Social Selling Labs LLC, Koka works to teach sales professionals the importance of incorporating social media into daily selling practices. From prospecting to nurturing, to closing a deal, Koka believes social can help reps to achieve their most vital sales goals.

Influencer 188

Influencer B2B Social Media Twitter 188

Sales and Marketing Management

MAY 6, 2019

Simply sending an email announcement of your next incentive to make the reps aware of the program will not maximize results. Sales managers are wise to use incentives to improve their results. Sales managers must move past letting the reps know about the opportunity, because knowing is not even half the battle.

Incentives 120

Incentives Incentive Maximizer ACT 120

Sales 2.0

NOVEMBER 3, 2018

If you want to maximize your sales career, apply the knowledge you have of sales to your own company, not just your prospect and client accounts. If you work it, it will work for you. You can only abstain from politics, you can make it work for, or against you. Be an internal seller.

Gatekeeper 199

Gatekeeper How To Decision Maker Report 199

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. Another issue which has plagued B2B sales for years involves scenarios when a client (or prospective client) contacts the firm directly. The Presence of a Virtual Receptionist.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

Partners in Excellence

NOVEMBER 10, 2023

For example, expectations around prospecting, or pipeline development. Our jobs as leaders is to maximize the performance of each person on our team. Neither is helpful to maximizing the performance of our people. We discuss their performance goals, how they are being measured, the expectations of maximizing their success.

Quota 150

Quota Maximizer Call-back Course 150

A Sales Guy

APRIL 24, 2019

Not enough salespeople understand the game/rules of sales. Too much activity management. Little respect for prospects and buyers time. But as important to eradicating the “bro culture” in sales it’s equally important that we elevate our coaching game. Look it like maximizing your existing resources.

Coaching 124

Coaching Sales Coaching Maximizer Quota 124

LeadFuze

OCTOBER 1, 2021

What Does Prospecting Mean? Sales prospecting techniques are important matters in sales but before we dive directly into them, let’s get to know what prospecting means first. Historically, prospecting refers to the hunt for resources such as gold. 25 Prospecting Techniques In Sales .

Prospecting 95

Prospecting Top of Funnel Sales Qualified Lead Ideal Customer Profile 95

Partners in Excellence

APRIL 11, 2024

Our prospecting outreach is failing at every increasing rates. Our jobs as leaders is to maximize the performance of every part of our business. But it seems we aren’t driven to maximize their performance. We see win rates plummeting. We don’t design our organizations to fail. And, to me, that is a failure.

Scale 143

Scale Maximizer Quota Revenue 143

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. It requires a process, a consistent sales methodology, and time. Coaching vs. Managing.

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Sales Coaching Research Coaching Sales Methodology 127