Understanding the Sales Force

NOVEMBER 7, 2022

Pivoting to sales, and staying with correlations and KPI's, could there be one between how sales managers spend their time and why so few salespeople hit quota? There was a clear correlation between 4 baseball KPI's and the outcome of the World Series.

Quota 284

Quota Sales Management Coaching Pivotal 284

Understanding the Sales Force

AUGUST 8, 2022

Pivot to sales. If the car could speak, it would be saying, "Dave doesn't know what he can't see back there but he needs to see it right now. So I'm going to turn off the map display and instead, give him the two-camera intelligence he needs." It's crazy!

Pivotal 293

Pivotal Closing Sales Comparison 293

Understanding the Sales Force

MARCH 15, 2022

Speaking of baseball and bringing sales into the discussion, let's talk about coaching. So let's pivot back to sales. The biggest difference between great sales managers and crappy sales managers is how effectively they coach up their salespeople to make them better. So there will be Major League Baseball in 2022.

Coaching 312

Coaching Sales Management Pivotal Travel 312

Sales Gravy

JANUARY 16, 2025

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching.

Coaching 98

Coaching Sports Pivotal Energy 98

The Pipeline

JUNE 9, 2020

Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. Sales to Economic buyer; C-suite to C-suite; ops to ops; finally finance to finance. Due to the unprecedented lockdown, those who were agile, able to vigitize , are marching on to new sales opportunities. There Is More.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

Sales 2.0

SEPTEMBER 14, 2014

Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. Most startups make their first sales through the founders. In fact when you boil it down they make their first sales through social selling. This is often when the founders call in a “sales professional”. Startup sales reality.

Scale 373

Scale Hiring Collateral Social Selling 373

Force Management

SEPTEMBER 28, 2023

Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them. A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last.

Pivotal 151

Pivotal How To Sales Sales Leadership 151

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Stalled sale. ON DEMAND SALES TRAINING THAT GETS RESULTS! Sound familiar? Happy selling!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. The answer depends on a salesperson’s Sales DNA. Incentives work.

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

SBI Growth

JUNE 17, 2021

Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle.

Pivotal 227

Pivotal B2B Strategy Sales 227

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentive 295

Incentive Incentives Training Channels 295

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The question is, how soon can they start generating leads and setting up sales conversations?

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Understanding the Sales Force

OCTOBER 16, 2018

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. What would it look like if we were to pivot this data and look only at the group who have it as a weakness? What would it look like if we were to pivot this data and look only at the group who have it as a weakness?

Decision Maker 264

Decision Maker Pivotal Groups Coaching 264

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Why Sales Coaching Is Essential Sales is a skill position. Why Sales Coaching Is Essential Sales is a skill position.

Coaching 68

Coaching Pivotal Guarantee Territories 68

Hubspot Sales

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

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. Why Your Sales Forecasting Matters.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

Sales and Marketing Management

NOVEMBER 8, 2018

Here are seven sales questions to help build rapport. It shows buyers that you’re curious and want to know what’s going on beyond your particular sale. You may discover that a buyer pivoted in their career or that you know someone in common, which are great opportunities to ask more questions. What did you do last weekend?

Pivotal 266

Pivotal Buyer Groups Follow-up 266

Anthony Cole Training

FEBRUARY 2, 2021

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

Prospecting 240

Prospecting Face-to-face Pivotal Meeting 240

SBI Growth

APRIL 1, 2020

And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure. You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind.

Pivotal 224

Pivotal Customer Strategy Marketing 224

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. million sales professionals in the country, more than 47 percent were inside salespeople. What there isn’t much of is research?—?until

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Koncert

MARCH 4, 2025

Why Productivity is a Struggle for SDRs and How AI Can Help Sales Development Representatives (SDRs) are the backbone of modern sales teams, bridging the gap between marketing and sales to ensure a steady pipeline of qualified leads for Account Executives (AEs).

Face-to-face 85

Face-to-face Pivotal Sales Qualified Lead Outbound 85

Zoominfo

DECEMBER 10, 2020

From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything.

Energy 246

Energy Channels Motivation Face-to-face 246

Bernadette McClelland

JULY 5, 2022

EVENT ORGANISERS (Video below) – If you would like a speaker to address your sales team, your association or your franchise and help them build their business via StorySelling, my kind of weed strategy, then please reach out. But, more often than not, our emotions will decide to take the lead over logic. Beautiful. ?? Different. ??

Guarantee 284

Guarantee Strategy Journal Lead Scoring 284

The Pipeline

JULY 23, 2019

It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. But it is on mine, for one pivotal scene that all salespeople can learn from and adapt in some ways. The post Sales Lessons Learned at the Movies appeared first on TiborShanto.com.

Film 235

Film Follow-up Pivotal Buyer 235

Understanding the Sales Force

OCTOBER 12, 2020

And stay with me for the pivot to the good stuff - my sales analysis. Oh no, another post on the political climate. Don't worry, I'm not taking sides, I'll be right down the middle, and very critical of both sides.

Pivotal 210

Pivotal Analysis Consultative Selling Sales 210

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

Predictable Revenue

MARCH 12, 2025

The post Fail Fast, Pivot Smart with Paul Doerwald appeared first on Predictable Revenue. Customers wont always adopt a tool that improves their workflow, but they will actively seek to eliminate something that slows them down.

Pivotal 62

Pivotal Revenue Tools Customer 62

Zoominfo

FEBRUARY 24, 2025

Savvy GTM orgs can continue using traditional and effective demand gen methods while also leveraging this powerful latent-demand intelligence to reveal untapped sales and marketing opportunities. Deal Velocity Shortens sales cycles through pre-educated, intent-driven accounts. -15% And get there before the competition does.)

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

No More Cold Calling

DECEMBER 6, 2022

Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost all their sting. Sales buzzwords are meaningless at best, and annoying at worst. In sales, it’s nonspecific and ineffective. Pivot : To what? Sales hack : Hack used to mean danger and criminal activity. You crush grapes.

Fashion 207

Fashion Cold Calling Pivotal Quota 207

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Identify these patterns.

Customer 84

Customer Licensing Proposal Government 84

Sales 2.0

JULY 28, 2020

My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment. The rest reported improvement.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Zoominfo

APRIL 2, 2025

This incomplete record enters your CRM, triggers misleading lead scores, routes to the wrong sales team, and ultimately creates a disjointed customer experience. Strategic Agility: Businesses with connected data systems can pivot GTM strategies faster, responding more effectively to market shifts and competitive pressures.

System 130

System Enterprise Enterprise Data 130