Sales and Marketing Management

MAY 14, 2020

With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), client and prospect meetings, and industry tradeshows getting postponed and canceled, how can sales teams pivot quickly to drive productivity in a new (predominantly virtual) environment? Reacting proactively. Habits will need to adjust.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Vengreso

JANUARY 13, 2025

By providing a unified platform for managing sales activities, SalesLoft reduces the time spent on administrative tasks, freeing up sales reps to engage more effectively with potential customers. SalesLoft also offers powerful analytics and reporting tools that provide actionable insights into sales performance.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

Sales Training Connection

NOVEMBER 10, 2014

Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. What are companies looking for when hiring a Sales Director in 2014?

Hiring 102

Hiring Pivotal Software Software 102

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. So getting middle management right is a big deal for every company. ©2014 Sales Momentum, LLC.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Hubspot Sales

JULY 29, 2020

A HubSpot Sales Manager ran into this one a few years back. I love it because it seems like a sales objection that George Costanza from Seinfeld would raise. That's an objection HubSpot Sales Manager, Mintis Hankerson, dealt with. Chris overcame this objection by going back to what he refers to as "Sales 101."

Objections 128

Objections Hubspot Call-back Remedy 128

Hubspot Sales

NOVEMBER 17, 2020

Teams that traditionally sold in person had to pivot to an inside sales model. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. The pandemic hasn’t just caused pivots — it’s also caused permanent change.

Hubspot 126

Hubspot Lead Rank Opportunity Face-to-face 126

Alice Heiman

JANUARY 31, 2023

Growth was great, annual sales revenue soared. Within a few months, Bob pivoted the in-person event platform into a virtual one. Sales rebounded and are stronger than ever with a return to in-person. 06:38] We were building a product that no one had ever heard of, software for events. [06:57] His strategy worked.

Hiring 133

Hiring Lead Rank Promotion Cancellation 133

Sales Training Connection

JANUARY 27, 2014

Today, salespeople have available easy-to-use and powerful CRM systems and software applications that allow them to share information and insights to a degree that was hard to image even 5 years ago. Sales Management Support. The frontline sales manager has always been the pivotal job for achieving sales excellence.

Health Care 106

Health Care Pivotal Trends Training 106

Sales Hacker

JULY 28, 2021

Sales forecasting methodologies. Traditionally, sales forecasting has been done through the Intuitive Forecasting method. Which works exactly like it sounds: sales managers ask their reps about their gut feeling on the likelihood of a deal closing. Do I need a sales forecasting tool? The short answer? Stakeholders.

Sales Forecasts 131

Sales Forecasts Forecasting Tools Oracle 131

Mindtickle

APRIL 23, 2025

By the time the manager does have time, the seller may have fumbled in the field and lost some prospects along the way. Today, leading automotive sales teams are turning to AI role-plays to deliver scalable practice and real-time feedback without putting extra strain on sales managers.

Automotive 52

Automotive Training Coaching Buyer 52

Hubspot Sales

OCTOBER 18, 2023

During his tenure at Businessland, Dan advanced into sales management, covered various territories, got his first experience with sales training, and ultimately helped grow the company from $2 million in sales to $1.4 Capture the hearts and minds of your team as a manager. billion in just nine years.

Hubspot 111

Hubspot Ideal Customer Profile Scale Distribution 111

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Mindtickle

FEBRUARY 13, 2025

Medical device sales Is the process of selling medical devices to healthcare professionals and medical institutions, including: Hospitals Clinics Doctors offices Laboratories Pharmacies But what exactly is a medical device? Over the last few years, the device industry has also pivoted importantly toward selling hardware and software.

Training 52

Training How To Buyer Analytics 52

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

PandaDoc

JULY 9, 2024

Businesses looking to lock in deals with massive corporations need to add enterprise sales software to guarantee constant service delivery and maximize returns. At the same time, organizations looking to purchase enterprise sales solutions for business-critical functions must prioritize features that can solve their pressing needs.

Enterprise 52

Enterprise Enterprise Software Software 52

Sales Hacker

MAY 15, 2023

We’re approached multiple times a day by lead generation companies or outsourced sales companies who are either paid on retainer — regardless of performance — or paid on performance. What happens if you hire a sales team too early in the life of your B2B startup? You’ve got the connections and authority. And this is a big deal.

Hiring 104

Hiring Outsourcing Services Ideal Customer Profile Pivotal 104

Sales Training Connection

MARCH 4, 2015

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. CRM software and other online systems require attention. ©2015 Sales Momentum, LLC. . ©2015 Sales Momentum, LLC. Emails and VMs abound.

Hiring 50

Hiring Sales Management Scale Webinar Metrics 50

SBI

MARCH 19, 2019

By taking an “agile” approach to onboarding (inspired by agile software development principles), you can break the months-long ramp process into shorter time periods of training and coaching. This way, new reps will be focused on building proficiency in key sales competencies, before moving on to the next.

Hiring 101

Hiring Sales Talent Pivotal Sales Enablement 101

Salesmate

DECEMBER 3, 2020

For instance, your sales team can automate the follow-up using the advanced tool and save a lot of time. Even brainstorm new sales strategies with your team. Blur the line between the sales manager and reporting employee. When there is a tone of authority, the sales reps cannot speak freely discuss their problem freely.

Motivation 123

Motivation Face-to-face Report Follow-up 123

Sales Training Connection

AUGUST 3, 2013

And, the question is what is the priced paid in lost sales? The sales team needs some help and the good news is there is a great mechanism in place to provide that help – coaching by the front-line sales managers. Sales coaching should be an ongoing effort. Summary.

Compensation 105

Compensation Incentive Incentives Coaching 105

Vengreso

JANUARY 10, 2025

While the sales manager coordinates the framework, it is the responsibility of the entire sales enablement team to ensure seamless integration of strategies and tools into daily operations. Sales enablement is about providing the right resources, tools, and processes to consistently increase sales productivity and boost revenue.

Sales Enablement 66

Sales Enablement How To Webinar Metrics Objections 66

Highspot

JUNE 3, 2021

As organizations adjusted to the new world of work over the past year, business leaders across the globe had to become intimately acquainted with words like change, pivot, and transition. Once you have a hybrid program, don’t just stop there – keep pivoting, communicate with stakeholders and iterate with the team you support.”

Pivotal 89

Pivotal Face-to-face Sales Enablement Scale 89

Hubspot Sales

APRIL 14, 2020

Keeping an eye on this information on a monthly basis can help you stay on top of your quarterly and annual numbers, allowing you to pivot and strategize as needed. Sales tools used per rep. On a typical day, how many tools and pieces of software are you using to perform your job? Sales rep ramp-up time.

Face-to-face 134

Face-to-face Pivotal Up-Sell Exercises 134

Cincom Smart Selling

APRIL 21, 2025

Provide Them with the Right Tools and Resources Providing the right tools for new sales reps is key to their productivity and confidence. From day 1, give them access to all necessary platforms such as CRM software, dialers, call recording software, learning management platforms (LMS), knowledge databases, and proposal generators.

Hiring 48

Hiring Ideal Customer Profile Lead Rank Lead Scoring 48

Cincom Smart Selling

APRIL 10, 2025

In this guide, well define sales enablement in detail, clarify what sales enablement does, and walk through sales enablement best practices that high-performing teams rely on. What is Sales Enablement? What is Sales Enablement Software? Continuously improve through performance analytics and feedback loops.

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies. SaaStr Blog by Jason M.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Crunchbase

MAY 8, 2020

Check out these recent funding rounds by Medable , Pivot Bio and Mojo Vision. Industry: Cloud Security, Developer Platform, Enterprise Software. Shamus Noonan is a sales manager at Crunchbase, where he leads a team of AEs & SDRs across inbound and outbound channels. billion in December, to $17.6 Yes, that’s $23.1

Scale 105

Scale Distribution Enterprise Enterprise 105

Hubspot Sales

DECEMBER 20, 2019

For most businesses, spreadsheet software is readily available and often free. Whether you’ve used a spreadsheet to manage your personal finances, or have spent countless hours building pivot tables for previous roles, chances are you’ve had some hands-on experience using spreadsheets. Managers can't manage.

Scale 102

Scale Microsoft CRM Hubspot 102

Sales Hacker

APRIL 25, 2019

Can you confidently invest in every component that goes into building a solid, supported, in-house sales development program, knowing (and honestly evaluating) the current infrastructure that currently exists at your organization? The Four Costs of In-House Sales Development. Software costs. Software Licenses. Data costs.

Outsourcing Services 99

Outsourcing Services Hiring Sales Outsourcing Salary 99

Hubspot Sales

AUGUST 8, 2019

Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Sales managers feel pressured to fill the role as quickly as possible, which often leads them to settle for a mediocre candidate.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Hubspot Sales

JUNE 24, 2019

But you experience Ebbinghaus’ pivotal discovery every day without even realizing it. Routinely, every sales rep listens to another rep’s call and provides comprehensive feedback. In order for peer coaching to be successful, sales managers must proactively schedule out coaching sessions. If you said no, you’re not alone.

Scale 107

Scale Sales Coaching Coaching Pivotal 107

Allego

JULY 15, 2021

Welcome to the Allego Customer Spotlight, where we share insights from conversations with customers who rely on Allego to help transform their sales learning and enablement. Not only has the way people learn changed, but the sales process has changed. We needed a platform to help sales managers coach their teams.

Sales Enablement 118

Sales Enablement Customer Coaching Sales Leadership 118

Highspot

MARCH 6, 2025

These patterns could indicate that your sales approach, messaging, or target market needs attention. Data-driven evaluations help catch these issues early, allowing sales teams to pivot before problems escalate. Below are real-world sales performance review examples and how they impact performance.

How To 52

How To Top of Funnel Retention Follow-up 52

Showpad

FEBRUARY 9, 2020

They help to ensure that the most high-level transactions always go through – sometimes by directly assisting reps, but more often by working constantly on the development and maintenance of pivotal sales enablement tools. . Oversight, Onboarding and Training: Sales Managers and Directors.

Sales Enablement 99

Sales Enablement Hiring Social Media Pivotal 99

Pipeliner

MARCH 23, 2018

The sole purpose of a sales director or sales manager is about the “how” of getting to sales results: How do we go to market? Determining the training needed to implement the sales process that carries out the strategy. Tracking activity, progress, and results of sales efforts on a weekly basis.

Small Business 79

Small Business Small Business Hiring Scale 79

Hubspot Sales

OCTOBER 1, 2021

Let’s see how this pivotal ingredient solves some of the biggest challenges of cold emailing and how to start segmenting your cold email lists. For instance, if you are selling an application for writers, you may discover that your software is very useful for scriptwriters, journalists, fiction writers, and bloggers.

Segment 116

Segment How To Campaigns Real Estate 116

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Software (1035). Inside Sales (849). Outside Sales (81). Best Practices Inside Sales Virtual Summit Sales Process Sales Tips Predictive Analytics MORE >> YOUR SALES MANAGEMENT GURU AUGUST 12, 2013 Managing A Sales Manager Managing a Sales Manager .

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99