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

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. We know prospecting is important, but we don’t do it on a regular basis.

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Face-to-face 166

The Pipeline

SEPTEMBER 25, 2014

Few are aimed at helping managers in helping their sales team adopt new habits, or create breakthroughs for their reps that can again be extended as a regular practice, and that is the thought here, helping managers, or actually sales coaches, which good sales managers are. Sales Skills Tibor Shanto'

Quota 274

Quota Objections Coaching Sales Leadership 274

Steven Rosen

APRIL 18, 2022

Despite good interviewing skills, many sales managers are guilty of making the following hiring mistakes: Hiring people they like. Do your sales managers have the tools and processes to systematically identify top sales performers from those who are pretenders? Assesses prospecting potential and closing style.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. If hesitation, don't work there - that's an anti-sales culture.

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

NOVEMBER 4, 2014

We need to put the statistic into a broader context… If they have a clear sense of what they want to buy—for example if it is a simple or relatively inexpensive transactional purchase or the re-ordering of the same or similar solutions, then it’s hardly surprising that the prospect may conduct most of the buying process online.

Cold Calling 265

Cold Calling Small Business Small Business Vendor 265

No More Cold Calling

OCTOBER 10, 2013

And because referred prospects are more likely to be well qualified, the chance of converting the business is much higher. Generally speaking, referred prospects accelerate through the sales pipeline at a much faster rate than other types of opportunities, and are also more receptive to providing future referrals.

Cold Calling 298

Cold Calling Referrals Banking Maximizer 298

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Policies 104

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case.

Social Selling 108

Social Selling Social Media Media Networking 108

No More Cold Calling

AUGUST 19, 2014

Selling by referral is the most personal prospecting strategy that exists. But underneath all of that are people building relationships with other people, doing favors, earning trust, conversing, relating, connecting, etc. Associations Enterprise Sales Management Salespeople Small Business' That''s my.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

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

Cincom Smart Selling

APRIL 10, 2025

Sales teams today need relevant data and insights to meet the buyer expectations precisely. That is where sales intelligence software comes into play. It provides the required data that sales teams need to find and target relevant customers, identify ideal prospects, personalize outreach, and close deals faster.

Lead Generation 48

Lead Generation Lead Scoring Lead Rank Software 48

SBI Growth

MARCH 4, 2013

The immediate manager. Connection to the organization or to senior management. These also relate to Sales Rep turnover. Are Sales Managers held accountable for the use of the onboarding program? Sales Reps depend on a continual flow of quality leads to work as opportunities. Poor fit to the job.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

Hubspot Sales

MAY 18, 2021

And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.

Conversion 119

Conversion Sales Management Scale Call-back 119

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., to customer service and account management. In addition to making the training more relevant to sales reps, it is also a way to work toward your predetermined goals. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

Hubspot Sales

JANUARY 12, 2021

Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. How to Handle Coaching Challenges.

Coaching 141

Coaching Sales Management Sage Policies 141

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. Keep it customer-centric and accessible.

Sales Management 134

Sales Management Hubspot How To Scale 134

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

SBI Growth

DECEMBER 17, 2013

It has samples of communications to use in various situations related to Sales improvement. Sales or Marketing leadership thinks there’s a problem and decides to fix it. For example, with a RIF rumor, Sales Reps may cozy up to top accounts – to make sure they can count on them at the competitor.

Majestic 302

Majestic How To Channels Territories 302

SBI Growth

NOVEMBER 17, 2013

Shut-down that whining Sales Director that keeps complaining about some worthless, one-off report. Give Sales Ops the “air cover” they need to deliver lasting impact. Let sales management see that they carry weight in key decisions. Latitude: Often, Sales Ops isn’t given the freedom to develop new approaches.

Company 296

Company Hiring Buyer Persona Maximizer 296

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. Look into prospecting tools. So how do you do this correctly? Get the resources you need. Communicate.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Vengreso

NOVEMBER 12, 2024

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions.

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

Hubspot Sales

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. This is a concept known as real estate prospecting. And in the highly competitive world of real estate, prospecting can be challenging. Prospecting should be a fundamental part of your business strategy as a real estate professional.

Real Estate 105

Real Estate Prospecting Ideal Customer Profile Social Media 105

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. Thursday is the best day to prospect.

Hiring 197

Hiring Referrals Cold Calling B2B 197

DiscoverOrg Sales

MARCH 5, 2019

By targeting a prospect in that crucial three-month window, you can focus your time, energy and effort where there’s a higher chance for a win. Your c-suite prospect with the brand-new job came from somewhere. Senior Sales Manager Brandon Battey suggests using the information as a hook. “I Go get them!

Hiring 218

Hiring Decision Maker How To SalesForce 218

Zoominfo

FEBRUARY 26, 2018

SalesLoft offers a suite of sales engagement tools to help reps form better connections with their prospects, analyze their sales process, and much more. Their sales blog features advice from industry experts, background information about important sales events, and shines a light on important sales research.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

The Center for Sales Strategy

AUGUST 17, 2020

In the recent CSS Media Sales Report , we discovered: Sales managers are expecting sellers to set twice as many appointments this year. The majority of salespeople say it is harder to get an initial appointment with a new business prospect than in years past.

Report 136

Report Media Relationals Sales Management 136

The Pipeline

MARCH 20, 2018

The 80 percent take this as a cue to ask questions relating to the pain, needs, and other things these buyers are immune to. It would be easy to blame the reps, but someone put them up to it; their sales manager or marketing team told them these questions drive results.

Face-to-face 205

Face-to-face Quota Buyer Objections 205

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 163

Churn Maximizer Discount Negotiation 163

Hubspot Sales

JULY 25, 2019

Business development is closely tied to sales — business development teams and representatives are almost always a part of the greater sales org. Although business development is closely related to sales, it’s important to note what makes them different. Business Development vs. Sales. Qualify Leads.

Company 144

Company Sales Qualified Lead Analysis Social Media 144

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 132

Survey Territories Hiring Incentive 132

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. How Do You Improve Retention Rates for B2B Sales Teams?

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Zoominfo

AUGUST 11, 2021

What Is a Sales Pipeline? A sales pipeline is a visual representation of your current deals and opportunities. It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. The sales cycle begins when your customer is just a new prospect.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Vengreso

MARCH 26, 2025

Integrate it with: Gmail Facebook LinkedIn Drift Twitter Slack Teamwork HubSpot Outlook Web SalesForce Sales Navigator and Google Docs …to give your team the tools they need to build a loyal community and command prospects’ attention. They impart information on: The best sales strategies for each platform and audience.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

Partners in Excellence

OCTOBER 30, 2022

Look at what you have to change if to engage a higher percentage of customers in your prospecting conversations. Imagine how we could grow our sales! The post “You Have To Make Your Number With Only 50% Of Your Current Prospecting Calls!” This is just insanity! Try this thought experiment for yourselves.

Prospecting 96

Prospecting Conversion Maximizer Research 96