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

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Finding the right contact – and context – for sales outreach is time consuming.

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Sales Enablement Collateral Decision Maker Study 295

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. studying sales methodologies, you know that you are obsessed.

B2B 319

B2B Banking Conference Decision Maker 319

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. Like any new thing.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

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

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 142

Sales Management Hiring Buyer Persona Compensation 142

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

DECEMBER 28, 2012

This will make life easier for you and your sales VP’s. Today’s post explores designing sales territories based on your customers and prospects. More importantly, did you design your territories based on your customers and prospects? All of your efforts in territory design have to begin with your customers and prospects.

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Territories Marketing Analysis Segment 303

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? You bet, and it’s critical to increasing B2B sales effectiveness. Message to Management]: 14 Things Top Sales Managers Do.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Janek Performance Group

DECEMBER 24, 2024

Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success. to customer service and account management. Of course, there is a limit.

Training 118

Training Hiring How To Retention 118

The Pipeline

SEPTEMBER 9, 2019

These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. Prior to co-founding Occulus Inc.,

Lead Scoring 49

Lead Scoring Lead Rank Sales Qualified Lead Face-to-face 49

Pipeliner

JANUARY 16, 2025

He suggests that organizations need to recognize the distinct nature of sales roles and adjust their hiring practices accordingly. This includes adopting a more skeptical approach during interviews, akin to how salespeople qualify prospects. This can provide valuable insights into their potential performance in real sales situations.

Hiring 104

Hiring Sales Talent Video Lead Scoring 104

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 131

Sales Management Hiring Promotion Coaching 131

No More Cold Calling

MAY 13, 2014

According to a new McKinsely study (Frundt) clients want expertise. Share a story about a time when a meaningful conversation with a prospect helped you seal the deal. Associations Enterprise Sales Management Salespeople Small Business' Teaching is the new selling. Can it be accomplished with a “less is more mind-set”?

Twitter 250

Twitter Referrals Cold Calling Small Business 250

Sales and Marketing Management

MAY 10, 2020

One study released prior to the pandemic indicated that 63% of companies had remote workers; that figure has only skyrocketed this year. The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. When prospects convert, we feel motivated, and we are on a high.

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Face-to-face Hiring Lead Scoring Lead Rank 302

SBI Growth

AUGUST 6, 2012

” Dan : “Have you conducted growth opportunity studies in the past?” Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? It is your job to equip sales management with these figures.

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Opportunity Strategy Banking Territories 316

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak.

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Salary Study Travel Report 207

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

SalesFuel

MAY 9, 2024

Powerful Sales Questions Build the Bigger Picture Questions play a big role throughout the entire sales process. And each question presents an opportunity to learn and engage with a prospect. This insight allows you to tailor your approach, making your sales pitch more relevant and impactful,” she adds.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Too many sales reps like to talk. Mistake Number Two: Talking past the close. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

No More Cold Calling

NOVEMBER 21, 2013

The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: When prospects come to us, they have problems that need to be solved—pain that needs addressing.

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Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 263

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge."

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

SBI Growth

AUGUST 22, 2013

The task is to create and deliver a winning sales presentation. Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs.

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Hiring Proposal Exercises Lead Scoring 300

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

DiscoverOrg Sales

MARCH 5, 2019

Management changes are one the most obvious but least utilized inflection points in your sales strategy arsenal. Read it: How to Time Your Sales Outreach with Opportunity Data. 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.

Hiring 218

Hiring Decision Maker How To SalesForce 218

No More Cold Calling

MAY 7, 2015

I know that feeling first-hand, and so does anyone who prospects through referrals. Our job gets even better with referral introductions from people our prospects know and trust. Think about the last time you contacted a referred prospect. Test Your Referral Savvy I’m conducting a new study on referrals, and I need your help.

Prospecting 120

Prospecting Referrals Ideal Customer Profile Decision Maker 120

DiscoverOrg Sales

OCTOBER 3, 2017

In essence, it’s taking the universe, or mountain of available information and packaging it into a concise, comprehensible summary that will unite your entire team toward a focused, effective sales campaign. To be clear, “strategic” customers are prospects designated to be “must-win” or otherwise crucial to a company’s sales efforts.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota.

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Hiring Account SalesForce Quota 214

Zoominfo

MAY 13, 2018

In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. According to one study, eight out of ten people say they’re stressed from work ( source ). There’s no way around it, stress drives activity and sales managers know this. Look into prospecting tools.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

SalesFuel

MAY 8, 2025

The Sales Pipeline Review Informs Your Sales Manager The highest best use of your time can often be communicating with sales management. Next, it builds trust and can identify the obstacles, internal or external, hindering the progression of a sale. Understanding buy-side hesitation is always a challenge.

Pipeline 59

Pipeline Hiring Referrals Cold Calling 59

Score More Sales

JUNE 30, 2014

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. Studies show this is the best place to invest in training with follow-up coaching for reinforcement.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Hubspot Sales

AUGUST 12, 2020

That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. What is inbound sales? Inbound sales is a personalized, helpful, modern sales methodology. Here's how to understand the difference between inbound and outbound sales.

Inbound 140

Inbound Top of Funnel Outsourcing Services Hiring 140

Sales and Marketing Management

FEBRUARY 25, 2021

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. I’ve been one of those prima donnas and hot dogs for four decades – salesman and sales manager. 1 in Sales and Sales Management? So I studied the masters.

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Training Hiring Webinar Metrics Sales Qualified Lead 194

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

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

The Pipeline

SEPTEMBER 27, 2021

He has also written more than 50 case studies about companies and numerous technical notes on various business topics, including strategy development and implementation, sales and marketing, leadership, pricing, and start-up issues. Sales Management That Works: How to Sell in a World That Never Stops Changing.

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Journal Case Study Study Up-Sell 173