Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

JANUARY 12, 2021

Over the last two decades, customer relationship management (CRM) systems have become the center of the universe for enterprises and small- to medium-sized businesses (SMB) alike. Arming your sales and marketing teams with confidence in your CRM is the key to unlocking the value the CRM was intended to create.” The result?

System 162

System CRM Forecasting Data 162

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

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. It’s a one-off and can’t be analyzed.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

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

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. How to turn sales managers into prospecting leaders. Try this alternative objection handling method: [link].

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 My prospecting approach at that time was going through lead lists and sending blind emails. I also believe that Linkedin will power the CRM systems of the future.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Point system that is easy to measure. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Sales 2.0

OCTOBER 22, 2014

He believes companies and sales people need to wake up to the fact that buyers are now in control of the purchasing process and act accordingly. One upshot of that is that he sees sales people as having to become providers of useful content as a means to being found and as a way to be always be helpful to prospects and buyers.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

No More Cold Calling

JUNE 10, 2021

My entire career had been sales and sales management, and my best business had always come from referrals. I asked salespeople and sales leaders I knew if they liked to get referral introductions. Get meetings with prime prospects in one call. Decrease the cost of sales. That got me thinking.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

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

The Pipeline

MAY 18, 2021

As a person obsessed with prospecting, I am always on the look out for things that will give me and you a competitive advantage. No surprise, I discovered that our Friend Wendy Weiss, The Queen of Cold Calling® and who is the founder of the Salesology Prospecting Method , is up to some interesting things. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

No More Cold Calling

OCTOBER 2, 2014

On re-entry, the shuttles’ computer system is non-responsive, and the team must land it manually. Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

Pipeliner

JANUARY 21, 2023

How deeply do you evaluate your company’s preferences when selecting a platform or system? Note that I’m addressing larger companies, with established sales teams, that require care when implementing automation. Not Done Overnight For a company, selecting a platform or system takes time and effort. What should the metrics be?

System 98

System Lead Rank Vendor CRM 98

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. Prospects trust us. I began my referral business by consulting with companies to develop a referral system.

Referrals 291

Referrals Cold Calling Survey Scale 291

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

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

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. That’s just the symptom.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. This is how it’s always worked in most sales organizations. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

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. But which ones will close?

Lead Rank 49

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

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers. 20 Ways Businesses are Leveraging Chorus.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

DECEMBER 30, 2020

On the other hand, if you provide them with a strategic sales plan that clearly outlines the company's goals — and a thoughtfully laid out system to get there — you can expect your salespeople to impress. Here, let's dive into what a strategic sales plan is, plus how to make one for your own team. What is a strategic plan?

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

criteria for success

FEBRUARY 8, 2022

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. 7 Sales & Prospecting Slump-Busters. Have everyone set an individual weekly goal for how many prospecting activities they will perform.

Prospecting 105

Prospecting eBook Lead Rank Lead Scoring 105

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 105

Prospecting Case Study Industry Study 105

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.

Hiring 214

Hiring Account SalesForce Quota 214

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. ” – Rob Ulsh Key Takeaways: AI is not a threat to sales professionals but a powerful tool that can enhance their effectiveness. He also emphasized the time-saving aspect of AI in prospecting.

Company 296

Company Sales Leadership Retention Loyalty 296

Understanding the Sales Force

FEBRUARY 15, 2024

Back when Don Kent was giving his forecasts, the weather map was on a chalkboard (like the image above) and he used chalk to draw the cold fronts, low and high pressure systems, write the temperatures and the 3-day forecasts, show the rain/snow lines, and more. I’m talking pre-satellite, pre-graphics, pre-markers, and pre computers.

Forecasting 218

Forecasting Sales Forecasts Decision Maker Call-back 218

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. What Does Your Sales Future Look Like?

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

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 Rank 111

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.), It’s important to have a system or “engine” for rapid content creation?—?whether

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

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. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

Sales and Marketing Management

JANUARY 18, 2021

Therefore, any VoIP system should be integrated with an existing CRM platform. Sales professionals must be allowed to focus upon the task at hand as opposed to being burdened with laborious administrative tasks. . This is also why several VoIP services now allow employees to integrate their smartphones with in-house systems. .

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

The Pipeline

OCTOBER 18, 2021

Then followed a career as an employed trainer and consultant for sales effectiveness; first with the boutique consulting firm “Target Market System” which then became OnTarget before it was absorbed by Siebel Systems where he first held the positions of Business Consulting Director and then Solution Practice Director.

Siebel 188

Siebel Oracle Sales Methodology Engineering 188

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

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. For sales and marketing professionals, one of AI’s biggest benefits will be improving.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

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