Sales 2.0

OCTOBER 25, 2021

Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

Anthony Cole Training

DECEMBER 23, 2019

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

Sales Management 222

Sales Management Consumer Hiring Sales 222

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. Oliver: Yes.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Zoominfo

FEBRUARY 18, 2025

Outbound sales call tracking software enhances your sales team’s efficiency by automating call logging, providing real-time analytics, and integrating with customer relationship management (CRM) systems. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows.

Outbound 130

Outbound Software Software Buyer Intent 130

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 Outsourcing Services Territories 224

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? Settling for mediocrity to fill the vacancy.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

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. Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager.

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

Hubspot Sales

JANUARY 14, 2025

Trust a Sales Champion Ultimately, a sales champion isnt just a stellar deal-closer for your sales team. Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Sales champions take crushing it to a whole new level.

Data 111

Data Hubspot Negotiation B2B 111

DiscoverOrg Sales

DECEMBER 4, 2017

Finding the right contact – and context – for sales outreach is time consuming. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. This is where sales enablement technology comes in. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

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.

Company 296

Company Sales Leadership Retention Loyalty 296

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? This is invaluable for sales teams to identify personalized sales opportunities quickly.

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

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

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Think about it: Not everyone you speak with is going to be a prospect or a deal, are they? And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

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Face-to-face Cold Calling Gatekeeper Decision Maker 313

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.

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Cold Calling Top of Funnel Inbound Call-back 111

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

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

Zoominfo

SEPTEMBER 2, 2021

The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business. Steven Bryerton, ZoomInfo’s senior vice president for sales, describes some of the changes in this video. Don’t let your pipeline falter when there are tools to make your sales process run smoother.

Data 52

Data Scale SalesForce Forecasting 52

Vengreso

MARCH 26, 2025

Our intelligent tool offers a free personal writing assistant and automatic text expander. Optimizing Brand Communications Designed for efficient communication, our tool allows your teams to categorize, manage, organize, and store your business’s top-performing snippets, messages, and posts in the cloud.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

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 Rank 49

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

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. These resources may come in the form of sales enablement tools, more team members, or additional sales training.

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

The Pipeline

OCTOBER 3, 2019

The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. Stated otherwise, if your best customers are in a specific industry, have a certain number of employees, and deploy a competitive or complementary technology – then companies that also fit that profile will be your best prospects.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Zoominfo

MAY 17, 2018

In fact, less than half of all forecasted sales opportunities actually result in a sales win. Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” ( source ). Needless to say, this paints a less-than-promising picture of sales forecast accuracy.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. As noted in the 3 Reasons B2B Digital Sales Transformation is Here to Stay , digital transformation is no longer a matter of if but when.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. That’s why sales collaboration tools are an essential part of the modern sales lifecycle. Let’s jump right in! 5 Capterra Rating: 4.4/5

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

Partners in Excellence

JANUARY 16, 2025

And with the popularity of this term, there are endless tools that claim to provide coaching. There is no aspect of what we do as sellers in which there is some tool that claims to coach. We have very rich conversational intelligence tools. I’m not suggesting we stop using these tools. And this isn’t coaching.

Coaching 125

Coaching Fashion Analysis Tools 125

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. Require Management Participation In addition to believing in the training, sales managers need to be participants. This ensures your reps are constantly growing.

Training 118

Training Hiring How To Retention 118

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. It’s not enough to hire the appropriate sales profile. Use tools and technology to automate, extend and evaluate.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Tenbound

DECEMBER 17, 2024

Tenbound is thrilled to announce the winners of the 2024 BEAST Awards, celebrating excellence and innovation in Sales Technology. The awards were unveiled at the Tenbound Sales Tech Conference, where industry leaders gathered to recognize the standout tools and solutions driving the Go-To-Market (GTM) community forward.

Sales Technology 64

Sales Technology Intent Data Conference Sales Qualified Lead 64

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. 8 – Encourage manager coaching. million words.

Coaching 241

Coaching Video Hiring Trade Show 241

Janek Performance Group

JANUARY 22, 2025

In many ways, by streamlining sales processes and workflows, the CRM was the Industrial Revolution of sales. Not only that, but you can instantly access sales history and marketing campaigns and gain useful insights into clients and contacts with the ease of a customizable dashboard.

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CRM Lead Qualification Social Media Data 118

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

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