Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296

SBI Growth

MARCH 16, 2022

While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller retention.

Territories 312

Territories Intent Retention Study 312

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Hiring Top Performers Post-COVID Recovery . Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.”

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Zoominfo

FEBRUARY 10, 2021

Customer retention is an excellent method to increase customer lifetime value (CLV). So let’s get into how CLV plays into sales and marketing campaigns and how to calculate it. And this requires your sales and marketing teams to prioritize retention strategies over acquisition strategies. Average Sale Value.

Lead Rank 246

Lead Rank Lead Scoring Revenue Customer 246

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. The Problem with Virtual Sales Meetings. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems.

Referrals 207

Referrals Face-to-face Sales Leadership Quota 207

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

Sales and Marketing Management

APRIL 26, 2019

I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans. The days of the sales generalist are over. The time spent with sales is decreasing.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Zoominfo

JANUARY 6, 2021

Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. They help improve customer experiences and boost customer retention with ever-progressing data analytics features. Share the same goals and tools between sales and marketing teams. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Understanding the Sales Force

OCTOBER 6, 2024

Quick Question : Imagine increasing your customer retention by 95%. At Playmaker we’ve created AI sales reps that outperform most human SDRs, but they’re 1/10th the cost – meaning you could hire 30 of them for the same budget. This strategy has transformed how businesses keep their audiences engaged and loyal.

LinkedIn 334

LinkedIn Channels Hiring B2C 334

Zoominfo

MAY 15, 2019

There are so many factors that can stand in the way of exceptional B2B sales performance—poor leadership, lack of organization, no sales process—the list goes on. Today, we explore some of the more common sales problems—problems you might not even know you’re facing. Did you know that sales reps spend 64.3%

Ideal Customer Profile 224

Ideal Customer Profile B2B Hiring How To 224

The Pipeline

OCTOBER 2, 2018

Take the famous example of two “leading sources of insights” for the sales community, coming to polar opposite conclusions as to when it the best time to make cold calls. This reality no doubt explains the shift to and rise of sales enablement. Take a look for your self, which would you bet on ? Get’s Better.

Coaching 273

Coaching Quota Cold Calling Data 273

PandaDoc

SEPTEMBER 17, 2024

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. 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. Salespeople are busy. Let’s jump right in!

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

Sales and Marketing Management

SEPTEMBER 14, 2020

Some sales organizations saw their pipelines disappear overnight, so they began to reevaluate processes in an attempt to preserve them. Aligning sales and service teams will better position an organization to engage with customers throughout their journey and achieve mutual success for themselves and their clients. .

SAP 207

SAP Compensation Face-to-face Analytics 207

Steven Rosen

APRIL 14, 2024

Hiring sales superstars is critical to building a high-performance sales team. These tools are designed to assess and predict, providing a scientific basis for forecasting a sales candidate’s success. They help identify cultural fit, manage different sales approaches, and offer developmental feedback.

Hiring 156

Hiring Forecasting Exercises Retention 156

BuzzBoard

NOVEMBER 30, 2023

In the modern digital selling environment, content is inextricably linked to sales success. And the key for enabling seller effectiveness lies in reimagining what a content creation solution for sales teams looks like. Even so, this is not necessarily true all the time, in every way, with any AI copywriting tool.

Tools 104

Tools Scale Marketing Sales Qualified Lead 104

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Tools for Store Owners to Provide Better Customer Service Do you want to run a successful store ? Delivering excellent customer experiences is critical but requires using the right tools to streamline your operations while building a loyal customer base.

Customer Service 98

Customer Service Tools Customer Hiring 98

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. ” – Steve Rosen “If you don’t have a sales playbook, some type of methodology, I don’t even care how simple it is.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Sales and Marketing Management

MARCH 20, 2019

In fact, any business today that isn’t investing in its employees and giving them the tools to ascend and grow within their organizations is opening itself up to severe disruption. Internal training and upskilling offer the promise of cost and efficiency savings in recruitment and retention. According to Glassdoor , the average U.S.

Face-to-face 296

Face-to-face Smart Company Loyalty Benefit 296

Steven Rosen

APRIL 20, 2024

In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. She shares insights on creating a supportive environment and the importance of feedback, coaching, and company culture for employee engagement and retention.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

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.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Vengreso

JANUARY 7, 2025

As the digital landscape evolves, video sales mastery has emerged as a pivotal element in modern sales strategies. Video sales are not just about creating content; they are about crafting experiences that resonate with the audience on a personal level. After all, who doesnt love a good story?

Video 75

Video Tools Top of Funnel Analytics 75

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. 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.

Training 118

Training Hiring How To Retention 118

Steven Rosen

APRIL 20, 2024

In this 3:03 video , Gerilyn Horan discusses the strategies to develop an exceptional workplace and its profound impact on employee engagement and retention. She highlights the significance of having a global team member survey, a tool used to pinpoint areas for enhancement and ensure ongoing improvement in the work environment.

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. Now, as we dive deeper into a new year, sales leaders are tackling another issue. Many sales organizations have pivoted to virtual events rather than simply canceling major sales events.

Education 194

Education Film Channels Cancellation 194

Zoominfo

OCTOBER 10, 2023

Privacy regulations, compliance requirements, and data retention policies vary widely from one country to another. ZoomInfo’s platform is fantastic — it’s the best tool for sales/cold business development. By contributing to the network, these users both gain access to valuable GTM tools and improve the dataset for others.

Data 261

Data Ideal Customer Profile Policies Networking 261

Bernadette McClelland

DECEMBER 30, 2023

Sales Leadership At A Crossroad? TOP LEVEL LEADERS – Remove your bias of what you believe a business/sales/sales leadership coach to be. What if it led to top talent retention or the knowledge that your company values were being met whilst also impacting families? The post Sales Leadership At A Crossroad?

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. In this fast-paced world of sales enablement , staying ahead requires more than just traditional methods.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

Smooth Sale

SEPTEMBER 9, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Link Building Strategies and Tools for Boosting Your SEO Link building is still one of the most critical components of search engine optimization (SEO) for increasing website visibility and domain authority.

Tools 88

Tools Strategy Lead Rank Lead Scoring 88

Zoominfo

NOVEMBER 24, 2020

Streaming intent data , like ZoomInfo’s new Streaming Intent tool, is what we like to call the cherry on top of the B2B sundae. Closing a sale is typically based on the first contact — and in fact, 30-50% of sales go to the vendor that responds first. B2B Streaming Intent Data: The Future Of Sales And Marketing.

Intent Data 244

Intent Data Intent Data Intent Signal 244

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

The Pipeline

JULY 16, 2019

Not a moto for successful selling and retention, but maybe it has some purpose. For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect. We use a simple tool to do this; it needs to be structured, especially if you are going back to review lost opportunities.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Sales and Marketing Management

MARCH 8, 2020

Technology is increasingly creating the tools your competitors are using to build new digital products and services that target and release latent demand and serve unmet needs. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI CRM will become more predictive.?AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218