Sales and Marketing Management

JUNE 28, 2015

Sales professionals, sales managers and marketers must keep pace with the changing sales environment by tapping the true ROI of their millennial sales team. Teaser: Millennials are more diverse, more tech savvy and extremely socially connected, and are already disrupting the way we buy and sell. read more

ROI 120

ROI How To Sales Management Marketing 120

Cincom Smart Selling

FEBRUARY 14, 2025

This article outlines 10 CPQ best practices to help optimize your performance, eliminate inefficiencies, and maximize ROI. Align CPQ with Your Sales Strategy A CPQ system that operates in isolation from the broader sales strategy leads to misaligned workflows, inconsistent pricing approvals, and disconnected customer interactions.

ROI 48

ROI Maximizer Lead Rank Discount 48

Pointclear

JANUARY 21, 2014

This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads. I don’t know where to start.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Steven Rosen

AUGUST 12, 2012

Sharper decision-making and use of resources by both sales managers and salespeople will generate greater ROI. Make wiser decisions, plan better, and effectively allocate your resources based on customer needs and potential for growth. Understand the value and potential of each customer.

Webinar Metrics 264

Webinar Metrics Segment ROI Maximizer 264

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Somebody at corporate is mad because there was no real ROI. And the buck always stops with you, the Sales VP. Some of these work.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

Sales Hacker

JULY 15, 2021

This is a step-by-step guide on how to check the ROI of your ABM strategy paying particular attention to cost. Now that you know what ABM is and how it differs from traditional marketing, let’s go over the four steps of how to check the ROI of your ABM strategy. But remember, ABM has an off-the-charts high ROI. That seems high.

Account Based Marketing 114

Account Based Marketing Top of Funnel ROI Cost Per Click 114

Steven Rosen

APRIL 3, 2018

As companies look to develop their next generation of leaders, they need to look at carefully targeting their development efforts to ensure positive ROI. They need to determine which groups of leaders can benefit the most from executive sales coaching. Why Executive Sales Coaching . It only makes good business sense.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

No More Cold Calling

FEBRUARY 27, 2014

They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Associations Enterprise Sales Management Salespeople Small Business' They also buy our expertise. Think about it as if you were the buyer. Comment Here.

Cold Calling 304

Cold Calling Social Media Small Business Small Business 304

SalesFuel

AUGUST 5, 2024

How Marketers Can Use Audience Segmentation to Achieve Rich ROI What is Audience Segmentation? Get started on your client’s audience segmentation journey watch their ad ROI shoot up. Photo by: Nicholas Green SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Segment 104

Segment ROI Ideal Customer Profile Marketing 104

No More Cold Calling

SEPTEMBER 9, 2014

They want you to ask questions about their business challenges, share your expertise, offer solutions, and talk ROI. Associations Enterprise Sales Management Salespeople Small Business' They want to hear what it—and you—can do for their businesses. Instead have a real business conversation. Connect with No More Cold Calling.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

The Pipeline

NOVEMBER 19, 2020

For instance, a VP of Sales is going to look for things that can increase sales and reduce the cost of sale, or put another way, increasing sales and margins. While a regional Sales Manager will look for features and functions that will help them succeed and be much more price-conscious. .

Lead Scoring 398

Lead Scoring Lead Rank Margin SME 398

Steven Rosen

MARCH 26, 2012

Most companies don’t have sales leadership programs for their most senior sales managers , therefore development opportunities must be sourced from outside. In today’s reality, it is increasing difficult to justify the costly $10,000 price tag of a weeklong Executive Leadership Training Course that has little ROI.

Coaching 278

Coaching Networking Face-to-face Course 278

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. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Pointclear

MARCH 25, 2014

He was frustrated; angry that the marketing spend wasn’t showing the ROI expected, and he blamed salespeople. “Of If they don’t have discipline to do their job, the sales manager has to be held accountable as well. Should I just fire the sales manager?”. And I let the sales managers off with barely a reprimand.

Sales Qualified Lead 247

Sales Qualified Lead Follow-up Negotiation ROI 247

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Training 130

Training Sales Management Lead Scoring Lead Rank 130

No More Cold Calling

MARCH 4, 2014

Talk about the ROI other clients have gotten. Of course, you should have completed all of these important tasks earlier in your sales process, but it’s never too late to save a deal. Associations Enterprise Sales Management Salespeople Small Business' Comment Here.

Call-back 274

Call-back Cold Calling Small Business Small Business 274

No More Cold Calling

MAY 27, 2014

We might not be able to get our clients a ROI overnight, but we can certainly prove we value their business by responding quickly to their needs. Associations Enterprise Sales Management Salespeople Small Business' Just be up front with your customers about what you can realistically deliver and why. Be Prepared. Comment Here.

Buyer 277

Buyer Cold Calling Social Media Small Business 277

No More Cold Calling

JUNE 19, 2014

Are you interested in achieving a 120-pecent ROI? The 120-percent ROI I have received in less than a year speaks for itself. Find out how you can have the best sales year ever, using referral selling. If you answered “yes” to both questions, send me a personal invitation to join your network. Click here.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

OCTOBER 22, 2013

They usually don’t fully understand the commitment needed (from themselves and their teams) to implement solutions that guarantee knock-your-socks-off ROI. It’s our job as smart, strategic sales pros to deliver value —real value. Associations Enterprise Sales Management Small Business'

Buyer 271

Buyer Face-to-face Social Media Small Business 271

SBI Growth

NOVEMBER 22, 2012

How do you operationalize this to make sure that resource allocation has solid ROI? Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Take the following steps with any segmentation work: Educate Sales Management along the way – Show them how the segmentation was done in layman’s terms.

Segment 288

Segment Customer Territories Penetration 288

Steven Rosen

APRIL 3, 2018

As companies look to develop their next generation of leaders, they need to look at carefully targeting their development efforts to ensure positive ROI. Why Executive Sales Coaching . The group that I have had the most experience with is sales leaders. Sales leaders are responsible for meeting the company’s revenue objectives.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

No More Cold Calling

JANUARY 9, 2014

While social media is one of the cornerstones of the modern SMB, the very same businesses struggle with finding a decent ROI for their efforts. How can companies and sales professionals get ROI from social networks? Associations Enterprise Sales Management Small Business' The Potential Is There.

Referrals 225

Referrals Small Business Small Business Scale 225

No More Cold Calling

FEBRUARY 6, 2014

But they don’t know how to uncover clients’ pain points and have discussions about ROI. One of my colleagues, a vice president of sales, told me that he tells his people all the time to ask for referrals. After all, as a sales leader, your biggest responsibility (and greatest measure of success) is making your reps into superstars.

Closing 251

Closing Hiring Referrals Small Business 251

Sales Hacker

JULY 22, 2022

Easy reporting and iteration of content that leads to increased ROI. Common examples of roles/levels we see included are: Sales enablement. Sales management. Remember, you are creating the foundation for ultimate ROI, you set up the team and take care of the customer, and the returns will take care of themselves.

ROI 102

ROI Lead Rank Lead Scoring eBook 102

SBI Growth

JULY 1, 2024

Industry research shows that consistent sales coaching can dramatically improve the performance of sales teams, driving up revenue by over 20%. With such potential benefits, it is no wonder that many sales organizations recommend that their front-line sales managers spend between 25% - 40% of their time on sales coaching.

Sales Coaching 120

Sales Coaching Coaching ROI Benefit 120

SBI Growth

SEPTEMBER 19, 2013

Your sales team is brought into a room and hooked up to the proverbial fire hose. Your sales managers check the “launch” box. Your sales reps leave excited. Sales Gamification is a type of sales compensation, known as a sales contest. It is meant to modify the behavior of your sales team.

Lead Scoring 321

Lead Scoring Lead Rank Hiring Airlines 321

The Pipeline

SEPTEMBER 9, 2020

Jason Jordan is a thought leader in the domain of business-to-business sales and conducts ongoing research into management best practices in hiring, developing, measuring, and leading world-class sales teams. His wild experiences as a sales consultant led to the comical stories in Sales Insanity.

Course 235

Course Hiring Video Discount 235

No More Cold Calling

MARCH 20, 2014

In the sales world, we equate value with ROI. Message to Management: The No-Cost Way to Improve Your Sales Team … NOW! Sales managers can wreck a sales career or launch it. They can motivate reps who seem hopeless or derail the efforts of rising sales stars. Click here to learn more.

Training 248

Training Hiring Referrals Enterprise 248

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Scott has over 20 years of Sales and Sales Management Experience. About Scott Miller.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

SBI Growth

AUGUST 6, 2012

You need to focus efforts on companies that maximize your ROI. What sales resources forecast the largest returns? Is your pipeline an accurate representation of where the Head of Sales sees growth opportunities? It is your job to equip sales management with these figures. Are your current accounts being undersold?

Opportunity 316

Opportunity Strategy Banking Territories 316

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

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. In any case, if the customer selected the wrong solution this will considerably limit the ROI they can achieve. This example also shows that it is not always easy to gather all the necessary business data for a high-quality ROI calculation.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. In any case, if the customer selected the wrong solution this will considerably limit the ROI they can achieve. This example also shows that it is not always easy to gather all the necessary business data for a high-quality ROI calculation.

ROI 62

ROI Discount Licensing Vendor 62

Zoominfo

JULY 13, 2021

Sales reps will be able to replicate the winning behaviors they hear and see, develop skills modeled by others in their organization, ramp quickly, and receive ongoing coaching for continual growth and improvement. I still remember how painful the process used to be to prepare for important sales calls.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Sales 2.0

APRIL 27, 2014

Or I may say “I don’t think we’re going to get a good ROI out of using your technology given our situation–or our customer base”. Closing Sales Management' As a marketing director, there are always projects I’d like to do but my company is not going to be able to fund or provide me the resources to get them all done.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

Janek Performance Group

JANUARY 22, 2025

Each function marketing, sales, operations, sales support , and customer support, etc. The net result is more sales more easily, and a greater overall ROI. Updated 1/22/25 The post Managing a Highly Effective and Efficient CRM first appeared on Janek Performance Group. makes its own use of the common data.

CRM 118

CRM Lead Qualification Social Media Data 118

Understanding the Sales Force

NOVEMBER 10, 2023

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. When this lack of awareness is prevalent at the top of a sales organization, it is challenging to grow it or scale it.

Company 227

Company Hiring Scale Forecasting 227