Hubspot Sales

OCTOBER 20, 2021

More salespeople equals more sales, right? Scaling your sales team is crucial to growing a healthy business. Take a strategic approach to scaling your sales team, and make smart hiring decisions that will benefit your organization for years to come. Scaling your sales team almost always means bringing on new reps.

Scale 130

Scale Hiring Compensation Territories 130

Sales 2.0

SEPTEMBER 14, 2014

This is often when the founders call in a “sales professional”. Maybe a chief sales guy or a VP of sales (usually the same function just a better title). It’s time to “scale their sales”. Startup sales reality. Startup sales missing link. I’m reading 80/20 Sales and Marketing by Perry Marshall.

Scale 373

Scale Hiring Collateral Social Selling 373

Membrain

JANUARY 4, 2023

And that’s not the only reason why a scaling SaaS company must invest in consistent customer success. Happy, successful customers are the lifeblood of growing a SaaS business (or any business). When your business depends on monthly recurring revenue, you can’t afford to churn customers.

Scale 133

Scale Churn Company Customer 133

Sales and Marketing Management

OCTOBER 22, 2018

These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers who directly coach, influence and guide sales reps on a daily basis. In this study, top managers brought in an average $3.5

Sales Management 218

Sales Management Hiring Compensation Scale 218

Steven Rosen

FEBRUARY 27, 2022

Are you crushing your sales numbers, or are you falling short? Regardless of which one it is, I would suggest that you take a moment to rate both your strategy and your execution on a scale of 1-10, with ten being excellent. Like many companies, you bring the sales management team in for a meeting and present the marketing plans.

Strategy 408

Strategy Scale Objections Maximizer 408

Sales 2.0

OCTOBER 25, 2021

If the processes that admins need to perform are well-documented, admins can be onboarded quickly and the number of admins can be scaled up quickly. Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks. Sales management. They do not produce important results.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

OCTOBER 29, 2018

These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers. Frontline sales managers coach, influence and guide sales reps on a daily basis.

Sales Management 168

Sales Management Scale Compensation Study 168

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

No More Cold Calling

JULY 29, 2021

Only one kind of lead that sales managers should care about. Thoughtful and provocative questioning has a huge impact on close rates and sales revenues. That’s why there’s only one kind of lead that should be in your pipeline. Only one kind of lead with a 50-to-70-percent conversion rate. And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Zoominfo

APRIL 17, 2025

ZoomInfo ZoomInfos GTM Intelligence Platform equips modern sales teams with the data, insights, and automations needed to connect with ideal buyers faster and drive more predictable revenue. Powered by the industrys most robust and reliable B2B data engine, ZoomInfo helps leading companies outperform competitors and scale smarter.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

SEPTEMBER 2, 2021

For example, reps can watch for keywords in conversations that historically indicate a prospect is more likely to buy, while sales managers can better coach their teams by reviewing call trends. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 52

Data Scale SalesForce Forecasting 52

Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. Managing At (Impossible) Scale.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Sales Hacker

OCTOBER 6, 2022

Carol Malakasis (startup advisor and sales coach), and Jonathon Barkl (CEO and co-founder of Airgarage) come together to uncover everything from finding PMF, to leading a sales team as a founder, and successfully scaling your company. Transitioning from founder-led selling to hiring sales talent.

Scale 98

Scale Hiring Sales Talent How To 98

Partners in Excellence

DECEMBER 18, 2024

. “Our win rate is 17%, our deal sizes a declining slowly, our sales cycles are increasing…… but we keep making our numbers, we are providing tools to improve productivity, we are hiring more people to drive greater volumes, we know how to scale!” ” I respond, “I get it!

Scale 97

Scale Hiring Sales Cycle Inbound 97

SBI Growth

NOVEMBER 25, 2013

Download our Sales Rep Promotability Scale. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed. When it does, the sales rep that endears themselves to the boss is promoted. The next Sales Manager completes most the signs weekly.

Promotion 297

Promotion Construction Hiring Scale 297

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. A Managed Process.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Zoominfo

MAY 17, 2018

Since your reps work closely with prospects, they have valuable information that can be helpful when it comes to constructing your sales forecasting process. Who handles the sales forecasting in your organization? When sales departments operate like this, reps can feel pressured to underestimate or overestimate future sales.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

No More Cold Calling

MARCH 25, 2021

The best conclusion to any discussion on women sales leaders is what Barb Giamanco wrote in her eBook: “When I made the decision to convert the Women in Sales Podcasts into an eBook, the goal was to share expert advice and guidance that benefits anyone in sales, sales management, and those who aspire to advance in their sales career.

Hiring 379

Hiring eBook Cold Calling Scale 379

The Pipeline

JUNE 19, 2013

This in turn means the way you need to sell, the “right things’ you need to do and execute to win sales, will also change. While this change or evolution is desirable and good, it does impact the other side of the scale, the “doing things better” side. Sales Skills Tibor Shanto'

Scale 303

Scale Objections Pipeline Buyer 303

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. Chorus , ZoomInfos AI-powered conversation intelligence tool, helps sales teams extract valuable insights from call recordings and transcriptions.

Outbound 130

Outbound Software Software Buyer Intent 130

Bernadette McClelland

NOVEMBER 28, 2021

When you consider one of the key functions of a sales leader’s role is to build relationships that achieve results, then one of the key competencies must be to have the tough conversations. And this is where the difference between a sales manager and a sales leader becomes crystal clear. Think through strategy. ??

Scale 221

Scale Face-to-face Account Sales Leadership 221

Sales and Marketing Management

MAY 14, 2020

Given the COVID-19 pandemic and precarious global health situation that’s resulted, many informal and smaller scale teleworking arrangements are rapidly becoming widespread and institutionalized. 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

JULY 13, 2021

These plays will then be scaled to strengthen your entire go-to-market engine and drive your team’s success. Research by Gartner shows that Conversation Intelligence is the sales tech solution category with the highest impact and highest satisfaction rates. Coaching and Training Superpowers. In today’s world, that can’t cut it.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

MAY 18, 2021

And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.

Conversion 119

Conversion Sales Management Scale Call-back 119

Sales and Marketing Management

MARCH 8, 2019

This is different for every company, of course and likely driven by the preceding year’s success, prospects for the new year and the tone that sales management wants to set. In InsideView’s case, we’d gone back and forth over the past few years between large scale/scope/budget/bold agenda and conservative/scaled back.

InsideView 223

InsideView Scale Exercises Call-back 223

Bernadette McClelland

NOVEMBER 24, 2021

Or how do I get access to my salesperson’s calendar without them thinking I’m micro-managing? If you want every day to count and make it the best you can as a sales leader, then book a FREE 15 minute SCALE-UP Session with me. Write SCALE-UP in the comments and I’ll sort it asap. The post ??????

Scale 170

Scale Lead Rank Lead Scoring Face-to-face 170

Partners in Excellence

NOVEMBER 6, 2023

While these organizations are hitting their targets, and sometimes with aggressive YoY scaling, they should be doing so much more! Too often, our approach to driving growth is a scaling strategy. Scaling is simply that–scaling. We scale simply by doing the math. ” (We’ll come back to this.)

Scale 154

Scale Hiring Call-back Revenue 154

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

Sales and Marketing Management

FEBRUARY 25, 2020

Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. Sales managers aren’t the only ones who benefit from good incentives – reps benefit on two levels as well. Sales managers can also benefit from using non-monetary points.

Incentive 323

Incentive Incentives Travel Motivation 323

SBI Growth

DECEMBER 31, 2024

Is it just about scaling revenue, or is there more to the story? But lets be real, growth is one of those buzzwords that gets thrown around so much, it can lose all meaning. So, what does growth really mean in the B2B landscape? And how is it being impacted by declining commercial efficiency ?

B2B 156

B2B Scale Marketing Revenue 156

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. It can be guided by example.

Sales Management 134

Sales Management Hubspot How To Scale 134

The Sales Hunter

OCTOBER 18, 2019

Recently, I had a discussion with a sales manager about how to connect with customers. The sales manager knew me well from my work with him at a previous company. Neither one of us think of sales as a job. How do you view sales? The longer the conversation, the more animated we both became.

Hiring 178

Hiring Scale Energy Motivation 178

Alice Heiman

FEBRUARY 22, 2022

The Conversational Selling podcast brings together successful sales leaders, executives and entrepreneurs, and experts to share successes, challenges, and what’s working now in sales management, outbound sales and prospecting, and marketing. #8. Scale Your Sales hosted by Janice B Gordon.

Scale 152

Scale Outside Sales B2B Travel 152

No More Cold Calling

APRIL 6, 2017

They think all they need to do is tell their sales teams to ask for referrals. Referrals don’t just happen, at least not at scale. Yes, occasionally a well-served client will mention your company to another buyer and you’ll magically get a sale. No other sales or marketing strategy delivers such powerful, predictable results.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

Sales and Marketing Management

MARCH 8, 2020

The benefits of such efforts could not be operationalized at scale. What is most important about the maturity of AI-enabled forecast tools over the last two years, is that we can explain our predictions and make them actionable to a broad array of workers, from sales reps to channel managers to sales operations.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Sales and Marketing Management

JULY 2, 2019

You’re probably already doing it on the “how likely are they to buy” scale. A successful sales manager at a local agency uses a point system to track activity. Structure your calls, campaigns, presentations and the entire selling process around the type of customer you’re calling on. Measure activities and results.

Scale 184

Scale Segment Proposal Cold Calling 184