Membrain

JUNE 15, 2022

Some of my biggest sales insights have come from disciplines outside of sales. I read blogs and white papers and books, listen to podcasts and watch webinars across a wide range of interest areas from the personal to the professional and everything in between.

Webinar Metrics 76

Webinar Metrics Sales Sales Management 76

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Send out enabling YouTube videos, white papers, blogs and tidbits. Get out of the office, never eat alone.

B2B 319

B2B Banking Conference Decision Maker 319

SalesFuel

MAY 1, 2024

Photo by fauxels SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement It’s important to position your solution as the best choice to meet those needs they uncovered in the previous stage.

Hiring 113

Hiring Case Study Education Webinar Metrics 113

Understanding the Sales Force

DECEMBER 12, 2013

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. You can request a free download of the first 3 papers if you don''t already have them.

Study 149

Study Outside Sales Inside Sales Video 149

SalesFuel

MARCH 29, 2024

Photo by: Mimi Thian SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement Find out what that audience is looking for, check out their profile on AudienceSCAN on AdMall by SalesFuel.

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

SalesFuel

MARCH 18, 2024

However, written formats like blog posts and white papers have no such stipulations. Photo by: Brooke Cagle SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement Your client’s videos need to be short to hold consumer attention.

Marketing 97

Marketing Ideal Customer Profile Social Media Hiring 97

Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. Both were about management in general but we thought the insights were of particular interest to those of us concerned about the world of sales. ©2014 Sales Momentum ®.

Sales Management 114

Sales Management Study Coaching Survey 114

Membrain

MARCH 31, 2019

Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. Whichever way you turn, wherever you look, and whatever you listen to there is data.

Data 110

Data Closing Survey Analytics 110

Zoominfo

AUGUST 5, 2021

Content has become the “force multiplier” of the modern sales organization. Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. It all forms part of a wider sales workflow.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Shari Levitin

AUGUST 19, 2019

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume if one taco sauce is good, fifty must be better.

Sales Process 106

Sales Process How To Sales Coaching 106

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. So, give this some thought… 1. The Time is Now, don’t you think?

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. So, give this some thought… 1. The Time is Now, don’t you think?

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

RAIN Group

DECEMBER 12, 2018

Each year, our goal for the RAIN Group Sales Blog is to provide you with research, ideas, and insight to help you unleash sales potential. Below we've rounded up our most popular content from the year that will guide you on your path towards sales success.

Groups 80

Groups eBook Webinar Metrics Research 80

Allego

JULY 29, 2021

Most recently, Cespedes published a new book—his sixth—entitled Sales Management That Works: How to Sell in a World That Never Stops Changing. . The combination of Cespedes’ academic experience and his knowledge of real-world selling makes him one of the foremost authorities on the topics of sales and sales management.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

No More Cold Calling

MAY 6, 2014

We have to change how we talk about sales leads so that we’re looking for the right customers in the right places. Someone who’s downloaded a white paper is not a qualified lead, nor is someone who’s viewed a demo. This kind of thinking is how we get our sales pipelines clogged with cold leads that rarely or never pan out.

Sales Qualified Lead 227

Sales Qualified Lead Leads Marketing Qualified Lead Ideal Customer Profile 227

SalesFuel

JUNE 3, 2024

Content Marketing Institute says that these are the content types that produce the best results for marketers: Case Studies and Customer Stories: 53% of marketers agree Videos: 53% Thought Leadership eBooks and White Papers: 51% Short Articles and Posts: 47% Research Reports: 43% How Can They Create a Strategy That Achieves Their Goals?

Marketing 52

Marketing Ideal Customer Profile Constant Contact Channels 52

Zoominfo

AUGUST 5, 2021

Content has become the “force multiplier” of the modern sales organization. Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. It all forms part of a wider sales workflow.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

RAIN Group

DECEMBER 18, 2019

Throughout the year, our goal is to provide you with research, ideas, and insight to help you unleash sales potential and crush your sales goals. Below we've rounded up our most popular content from the year that will guide you on your path towards sales success.

Groups 52

Groups eBook Webinar Metrics Research 52

Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! Build a weekly/monthly/quarterly sales management checklist.

Sales Management 40

Sales Management Hiring System Revenue 40

No More Cold Calling

OCTOBER 22, 2013

In fact, 86 percent of business buyers engage in research independent of the sales cycle. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Associations Enterprise Sales Management Small Business'

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Allego

JANUARY 14, 2021

As sales managers reviewed results at the end of last year, many faced a stark reality: the virtual sales training programs they had cobbled together to get through the pandemic had not produced the desired results. To do this, she shares a variety of content, including white papers, demos, and on-demand video.

Sales Enablement 90

Sales Enablement Webinar Metrics Strategy Face-to-face 90

Sales Hacker

FEBRUARY 6, 2019

The goal of the sales process should be to make life easier for your customers and reps by allowing everyone to proactively get ahead of any potential objections or challenges. Some key content you’ll want to create to support the sale process include: Discovery call script. Educational white paper (e.g. why do this now).

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Understanding the Sales Force

FEBRUARY 24, 2014

If they don''t complete the application and assessment, then why do sales managers and HR managers try so hard to get them to do it? Sales Managers and Sales Leaders repeat a nother big mistake during the first interview when they prematurely sell the sales opportunity to the candidates.

Company 204

Company Webinar Metrics Compensation Study 204

Sales Training Connection

MARCH 4, 2015

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. Coaching at a team level versus the individual level is especially effective when coaching sales strategy. ©2015 Sales Momentum, LLC.

Hiring 50

Hiring Sales Management Scale Webinar Metrics 50

Janek Performance Group

MAY 24, 2023

For sales organizations, these numbers are expressed in raw data we call leading and lagging indicators. Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations. Sports fans obsess over shots made, batting average, and greens in regulation.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

Your Sales Management Guru

MARCH 12, 2012

The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective. The sales manager only plans the training. Acumen Management Group Ltd.

Sales Management 77

Sales Management Hiring Forecasting Quota 77

Partners in Excellence

OCTOBER 21, 2020

But there’s another effect, if we are bad at opportunity management, it impacts everything else—we are probably bad at prospecting, we are probably bad at growing our current accounts, we can’t engage our partners because they know we will squander opportunities they bring us. I Hate Prospecting! How Do You Win?

Top of Funnel 118

Top of Funnel Face-to-face Social Media Account 118

No More Cold Calling

OCTOBER 9, 2014

In fact, 86 percent of business buyers engage in research independent of the sales cycle. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

SBI Growth

JANUARY 22, 2014

You may not have the luxury of an LMS (Learning Management System). You can create PowerPoints, Prezi, videos or white papers to name a few. Remember, as the sales enablement leader, your sales reps are your customers. But that doesn’t mean you can’t create and serve up training content in different modalities.

Training 281

Training Customer Hiring Education 281

Sales 2.0

SEPTEMBER 14, 2014

It’s not our job to build websites, landing pages, white papers, blog posts or other content marketing to engage prospects with our message. So if you have the chance to join a startup as the first sales rockstar dude, I recommend you check they are ready for you. Sales Management'

Scale 373

Scale Hiring Collateral Social Selling 373

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. What do I mean?

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

Janek Performance Group

AUGUST 26, 2024

This includes top line revenue, margin, the cost per sale, revenue per rep, etc. At Janek, we see many sales teams that only focus on lagging indicators. Because reps and sales managers get paid based on these metrics. Often, these managers prefer the human side of leadership, building up and inspiring their sales teams.

Top of Funnel 62

Top of Funnel Coaching Sales Cycle Sales Coaching 62

Pointclear

AUGUST 14, 2013

Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. Sales managers used to think the Internet was a time-sapper, too, but companies are starting to realize that social media is a huge portal to sales opportunities.

Social Media 203

Social Media Media Twitter Social Selling 203

Sales Training Connection

SEPTEMBER 30, 2013

Alternatively, new products sales often fall flat because the investment in improving the sales team’s ability to sell the new product is inadequate. Sales rep skill development is rarely reinforced so it doesn’t “stick”. Sales managers don’t coach sales reps to sell the new product.

Training 113

Training Competition Coaching Revenue 113

Igniting Sales Transformation

SEPTEMBER 16, 2019

The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. There is a reason why 90% of the time buyers simply hit delete to rid themselves of constant deluge of sales spam. So, let’s talk about “aligning to the buyers’ journey”.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Sales Training Connection

JUNE 27, 2014

Don’t Let Your Next Product Launch Fail - a Sales Momentum white paper – is now also available on Kindle and in iTunes formats. It contains industry best practices to help your sales team be more effective selling new products. 2. Sales managers don’t properly coach sales reps to sell the new product.

Training 91

Training Coaching Industry Closing 91

The Brooks Group

FEBRUARY 11, 2020

That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. If we can help you set your team up for consistent sales success, let’s start a conversation.

Hiring 52

Hiring Sales Talent Quota Travel 52