Allego

APRIL 14, 2021

The era of rep-centric sales enablement has arrived—and it couldn’t have come at a better time. With the uncertain economy, the rise in remote teams due to the pandemic, and tightening budgets, it’s more important than ever for companies to equip their sales teams to produce at the highest level. The Downside of One-Size-Fits-All.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Zoominfo

OCTOBER 5, 2021

These days, the marketing team is able to operate at a much broader capacity, and to do so, we’ve hired more subject matter expertise (SME) within specific focus areas. It all goes back to supporting growth through personalization in strategy, and partnership with sales. Parts of our marketing team are tiered out by audience segment.

Outsourcing Services 130

Outsourcing Services B2B Hiring Marketing 130

Babette Ten Haken

JULY 31, 2019

Do you know the story of what happens to clients, after that new contract lands in-house, for post-sale execution? If you plan to renew that contract at a later date, perhaps it makes sense to become invested in that post-sale story. Regardless of your job title, pay scale, level of education and generation.

Retention 96

Retention Ideal Customer Profile Customer SME 96

Sales Hacker Training

JANUARY 5, 2021

Subscribe to the Sales Hacker Podcast. How the role of sales development has changed [13:10]. Keeping new sales professionals focused on the mission [18:44]. Sam Jacobs: This week on the show, we’ve got Kata Nyitrai , head of global sales development for Meero, a fast-growing company in Europe. We’re on iTunes.

Scale 119

Scale How To Cold Calling Sales Cycle 119

Babette Ten Haken

NOVEMBER 26, 2018

Is it built to scale to meet growing and changing customer needs? She is a member of SME, ASQ, SHRM and the National Speakers Association. When this happens, your innovative planning falls short of your own, internal expectations. Let alone meeting customer and member expectations. A root cause is your support infrastructure.

Churn 80

Churn Retention Ideal Customer Profile Strategy 80

Babette Ten Haken

DECEMBER 14, 2017

Then, these leaders wonder why they are unable to scale their businesses to expand beyond their current capacity. She is an EOS Implementer (Entrepreneurial Operating System®) and a member of SME, ASQ, SHRM and the National Speakers Association. Also, these leaders are surprised when competitors win over their clients.

Strategy 78

Strategy SME Scale Lead Rank 78

Babette Ten Haken

SEPTEMBER 26, 2018

One of my clients is an Industry40 small custom fabricator with a sales force of two: the CEO and the General Manager. Over time, the CEO left business development and sales in the hands of his General Manager. Unintentionally acquired disposable clients impede business growth and profitability. is available on Amazon.com.

Ideal Customer Profile 74

Ideal Customer Profile SME Scale Hiring 74

Babette Ten Haken

DECEMBER 26, 2018

Why continue to rely on how customers tell the story of your business on social media or via 5-point rating scales? Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Start telling your own micro and small business’s customer stories by creating a storytelling culture. is available on Amazon.com.

Ideal Customer Profile 64

Ideal Customer Profile Customer SME Scale 64

Artesian Solutions

JUNE 1, 2020

Since those early days we’ve rapidly scaled, in part, thanks to their continued support and mentoring. During his time as COO at the UK Government, they delivered savings of £50bn through efficiencies; award-winning digital citizen services (Gov.uk) and increased business with SMEs from 6% to 25% per annum, driving SME job growth.

Chordiant 52

Chordiant Sage SME Scale 52

Sales Hacker

FEBRUARY 14, 2022

What happens when a Global Head of Sales, an Inside Sales Director, and an Account Executive walk into a bar? They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . Why they restructured their B2B sales team into three key verticals. Mid-market. Enterprise.

Enterprise 106

Enterprise Enterprise Penetration How To 106

Pipeliner

MARCH 26, 2021

Trust is such a vital part of sales, but sales leaders and salespeople still struggle to recognize and fully understand it. Moeed Amin is a Director and Founder at Proverbial Door, helping B2B sales professionals to increase their conversion rates and SME owners to scale their businesses. Trust in Sales.

Video 52

Video SME Scale Loyalty 52

Babette Ten Haken

JANUARY 8, 2018

Realistically, that SMB was not able to deliver consistently on what was promised by the sales team. The next step was creating a strategy for the CEO to deliver the news to the sales and customer retention teams. Yes, financials looked good on paper, but not forensically. Workflow represented simple, as well as complex, projects.

Objections 66

Objections Retention SME Scale 66

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. For downsized sales teams, this means being ruthless about chasing the right accounts.

Territories 59

Territories Churn Face-to-face SME 59

Crunchbase

JUNE 15, 2022

Hot tip for salespeople : In contrast to unicorns, which get all the attention, emerging unicorns may not be as inundated with sales pitches. A live-commerce market that generated over $300 billion in China last year, making up almost a fifth of all retail e-commerce sales, [the live-commerce market] holds immense promise here [America].”

Lead Rank 98

Lead Rank Lead Scoring Company Sales Qualified Lead 98

A Sales Guy

DECEMBER 15, 2016

Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. In her book Whale Hunting with Global Accounts , Barbara Weaver Smith explains that today’s buyer wants to meet not just you, the sales rep, but also the Subject Matter Experts (SMEs) and everyone else on your team.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Mindtickle

MAY 14, 2016

While their reasoning may differ, this didn’t detract from the importance of these relationships to their sales efforts and bottom line. Common threads also appeared in terms of their sales model and their enablement strategy, so much so, that I identified three broad channel partner strategies. Targeted channel partnership strategy.

Channels 52

Channels Strategy Lead Rank Retail 52

Mindtickle

MAY 14, 2016

While their reasoning may differ, this didn’t detract from the importance of these relationships to their sales efforts and bottom line. Common threads also appeared in terms of their sales model and their enablement strategy, so much so, that I identified three broad channel partner strategies. Targeted channel partnership strategy.

Channels 52

Channels Strategy Lead Rank Retail 52

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. TOTAL $19,547 from 322 sales. Sales had increased 25% over the previous book due to larger audience, but revenue was up by 77%.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Babette Ten Haken

FEBRUARY 27, 2019

At least, that is what your sales team tells you. Also, the HR function continues to hire new employees based on the same, outdated specifications and pay scale which worked in the past. She is a member of SME, ASQ, SHRM and the National Speakers Association. Or, are they? is available on Amazon.com.

Hiring 79

Hiring Ideal Customer Profile SME Scale 79

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. TOTAL $19,547 from 322 sales. Sales had increased 25% over the previous book due to larger audience, but revenue was up by 77%.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 137

Hiring Ideal Customer Profile Top of Funnel Lead Rank 137

Babette Ten Haken

APRIL 3, 2019

Most groups I speak to rely on a traditional 5-point customer satisfaction rating scale to keep them going in the right direction. Yet, as a planning tool, this scale falls short of delivering the insight and direction required not only for business growth. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 12

Ideal Customer Profile Scale Customer Hiring 12

Tony Hughes

MARCH 13, 2018

It's being done right now in the field by a sales team near you [perhaps a competitor], it's remarkable and it's not for the faint of heart. Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. May the 'first in' win!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Sales Hacker

AUGUST 15, 2018

This cloud-based phone system is geared toward the unique calling needs of sales teams, equipping each employee with the information necessary to personalize those calls. Related: Phone Sales Closing Tips For Massive Win Rates: Based on 1M Sales Calls. Intermedia. Cloudphone.

System 49

System Tools Ideal Customer Profile Small Business 49