Sales and Marketing Management

FEBRUARY 22, 2022

Leadership Summit 22, sponsored by the American Association of Inside Sales Professionals is set for March 8-10 in Chicago. The conference will feature thought-provoking keynote presentations, workshops and panel discussions on key trends and challenges facing today’s B2B sales leaders and their teams.

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Trends Sales Leadership B2B Conference 227

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. What would you include?

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Hiring Decision Maker Energy Face-to-face 233

SBI Growth

AUGUST 15, 2014

A recent SBI post shared that 78% of sales strategies are hopeless. You can get a copy of the report and sign up for a workshop here. In our report, there are 6 reasons why you might have the wrong sales strategy. The #1 reason: Your sales strategy is the same as your competitors.

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Competition How To Report Resources 282

John Barrows

MARCH 17, 2022

The post LIVE IN PERSON WORKSHOP: Morgan J. Ingram hosts “How to Break Into Tech Sales” appeared first on JB Sales.

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How To Sales 20

The Sales Heretic

APRIL 19, 2018

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].

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Sales Meeting Meeting Sales Referrals 193

No More Cold Calling

MAY 22, 2019

That’s why I decided to host summer sales training courses this year. For the first time in three years, I’m leading a Summer Virtual Referral Selling Workshop Series. Maybe you’re an individual salesperson or a rogue sales rep who isn’t getting the professional development you need from your company. We’ll change that.)

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Referrals Course Training Hiring 47

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

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Hiring Strategy Handbook Face-to-face 305

The Sales Heretic

OCTOBER 2, 2018

The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale. In my training seminars and workshops, I typically give audiences 20 to 40 [.].

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Prospecting Sales Cycle Training Sales 207

Sales and Marketing Management

FEBRUARY 9, 2020

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. This came to light in a recent conversation with Jana Gallus from UCLA’s Anderson School of Management at a Behavioral Science workshop in Philadelphia. When sales managers use rewards, they send signals to their teams and organizations. What rewards can signal.

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Sales Management Compensation Loyalty Social Media 259

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. Coaching for Sales Performance and Growth virtual workshop. By Tibor Shanto.

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Churn Quota Margin Exercises 310

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

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InsideView Scale Exercises Call-back 223

Steven Rosen

JANUARY 31, 2023

APR is a time-consuming process for the sales leadership team. To supercharge your leaders, sales executives can leverage the annual performance review to focus on and invest in creating robust leadership development plans. Creating Powerful Development Plans It’s the annual performance review (APR) time again.

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Sales Leadership Policies Coaching Consumer 293

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. What specifically are companies doing?

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Survey Coaching Training Sales Talent 358

The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. By Tibor Shanto.

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Vendor Discount Insurance Insurance 255

No More Cold Calling

SEPTEMBER 13, 2018

It takes commitment to a referral sales strategy. It’s a discipline that requires metrics, building skills, integrating referrals into their sales process, providing reinforcement and coaching, and ensuring accountability. Without these components, there’s no chance a referral sales strategy will gain traction. Everyone loses.

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Negotiation Strategy Salary Referrals 219

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Even small sales teams need a sales toolkit.

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Collateral Sales Qualified Lead Guarantee Resources 230

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. A new year often means a new sales kickoff. The earlier you discover, this the better. Encourage mini advisory boards. 

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Webinar Metrics Meeting Demographics Exercises 192

Sales and Marketing Management

JUNE 28, 2018

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. More than ever, understanding one’s field is critical to sales success.

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Buyer Guidelines Insurance Insurance 209

The Pipeline

JUNE 19, 2014

A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. I do notice that transactional sellers get forgotten more often than higher ticket product or what some would call more complex sales or solutions. Thank you to everyone who responded.

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Cold Calling Face-to-face Travel Account 325

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

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Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post The Best Way To Generate New Leads appeared first on MTD Sales Training. Happy selling! Sean McPheat. Managing Director.

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Leads Marketing Qualified Lead Cold Calling LinkedIn 197

SBI Growth

JANUARY 24, 2014

Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received? Companies invest a lot of money and resources in sales training. Four Steps to Monetize Sales Training.

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Sales Qualified Lead Compensation Call-back Energy 299

Bernadette McClelland

FEBRUARY 1, 2015

Advisor Best Australian Speaker Best Sales Speaker Best Speaker Sales Strategies Sales Workshops Top Sales Speaker' Whether it be a health scare, a financial crisis or the death of someone we loved, and whilst, […].

Competition 150

Competition Strategy Sales 150

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? ” Example 2: Selling Sales Consulting. Keep reading!

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Top of Funnel Scale Film Lead Generation 230

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 4. Make your key objective to help the customer, not to close a sale. And the basics of selling are….? salespeople today don’t execute on the basics. 5. Know your prospects.

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Selling Skills Negotiation Sales Leadership Margin 317

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals. Decrease the cost of sales. That got me thinking.

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Referrals Cold Calling Webinar Metrics Inbound 385

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams. Create a plan.

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Face-to-face Automotive Webinar Metrics Conference 197

No More Cold Calling

MAY 17, 2019

That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. It doesn’t matter how long you’ve been in sales. After all, it’s easier to just pester strangers with social media sales pitches.

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Referrals Scale How To Cold Calling 327

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. But very few came from sales. In fact, they think sales is a four-letter word. The Sales Avoidance Phenomenon. These are all important considerations for a small business, but without sales, there is no business.

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Small Business Small Business Referrals Hiring 316

Zoominfo

JUNE 12, 2019

The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.

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Influencer B2B Social Media Twitter 188

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

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Hiring Webinar Metrics Forecasting Proposal 260

Anthony Cole Training

MAY 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

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Sales Process Study Hiring Sales 311

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

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Conversion Ideal Customer Profile Customer Face-to-face 117

The Pipeline

OCTOBER 4, 2021

Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement. He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems.

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Segment Webinar Metrics Conference Sales Enablement 173

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. If timed and executed effectively, content can push your prospects through your sales funnel until they become a customer. Do the same with your sales team.

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Top of Funnel Lead Rank Lead Scoring Marketing 197

Babette Ten Haken

MAY 21, 2020

There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? In spite of all your pre-sales assurances.

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Revelation Face-to-face Retention Distribution 141

The Pipeline

JUNE 26, 2017

I had a couple of interesting conversations with two reps recently during a break in a workshop. Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career. The post You Are Where You Are By Choice appeared first on Renbor Sales Solutions Inc.

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ACT Quota Exact Consumer 223