No More Cold Calling

OCTOBER 28, 2014

He asked if we’re all connected to our customers and explained how doing so helps sales professionals engage and build one-on-one relationships with buyers. My Greatest Learning Nuggets Dreamforce is not a sales conference. However, this year there was a sales track. Marc also spoke about the imperative to connect.

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. Implementing a successful sales transformation. A social sales organization could have prevented this.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

OCTOBER 14, 2013

It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization. The clients we have helped told us, “ Content Marketing is now our best Sales Rep.” This is not the only benefit of producing quality content. The sales team will be expecting more leads from you and sales enablement content.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. They are all leading indicators that can help you forecast success in 2014. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. What are your revenue objectives by each quarter for 2014? a. Sales skills. d. Sales planning. Review your marketing/sales operational teams. Are You Set Up?

Scale 80

Scale Compensation Hiring Lead Rank 80

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. If it is sales process improvement, Sales pays.

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. It can be a critical step in filling your sales pipeline with great opportunities. Hence, most people will stay where they are if the benefits to going through change are not large and obvious. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Sales and Marketing Management

NOVEMBER 6, 2014

Issue Date: 2014-11-07. Teaser: A highly customizable app that allows your team to pick and choose which videos to launch or what sequence of features and benefits to showcase is a huge advantage over typical PowerPoint or Keynote slides. Author: Gregg Hano, CEO of Mag+. Here are some tips to make your apps shine. read more'

Customer 196

Customer Video Benefit Sales 196

SugarCRM

JANUARY 7, 2014

You may first partner with us because we offer the best partner compensation and benefits in the industry. Customer Interaction Email Marketing Events Lead Nurture Learn Marketing Automation Nurture Marketing Sales CRM Social Media Website Tracking' Batman had Robin… You have SalesFUSION.

Benefit 35

Benefit Marketing Lead Nurturing Social Media 35

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

The ROI Guy

JUNE 4, 2014

If you were able to attend SiriusDecisions’ Summit, the Woodstock for marketing and sales enablement held this year in out hometown of Orlando, you were treated to significant research results as to the biggest challenges Sales faces over the next year.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face ROI 70

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” It’s especially true for sales roles where the timing to change jobs is predictable.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. As a Sales Operations leader, you must be allocating the right resources to training. Demand Sales Force Automation adoption. Turn your sales training into a competition.

Training 300

Training Sales Management Hiring Social Selling 300

The Sales Hunter

MARCH 11, 2014

Looking at this site got me thinking about product features and benefits. Customers buy benefits. Benefits are specific to the customer. Are you selling features and trying to disguise them as benefits? A benefit is not a benefit until the customer you dealing with says so. Sorry, but I don’t!

Microsoft 247

Microsoft Benefit Consultative Selling Software 247

Score More Sales

DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. We will improve messaging and be buyer-focused.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

SBI Growth

JULY 27, 2013

There are likely dozens of sales initiatives you can focus on to prepare for next year. You have the benefit of hindsight from last year. Here’s a way to help you save time when picking sales projects. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute.

Cancellation 293

Cancellation Territories Follow-up Forecasting 293

SBI Growth

NOVEMBER 4, 2013

Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? How should I be preparing to Make the Number in 2014 ? Sales Kick-Off is right around the corner – what am I going to do? As 2013 winds down, 2014 naturally ramps up. SKO is on the horizon.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

NOVEMBER 15, 2013

If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works? Something needs to change for sales to benefit from your marketing programs. You should.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. Change initiatives in Sales Operations take many forms.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. It has never been more necessary than it is heading into 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

SBI Growth

SEPTEMBER 1, 2013

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. How to Make the Number in 2014: A Sales Strategy You Can Execute.

Revenue 316

Revenue Hiring Lead Rank How To 316

SBI Growth

DECEMBER 3, 2013

A year ago at this time, you decided what sales improvement projects to pursue. Download the Sales Leaders’ Execution Guide here. You will receive the following benefits: Avoid the execution mistakes of the past. Accelerate the behavior change in your sales leaders. A detailed plan to drive sales rep adoption.

Groups 297

Groups Follow-up SalesForce Training 297

SBI Growth

AUGUST 15, 2013

Organizations that have achieved real sales and marketing alignment are as rare as unicorns. This is the time of year when leaders start mapping out 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Brainshark provides solutions for sales enablement.

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. You reduce the number of sales reps to cut costs. Are you skeptical you will realize these benefits?

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Zoominfo

OCTOBER 31, 2018

What are some benefits of B2B influencer marketing? Influencers, on the other hand, aren’t looking to make a sale through the interactions with their fan base. Increase sales and customer retention. Position your brand as an industry authority. Influencers have achieved their status by becoming experts in their fields.

Influencer 153

Influencer Marketing Hubspot B2B 153

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you are skeptical, ask yourself this: Which do you think is more likely to have a positive impact on your sales results next year — more women on your sales team or less?

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

JUNE 25, 2020

You would be correct, except the quote comes from a piece in Forbes in 2014, “4 Steps To A Successful Business Transformation.” Whether you give these leaders who benchmarking themselves against the past than the future, the benefit of the doubt for where we are now.

Sage 288

Sage Real Estate Skype Collateral 288

SBI Growth

SEPTEMBER 30, 2013

One of the biggest purchases a Sales Department makes is the CRM system. Companies that have successfully implemented a system tout benefits like: Increased rep productivity. More aligned sales reps and materials. And the sales team ultimately reverts to old habits. A skeptical, disappointed sales organization.

System 303

System CRM Compensation Pipeline 303

Allbound

AUGUST 8, 2018

Companies across all industries, though, are finding the benefits of strategic partnerships far outweigh the cost. These benefits only come to those who choose their partners wisely and establish strong relationships and a culture of sharing with their partners. Accelerate Growth by Scaling Your Sales.

Channels 48

Channels Benefit Scale Hiring 48

Allbound

AUGUST 8, 2018

Companies across all industries, though, are finding the benefits of strategic partnerships far outweigh the cost. These benefits only come to those who choose their partners wisely and establish strong relationships and a culture of sharing with their partners. Accelerate Growth by Scaling Your Sales.

Channels 48

Channels Benefit Scale Hiring 48

SBI Growth

AUGUST 3, 2013

The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The sales force neglected to utilize marketing developed sales support materials. Frees sales from day-to-day dependence on marketing for leads.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

The Sales Hunter

JANUARY 3, 2014

We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. Copyright 2014, Mark Hunter “The Sales Hunter.”

Closing 199

Closing Selling Skills Follow-up Sales 199

SBI Growth

DECEMBER 9, 2013

A critical issue you face as CEO is how to increase sales productivity. As you head into 2014, you have identified or hired your key sales players. The unknown factor is the crop of new sales reps. This does not even include hiring cost, HR admin cost, travel cost, benefits, etc. Sales Methodology Overview.

Hiring 301

Hiring How To Travel Face-to-face 301

SBI Growth

AUGUST 18, 2013

As a VP of Sales, you keep asking yourself “how do I get more leads for my team?” As a sales leader, you need a richer pipeline. Forward thinking companies decided that they needed a sales methodology. Those that were early adopters of sales methodologies enjoyed significant gains. You are frustrated. The methodology is.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Sales 2.0

AUGUST 17, 2014

The content of the webinar seemed very “Sales 2.0″ The webinar promised that these metrics were derived from analyzing thousands of real life sales calls and deriving the best practices. But before I could get to the webinar I got a follow up email from one of the company’s sales reps. ″ to me.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.

Coaching 112

Coaching Training Company Social Media 112

Sales Training Connection

JANUARY 15, 2014

But the study was about B2C sales. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. However, when we turn to our observations from hundreds of sales calls over the years, we believe there is merit to the argument. ©2014 Sales Momentum ®.

B2B 117

B2B Construction B2C Study 117