Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. About the Author.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

SBI Growth

AUGUST 13, 2013

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. Through an informal or formal assessment, you’ve found sales improvement needs. Who Should Pay?

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

Territories 308

Territories Compensation Buyer Google 308

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. Now he’s got a new book focused on sales , The New Rules of Sales and Service. I asked David what a sales person should do in a company that has not yet embraced these new behaviors (social selling).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." For example, reduce new-hire ramp time by 20%. For example, set a goal of increasing qualified leads by 10% in 6 months. An initiative to align territories based on sales rep potential attracts A players.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. During the recent downturn, many sales forces benefitted from a uniquely capable labor market. Unemployed Gen-Y workers from hard-hit sectors like financial services turned to sales as a new career direction. Parallel Worlds.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To The tryout works well across a variety of Sales roles. An example of past work is not a substitute.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. There are no big marketing costs. The examples are dated, but the methodology is the same—because it works.

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

SEPTEMBER 8, 2014

I''ll be speaking at Inbound14 , September 17, and I''ll be talking about How to Hire Great Inbound Sales/Marketing people. Just like the first example, the difference is subtle but your motivational approach would be different. Responds better to being pushed by the sales manager - or prefers to push himself?

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

SBI

JULY 29, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Training Connection

JANUARY 8, 2014

We train and coach and provide salespeople tools in many areas: call execution skills, sales strategy, business acumen, sales negotiations – but we tend to provide less help in how to run a meeting. The quality of sales team meetings we’ve observed vary significantly. Call Management. ©2014 Sales Momentum ®.

Meeting 116

Meeting Call-back Distribution Software 116

Zoominfo

APRIL 16, 2018

We’ll let this example speak for itself. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then.

Journal 171

Journal Influencer Case Study Sports 171

Your Sales Management Guru

OCTOBER 20, 2014

This exercise can be valuable for many reasons that impact sales, marketing and operations. 15% of clients= make up 65% of sales=A. 20% of clients= make up 20% of sales=B. 65% of clients= make up 15% of sales=C. Examples might be: What are the total revenues? What vertical markets? How many employees?

Demographics 84

Demographics Analysis Margin System 84

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Integrating a proven mobile solution in support of accelerated onboarding and product launches, for example, ensures success.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again.

Account 98

Account Customer Lead Rank Lead Scoring 98

Sales Training Connection

AUGUST 22, 2014

Sales Simulations. In most markets, customers are significantly changing how they do business. However, the more important point for those in sales leadership roles is this period of change is unlikely to settle down into a new stable buying environment. Focus on the pivotal job first – the front-line sales manager.

Pivotal 89

Pivotal Health Care Trends Training 89

Sales Training Connection

MAY 12, 2014

Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They purchase CRM systems and commit time to working with Marketing to achieve better coordination. Sales Training. ©2014 Sales Momentum LLC. .

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Sales Training Connection

JULY 23, 2014

Sales reps need to make sure they are optimizing the use of the resources provided by internal Marketing and Sales Enablement functions. A best-of-breed example is Sweetspot. One answer for being among the former is to increase the sales intelligence of your team to enable them to make a difference that matters.

Conversion 121

Conversion Industry Strategy Education 121

Your Sales Management Guru

NOVEMBER 17, 2014

In closing, provide examples of solutions accepted by others the persuader respects. During your closing, provide examples of others that have accepted the solution, use a low-key, assumptive close to assist them with their goals; avoid hard, “ask for order” selling and help them to make a positive decision.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Hubspot Sales

JANUARY 17, 2018

Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Bowery Capital has been producing this show since 2014, so there’s a lot in the archives.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

LeadFuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. With the role of HR Manager.

Hiring 52

Hiring Lead Rank Scale How To 52

Close.io

AUGUST 21, 2019

Founded in 2008, Twilio reached $100 million in annual revenue in 2014 and $600-plus million in 2018. For example, anytime you receive a text message from Uber or make a phone call to one of their drivers, you’re using Twilio. Platform startups often struggle to nail niche markets because customers can do so many things with it.

Customer 91

Customer Lead Generation Marketing Qualified Lead Health Care 91

Hubspot Sales

JUNE 8, 2020

Being there for the buyer at the right time, with the right information, advising the sale, and looking at the pipeline in its entirety should be the top priority. Both of these metrics originate and have roots in the sales process. Marketing automation and sales enablement tools are an absolute must.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Your Sales Management Guru

APRIL 23, 2015

This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. The velocity of the sale or length of time it has been in the funnel is 90 days longer than the average velocity for your business.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

SBI

JUNE 3, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Integrating a proven mobile solution in support of accelerated onboarding and product launches, for example, ensures success.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Your Sales Management Guru

APRIL 6, 2015

The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. Need more sales management resources?

Sales Process 40

Sales Process Benefit System Sales Management 40

Your Sales Management Guru

FEBRUARY 23, 2015

In addition throughout the book they offer strategies to help the executive handle various situations, for example: Strategies for Not Being and Looking Arrogant. This book is a great read for the first time manager and it would make a terrific book for an organizations management team to read and discuss.

Lead Rank 40

Lead Rank Lead Scoring Networking Influencer 40

SBI

JANUARY 13, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Most traditional sales contests have three problems.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Tenfold

NOVEMBER 29, 2017

Whether you do inbound or outbound marketing, the quality of your database and lists has a huge impact on your results.”. Once you observe compromised sales data, you need to take action. Flawed sales and marketing automation : Data helps you gather more data through sales and marketing automation tools.

Forecasting 47

Forecasting Data Lead Rank Margin 47

Sales Hacker

JUNE 9, 2020

How to reassess the market for now and for later. Subscribe to the Sales Hacker Podcast. How to reassess the market for now and for later [31:43]. We’re about a $3 billion market cap company in the human resources space. We went public in 2014. Who is Barrett Boston and what is TriNet. We’re on iTunes.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Sales Hacker

NOVEMBER 3, 2020

I would say that we come at the market with an entrepreneurial mindset because I am one. So I’ll give you a good example, I invested in the first axe throwing company on planet earth that actually started in Toronto. It started in a backyard in 2006; I invested when they had one location in 2014.

Scale 69

Scale Call-back Hiring Company 69

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Sales Hacker

MAY 8, 2018

This article talks about how to become a sales manager in 5 crucial (and doable) steps. For example, one of the biggest issues within sales is the gap between sales and marketing. You could spend some time, maybe one day per month, with marketing. Sales (and any promotion) is very similar.

Sales Management 47

Sales Management Promotion Follow-up Construction 47