Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

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." In the predictor tool, you will also learn: Why short-term financial returns can be deceiving. Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. Failure here.

Hiring 267

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

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Now that productivity is defined, you need to identify the tools they need. Training should be focused on helping your sales reps identify prospects and close deals.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales leads are never followed up on. Find out if they have any questions for you as they plan for 2014. Then your sales force needs the right tools for success.

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. 2. Sales managers are the biggest problem. They were once top sales people. Let me know.).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Hubspot Sales

JUNE 8, 2020

You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.

B2B 92

B2B Ideal Customer Profile Top of Funnel Prospecting 92

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. When you register, you’ll also receive the Reinforcement Framework Tool. Creating tools.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Even though women make up 50% of the population, most companies’ sales forces only include about 25% women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI Growth

JUNE 30, 2013

Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time. The sales manager owns the process and is paid on average ramp time. Call to Action: Prospects are taking meetings again. Your 2014 quota is going up. You are going to need to hire new sales reps.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. According to HubSpot Sales Manager Korina Ortiz , sales professionals need to avoid holding onto outdated positioning statements in 2021.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

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

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Need more sales management resources?

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

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 Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. So, what tips do you have for sales reps looking to be more productive and get more done? There are a million tools out there (Zoominfo) to help with that. Reason Number Five: He runs A Sales Guy U. KeenanTakeover ”.

Journal 171

Journal Case Study Influencer Sports 171

Crunchbase

DECEMBER 11, 2020

Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. In fact, implementing a data-driven sales approach can make a business 6 percent more profitable than their competitors. He is passionate about culture, sales and customer experience.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI

APRIL 9, 2014

One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg. They’re also a 2014 SIIA Codie Winner. The tools to help you execute a game-changing strategy without breaking the bank. Who makes the decision?

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Integrate your CRM, webinar management and more, most with one click.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Lead Rank Benefit Follow-up 71

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Lead Rank Benefit Follow-up 71

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. Sales Activities. This should span everything from the sales presentation to closing techniques. Prospect qualification. Sales presentation.

Webinar Metrics 121

Webinar Metrics Strategy Hiring Hubspot 121

Sales and Marketing Management

JUNE 1, 2018

Storytelling has stood the test of time as a critical skill in sales and marketing?—?and and withstood the emergence of high-powered tech tools that promise to put so many aspects of engaging customers on automatic pilot. They are more often directly engaging with prospects and growth-opportunity customers.

Marketing 226

Marketing Telemarketing Scale Education 226

No More Cold Calling

MARCH 5, 2015

It’s what great salespeople do all the time—whether we’re online, on the phone, or meeting with clients and prospects in person. Social engagement simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise with clients and prospects. But it is not the place for a sales pitch.

Networking 120

Networking Social Media Referrals Cold Calling 120

Platinum Rules for Success

DECEMBER 26, 2018

You can be well prepared with information and sales tools, but if you are not in the appropriate frame of mind, or if you do not appear professional to the buyer, you might not get the sale. Targeting explores the markets or groups you may target as prospective buyers. At its lowest level, this is a sales pitch.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Miller Heiman Group

JANUARY 21, 2020

Sales support activities include sales enablement (which continues to fall under operations in several sales organizations), proposal support, pricing, lead generation and prospecting. Integrate Your Sales Technology Stack with Your CRM. This is also true for sales forecast accuracy.

Sales Operations 75

Sales Operations Forecasting Sales Forecasts Sales Technology 75

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Sales Hacker

DECEMBER 14, 2021

Using available tools to strengthen culture [22:31]. Traditional tools don’t work in a hybrid sales world. Record your webcam, your screen, or both to make prospecting videos, follow ups, product demos, and other communication that drives virtual selling. They need actionable insights and tools to do that.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

Hubspot Sales

JANUARY 17, 2018

Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. In the Arena.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

No More Cold Calling

MAY 21, 2015

Measure the right sales activities, manage to those activities, and coach your reps on the behaviors that turn those activities into revenue. percent of sales reps made quota in 2014, according to the CSO Insights Sales Performance Optimization study. Have you checked out the prospect’s LinkedIn profile?

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Your Sales Management Guru

JUNE 1, 2015

Last week while working with a client we discussed this topic in great detail and when I reviewed our Trade Show Planning tools from our Sales Management Tool Kit they were amazed at what they were not doing in planning and executing at their events. Need more sales management resources?

Trade Show 40

Trade Show Lead Rank Lead Scoring Lead Capture 40

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools. Marketing/Sales Integration. Sales Automation/Tools. Marketing Automation/Tools. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid.

Fashion 90

Fashion Face-to-face Analytics Social Media 90