Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

No More Cold Calling

SEPTEMBER 15, 2015

If, for example, you are trying to close a complex sale, prospective clients probably won’t take your word alone as proof your company can seamlessly deliver on your proposal. You might need to hold a meeting where your client hears it directly from the horse’s mouth, necessitating involvement from non-sales colleagues.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” Sales Enablement. ????Revegy, Blog Article.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Sales Training Connection

APRIL 10, 2015

We talked and learned that he wasn’t interested in working on sales skills, sales strategy, or even sales presentations. Fortunately, the salesperson had a sales manager who was helping in those areas. What the salesperson was interested in was: How can I do a better job managing my time?

System 50

System CRM Account Training 50

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? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ My goal with this article is to help you find the next Lyft (no pun intended). Instead of asking, “ Who should I be prospecting into? ” We were working with a vendor, and one of the sales managers was on the call.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. You need a sales engagement plan to deliver those touches. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. As it worked.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Hacker

APRIL 24, 2018

While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams.

Data 53

Data Hiring Margin Demand Generation Targets 53

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. What did we change?

Hiring 100

Hiring Scale Ideal Customer Profile Lead Rank 100

Customer Centric Selling

FEBRUARY 23, 2016

As deals slip and wins are sparse, sales confidence dips with the sales rep, sales leaders, and even other departments like marketing and finance. Forecasts are used by reps, sales management, and executive teams to predict upcoming revenue, plan expenses, and make hiring decisions. Inaccurate forecasting.

Pipeline 40

Pipeline Lead Rank Lead Scoring Infor 40

Crunchbase

MAY 14, 2020

Why Jordan should be on your radar: It’s probably a good idea to get used to seeing Jordan Arogeti on these sales leaders lists. From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. Director of Collegiate Sales at Teamworks. Enterprise Sales Manager at Figma.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Sales Hacker

AUGUST 9, 2018

In this article, I’ll break down how to stay motivated in sales as an AE, especially if you’re in it for the long haul. Sales Is a Grind. To say that sales is a grind, would be an unfair understatement. I have been in sales for almost 5 years now, and there’s not a day that goes by where I don’t realize it.

Motivation 54

Motivation Hiring How To Call-back 54

Cience

NOVEMBER 20, 2019

Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. Tip : You’re using prospecting techniques. Check if your prospects post something about the upcoming event on LinkedIn.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Customer Centric Selling

JULY 8, 2015

As a sales manager, I learned a long time ago that train wrecks happen a month at a time. Doing some simple math on a monthly basis can allow a sales manager and a salesperson to do some sanity checking as to the likelihood of attaining quota for the year. Most sellers are now halfway through 2015.

Lead Rank 40

Lead Rank Quota Sales Cycle Pipeline 40

Tony Hughes

FEBRUARY 20, 2018

Launch your own LinkedIn group and host it curating it with great articles and posting provocative questions. Publish wild articles in LinkedIn Publisher and push yourself to reach the 1,700 word (7 minute read mark). It's not always accurate but it's a good way to at least get a quick read on prospects from inside Gmail.

LinkedIn 66

LinkedIn Ideal Customer Profile Twitter Hiring 66

Close.io

SEPTEMBER 4, 2019

Once you’ve identified the sales metrics you want to monitor, you need to uncover where this data currently resides. This could be your sales CRM , an Excel doc, Google Sheets, customer service software, or some other sales management tool. Create a quick list of all your sales metrics and their source to work off of.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Turning the camera on to the customers to garner their insight is a great way to align sales and marketing. I would say, open source the group.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63