Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). Most importantly, no sales messages to links being posted to selling websites or marketing videos. This Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Chorus.ai

APRIL 21, 2020

And I suddenly found myself facing an unexpected and significant challenge: I had to onboard five new BDRs for Chorus without any physical space for convening and training. Even better: four of the five rookies were already booking meetings before the last week of training was over! So, how did we do it?

Ideal Customer Profile 62

Ideal Customer Profile Hiring Face-to-face Buyer Persona 62

Sales Evangelist

AUGUST 9, 2020

The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales since 2015. As he recognized the increasing need for sellers to be tech-savvy, he wrote Virtual Selling and realized that there is so much more than integrating videos in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Watch the Video. Here’s a print version… The REPLY Method For Cold Prospecting. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Hubspot Sales

JULY 13, 2023

Since it requires a solid understanding of current AI technologies, sales reps should also be trained on how to use AI, troubleshoot issues, and detect when AI is underperforming. For example, a face recognition system can be trained to detect white faces more quickly than their darker counterparts.

Data 80

Data Hiring Guidelines Lead Rank 80

Your Sales Management Guru

JUNE 27, 2016

Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. When he understands how the salespeople are trained and sees firsthand the changed relationships they have with their clients he begins to believe-so much that he uses the sales training idea’s to improve his own “social dating opportunity”!

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Marc Wayshak

JUNE 22, 2021

Pay attention to the new psychology of selling in today’s market, and you’ll become much more effective every single time you’re in front of a prospect. In this video, I’m going to take the guesswork out of sales psychology for you. What you learned in 2015 is now old-school. Bring some insight to the table.

Marketing 75

Marketing Face-to-face Discount Up-Sell 75

Nutshell

AUGUST 24, 2018

It’s where the tide is turning, due to higher productivity and the ability to reach more prospects. Video conferencing tools are particularly important, given that many sales teams today utilize them as the primary means of making final presentations to save time and money on travel costs. Learn to play well with others.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

SBI

AUGUST 22, 2019

.” “We use this feature every day internally — our sales managers use Recommendations to uncover calls with coachable moments, while our reps use it to handle crucial deals and personal training,” said Joe Caprio, VP of Sales at Chorus. Video Reviews. About Chorus.ai. There is a section that states. Sales Enablement. ????Revegy,

Coaching 57

Coaching Hiring SAP Lead Rank 57

Pointclear

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Your Sales Management Guru

SEPTEMBER 26, 2016

Are you building value-Why Should a Prospect See You? What make it better is he then provides potential scenarios, examples and test situations where any salesperson can relate to their current list of prospects. Are you working the right opportunity-4 Questions to Test the Deal. Do you have a Plan?-A A Checklist to Validate it.

Closing 40

Closing Relationals Sales Cycle Quota 40

Sales Evangelist

JANUARY 3, 2019

This podcast started five years ago after Donald attended sales training to try to improve his performance. After Donald jumped ship from his full-time job in 2015, this lifestyle business allowed him to travel and speak in different parts of the country, and it all stemmed from the training and consulting that has developed.

Video 60

Video B2C Benefit Call-back 60

Growbots

MAY 22, 2018

It’s time to invest in your SDRs’ training to generate better results. SDR stands for Sales Development Representative and is a person that focuses solely on outbound prospecting. An SDR’s job is to free the sales executives of the time-consuming task of prospecting so they can spend more time selling to qualified leads.

Face-to-face 40

Face-to-face How To Lead Rank Lead Scoring 40

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. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. Think relationship selling, sales prospecting, and lead nurturing all rolled into one.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Your Sales Management Guru

NOVEMBER 21, 2016

Because of this I wanted to share an easy sales driven prospecting system that can ensure your sales pipeline does not shrink-ever! Action steps include: 1) Refine their prospect database to reflect the A, B, C Ideal client profile concept. (See His blog has been rated in the sales blogs in the world!

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Tenfold

AUGUST 30, 2017

According to a 2014 survey conducted by Google and research company Millward Brown Digital, millenials make up 46 percent of prospective B2B buyers. Mobile phone usage extends to work places and social gatherings; and includes requests for bids, product comparisons, video viewing and contacting the vendor. Smart, Targeted Channel Mix.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Your Sales Management Guru

APRIL 20, 2016

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. Identify Roles of prospects Team. Submit Findings to prospect along with appropriate Case Study. The Results! Or after it is completed?

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Your Sales Management Guru

OCTOBER 24, 2016

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Doing the countdown adds urgency to the process for you and your prospects. Can an existing client, vendor contact, or strategic partner help create credibility with prospects? Keep prospecting.

Compensation 40

Compensation Pipeline Vendor Sales Management 40

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Dave Brock says it the best ever: Prospecting is the New Prospecting ! Don't just install it, train your people on it thoroughly, weekly and quarterly. I prefer a cell phone to show localized caller ID so prospects actually pick up.

Social Selling 66

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

Your Sales Management Guru

MAY 23, 2016

You might enjoy this video on Building a High Performance Culture : Different types of contests will help you achieve different goals. If your sales typically slow down over the summer, try launching a prospecting activity contest in March, April and May. If it isn’t fun, it isn’t selling”. Overcoming seasonal slumps.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

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. Everyone in marketing should get trained on Challenger Sales and everyone in sales should study The New Rules of Marketing and PR.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! In addition, such a tool helps a salesperson and sales manager, who are looking at planned activities far enough ahead, to ensure that consistent activities are in place to build pipeline values that will provide enough prospect opportunity to exceed individual quotas or personal goals.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

SEPTEMBER 12, 2016

Prospecting: The Ability to Open Relationships and Create Opportunities follows in chapter 12. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. He touches on key topics but moves the ball up a level and makes the content current to our time.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

Your Sales Management Guru

SEPTEMBER 28, 2015

Call volume matters with web leads too, but calling warmer web prospects offers some smarter-not-harder shortcuts. We qualified nearly twice as many prospects (39.6% More than half the prospects who request follow-up on our site will now hear their phone ring within 1 minute. Definitely not. Your Thoughts?

Follow-up 40

Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. Comes straight from a 3 rd party, such as independent analyst research, customer success stories and “voice of customer” videos.

Objections 87

Objections Real Estate Face-to-face Buyer 87

Your Sales Management Guru

OCTOBER 6, 2015

These “influencers” may be consultants that work in the same market or leverage the same prospect base, accounting firms, bankers, industry analysts. Increase your investment in training – sales skills, product/service knowledge. Schedule ongoing training programs. Focus on increased levels of training for six months. .

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Crunchbase

MAY 14, 2020

From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. Lauren shares 10 things you probably didn’t know about #GirlsClub in this video. . If you’re looking for insight from Trish on sales development, she recently chatted with Dan Hersch on the Engaged Prospect podcast. .

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Tony Hughes

FEBRUARY 20, 2018

It's not always accurate but it's a good way to at least get a quick read on prospects from inside Gmail. Train your content dragon! Watch the trending keywords of "most searched" in Top 25 Pulse like Big Ideas 2015 and your write titles based on them. I need to get going on video blogging. Grew my followers 3X.

LinkedIn 66

LinkedIn Ideal Customer Profile Twitter Hiring 66

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. By 2015, businesses had begun transitioning to VoIP calls or already had IP telephony in their office. Until COVID-19, more than half of sales — 52.8

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. By 2015, businesses had begun transitioning to VoIP calls or already had IP telephony in their office. Until COVID-19, more than half of sales — 52.8

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

Allego

MARCH 9, 2023

Back then, Allego joined the space with the goal of helping sales teams improve their messaging via video coaching on mobile devices. Yuchun Lee: As a business, we started out in helping organizations fine-tune their sales messaging and gain fluency for all the sellers, leveraging technology such as video and mobile devices.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

Sales Hacker

JANUARY 23, 2018

Still holds to be our most popular YouTube video to this very day. 2015: The Sales Stack Conference. In 2015 we ramped up. And in the Fall of 2015, we ran our first 1000 person Sales Stack conference. Here’s Aaron Ross speaking at our first ever NYC event in 2014. We kept pushing and knocking on doors.

Conference 92

Conference Webinar Metrics Hiring Vendor 92

Hubspot Sales

MAY 12, 2022

It helps you connect with customers, become more visible in your industry, shape your reputation, leave a lasting impression during online and in-person networking, and sell more to target prospects. No matter what they're buying, prospects know they can get a similar product or service from another vendor. Seeking a training gig?

Ideal Customer Profile 136

Ideal Customer Profile LinkedIn Hiring Hubspot 136

Sales Hacker

OCTOBER 7, 2021

In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Time to take notes.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

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