No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Study Sales Management 273

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Study Sales Management 261

Sales Training Connection

APRIL 20, 2015

Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

JANUARY 5, 2015

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. ©2015 Sales Momentum, LLC.

Sales Management 50

Sales Management Pivotal Coaching Account 50

Sales and Marketing Management

MAY 1, 2017

Author: Erica Abt One of the most common complaints of frontline sales managers is employee turnover. After pouring loads of time and effort into onboarding, coaching, and engaging sellers on their team, frontline managers feel defeated when they hear “I’m leaving.” Offered a better compensation package. Bad Leadership.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

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. as outlined here.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

SBI Growth

SEPTEMBER 22, 2013

Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Asking a couple of sales reps does not constitute understanding the buyer. Having one sales manager on the implementation team is just checking the box. User buyer examples: Sales reps by vertical.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

HeavyHitter Sales

OCTOBER 20, 2015

      The structure and effectiveness of the sales department will mirror the sales management style of its leaders. This is because sales leaders naturally imprint themselves on their organization. Martin has worked closely with hundreds of vice presidents of sales. Over the past decade, Steve W.

Webinar Metrics 60

Webinar Metrics Comparison Sales Forecasts Forecasting 60

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. A critical success factor for 2015.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Your Sales Management Guru

SEPTEMBER 26, 2016

I especially enjoyed how James takes the reader from sharing information on his personal sales background (helps everyone relate to the challenges in selling) to research on High Value Selling vs Lower Value Selling and how the closing process and the sales process must change with high value offerings with levels of success up to 42%.

Closing 40

Closing Relationals Sales Cycle Quota 40

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. Totally OK. In the UK, also OK.

Hiring 100

Hiring Scale Ideal Customer Profile Lead Rank 100

Pipeliner

DECEMBER 13, 2017

In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes. Since 2015, research by Demandbase has indicated that most marketers believe account-based marketing (ABM) is a “must have.” Account-Based Selling Continues Its Return.

Trends 105

Trends B2B Account Based Marketing Churn 105

Platinum Rules for Success

DECEMBER 26, 2018

This week on Platinum Rules for Success, sales expert Jim Cathcart pulls back the curtain to reveal today’s primary sales competencies and the reason WHY for each. Building on the eight primary sales competencies tested by that ground-breaking assessment, Jim Cathcart reminds us to remain focused on the true purpose for each.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Sales Training Connection

JUNE 3, 2015

Sales Coaching. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens. . Reinforces Sales Training.

Sales Coaching 50

Sales Coaching Coaching Scale Fashion 50

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.” About Chorus.ai.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Sales Training Connection

MAY 15, 2015

According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue. Companies have researched the competitive options, eliminated a few and have become informed about the products and services of the remaining alternatives. Sales Management.

Scale 50

Scale Buying Cycle Survey Sales Coaching 50

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Achieve Better-qualified Sales Leads.

Territories 70

Territories Software Software Benefit 70

Allego

APRIL 27, 2018

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? Top sales reps get all the glory—they sweep awards ceremonies, they snag bonuses, etc.

Video 48

Video Retail Banking Report 48

Crunchbase

MARCH 1, 2023

Mary Shea VP Global Innovation Evangelist, Outreach Mary Shea produces thought-provoking research on the sales technology landscape, the future of buying and selling, and the importance of having diverse, equitable and inclusive B2B sales organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Customer Centric Selling

MAY 30, 2016

However, other factors also come into play, such as sales rep performance, company reputation, service and support, and pricing. Product Managers look for feedback about product and service effectiveness. State of Win Loss Research Highlights Increased Competition. Visit https://www.primary-intel.com/industry-insights/.

Fashion 40

Fashion Competition Analysis Vendor 40

No More Cold Calling

SEPTEMBER 15, 2015

I respect and admire Carol’s approach to negotiations and her unwavering commitment to research-backed data. The following is Carol’s advice for women in sales: “As clunky as it can seem, sometimes negotiation must be a team sport. © 2015, Negotiating Women, Inc. All rights reserved.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

Sales Training Connection

JUNE 1, 2015

Research tells us that most people have an aversion to idleness and a bias toward taking action – especially when facing uncertainty. How many sales managers have been on sales calls with sales reps that jumped into soon and talked too much about their product before understanding the breath and depth of the customer’s problems.

Face-to-face 50

Face-to-face Report Account Sales 50

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

JANUARY 12, 2015

McKinsey reported an interesting research study on leadership training. Although it related to leadership programs across functions, we thought the finding would be particularly important for Senior VP’s of Sales and Sales Training Managers. ©2015 Sales Momentum, LLC.

Sales Leadership 50

Sales Leadership Face-to-face Study Training 50

The Ultimate Sales Executive Resource

APRIL 30, 2015

This is the second post based on a keynote I presented at the 10 th annual RiiM conference in Paris on the beginning of April 2015. A researcher in California has discovered in one experiment that human interactions via electronic “social networks” release oxytocin, also known as “cuddle hormone” thus causing “good feelings”.

Networking 40

Networking Social Media Guidelines Face-to-face 40

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 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

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ Typically this occurs through a funding round that helps foot the bill for things like payroll, research and development, and endless La Croixs (we’ll discuss the various stages of a funding round shortly). Funding rounds.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

SBI

JUNE 3, 2015

Alinean, as a company, is a client of Smart Selling Tools and their solution is one of our Top Sales Tools of 2015. Here’s why I think everyone in Sales and Marketing should read this book. It’s filled with valuable research statistics that you need to know from companies like Sirius Decisions, MHI Global, IDC, and more.

Lead Rank 50

Lead Rank Lead Scoring Discount ROI 50

Allego

FEBRUARY 7, 2023

“As the market has matured, people are coming to the realization that you can’t have 25 tools in your tech stack because it’s just overwhelming,” said Mark Magnacca, co-founder and president of Allego, during a recent webinar, New Research: The State of the Sales Tech Stack in 2023. I think CROs have gotten that message.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

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. Enterprise Sales Manager at Figma. Nathalie Marchino. Crunchbase , LinkedIn , Twitter.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Crunchbase

DECEMBER 6, 2021

Here, sales reps must uncover a prospect’s needs and show them how their product or service can address their pain points. It’s also crucial for a sales rep to be smart about their prospecting. That means pre-screening and researching leads to make sure they can truly benefit from their product or solution. Search less.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Allego

MARCH 9, 2023

. – Yuchun Lee, CEO and Co-founder, Allego And back in 2015, we realized the seller needs not just learning, but also how to leverage content effectively in their communication with buyers. Because I was rattling the cage in 2015, in 2016, in 2017, saying, “We’ve got to do content. But I have learned about the power of patience.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

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. Your research specialist or Sales Development Rep (SDR) will be looking for contact data of the event attendees based on it.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Your Sales Management Guru

SEPTEMBER 28, 2015

Research shows the average number of call attempts salespeople make to inbound leads is 1.3—far Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need more sales management resources? We qualified nearly twice as many prospects (39.6%

Follow-up 40

Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40

Sales Evangelist

AUGUST 30, 2019

I launched into the consulting side and helped businesses set up their sales teams. Eventually, that led to speaking opportunities and other things, so in 2015 I left my full-time job to do The Sales Evangelist full time. Then, I eliminated tasks that my team could do for me so I could focus on sales-related tasks.

Hiring 45

Hiring Cold Calling Face-to-face Social Media 45