Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. Recruiting takes time and training new salespeople takes time, get a jump on your headcount. Salesperson Business Plans should include more than simple forecasts; they need to include goal setting, training needs, marketing activities and business objectives.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). The businesses who participated all have annual sales revenues between $10M and $1B. Others are predicting a strong 2015 for business as well. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Travel 198

Highspot

DECEMBER 3, 2019

Highspot is the only sales enablement platform that equips revenue teams with guidance on what to know, say and show in every unique customer conversation. “Highspot has a strong vision — to enable revenue teams to drive growth through great customer conversations,” said Doug Pepper, General Partner, ICONIQ Capital.

Revenue 52

Revenue SalesForce Microsoft Sales Enablement 52

DiscoverOrg Sales

DECEMBER 4, 2017

A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Vendor Neutral

JULY 30, 2021

Enabling Revenue Operations. Enabling Revenue Operations. Revenue operations, or RevOps, is a relatively new organizational role. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. In A Hybrid Working And Selling Environment.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

OpenSymmetry

MARCH 24, 2015

2015 started strong for us at OpenSymmetry in Singapore. With such great activity, we took part as a speaker and exhibitor at the Anaplan Hub in Singapore on 18 th March 2015. In particular, the Anaplan Revenue and Forecasting model demo garnered a lot of interest from booth visitors. Many showed a keen interest in our demos.

Cost Per Thousand 40

Cost Per Thousand Forecasting Revenue LinkedIn 40

The Pipeline

OCTOBER 9, 2014

They have decided that based on current numbers, they will need to cut budget for 2015, and her words, not mine, “training is on top of the cutting list”. Their growth plan is to go form the current revenue $350 million to $1.8 Sales Skills Sales Training Tibor Shanto' I’m game, I asked, and “what forced you to cut?”

Government 296

Government Face-to-face Incentives Incentive 296

Sales Training Connection

DECEMBER 17, 2015

All this means that sales training has moved closer to center stage and the spotlight is a little bit brighter than in yesteryear. Given these trends, we sat down the other day to analyze the sales training we have conducted over the last 25 years. They must co-own the sales training initative. ©2015 Sales Momentum, LLC.

Training 50

Training Report Lead Rank Lead Scoring 50

Close

MARCH 29, 2017

I joined them as employee #32 in the summer of 2015. Smartly.io is a fast-growing Facebook ad optimization solution for agencies and performance marketers. A few months later, our team had grown to double that size. Now, we’re almost 120 people, and we’re looking to hire 80 more.

Hiring 52

Hiring Account Revenue Facebook 52

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. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. You can train your sales managers on coaching. Time in field: 17% increase in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 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. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. You can train your sales managers on coaching. Time in field: 17% increase in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Your Sales Management Guru

OCTOBER 13, 2015

Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! My answer is simple; “it’s more critical when you are small to begin building management systems and tools because revenue and profitability are considered more critical in an organization. Training and Development.

Revenue 40

Revenue Hiring System Case Study 40

Score More Sales

JANUARY 9, 2015

Join hundreds of others who have already signed up for 5 Productive Strategies to Crush Quotas in 2015. Let’s all work together to make 2015 be the most PRODUCTIVE and effective in generating revenue, helping our teams, and hitting our goals. If you see a mention on Twitter about it, please re-share.

Webinar Metrics 120

Webinar Metrics Twitter Inside Sales Google 120

Awarathon

AUGUST 8, 2023

Mindtickle Mindtikle, a revenue enablement solution was founded in the year 2011. It focuses on sales readiness through sales enablement and training. Brainshark is a sales enablement and training solution that offers interactive learning content, seamless onboarding and training, and AI-driven scoring and feedback.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Zoominfo

NOVEMBER 1, 2022

In short, a lack of go-to-market plays — coordinated, repeatable processes that can be run across companies to deliver key results for sales, marketing, or revenue operations teams. If possible, use an existing pipeline review meeting to go over revenue-driving results.

Hiring 100

Hiring Intent Data Intent Scale 100

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? Step 2: Give sales reps the proper training. TimeTrade ).

How To 80

How To Quota Sales Enablement Survey 80

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 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. When it comes to discrimination, things can go wild.

Data 79

Data Hiring Guidelines Lead Rank 79

Sales Training Connection

DECEMBER 12, 2014

Recently Ian Altman published a Forbes article entitled – Top 10 Business Trends that will Drive Success in 2015. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Crunchbase

MARCH 1, 2023

She also spearheaded the creation of an inbound revenue generation engine, which has accounted for over 80% of Latana’s revenue for the past three years. As a leader, she has focused on building strong and diverse teams from the ground up that put people first, while also increasing revenue year over year.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Bernadette McClelland

JANUARY 11, 2017

One of those strategies is summed up by this very ‘relevant to 20th century sales leadership behaviour’ statement : “If officers are unaccustomed to rigorous drilling they will be worried and hesitant in battle; if generals are not thoroughly trained they will be inwardly quail when they face the enemy.”.

Strategy 150

Strategy How To Competition Energy 150

Customer Centric Selling

OCTOBER 5, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Darrelle Revis, recognized as the best lock-down cornerback in the game, chose to leave the Pats and return to the Jets prior to the 2015 season. Your Roadmap to Revenue Growth® awaits! Sales Tips: How Deep Is Your Sales Bench?

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Hubspot Sales

JULY 27, 2020

trillion in revenue per year. While women are launching companies at record rates, there are large revenue disparities between women-owned businesses and all privately held companies, as the $1.8 trillion generated only represents four percent of total private sector revenue. There are currently 12.3 generating $1.8

Sage 99

Sage Salary Scale Negotiation 99

SalesLoft

MARCH 24, 2015

.” Moderated by Chris Snell , Inside Sales Manager at Care.com , and lead by TOPO’s Chief Analyst, Craig Rosenberg , the webinar dove into specific examples of how the world’s fastest-growing companies use sales processes to drive exceptional revenue growth. TOPO (@topohq) March 18, 2015. Enforce your sales process.

Top of Funnel 52

Top of Funnel Sales Process Webinar Metrics CRM 52

Customer Centric Selling

DECEMBER 24, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Most companies pay salespeople on top-line revenue without regard for the amount of resources required. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Engineering 81

Engineering Sales Cycle Resources Sales 81

Janek Performance Group

MARCH 27, 2023

As a sales training company, we often hear from sales leaders who share their insights during discovery calls: “We can’t find any talented salespeople.” “No The core business challenges that are often at the root of these issues are with recruiting, training, and managing a high-performing sales team. No one can sell like me.” “My

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Your Sales Management Guru

NOVEMBER 7, 2016

Ask me for a template Ken@AcumenMgmt.com. ? Concerned about 2016’s tendency to not achieve quota each month or your inability to Predict Revenues? Does your sales team need new formal sales training ? Check out two sites for an online video training courses that offer low cost, mobile access and adult training methodology.

Sales Management 85

Sales Management Hiring Compensation Quota 85

Increase Sales

FEBRUARY 27, 2016

Buying a sales CRM will not magically increase: Revenue. With worker productivity falling sharply in the last quarter of 2015 at the fastest pace in over a year (Source: U.S. Then add in the ineffective recruiting, hiring, onboarding and sales training, SMBs are bleeding additional profit dollars. Repeat business.

CRM 70

CRM Hiring Twitter Facebook 70

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. A critical success factor for 2015. As I stated, I would recommend this book to you, add to your 2015 sales training program.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

No More Cold Calling

OCTOBER 30, 2016

You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. In 2015, 43.6 Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. However, a few critical sales challenges remain.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Hubspot Sales

MARCH 20, 2018

Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017. While freemium might not be the right strategy for every software business, 2015 saw approximately 22% of businesses adopting a freemium model. But did you know this happening in sales technology now too?

Lead Rank 89

Lead Rank Trends Lead Scoring Outsourcing Services 89

LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. ” The KPIs that matter to us are revenue growth, sales cycle, conversion rates and lead attainment on MQLs.” They need to know how to lay the tracks and direct where the train goes. Are we growing? Is it in a healthy way?

Hiring 52

Hiring Scale Banking Hubspot 52

Vengreso

MAY 28, 2020

What are the ongoing costs to support these tools and what training is required to maximize them? However, I’ve learned that it’s important to track more than revenue outcomes. In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. The result?

ROI 122

ROI Sales Tools Tools How To 122

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. For technology solution / service providers, revenue growth remains a challenge. Although the current forecast is lower than the original 3.2%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Platinum Rules for Success

DECEMBER 27, 2017

So this week on Platinum Rules for Success, we look back at our 2015 conference with a very special video presentation of sales speaker Jim Cathcart ‘s keynote “Increase Your Sales Velocity” Jim explains that successful sales is predicated on goal-setting, focus and momentum.

Video 66

Video Conference Coaching Sales Coaching 66

Your Sales Management Guru

OCTOBER 3, 2016

This secret I thought was very interesting as most sales managers either don’t train enough or train very poorly on sales skills, sales operations or product/industry information. The balance of Sales Managers probably train too much early in the salesperson’s life and then fail to reinforce effectively. Ken@AcumenMgmt.com.

Hiring 92

Hiring Travel Compensation Coaching 92

MEDDIC

MARCH 11, 2022

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. The MEDDPICC leverage is about using the MEDDPICC ® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Vengreso

MARCH 22, 2022

The best companies always look for top talent and understand how hiring salespeople impacts their revenue growth. Want a better chance to close more deals and increase your revenue. Want to train and develop talent in your company. However, investing in the right sales training has a 353% ROI.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98