Steven Rosen

MAY 4, 2017

Given limited budgets, you need to figure out how to maximize your ROI? According to The 2016 STAR Sales Manager Development Report , only 50% of sales managers are receiving ongoing development in core job skills. Why do most sales management training initiatives fail and what can you do to maximize the ROI? Can you relate?

Sales Management 276

Sales Management Hiring ROI Coaching 276

Sales and Marketing Management

DECEMBER 17, 2018

Teams excel at high-speed interactions, and they are especially successful when they are diverse in role and gender [Rock & Grant, “ Diverse Teams Feel Less Comfortable ” HBR 2016]. Organize the team to maximize effectiveness. Include people on the team whose diverse knowledge can contribute to the goals of the team.

Incentives 149

Incentives Incentive Compensation ROI 149

The Pipeline

SEPTEMBER 7, 2015

If you are in the first group, and invested the time and effort early in the year, and set yourself up for a bumper crop, you have two areas of focus, first to fully harvest and maximize your opportunities; second to set yourself up for success in 2016.

Harvest 120

Harvest Maximizer Pipeline Groups 120

Zoominfo

OCTOBER 13, 2022

Between 2016 and 2018, total US forest product exports increased from about $37.7 Zambo’s sales team could now analyze previous deals including missed opportunities, to identify areas of improvement and maximize the impact of their go-to-market motions. billion to about $40.9 billion, and AGL grew along with the rest of the industry.

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

DiscoverOrg Sales

AUGUST 19, 2016

Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1. In fact, it has been documented by SocialTalent in their 2016 Global Recruiting Survey that candidates are 25% MORE likely to respond to a phone call than a LinkedIn InMail. Cold calls.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Sales and Marketing Management

JUNE 16, 2017

Later, in 2016, ZoomInfo expanded the convenience – and popularity – of ReachOut by offering immediate linkage from Salesforce to ZoomInfo data and making ReachOut the first solution that similarly turns any corporate website into an instant prospecting tool.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

The Pipeline

DECEMBER 21, 2015

They were looking for pieces on predictions for big things in sales in 2016. This post was originally prepared for a site catering to sales professionals that I occasionally contribute to. I thought it would be a big thing if sales people started executing and selling, and having real forecasts rather than just predications.

Forecasting 120

Forecasting Territories Exercises Account 120

SugarCRM

JANUARY 30, 2024

Omnichannel Engagement McKinsey notes the importance of omnichannel engagement: “Across industries, customers use more than ten channels to interact with suppliers, up from just five in 2016, and two-thirds prefer digital or remote interactions.”

Lead Rank 26

Lead Rank Lead Scoring Analytics Channels 26

Hubspot Sales

JANUARY 28, 2020

Understanding when companies are interested in you — as opposed to when you're interested in them — helps structure the conversation in a way that is maximally helpful to the buyer. Editor's note: This post was originally published in February 2 , 2016 and has been updated for comprehensiveness. Stop disrupting, and start helping.

Inbound 99

Inbound Hubspot Case Study Cold Calling 99

Crunchbase

JULY 2, 2020

When UberEats first launched in EMEA in 2016, my team and I found ourselves immediately confronted with the challenge of scale. From 2014 to 2016, he served as Regional General Manager for Uber in Eastern Europe, Russia, the Middle East and Africa leading a team of 300 as Uber built and scaled its business in that region.

Outsourcing Services 52

Outsourcing Services Scale Hiring Face-to-face 52

Sales Hacker

OCTOBER 31, 2018

Maximizing Buyer Personas to Grow the Conversation. The volume of email content exported by marketers increased 18 percent between 2016 and 2017, raising the total emails to 30 billion in 2017 alone. Qualitative research into the opinions and behaviors of buyers helped 82 percent of companies exceed their revenue goals in 2016.

Email Marketing 68

Email Marketing Buyer Persona Marketing Lead Rank 68

Gong.io

NOVEMBER 11, 2022

That being said, maximizing your customer retention number — and growing each account — is often what matters to most CS teams. Gong customers have been using trackers since 2016. How do you maximize efficiency? With Gong, managers’ time is maximized by making it easy to gauge the quality of conversations and topics discussed.

Revenue 62

Revenue Customer Call-back Churn 62

Janek Performance Group

JUNE 20, 2023

This dedication to player development allowed the team to maximize the potential of their roster and build a strong foundation for sustained success. The team won three NBA championships in a span of four years (2015, 2017, 2018) and set several NBA records, including the most wins in a regular season (73 wins in 2015-2016).

Hiring 62

Hiring Lead Rank Sports Influencer 62

The Brooks Group

DECEMBER 2, 2015

Get tips on sales interviewing, finding the best fit for the role, and customizing coaching to maximize a new hire’s productivity. Check out the following posts on finding and keeping top talent: Build a Top Performing Sales Team in 2016. 4 Tips for Maximizing the Sales Hiring Process.

Hiring 40

Hiring Maximizer Exact Retention 40

Mindtickle

MARCH 21, 2017

Procore was featured on Forbes Next Billion-Dollar Startups 2016 and reached unicorn status on Dec 2016. They are selling skills, a definite approach to product and industry is being a powerful leader in that perspective, and then working efficiently with our technology and maximizing the results.

Sales Enablement 52

Sales Enablement Conversion Hiring Webinar Metrics 52

Mindtickle

MARCH 21, 2017

Procore was featured on Forbes Next Billion-Dollar Startups 2016 and reached unicorn status on Dec 2016. They are selling skills, a definite approach to product and industry is being a powerful leader in that perspective, and then working efficiently with our technology and maximizing the results.

Sales Enablement 52

Sales Enablement Conversion Hiring Webinar Metrics 52

Mindtickle

MAY 24, 2016

The session about sales efficiency and operations at the SiriusDecisions Summit 2016 was focused on helping define what sales operations is and look at the frameworks in place to help sales ops professionals. Maximizing return on value from investment in sales technology. Sales operations cross the entire sales ecosystem.

Sales Operations 52

Sales Operations Maximizer Sales Technology Buyer 52

Mindtickle

MAY 24, 2016

The session about sales efficiency and operations at the SiriusDecisions Summit 2016 was focused on helping define what sales operations is and look at the frameworks in place to help sales ops professionals. Maximizing return on value from investment in sales technology. Sales operations cross the entire sales ecosystem.

Sales Operations 52

Sales Operations Maximizer Sales Technology Buyer 52

The Brooks Group

OCTOBER 19, 2015

Make sure your reps eliminate any prospects that don’t fit the ideal customer criteria, and from there they can begin to prioritize and allocate resources to maximize profitability. Sales teams looking to hit their number in 2016 need the right territory planning skills in order to fill their funnel with well qualified prospects.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Connext Digital

JUNE 6, 2019

Since mobile device usage surpassed desktops in 2016, online marketers have chosen to maximize their efforts on the platform. The past few years have been opportune times for mobile marketing. How could they not, when stats show that consumers now spend more than five hours a day on their smartphones?

Advertising 75

Advertising Advertising Campaigns Ideal Customer Profile 75

Partners in Excellence

SEPTEMBER 15, 2016

” Instead, I was delighted by a meaty book that took me through all the thinking, planning, strategy, and preparation, necessary for the sales professional to maximize the impact on the customer. Bits And Pieces, March 12, 2016. Take your time reading it, get deep, mark it up, have your disagreements, and learn.

Closing 48

Closing Maximizer Up-Sell Relationals 48

Tenfold

JULY 18, 2017

More important than quantity, then, is following and maximizing each contact so that the time, cost, and effort put into each sale decreases. Podcast listening increased by 23 percent between 2015 and 2016. What Isn’t Working? Some of the most tried-and-true methods of marketing still work. Become social media savvy.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Sales Training Connection

APRIL 13, 2016

This is a story of customer focus and the importance of Value Maximization. ©2016 Sales Momentum ® LLC. Often in major sales there is a misalignment between the value you have proposed and the value perceived by the customer. Technorati Tags: sales best practices , sales strategy , sales training.

Proposal 50

Proposal Remedy Retention Maximizer 50

InsightSquared

MARCH 8, 2021

I recently joined InsightSquared in Q4 2020 after 4 years of consulting independently for small and medium sized businesses; I focused mainly on operational efficiency and maximizing profit. . What does choosing to challenge mean to you? I was eager to apply my experience to a new industry, specifically in technology and startups. .

Hiring 62

Hiring Sales Qualified Lead Construction Social Media 62

Connext Digital

FEBRUARY 5, 2019

In fact, a study reveals that in-app ads are projected to triple in value in the coming years, going from $72 billion in 2016 to $201 billion in 2021. It’s also important to have a proper data enrichment and analysis process to maximize its potentials and reach the right audience at the right time.

Advertising 49

Advertising Advertising Campaigns Top of Funnel 49

The Brooks Group

OCTOBER 28, 2015

Building pipeline so that their team is on track for a good 2016. Executing against small prospecting targets that can be accomplished quickly and without a lot of effort can maximize the time between projects and meetings, stimulating new opportunities. It’s the 4th quarter, and there are 2 things on every sales leader’s mind.

Pipeline 40

Pipeline Top of Funnel Scale How To 40

Sales Training Connection

JUNE 6, 2016

Or, when a new product is launched one could learn all the features and related information about the new product in a customized e-book and then learn to plan and execute sales calls on targeted customers in a classroom where practice and feedback in maximized. ©2016 Sales Momentum ® LLC.

Training 50

Training Study Negotiation Maximizer 50

LeadFuze

APRIL 23, 2019

Okay, a copybook maxim goes first: You know that a headline is the most powerful hook for the audience to decide if they want to click and continue reading your sales content. Now it’s time for another copybook maxim: When it comes to effective marketing, visual content calls the shots. 3 Use Sensory Words.

Marketing 74

Marketing Lead Rank Lead Scoring Consumer 74

Hubspot Sales

SEPTEMBER 19, 2018

of all job seekers started their own business in 2016. Women were starting 40% of all new businesses, and persons of color made up 40% of entrepreneurs in 2016. It’s about maximizing the opportunity presented by the question, “What’s next?” (source: Forbes ). source: HSBC ). source: Fortune ). source: Inc ).

Outsourcing Services 110

Outsourcing Services Licensing Hubspot Small Business 110

Hubspot Sales

SEPTEMBER 19, 2018

of all job seekers started their own business in 2016. Women were starting 40% of all new businesses, and persons of color made up 40% of entrepreneurs in 2016. It’s about maximizing the opportunity presented by the question, “What’s next?” (source: Forbes ). source: HSBC ). source: Fortune ). source: Inc ).

Outsourcing Services 109

Outsourcing Services Licensing Hubspot Small Business 109

Connext Digital

JUNE 6, 2019

Since mobile device usage surpassed desktops in 2016, online marketers have chosen to maximize their efforts on the platform. The past few years have been opportune times for mobile marketing. How could they not, when stats show that consumers now spend more than five hours a day on their smartphones?

Advertising 40

Advertising Advertising Campaigns Ideal Customer Profile 40

Partners in Excellence

JUNE 25, 2017

We needed to work with each segment in ways that maximized our shared success in addressing the goals of our customers. DB: You launched this shift in the Fall of 2016, what are the early results and learnings? In reality, each of those segments has distinctly different business models, as well as support needs.

Channels 85

Channels Segment Resources Distribution 85

SalesLoft

FEBRUARY 6, 2018

Over the course of the past year, Ceren has analyzed more than 200 million sales interactions which have occurred on the Salesloft Platform since January 2016. Ceren and Mitchell have published their research in an academic paper titled, “On Deriving Cadences via Engagement Score Maximization,” which is available here.

Research 64

Research Lead Rank Lead Scoring Distribution 64

Sales Training Connection

SEPTEMBER 17, 2015

As the fourth quarter begins, many VPs of Sales and Sales Training Directors will be focusing on closing Q4 strong and positioning their sales teams for success in 2016. Move a small group of dedicated trainers to each district to maximize the consistency of the sales training. A Classic – ’63 Corvette. Great events!

Sales Meeting 50

Sales Meeting Meeting Training Travel 50

Nutshell

JANUARY 21, 2019

Finding the ideal number of contacts to make in a set time period can maximize sales productivity while reducing employee burnout. With this information, you could also analyze if there’s a point at which too many calls or visits lead to a decrease in overall revenue. Connect Rates Across Outreach Methods (i.e., Activity Outcomes).

Lead Rank 81

Lead Rank Top of Funnel Lead Scoring Forecasting 81

Hubspot Sales

AUGUST 15, 2018

They'll ensure your pitch lands smoothly and maximize your chances of getting a reply. But in 2016, executive assistants are extraordinarily competent in a plethora of areas, and their duties extend far beyond administrative tasks. Here are nine tips for how to contact executives. How to Get a CEO's Attention. Use a gentle ask.

Decision Maker 96

Decision Maker Call-back ROI Scale 96

Hyper-Connected Selling

DECEMBER 11, 2018

How to Maximize the Last Week of December. In the 2016 year-end article, one of these tips was shared by a top sales coach, Jim Rosas. I went to my friends who were leaders in their fields to see how they were spending the last week of the year. And they didn’t disappoint. ” Grow in 2018.

Hiring 99

Hiring Top of Funnel Lead Rank How To 99