Highspot

MARCH 13, 2024

Artificial Intelligence (AI) is reshaping sales, transitioning from a buzzword to a core component of how sales teams connect, predict, and work. Let’s explore how AI can become your team’s MVP, making your sales efforts more competitive. Why Do You Need AI in Sales? Why Do You Need AI in Sales?

Webinar Metrics 52

Webinar Metrics Strategy Lead Rank Lead Scoring 52

Vendor Neutral

MAY 24, 2021

Have you ever scrolled through a review page for a product or service? That’s why it’s so important that sales reps pay attention to assessing, demonstrating, and elevating relevance to their customers. Customers being 100% virtual has presented sales teams with a Rubik’s Cube style puzzle to rapidly solve. 2: Be human.

Ideal Customer Profile 94

Ideal Customer Profile Webinar Metrics Video Energy 94

BrainShark

OCTOBER 9, 2022

Planning an effective sales kickoff (SKO) event has never been easy, and it’s become even more complicated with virtual and hybrid options thrown into the mix. You can also survey the sales team to identify the top pain points or concepts they’d like addressed during kickoff. Step-by-Step Guide to SKO Planning. #1.

Hiring 62

Hiring Retention Objections Exercises 62

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. We’re going to help you also understand the B2B sales processes, strategies, and more.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Gong.io

SEPTEMBER 30, 2022

We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. We read those replies and distilled them into 21 tips and tricks you can implement now. Let’s start with 6 suggestions from Sales Directors. 6 Gong Deals best practices from Sales Directors. Sales managers don’t like surprises.

Lead Rank 62

Lead Rank Lead Scoring Hiring Coaching 62

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. These are buyers who are a good fit for your products or services. . With a proven sales prospecting process. In this article, we’ll explain what sales prospecting is and why it’s important.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Gong.io

DECEMBER 15, 2020

Your annual sales kickoff (SKO) is ALMOST HERE. . Excitement from sales reps!) . SKOs have long held significant value for sales organizations. They get everyone on board and fired up with new goals, products, and services. . They get everyone on board and fired up with new goals, products, and services. .

How To 127

How To Face-to-face Hiring Film 127

LeadFuze

OCTOBER 20, 2023

Get ready for some transformative cold calling tips and techniques. This isn’t about quick fixes but tested strategies used by successful sales professionals worldwide. What are the 3 C’s of cold calling? These strategies help sales reps build connections with potential customers effectively.

Cold Calling 52

Cold Calling Hiring Lead Rank Lead Scoring 52

Nutshell

DECEMBER 28, 2018

A 1:1 sales meeting provides sales managers and sales reps time for reflection and goal setting, as well as an opportunity for both sides to raise their concerns. As a manager, you shouldn’t look at your weekly individual meetings as simply a time to go over sales numbers. 1) Start by listening.

Sales Meeting 97

Sales Meeting Meeting Motivation Coaching 97

Chorus.ai

DECEMBER 11, 2019

Coaching is one of the most crucial aspects of a sales leader’s role. That suggests most sales reps aren’t getting the training they need to succeed which, in turn, can hurt the company’s bottom line. When the sales coaching process is broken, it prevents modern businesses from scaling kick-ass sales teams successfully.

Coaching 73

Coaching Hiring Scale Distribution 73

Hubspot Sales

FEBRUARY 21, 2020

A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%. If you have reps on your team who aren’t making their quota, parting ways with them can be the right move. Sales Burnout. Causes of Burnout for Sales Reps.

Hiring 132

Hiring Lead Rank How To Hubspot 132

Vengreso

DECEMBER 25, 2020

When used effectively, your LinkedIn Company Page can be your business’ content hub—the first thing that your target buyers see when they research your company’s products and services. Step #3: Optimize Native Content to Your LinkedIn Company Page. Step #11 (Bonus Tip!): Many still overlook the benefits your page can offer.

Paid Content 144

Paid Content LinkedIn Company Ideal Customer Profile 144

Sales Hacker

MARCH 4, 2020

The founders often have lofty goals, minimal structure or direction, and the company is just beginning to build out its sales motion. So without further ado, here are 3 DOs and 3 DON’Ts for your first 30 days at a startup. DO: Learn Your Product, Fast. The key is to find hacks to speed up your product training.

Hiring 90

Hiring Ideal Customer Profile Lead Rank Lead Scoring 90

Corporate Visions

JULY 18, 2019

But the sale isn’t over just because your prospect becomes a customer. Yet, the majority of companies allot only 10-20 percent of their sales and marketing budgets toward customer expansion. Clearly, there’s a significant, yet overlooked opportunity for businesses to tap into customer expansion as a growth engine. What happened?

Conversion 80

Conversion Customer Demand Generation Agencies How To 80

Close.io

DECEMBER 16, 2019

When selling SaaS products to businesses and enterprises , how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales. Limited alpha. Upcoming price increases. whatever it is.

Closing 101

Closing B2B Incentives Incentive 101

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. They’re split into sections from discovery call tips , to product demos , to objection handling , and more.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Chorus.ai

NOVEMBER 17, 2020

For industry leaders like Lars Nilsson of Sales Source , “ The phone is more relevant than ever before.” That’s not to say, however, that the sales landscape itself hasn’t changed. The art of cold calling might still be key to a sales team’s success, but the art of cold calling has changed along with the market. Create rapport.

Cold Calling 62

Cold Calling Social Media Follow-up eBook 62

Distribution Pricing Journal

SEPTEMBER 20, 2023

Pricing requires a lot of collaboration with all the teams inside of your company, from sales to finance to purchasing. There should be no reason to point out that the way we work has changed more in the three years since 2020 than it has in the 20 years prior. Distribution pricing mangers play a huge role in the success of your company.

Distribution 97

Distribution Infor Face-to-face Hiring 97

The Pipeline

MARCH 23, 2017

I was reminded of this while I was reading a piece in the Harvard Business Review , titled: “ The New Sales Imperative ” by Nicholas Toman, Brent Adamson and Cristina Gomez, the CEB team behind the Challenger Sales and Challenger Customer. This has inadvertently added complexity to the buying cycle and process.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

Crunchbase

MAY 24, 2022

Sales is one of the most important aspects of any business, but it can be especially challenging for startup companies. Startups typically have limited resources, which can make it difficult to invest in sales and marketing initiatives. . Startup owners often have to wear many hats and may not have time to focus on generating sales.

Lead Rank 64

Lead Rank Lead Scoring Hiring Sales Qualified Lead 64

The Brooks Group

APRIL 18, 2019

Smart sales organizations prepare for changes in the marketplace so that their teams can perform at the top of their game, no matter what happens next. Here are the 6 steps to adapting to change that you can’t overlook. Be prepared by watching for early warning signs, which may include: Stagnating sales, without a clear explanation.

Hiring 85

Hiring Analysis Competition Territories 85

Highspot

OCTOBER 23, 2023

You’ve put months of hard work into developing your new product, and now it’s time for its much-awaited debut. However, launching your product is not just another item on your to-do list; it’s a defining moment that can make or break your business. Nearly 30,000 new products are released into the market every year.

Negotiation 59

Negotiation Scale Social Media Webinar Metrics 59

Vengreso

DECEMBER 20, 2021

When used effectively, your LinkedIn Company Page can be your business’ content hub—the first thing that your target buyers see when they research your company’s products and services. Even if you know how important a LinkedIn Profile Transformation is for your sales reps, you may miss a great opportunity with your LinkedIn ® Company Page.

Paid Content 97

Paid Content LinkedIn Company Ideal Customer Profile 97

Smooth Sale

JULY 17, 2018

What most vendors overlook is widening their perspective of who can influence decisions to their favor. Most are taken by surprise when they hear that sales processes apply to everyday circumstances for resolving problems. The gentleman in the basement accepted my invitation to have a chauffeured car drive him to a product launch.

Influencer 84

Influencer Vendor Decision Maker Construction 84

The Brooks Group

JUNE 6, 2018

That’s because when someone emails your sales reps, they’re expecting a response. Here are 8 tips to help your sales reps improve their out of office or vacation responder replies: 1. Promote a product or service: Have you just launched a new product or service?

Real Estate 40

Real Estate Social Media Promotion Exercises 40

Sales Hacker

NOVEMBER 20, 2019

There’s a big problem in B2B sales right now. The sales cycle for nearly half of all B2B sales is at least 7 months. The average tenure of a sales rep in 2018 is 18 months. Because it takes time to get a new rep up to speed, the actual productive time you gain from those 18 months is far less.

Hiring 65

Hiring Scale LandSlide Quota 65

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. Sales research, overlooked by more of us than we’d like to admit at the prospecting stage, has outsize impacts on top-of-funnel velocity. Demographic Data – Includes the basics.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

Hubspot Sales

OCTOBER 24, 2017

Sales prospecting tips. So if you want to get great results even when luck isn’t on your side, follow these 16 sales call prospecting tips. Not only are prospects willing to overlook the occasional blooper, they may even see you as more relatable. 3) Count your nos. 3) Vary your prospecting times.

Prospecting 111

Prospecting Social Media Call-back Follow-up 111

LevelEleven

APRIL 12, 2019

According to a 2018 report by InsideSales , sales development representatives (SDRs) ramp time has increased by 5.8% Inbound reps have an even harder time, with an average ramp time of 5 months. Luckily, this study also uncovered the optimal ramp time: 3 months. Luckily, this study also uncovered the optimal ramp time: 3 months.

Hiring 48

Hiring InsideSales eBook Coaching 48

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Vengreso

DECEMBER 13, 2022

This means that more than 75% of sales organizations didn’t meet them at all. Talk about a sales managers worst nightmare coming true! And yikes, the defined sales process that everyone worked so hard at to create success bombs at the end of each year and year-over-year. The sales industry has become more competitive than ever.

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel How To 52

Close.io

MAY 6, 2019

When sending sales emails, make sure your subject line isn't foiling your efforts. Though the subject line is sometimes overlooked when sending cold emails, we think it's arguably the most important part, as it can determine whether or not your email will be opened at all. 8 tips for making good subject lines for sales emails.

Examples 91

Examples Outsourcing Services Real Estate Top of Funnel 91

Cience

JULY 9, 2020

If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.” How to Handle Objections In Sales Calls. Cold Calling Tips From Sales Pros. The cold calling technique takes its origin from door-to-door sales. How is cold calling still viable? Gatekeeper.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Vengreso

MARCH 7, 2022

How can a salesperson drive a solid open and email engagement rate from a series of unsolicited sales emails, especially now in a virtual selling and digitally polluted environment? Research shows that, on average, a 3% open rate is the norm for cold emails. In my opinion, none of those cold email stats are good whatsoever!

How To 98

How To Cold Calling Webinar Metrics Lead Rank 98

Hubspot Sales

APRIL 23, 2018

With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As John Doerr writes , reps who don’t listen miss the opportunity to build rapport, uncover buyer needs, and let the prospect know you understand their world. Sales reps are often too busy talking to listen.

Call-back 144

Call-back Hiring Hubspot Follow-up 144

Pipeliner

APRIL 19, 2022

Did you know that 82% of customers agree for a meeting with sales representatives who actively connect with them? Sales representatives in your organization can significantly raise their conversation rates by becoming more consistent and meticulous in following it up with potential buyers. Yes, perseverance ends up paying off!

Cold Calling 52

Cold Calling How To Face-to-face Ideal Customer Profile 52

Showpad

APRIL 11, 2019

A mere 10 years ago, it was rare to find someone with “sales enablement” in their job title. Research from CSO Insights found that in 2018, 61% of organizations had a dedicated sales enablement person, program, or function, compared to 19.3% Companies investing in sales enablement are seeing impressive results.

Sales Enablement 40

Sales Enablement Marketo Software Software 40