Bernadette McClelland

JANUARY 20, 2018

I believe there must be another layer beneath these ‘surface basics’ that make results stick, that make people execute and that provide an environment of growth – something essential, primary almost. 4. People management. 7. Judgment and decision making. And the basics of selling are….? 5. Know your prospects.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

MTD Sales Training

DECEMBER 20, 2018

With only a few days until 2019, take some time to reflect on all your greatest achievements this year has bought you. 1) 10 Things To Ask Your Client At The First Meeting. 7) 7 Things Successful Sales People Never Say. 10) 3 Buying Motives Of The Modern-Day Buyer. How much have you achieved in 2018?

Cold Calling 120

Cold Calling Call-back Motivation Buyer 120

Alice Heiman

DECEMBER 5, 2023

Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She started small with some beta customers and about a year later she was really able to go sell. It was challenging to find the right people for an early stage company. She saw a need for a team selling tool. “I

Scale 107

Scale Marketing Sports LinkedIn 107

Partners in Excellence

MARCH 7, 2024

Preface : I first met Keith Bossey about 15 years ago. ” Part of the reason for this series is that so many, including too many sales people, don’t understand how central selling is to our and our customer success. I worked in a small call room with 10 other people. I read…a lot.

Social Media 68

Social Media Analytics Consumer Research 68

The Pipeline

MAY 29, 2018

Multiple that by 6 or 7 times and you have half an hour; if this happens twice a week, an hour. Multiple that by 6 or 7 times and you have half an hour; if this happens twice a week, an hour. I figure most of us don’t but does that not change the fact that 90% of outbound (cold) calls you make will end up in voice mail.

Cold Calling 264

Cold Calling Inbound Call-back Survey 264

Zoominfo

JUNE 15, 2022

It’s been two years since ZoomInfo went public. Two years in a pandemic, and two years of chaos, excitement, learning, and adjusting. And two years of feeling really proud of the things my team continues to accomplish. This is something I’ve said for years, but I want to expand on it. Work is work.

Hiring 130

Hiring Scale Engineering Exact 130

Partners in Excellence

APRIL 8, 2024

We’ve seen the explicit signals around this for years, yet we haven’t been paying as much attention as we should. Customers don’t need sales people, the risk of a bad decision is very low, the financial impact is very low—it’s so much easier to buy on line, self service seems so much better.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. Yuchun and Mark had known each other for 15 years when an “aha moment” at a training session led to their collaboration. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Sales and Marketing Management

JANUARY 29, 2018

Author: Jeff Naeem We are inundated with people trying to contact us, and with so many choices we want to know the company and the person’s background before we consider doing business with them. Center of Influence – Someone who regularly comes across people who can use our service and therefore can put us in touch with them.

Networking 201

Networking Pipeline Referrals Face-to-face 201

Julie Hanson

DECEMBER 15, 2021

While more people may have faced their fear of using video in 2021, the feeling of disconnect and disengagement persists. If you’re ready to go beyond surviving and start thriving virtually, the first step is to eliminate these Top 10 video call mistakes. Top 10 Video Call Mistakes of 2021 . Got your camera on? Umm…“Check.”.

Video 83

Video Face-to-face How To Energy 83

Partners in Excellence

MAY 9, 2022

Every day it seems that I wake up to read new reports about work, the great resignation, people increasingly choosing to be nomads, moving from job to job. The concept of company loyalty is a historical artifact (interestingly, we never read anything about employer loyalty to their people).

Loyalty 104

Loyalty Hiring B2C Report 104

Smooth Sale

APRIL 12, 2024

Photo by 12019 via Pixabay Attract the Right Job Or Clientele: Building Relationships with Your Event Staff Increases Growth Hosting a live event means working with a lot of different people. Don’t feel alarmed, as working with your event staff may not be as intimidating as you think! This insight is priceless.

Networking 102

Networking Hiring Lead Rank Lead Scoring 102

Crunchbase

DECEMBER 22, 2020

The themes are very similar in this next stage when it comes to having the right people and processes, but what I’m going to dig into here are the specific fail points of companies moving from Series A to B that often aren’t realized or addressed until years later. Support roles for the sales org: sales operations and enablement.

Demand Generation Agencies 126

Demand Generation Agencies Scale Hiring Company 126

Zoominfo

AUGUST 27, 2018

30% of people change jobs annually. 76 people change jobs every minute. 43% of people’s phone numbers change annually. 30% of people change jobs annually. 76 people change jobs every minute. 43% of people’s phone numbers change annually. Up to 20% of all postal addresses change every year.

Data 189

Data Marketing Qualified Lead Lead Rank Sales Qualified Lead 189

Zoominfo

JANUARY 15, 2019

For most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances. The conclusion of 2018 not only allows us to look back and fine-tune our business strategies, but it also affords us the opportunity to reflect on a few things we got right this year. So, allow us to indulge.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Zoominfo

MAY 12, 2020

10 Techniques for Recruiting Passive Candidates: Know your candidate. Many recruiters look for people who have advanced at their current company within a few years —and that is often a good place to start searching. There’s a reason people change jobs—and it’s not always money. What is a Passive Candidate?

Hiring 278

Hiring How To Networking Salary 278

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. Why is Q4 the biggest sales quarter of the year? Q4 is generally the biggest sales quarter of the year due to two major factors: buyer behavior and budgets.

Data 117

Data Discount How To Quota 117

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). 10 Biggest SKO Mistakes To make this as digestible as possible, we’ll break down the SKO mistakes into three groups: the ones that happen before, during, and after SKOs. With a sales kickoff (SKO).

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

Hubspot Sales

APRIL 11, 2023

Turnover hovered around 35% per year for salespeople in 2021 and 2022. Put another way, around one-third of your salespeople will leave your organization in the upcoming year. Considering that the ideal churn rate for an organization’s employees is around 10% , turnover for salespeople reaches far beyond the average.

Churn 114

Churn Hiring Survey Hubspot 114

Shari Levitin

AUGUST 13, 2020

In 2000, Microsoft conducted a study measuring how long people can focus on one thing for a specific amount of time. About 15 years later, it dropped to a shocking 8 seconds. Did you know that according to adult learning theory, people retain: 10% of what they hear. 3) Change the Tone : Communication is only 7% verbal.

Microsoft 165

Microsoft Social Media Twitter Facebook 165

Crunchbase

MARCH 1, 2023

In celebration of Women’s History Month this year, we’re thrilled to highlight sales directors, account executives and other women who embody what it means to be a leader, innovator and changemaker. The Crunchbase 2023 Influential Women in Sales List is a submission-based list. In this role, she advises and accelerates go-to-market and U.S.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Hubspot Sales

AUGUST 31, 2022

While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. To better understand exactly how to be charismatic, let’s take a look at the habits of the most likable, charismatic, and charming people. The ability to connect and form relationships is something that comes easily to charismatic people.

How To 145

How To Face-to-face Study Film 145

Grant Cardone

DECEMBER 20, 2021

Sure, you could buy them another Black & Decker drill or a new set of golf clubs, but why not get creative this year and think outside the box for holiday gifts that have more sentimental meaning? Who doesn’t love a fun party or outing with the people you spend every day working with? Tickets to a sold-out event.

Referrals 83

Referrals Course Education Customer 83

Mindtickle

FEBRUARY 6, 2024

It’s no secret that 2023 was a challenging year. While 2024 is bound to have its fair share of challenges, many sales leaders have kicked off the new year feeling cautiously optimistic. How exactly will these sales leaders approach the year ahead? Here, we share 10 powerful stats curated from this survey. #1:

Revenue 52

Revenue Top of Funnel Sales Enablement Funnel 52

Alice Heiman

NOVEMBER 29, 2022

8:27] Bring people back for more content boosts your SEO ranking for free. [9:10] 9:10] After our initial sales focus of promoting SEO benefits to existing customers we reached out to channel partners. Remember 20 years ago asking should we just have a brick and mortar company or just e-commerce?

Top of Funnel 131

Top of Funnel Company Lead Rank Trade Show 131

Shari Levitin

JANUARY 23, 2020

Years ago, my millennial colleague razzed me about creating customer-facing videos that were too polished, and as he said, “inauthentic.” People don’t want that studio type, perfect hair stuff,’” he chided. I posted a video on Facebook, and to my amazement, I had 10 times the amount of views on my video than I got on my emails.

Video 134

Video Sales Process B2C Face-to-face 134

Gong.io

JUNE 17, 2021

Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations. Here are the top 10 insights he shared during that conversation: 1. Some people have a natural talent for negotiation. Most people are yes addicts.

Negotiation 133

Negotiation Call-back Buyer Motivation 133

Allego

DECEMBER 28, 2022

If you’ve been avoiding public events for the past few years, I understand. While 2022 saw many people returning to pre-pandemic activities, attendance at events was still lighter than the “before times” due to continuing health concerns, economic uncertainty, and lagging travel budgets. Top Sales Enablement Conferences for 2023.

Conference 62

Conference Sales Enablement Biotechnology Insurance 62

Partners in Excellence

OCTOBER 26, 2022

Overlay on this, the fact that customers are averse to dealing with sales people. Every time I look at the research it changes, a few years ago, 43% of customers prefer a rep-free buying experience. We think we are successful winning 2 out of 10 opportunities we invest trying to win. Today, it’s 72%.

Opportunity 68

Opportunity Scale Ideal Customer Profile Hiring 68

Cience

OCTOBER 8, 2020

For example, a couple of weeks ago, I read about a guy who followed up his prospect 125 times in nine years until they finally signed a deal. Why didn’t he give up after a month, a year, or even five years? Over five years as experts in lead generation, we’ve gathered a large number of effective follow-up strategies.

Follow-up 115

Follow-up Strategy Lead Rank Lead Scoring 115

Hubspot Sales

MAY 27, 2020

When people from diverse backgrounds and perspectives are building successful businesses to solve relevant problems there are significant economic advantages. For instance, in the Minneapolis metro alone, increasing the number of businesses owned by people of color could add as many as 87,000 new jobs to the region.

Commission 103

Commission Report Study Small Business 103

Sales Hacker

AUGUST 3, 2021

As a people pleaser, Shannon is a doer. Christina Brady summed it up perfectly: “The job of leadership is not to make better employees, but to make a full breath of a person and to help people be better people in every aspect of life, and then you will see it in their work.”. It was a space for reflection. And says “yes” often.

Comparison 103

Comparison Google Energy Conversion 103

Sales Hacker

OCTOBER 19, 2022

Top 10 sales compensation challenges. Nine times out of 10, compensation is not the problem. So, instead of copying and pasting, Mark suggested having the CEO meet with the C-suite and board to define the top three to five strategic objectives for the next quarter or year. Most people assume and don’t understand,” Amy said.

Compensation 94

Compensation Lead Rank Commission Engineering 94

Sales Hacker

JANUARY 12, 2023

While working 10 hours less each week. But that’s part of the trouble — the top and bottom of this year’s leaderboard will both start with the exact same goals. Last year, I spent over 100 hours researching and compiling a 15,000-word library of uncommon sales practices.* It’s how you’ll leave your mark this year.

Buyer 95

Buyer Lead Rank Lead Scoring Demand Generation Targets 95

Partners in Excellence

OCTOBER 13, 2021

We may have problems with certain people, we find the data that supports them being the wrong people, so we can move them out of the organization. We would challenge ourselves and our people about what we could do better or differently to increase the win rate. A couple of years ago, tenure was about 18 months.

Data 80

Data Research Survey Sales Cycle 80

Crunchbase

MARCH 10, 2021

It’s been 10 years since Aaron Ross wrote Predictable Revenue. In those 10 years, we’ve seen the emergence of the pure-play prospecting function with sales development reps and business development reps. 1 percent of 1,000 people. This article is part of the Crunchbase Community Contributor Series.

Prospecting 98

Prospecting Scale Ideal Customer Profile Video 98