Sales and Marketing Management

OCTOBER 26, 2020

Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts. Myth 3: Only small deals or accounts are appropriate for virtual sales. Company size has no bearing on the willingness to use virtual channels.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Partners in Excellence

MAY 1, 2023

The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. Sales people and managers are overwhelmed with the data around activities we are held accountable to perform. The more activities we do, the better.

Proposal 102

Proposal Examples Conversion Account 102

Partners in Excellence

OCTOBER 20, 2021

With my mouse hovering over the Publish button, I realized I’ve written about this dozens, perhaps hundreds of times over the past years. It’s too easy to take pot shots at all that’s wrong about how we sell. These initiatives and changes cause me to be very optimistic about the future of selling.

Scale 103

Scale Social Selling Forecasting Channels 103

No More Cold Calling

MAY 17, 2019

That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. What if the person says no and refuses to refer us? We worry about seeming like one of those pushy, aggressive, sleazy salespeople. Here’s why.

Referrals 327

Referrals Scale How To Cold Calling 327

SalesLoft

SEPTEMBER 1, 2023

Escape the crowds by joining us at the San Francisco Mint, venue of the eighth annual OpsStars Conference , an exceptional learning and networking event uniquely tailored to operations professionals and revenue team members. Years ago, as an Account Executive for Outreach, Rob was brought into San Francisco to attend Dreamforce.

Conference 52

Conference Hiring Networking Face-to-face 52

MEDDIC

OCTOBER 11, 2023

Case in point: a Fortune 5 company signed up for MEDDIC training with us just two weeks after a Challenger Sale boot camp. Despite the initial euphoria and chatter about newfound insights during coffee breaks, the odds of retaining and applying that knowledge are slim. These workshops guide them through tailored exercises.

How To 52

How To Commence Course Motivation 52

SalesLoft

OCTOBER 21, 2016

The account-based model for modern organizations continues to deliver success across the board. From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As So what’s the hold up?

Ideal Customer Profile 52

Ideal Customer Profile Account Outbound Webinar Metrics 52

MEDDIC

OCTOBER 9, 2023

When we talk about leadership, we’re not referring to the Head of Sales Enablement or the VP of Operations. We’re talking about the Chief Revenue Officer (CRO) or the VP of Global Sales, the individuals who hold the reins of the sales department. Participation in the workshop, whether in-person or virtual, is equally vital.

Training 52

Training Hiring Negotiation Pivotal 52

Partners in Excellence

MARCH 22, 2024

Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations. They taught us like we were true professionals. They even had us go through Wilson Learning Transactional Analysis workshops on communicating better with your clients.

Hiring 73

Hiring Retail Engineering Call-back 73

No More Cold Calling

AUGUST 14, 2019

I’d been thinking about starting my own company, and many people had encouraged me. In the beginning, I felt a little rejected and worried about the sudden loss of income. My employer gave me two weeks to get my accounts in order. I asked specific questions about referrals. What do you like about referrals?

Referrals 291

Referrals Cold Calling Survey Scale 291

Emissary

MARCH 2, 2023

They can search and view advisors by account, creating a seller-to-advisor experience that is more personalized and proactive than ever before. Landscape : Who are the consultants, partners, and competitors sellers need to know about?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

No More Cold Calling

SEPTEMBER 13, 2018

It’s a discipline that requires metrics, building skills, integrating referrals into their sales process, providing reinforcement and coaching, and ensuring accountability. I used to be hesitant about quoting price (their investment), even though making the ROI case was easy. Everyone loses. Let’s face it.

Negotiation 219

Negotiation Strategy Salary Referrals 219

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. How about critical thinking? Artificial Intelligence may help us do things more productively and efficiently but those algorithms aren’t quite ready to be ‘creatives’ just yet.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Sales Evangelist

JULY 22, 2019

Building a Culture of Empathy and Accountability Every organization needs a culture of empathy and accountability no matter what it’s doing. Sometimes, we only have empathy and neglect accountability but it’s important to have both. Humility is baked into both empathy and accountability.

Account 40

Account Hiring Face-to-face Government 40

Product Management University

OCTOBER 9, 2023

The supporting operational goal of your accounts receivable product could be something related to “stronger cash flow.” Customer Success teams will manage those accounts to make sure the outcomes are realized and quantified and where the next opportunities are to eliminate more obstacles enroute more strategic customer value.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Paul Cherry's Top Sales Techniques

NOVEMBER 5, 2010

More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. Contact Us. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Work With Us. Blog Home < Embracing Accountability… Sales & Management Tips.

Account 53

Account Hiring Pharmaceuticals Energy 53

Sales Hacker

SEPTEMBER 29, 2023

Take the engaged persona and accounts and convert them further with these events. When thinking about which channels to pursue, consider building a strategy around synergistic channels. Hottest GTM job of the week: Founding Account Manager at Tavus , more details here. Thanks for rocking with us until the end.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Paul Cherry's Top Sales Techniques

DECEMBER 15, 2009

More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. Contact Us. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Work With Us. Creating Accountability in the Workplace by Asking Two Simple Questions.

Account 75

Account Pharmaceuticals Distribution Sales Coaching 75

The Pipeline

JUNE 19, 2014

A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. About 75% said they indeed do confirm, the remaining 25%, offered a conditional response. “If Perhaps those of us who do not confirm are a bit naive. Tibor Shanto .

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

John Barrows

MARCH 27, 2019

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. The feedback was all positive, but something about the feedback this time stood out which has me concerned. Come up with genuine questions about their role to see how you can help them achieve their personal KPIs.

Margin 111

Margin Conference Competition Call-back 111

SBI Growth

NOVEMBER 26, 2012

He told us that “Erick” was a true Challenger. We were going to meet an existing account in the morning. The accounts software subscription was up for renewal in 5 months. The goal of the call was to grow the account by expanding the use of the software. I don’t have time to teach you about my business.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

John Barrows

SEPTEMBER 6, 2018

If you’ve been following me recently you know I went to Gary Vaynerchuk’s 4D (Daily Digital Deep Dive) workshop where I got exposed to all the different departments over at VaynerMedia. Gary came in at the end and did a two hour Q&A to share advice with each of us based on our respective business challenges.

Exercises 127

Exercises Call-back Distribution SalesForce 127

Pipeliner

FEBRUARY 23, 2024

Today, it’s not just about solving customer problems but creating an experience that resonates with them at every touchpoint. This brings us to the core concept of holistic customer service. Similarly, insights from the sales team about customer preferences can inform marketing strategies and campaigns.

Customer Service 59

Customer Service Customer Company Lead Rank 59

SBI Growth

JANUARY 24, 2014

SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received? How will you use them to top the Leader Board in 2014? You hear great ways to improve your skills, but have limited time to workshop. Most of us lead busy but undisciplined lives.

Sales Qualified Lead 299

Sales Qualified Lead Compensation Call-back Tools 299

Paul Cherry's Top Sales Techniques

MARCH 2, 2010

More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. Contact Us. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Work With Us. Sales Management Training Tip: 6 Ways to Encourage Accountability.

Account 63

Account Sales Management Training Pharmaceuticals 63

No More Cold Calling

JUNE 23, 2019

I also know there’s a lot of bad advice that’s proffered about referrals. When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. Your practice partners don’t need to know anything about your business.

Referrals 297

Referrals Scale How To Lead Rank 297

Product Management University

MAY 24, 2021

Your product management maturity model isn’t so much about what your team can do. Determine how much runway remains in each vertical in terms of new accounts + cross-sell/upsell potential in existing accounts. It’s what your team can do for the customer. Pick your sweet spots and get rolling.

Customer 98

Customer ROI B2C Retail 98

Pointclear

JUNE 2, 2015

As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. provide us with unfiltered and unconsolidated information in response to our discovery questions. So, arm us. Support us. Pat us on the back.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

SalesLoft

JANUARY 9, 2018

So we’re offering an optional Rainmaker pre-day with workshops that span the entire day and end just in time for the official Rainmaker 2018 reception. On Monday, March 5, 2018, choose buffet-style from workshops within the following two themes: Salesloft University Workshops. Sales Workshops.

Exercises 52

Exercises Engineering Inside Sales Sales Cycle 52

Rob Jolles

JUNE 2, 2023

Here’s a quiz question for you: When is it time to talk to others about what you really feel about a conversation with a client? It’s embarrassing to admit how many times I’ve been with a colleague who thought the coast was clear, and launched into a rather loud and vocal response about what they really thought of that conversation!

Hiring 52

Hiring Conversion Exact Call-back 52

Pointclear

APRIL 19, 2017

Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The entire day was spent talking about prospecting. Morning sessions set-up workshops in the afternoon. Themes from last week’s presentation: “Sales is all about one-to-one connections.”.

Conference 124

Conference Outbound Social Media PointClear 124

Miller Heiman Group

APRIL 10, 2019

Using stringent criteria based on their expertise and successes in strategic accounts, our Icons represent the best of the best. They are truly an extension of our brand, conducting hundreds of workshops and coaching thousands of deals a year, from Sydney to London to Sioux Falls. Contact us here.

Groups 77

Groups Chemicals Travel Sales Talent 77

Sales Hacker

APRIL 13, 2020

Conferences and workshops are obviously being canceled, and the associated costs are significant. In this regard, what you’re really selling as the meat of your online event is a workshop with clear, actionable outcomes. Just Google, “your niche + workshop + Eventbrite + big city” to get a list of workshops.

Lead Rank 127

Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Product Management University

APRIL 10, 2023

Nevertheless, it’s always fun to think, dream and speculate about what AI and product management might or might not look like when it’s all grown up. Machine learning is about teaching a machine to identify patterns and perform specific tasks based on those patterns. How about this one? What is AI (Artificial Intelligence)?

Scale 59

Scale Segment Forecasting Retention 59

Gong.io

MAY 17, 2021

Data means the world to us here at Gong. So when we conduct any type of self assessment, we use a numbers-backed approach. We’ve talked in previous posts about our recent hiring hub in Atlanta and our DEI programs and surveys. This time around, we’re sharing some internal diversity goals and data about our hiring practices.

Hiring 62

Hiring Journal Demographics Survey 62

Nutshell

SEPTEMBER 23, 2020

I spoke to Nutshell Co-Founder Andy Fowler and Brand Design Lead Rebekka Kuhn to learn about the reasoning and creative process behind our visual rebranding. BEN GOLDSTEIN: What inspired us to invest our time and resources in visual rebranding at this moment? How did we go about finding a brand agency for this project?

Face-to-face 127

Face-to-face Call-back Exercises Infusion 127

The Pipeline

SEPTEMBER 25, 2013

The word “cold” is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person.” They may not do it now, but they used to! Then we change, more accurately, the market and success changes us. Just like they used to. On to number two!

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282