No More Cold Calling

JULY 13, 2017

It’s common knowledge that revenue is a lagging indicator. Sales managers can, however, measure and manage the key sales activities and behaviors that drive revenue, and then set KPIs for those activities and behaviors. Coaching is a key concept here. Can sales managers influence the buying process? You can’t manage revenue.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. For potential sales managers, consider the following key leadership traits: The ability to share knowledge Resiliency A willingness to embrace challenges When hiring a sales manager, identify experience leading a team.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 10 Sales Management Functions.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Pipeliner

FEBRUARY 9, 2020

In the second article , I discussed one domain, organizational alignment around customer value, and described successive achievement levels. This installment: The enablement domain, which is any activity meant to improve the performance of the sales function. The last of a 4 part series. Good Enablement Culture.

Customer 94

Customer Scale Discount Hiring 94

PandaDoc

APRIL 17, 2024

If so, it’s a key metric you might be missing out on. In this article, we’ll teach you all you need to know about ACV. Key takeaways ACV stands for “annual contract value.” The importance of knowing ACV in sales ACV is an important metric for a variety of reasons. We’ve explored some of these below. Sales reps.

Examples 52

Examples How To Retention Revenue 52

Pipeliner

JANUARY 19, 2020

Let’s fix that in this article. For starters, let’s grade your performance using three levels beyond “average”: Good, Great, and Elite. For starters, let’s grade your performance using three levels beyond “average”: Good, Great, and Elite. If you can’t wait, contact me , because those articles are already (mostly) written.

Customer 96

Customer Scale Hiring Coaching 96

Janek Performance Group

AUGUST 2, 2023

This article explores the seldom discussed yet essential aspects of the salesperson’s voice, unlocking its untapped power and your sales potential. It equips salespeople with the tools to infuse their voices with appropriate emotions, emphasize key points, and adapt their delivery based on the needs and preferences of their prospects.

Telemarketing 62

Telemarketing Intent Infusion Pivotal 62

Hubspot Sales

SEPTEMBER 18, 2023

That is why recognizing trigger events is key to being successful. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. Broadly speaking, any industry change can be considered a trigger event and indicate a channel for making a sale.

Social Media 104

Social Media Google Hiring How To 104

SBI Growth

JANUARY 20, 2013

As the books are closed on 2012, you can reflect on your performance. How did you do perform personally? Retain your most important customers? If this metric is so important, it should be how the board evaluates you, right? Both are important. But make no mistake – one is more important than the other.

Hiring 306

Hiring Margin Quota Inbound 306

Highspot

MARCH 21, 2024

Cold Outreach Emails Cold emails target prospects unfamiliar with your brand, making this first impression very important. Here are a few opening lines tailored to resonate: Your recent article on [Topic] shed light on some crucial points, and it aligns with the solutions we’ve been developing here.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

The Spiff Blog

OCTOBER 19, 2023

But, don’t make the mistake of neglecting an all-important assessment– that is, an assessment of overarching business goals and how well they align with your existing comp strategy. This is an important step to take every year, but even more so after an extended period of economic volatility. in 2020 to 52.9%

Compensation 83

Compensation Incentives Incentive Commission 83

Janek Performance Group

SEPTEMBER 13, 2022

If your company needs help finding the perfect salesperson, this article is for you. Based on our extensive experience working with salespeople across all industries, we try to answer this important question. In other words, talent alone is not enough to ensure a high-performing sales team. The Myth of Perfection.

Hiring 62

Hiring Sales Talent Cancellation Maximizer 62

SalesLoft

JANUARY 24, 2024

Also, goals can come in many different names and flavors such as, targets, objectives, success metrics, northstar metrics, Key Performance Indicators (KPIs) , etc. Establishing the right time horizon is important, too. However, regardless of what you call them, every goal’s intention is to deliver a desired outcome.

Sales Goal 59

Sales Goal How To ACT Report 59

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. But what if this isn't a good thing? Today, a mere 8% report that kind of longevity in their sales jobs.

Hiring 111

Hiring Churn Survey Promotion 111

Crunchbase

JUNE 17, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Base salaries are important because they give team members a sense of security.

Compensation 98

Compensation Competition Salary Commission 98

Vengreso

MARCH 23, 2021

This article serves as a primer on sales engagement and a guide to the best sales engagement platforms. This article serves as a primer on sales engagement and a guide to the best sales engagement platforms. I've learned the importance of #SalesEngagement platforms for the #sales process. Thanks for this fantastic article!

VanillaSoft 119

VanillaSoft Social Media Sales Methodology Sales Enablement 119

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Ineffective Salespeople - The latest reports indicate that there are now 15.8 Does that surprise you? Is it the economy?

Travel 251

Travel Decision Maker Insurance Insurance 251

Crunchbase

APRIL 11, 2023

The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. They’re the most likely to buy and continue to use your product, which makes them extremely important for business growth.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. They’re the most likely to buy and continue to use your product, which makes them extremely important for business growth.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

SBI Growth

MARCH 17, 2013

This article is written for A-Players to sharpen their game. Leading Indicators of Greatness. Process is a strong leading indicator of marketing strategies that are grounded in execution. Likely you will find one key blind spot. Perform a self-assessment of your process best practices. you can stop now.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Close.io

MARCH 13, 2020

Gear up for this week's best sales articles from around the web. Many managers can fall into it without even realizing — thinking they're simply keeping a "close eye" on the team and driving performance. This article explores ways you can provide strong leadership for your team without being overbearing or controlling.

Hiring 89

Hiring Webinar Metrics Sales Enablement Churn 89

Pipeliner

JULY 14, 2022

I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles.

Retention 97

Retention Forecasting Account Insurance 97

Nutshell

MARCH 7, 2023

In this article, we’re breaking down some key tips on how to build a sales team that’s successful, reliable, and just maybe rivals Earth’s Mightiest Heroes. Establish sales goals and KPIs Before you begin building a sales team, establish your sales goals and indicate important key performance indicators (KPIs) you’ll be monitoring.

Hiring 62

Hiring Scale How To Lead Rank 62

Allego

MARCH 23, 2023

This article was originally published by Demand Gen Report. As a result, sales organizations are under intense pressure to achieve their targets and make sure their sales reps perform at a high level. To do so, they must get insight into sellers’ activities, analyze their performance and quickly adjust to ensure they stay on track.

Data 62

Data Face-to-face Remedy Conversion 62

Janek Performance Group

JUNE 7, 2023

This article delves into communication errors, their underlying causes, and, most importantly, how sales reps can overcome them to forge stronger connections with prospects. Similarly, when prospects fail to respond, it often indicates their failure to recognize sufficient value. It would be a challenging task.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Groups 62

Hubspot Sales

OCTOBER 18, 2021

Performance benchmarking: compares business outcomes based on a set of metrics. Competitive benchmarking is future-focused — it measures how others perform over time to find best practices and trends in the data. Have you ever played a game of Monopoly and kept tabs on the other players? But looking inward can only get you so far.

Competition 81

Competition Airlines Lead Rank Analysis 81

Janek Performance Group

JANUARY 2, 2024

This article delves into practical strategies to transform cold outreach anxiety into confident communication, allowing you to break the ice without slipping. In a recent survey, we asked sales professionals: “Which aspect of the sales cycle induces the most anxiety?” It is a type of social phobia or social anxiety.

Face-to-face 62

Face-to-face Lead Rank Lead Scoring Cold Calling 62

Crunchbase

MAY 22, 2023

In this article we’ll go over everything you need to know about automated sales prospecting, including seven processes that you should consider automating in order to boost productivity, help personalize your outreach and track leads more efficiently. Sales prospecting is an integral part of the sales process.

Maximizer 98

Maximizer Prospecting Lead Rank Lead Scoring 98

Allego

SEPTEMBER 12, 2023

In this article, we’ll share a model for sales self reflection from Learning by Doing by Professor Graham Gibbs, head of the Oxford Centre for Staff Learning and Development. The model has six, easy-to-follow steps, and it can have a major impact on performance. What’s not to like? Those six steps are: Description – What happened?

Face-to-face 71

Face-to-face Coaching Analysis Positioning 71

Hubspot Sales

FEBRUARY 21, 2020

It’s when you lose high performers that turnover becomes a problem. Sales can be an emotionally draining job, so it’s important for each person on your team to have a mentor. Mentorship is also important for professional development. A successful career in sales is not for the faint of heart. Sales Burnout. Call didn’t go well?

Hiring 132

Hiring Lead Rank How To Hubspot 132

OutboundView

JANUARY 19, 2024

If so, this article is for you. In this article, we’ll walk through the changing landscape of how to organize SDR teams when selling to HR to get better results. In this article, we’ll walk through the changing landscape of how to organize SDR teams when selling to HR to get better results.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. To achieve the CPQ benefits mentioned in the article discussed previously , a customer has to ensure that the following three tasks have been done: 1. Depending on the complexity of the use case, this may happen with or without external help.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. To achieve the CPQ benefits mentioned in the article discussed previously , a customer has to ensure that the following three tasks have been done: 1. Depending on the complexity of the use case, this may happen with or without external help.

ROI 62

ROI Discount Licensing Vendor 62

Crunchbase

APRIL 22, 2020

As the situation continues to evolve, it’s increasingly important that sales and customer teams adjust their strategies and approach conversations and interactions with empathy. Not only is this extremely important from a reputational standpoint, it’s also important from a moral one. Refine Your Research.

Prospecting 124

Prospecting Customer How To Decision Maker 124

Crunchbase

MAY 13, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Appreciation — or lack thereof — often plays a key role. Then prioritize 1:1 coaching.

Hiring 64

Hiring Scale Education Margin 64

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. While we are reviewing our salespeople''s performance on selling activities that have already occurred, it''s also important that we consider forward-looking indicators, not lagging indicators.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Vengreso

JANUARY 28, 2022

This article serves as a primer on sales engagement and a guide to the best sales engagement platforms to use. This article serves as a primer on sales engagement and a guide to the best sales engagement platforms to use. I've learned the importance of #SalesEngagement platforms for the #sales process. Click To Tweet.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123