Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Nelson Gilliat: The predictable revenue model is a B2B marketing and sales playbook from the early 2000s that Aaron Ross popularized in his 2011 book called The Predictable Revenue Model. Nelson, welcome to the show.

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

Steven Rosen

JANUARY 28, 2024

She emphasizes the need for teamwork in selling and highlights the critical role of trust in B2B sales. Sales leaders must ensure that clear communication channels are established and everyone is aligned on customer needs. Helen sheds light on the intricacies of B2B selling, pointing out the multifaceted nature of the business.

Video 156

Video Sports Decision Maker Quota 156

Allbound

DECEMBER 18, 2019

Being a channel manager isn’t an easy job. On top of having many of the same responsibilities (and quotas!) While a Google search will provide plenty of “best practices” for channel management, we wanted to take a deeper dive. In this post, we sought advice from leaders that are on the front lines of channel management.

Channels 83

Channels Face-to-face Intent Data Intent 83

Bernadette McClelland

FEBRUARY 20, 2023

In my opinion, (no matter how humble, at times, I think that opinion is ), I know we all have more to give – and I have more to give over and above training sales teams just as you have more to give, too. Do I enjoy sales training? I expect 2023 to call for a new lens with which to look at the B2B approach to market.

Travel 195

Travel Telecommunications Sage Buyer 195

Zoominfo

FEBRUARY 19, 2018

The truth is, most sales reps haven’t received any formal training in this area. 93% of sales executives have not received any formal training on social selling ( source ). B2B Social Selling with Twitter. 74% of B2B marketing companies use Twitter to distribute content ( source ). B2B Social Selling with LinkedIn.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. More than half (56%) of B2B buyers have four or more people involved in a purchase decision, while 21% have seven or more — so you’ll have to convince more than one person. Expand content and the channels they exist in. Shorten Your B2B Sales Cycle with a Stage Strategy.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. It provides insight into where your leads are coming from and what channels are providing you with the most sales-ready prospects. B2B purchase decisions have many moving parts.

B2B 100

B2B Closing Scale Guarantee 100

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 119

Hiring Training Hubspot Inbound 119

Vengreso

JUNE 16, 2020

Without a robust pipeline your team cannot make their quota and your job is ultimately at risk. According to Technology Advice , only 27% of B2B leads are sales-ready. During this stage, sellers prepare a Forecasted to Close report, so sales leaders can identify if sellers will meet quota, and what the sources of expected revenue are.

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

Zoominfo

APRIL 2, 2018

Unless you want to spend countless hours on prospect research , your best bet is to enlist the help of a B2B data provider. Studies show that sales reps forget 84% of all sales training content after 90 days ( source ). Percent of reps achieving quota. Revenue by channel. Invest in ongoing coaching. Time spent selling.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Alice Heiman

JULY 12, 2023

” Watch the podcast below or on our YouTube channel Chapters [05:36] Referral selling is important. [22:29] 22:29] CEOs can train sales teams to properly prepare and bring them in at the right time for customers or prospects. [23:03] And this was missionary sales.”

SAP 62

SAP Epiphany Enterprise Enterprise 62

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). 4 Tips for Selling to the Social Savvy Buyer.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects. The percent of people making quota continue to decline. We Get Sales Math Wrong!

Face-to-face 119

Face-to-face B2B Buyer Vendor 119

SalesHandy

SEPTEMBER 3, 2020

Outbound Sales Statistics Cold Email Cold Call Follow-up Inbound Sales Statistics Organic Lead Statistics Lead Nurturing Statistics Sales Prospecting Sales Cycle Sales Closure Referral Sales Statistics Social Sales Statistics Sales Training Statistics. Most of the B2B companies adopt the outbound sales process to scale in their business.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Gong.io

SEPTEMBER 26, 2022

Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. Gartner predicts that 80% of B2B sales interactions will occur in digital channels by 2025. Training virtual teams. Customizations.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Crunchbase

MARCH 1, 2023

They’re launching sales podcasts, YouTube channels and startups of their own. Mary Shea VP Global Innovation Evangelist, Outreach Mary Shea produces thought-provoking research on the sales technology landscape, the future of buying and selling, and the importance of having diverse, equitable and inclusive B2B sales organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Sales Hacker

DECEMBER 7, 2018

My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Hire, Organize and Segment Your B2B Sales Team. Hiring for Your B2B Sales Team. Organizing Your B2B Sales Team. Segmenting Your B2B Sales Team. Social Media.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Zoominfo

MARCH 3, 2021

The B2B selling process is slow but steady. More than half (56%) of B2B buyers have four or more people involved in a purchase decision, while 21% have seven or more — so you’ll have to convince more than one person. Expand content and the channels they exist in. Maintain transparency on pricing.

Sales Cycle 100

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 100

Vengreso

JANUARY 21, 2020

These tools allow B2B buyers to perform more research and move further along the buyer’s journey before engaging with a salesperson. Thus, sales organizations need to implement strategies that leverage digital channels to find, engage and connect with target buyers. A social selling strategy doesn’t stop after the training.

Social Selling 88

Social Selling Strategy Social Media Buyer Persona 88

Bernadette McClelland

MARCH 4, 2018

I read an article the other day, well it wasn’t an article, it was a bit of banter on LinkedIn, and a question was posed as to why only 20% of salespeople make quota. Answers as to why only 20% met budget included (word for word): Bad quotas. Lack of training and no company investment in people. Bad coaching. Bad hiring.

Meeting 191

Meeting Hiring Quota Coaching 191

SalesLoft

JANUARY 28, 2020

Gone are the spray and pray tactics of 100+ dials a day in the B2B SaaS world. We’ve ushered in a far more personal, strategic, and measured approach using an omni-channel process (call, email, text, LinkedIn messages, etc.) Pipeline size/quota ratio. Why is your pipeline-to-quota ratio critical to track? Revenue booked.

Ideal Customer Profile 61

Ideal Customer Profile Hiring Lead Rank Lead Scoring 61

Zoominfo

APRIL 11, 2019

Unless you want to spend countless hours on prospect research, your best bet is to enlist the help of a B2B data provider. Studies show that sales reps forget 84% of all sales training content after 90 days ( source ). Contact ZoomInfo today to learn why we’re the B2B database to support your sales needs!

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Vengreso

JUNE 12, 2023

Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. At this point, many sales organizations believe it is time to implement a virtual sales training program led by an instructor. Modern: Today’s B2B buyers can be found on social platforms.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Nutshell

AUGUST 4, 2020

We’ve divided the list into three different categories for your convenience: podcasts, YouTube channels, and blogs. The Sales Hacker Podcast by Sales Hacker shares practical insights for B2B sellers. The Sales Evangelist is hosted by Donald Kelly and features actionable insights from a seasoned B2B sales professional.

Resources 71

Resources Hiring Channels Cold Calling 71

BrainShark

SEPTEMBER 20, 2022

B2B Growth Show. Barrows, the CEO and founder of JBarrows Sales Training, records this popular podcast live on Facebook every Monday. Episodes feature a wide variety of guests and B2B sales topics, from personal branding and career advice to the nitty-gritty of daily selling. B2B Growth Show. With Andy Paul.

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

Trinity Perspectives

JULY 21, 2021

Over-achieve quota, maximise earnings potential, progress your career. Go An Inch Wide and A Mile Deep: When I first set up Trinity, if you’d asked me what I did, I would have said ‘Sales Training and Channel Management Advice” or something equally bland.

Networking 62

Networking Vendor Quota Channels 62

Trinity Perspectives

JUNE 30, 2021

Over-achieve quota, maximise earnings potential, progress your career. Go An Inch Wide and A Mile Deep: When I first set up Trinity, if you’d asked me what I did, I would have said ‘Sales Training and Channel Management Advice” or something equally bland.

Networking 62

Networking Vendor Quota Channels 62

Jeff Davis

MARCH 15, 2017

The secret to doing social selling well is using the right social media stack ( a group of technologies that salespeople leverage to execute, analyze and improve their social media activities) and tailoring it to the B2B salespeople. For many B2B companies, the work week is a typical 9-5, Monday through Friday work week. Here’s why.

Social Selling 48

Social Selling B2B Social Media Twitter 48

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Best Practices for B2B Sales Referrals. But, modern sellers beware!

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Best Practices for B2B Sales Referrals. But, modern sellers beware!

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Mindtickle

JUNE 14, 2022

But what you can do is identify what makes them great — and then work to replicate their skills and behaviors to create an entire team of sellers ready to crush quota. Channel sales specialists (CSSs). The 3 most important skills for channel sales specialists. Of course, you can’t exactly clone your best sales reps.

Ideal Customer Profile 52

Ideal Customer Profile Hiring Engineering Channels 52

The ROI Guy

JANUARY 26, 2015

2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). At the same time, only 59% of sales reps achieved their quota in 2014, down sharply from 67% last year (Accenture). Advice: Training by itself is not enough to achieve effectiveness.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Like many B2B companies, ZoomInfo has such a wide total addressable market. Rich was the Senior VP of Business Development for channel partners—not the new business team. And we’ve got examples.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

SalesLoft

SEPTEMBER 7, 2021

Even the best sales organizations plan for only 60% of their sellers to hit quota – and this number has been declining for the last decade. … by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. We’re communicating more than ever before across more channels than ever before.

Revenue 52

Revenue Face-to-face Quota Channels 52

SBI

NOVEMBER 13, 2018

Sales teams can issue meeting invitations from directly within the Salesforce UI, or share one-click scheduling links through email, web or social media channels. After installation, our customers and their employees are able to begin creating meetings and issuing invites to share with prospects and customers via email and other channels.

SalesForce 139

SalesForce Lead Capture Sales Cycle Lead Rank 139

Igniting Sales Transformation

FEBRUARY 20, 2019

Decision makers can feel the insincerity of the reps focused solely on achieving quota. More than a few training companies insist that we (sellers) should NEVER bring up a potential problem, issue or objection that the buyer might have before they do. Her favorite Queso is from Torchys Tacos. Connect on LinkedIn.

Microsoft 87

Microsoft Conference Decision Maker Enterprise 87