Understanding the Sales Force

DECEMBER 11, 2023

There were 2 billion Blog posts last year and on WordPress alone, there are more than 400 million Blogs. With the exception of my Personal Favorite, the results below are based on web analytics of nearly 2 million visits to my Blog, Understanding the Sales Force and my LinkedIn posts. I’m very excited about 2024!

Sales Leadership 201

Sales Leadership Hiring Video LinkedIn 201

Zoominfo

JUNE 3, 2018

Welcome to our June B2B Blog Post Round-Up—a series where we highlight the great work our writers contribute to some of our favorite publications. If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

No More Cold Calling

MAY 25, 2017

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. Account-based sales reps know better than to treat people that way in real life, so why treat people that way on social media? You’re hosting a dinner party at your home. Nothing happened.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

JANUARY 11, 2018

Neither are account based sales teams. Most of my clients tell me they’re pissed (their words, not mine) when an account based sales rep sends a digital referral request and just assumes they’ll provide one. The Human Advantage in Account Based Selling. Sales is the “art of selling.”

Account 204

Account Competition Cost per Acquisition Referrals 204

No More Cold Calling

JANUARY 28, 2018

Ready to hone your account based sales development skills? When I ask groups of salespeople, “Who wants to build referral skills and will agree to be accountable for results?”—not In the meantime, check out this month’s blog posts from No More Cold Calling: 2 Reasons Your Account Based Sales Reps Leave.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

No More Cold Calling

OCTOBER 29, 2017

No, Halloween isn’t so scary, but account based sales can be. Yes, there’s lots that’s scary about account based selling. But the good news is that referral selling mitigates these fears. But the good news is that referral selling mitigates these fears. 3 Hidden Secrets About Key Account Management.

Referrals 159

Referrals Cold Calling Direct Mail Webinar Metrics 159

No More Cold Calling

AUGUST 31, 2017

For example, if you believe that 57 percent of the buying process is complete before buyers ever contact account based sales reps, you’ve lost the deal before you’ve begun. If you think your account based selling team has a closing problem, you’re mistaken. Is Video the Next Big Thing for Account Based Sales?

Referrals 149

Referrals Cold Calling Account Video 149

DiscoverOrg Sales

MAY 12, 2016

So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. With that said, here are 5 of the books and blogs we love. In addition to her book, you can also find her insights online on her blog.

Inside Sales 120

Inside Sales Ideal Customer Profile Lead Rank Account Based Marketing 120

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. B2B companies need to switch from a mentality of “here’s what we’re selling” to “we understand what you need.” They can qualify and route leads, engage with existing accounts, and generate pipeline.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Hubspot Sales

SEPTEMBER 4, 2024

Prioritizing leads based on historical interactions and engagement data. Using predictive analytics , which can make trend-based estimates on the likelihood and timing of leads converting to sales, and when a customer will be receptive to calls or meetings. Read receipts have always been a pet peeve of mine, and I never accept them.

Tools 99

Tools Lead Rank Strategy Ideal Customer Profile 99

Zoominfo

AUGUST 11, 2020

Building out ideal client profiles is the same idea — creating something in the short term that will help you market and sell to your audience in the long term. Ideal client profiles are crucial for any account based marketing (ABM) strategy, and are important for understanding your customers better. Client Interviews.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

LeveragePoint

OCTOBER 5, 2018

For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list. Marketing professionals, knowing they can’t close deals on their own, understand that Account-Based Selling (ABS) is necessary to execute effectively on ABM. Value Propositions support team selling.

Account Based Marketing 20

Account Based Marketing Account Case Study Marketing 20

No More Cold Calling

JUNE 29, 2017

These are the attributes of account-based sales teams who embrace referral selling. To learn more about the role of referrals and relationships in account-based selling, check out this month’s blog posts from No More Cold Calling: Do Account-Based Sales Reps Really Need SDRs?

Referrals 149

Referrals Cold Calling Account Travel 149

SugarCRM

SEPTEMBER 30, 2021

Instead of hoping that visitors will somehow rediscover your blog later, you want to take actionable steps towards building a communication channel—so you don’t lose them. Here are nine ways to leverage your blog to capture leads, build a relationship with your audience, and ultimately convert them into new customers.

Webinar Metrics 49

Webinar Metrics Lead Rank Lead Scoring Sales Qualified Lead 49

Showpad

NOVEMBER 21, 2021

When we were acquired by GHX in January 2020, I turned my focus to more acquisition-based enablement. What’s one of the biggest shifts sales management needs to be thinking about now that we’re in this hybrid world of selling? Or how do I know what CS representative is working on this account with me?” .

Face-to-face 98

Face-to-face Revenue Training Data 98

No More Cold Calling

JULY 30, 2017

If you lead an account based sales team, you might want to be. The goal is to equip sales teams with the tools they need to sell. In the meantime, check out this month’s blog posts from No More Cold Calling: Account Based Selling Teams Should Never Pitch. Will you be in London on October 4?

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120

LeveragePoint

SEPTEMBER 21, 2018

Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). Part 1 of this blog series focused on Value Propositions as the most important piece of content for B2B Account-Based Selling. Stakeholders within an Account.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

MAY 28, 2017

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Referral selling is my brand, my mantra—you know, the sort of thing you look up before reaching out to prospects. When Asking for Referrals Can Hurt Account-Based Sales.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

Showpad

DECEMBER 5, 2021

I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. . Can you talk to us a bit more about how tech supports your move into a hybrid selling environment? As an example, we have an 80/20 rule.

Conversion 98

Conversion Top of Funnel Lead Rank SalesForce 98

Tenbound

JULY 22, 2024

They may rely on vague notions of a “good customer” based on a few anecdotal examples. It should be based on rigorous analysis of your most successful customers to date, not just gut feelings. Product or service-based? And it must be pressure-tested and evolved over time as your product and market evolve.

Ideal Customer Profile 65

Ideal Customer Profile Lead Rank B2B Lead Scoring 65

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. So, I asked around on LinkedIn and got lots of answers, many of which I shared in a recent blog post.

Referrals 265

Referrals Account Cold Calling Social Media 265

Smooth Sale

JUNE 25, 2024

Our guest blog offers insights on why managing operating costs well is critical for growth and how to increase yours for long-term success. This blog aims to show how operating costs are bogging down your business , focusing on what they are and how to dwindle yours for better management. What Are Your Operating Costs?

Outsourcing Services 101

Outsourcing Services Salary Face-to-face Margin 101

Highspot

JUNE 11, 2024

Formal, ongoing sales coaching reinforces learned behaviors and drives accountability by powering consistent development for reps. Without data, managers struggle to understand gap areas and validate rep behavior change – as 35% of teams struggle with accountability and only 13% use data for coaching.

Coaching 105

Coaching Scale Sales Coaching Buyer 105

Pipeliner

SEPTEMBER 16, 2024

Hamish, based in Calgary, Canada, is a recognized member of the Sandler network and has authored several books on accountability and sales processes. This blog post delves into their conversation’s key themes and actionable insights, providing a comprehensive guide for current and aspiring sales leaders.

Sales Leadership 52

Sales Leadership Lead Rank Video Lead Scoring 52

Janek Performance Group

MAY 29, 2024

For more, see our blog Utilizing Buyer Personas in a Business Development Strategy. They note three to four buyer personas account for over 90% of a company’s sales. It is often based on various conversion rates and won opportunities related to your business development efforts. Is there a set number of buyer personas?

Top of Funnel 62

Top of Funnel Webinar Metrics Buyer Persona Lead Rank 62

Janek Performance Group

AUGUST 26, 2024

Because reps and sales managers get paid based on these metrics. For more, see our blog The Everyday Guide to Leading and Lagging Indicators. Total Revenue Revenue is the total amount of money an organization makes through selling their products and services. It can also reveal opportunities within accounts.

Top of Funnel 62

Top of Funnel Coaching Sales Cycle Sales Coaching 62

Zoominfo

MARCH 9, 2021

Developing a demand generation plan provides clarity on: Account Mapping: This is the process of aligning companies and personas to define your business’s targeted account universe. The demand generation strategy you select for your business should be based on your target audience. Decide on a type of demand generation strategy.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Pipeliner

AUGUST 17, 2024

Scott, an expert in sell-side mergers and acquisitions advisory services for lower middle market businesses, shared invaluable insights on the intricacies of selling a business in this market segment. Key elements to focus on include: Clean Financials : Ensure financial records adhere to Generally Accepted Accounting Principles (GAAP).

Video 52

Video Marketing Negotiation Trends 52

Zoominfo

MAY 27, 2021

Selling points and promises aside, without fully understanding their prospects (i.e. Let’s begin with a very basic definition of intent data : Intent data shows which accounts and prospects are actively researching solutions on third-party sites. The Basics: What Exactly is ZoomInfo Intent? Oh, very interesting. And How Can I Use It?

Intent Data 246

Intent Data Intent Data Top of Funnel 246

Zoominfo

APRIL 4, 2018

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. What is account-based selling?

Ideal Customer Profile 178

Ideal Customer Profile Account Buyer Persona Lead Rank 178

HeavyHitter Sales

SEPTEMBER 9, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy.   My last article on the " Seven Personality Traits of Top Salespeople" was based on personality tests administered to 1,000 top business-to-business salespeople.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Partners in Excellence

APRIL 1, 2024

Alex and Alistair have a vision for one of the best AI based coaching platforms I’ve seen, Grw.ai. “Why I am so interested in selling,” Alex McNaughten I started in sales completely by accident just over 11 years ago. Not only do they put out incredible content every day: podcasts, books, blogs etc.

Hiring 101

Hiring Travel Quota Coaching 101

HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Here’s my list based upon my experience of studying and working with some of the world’s greatest sales organizations last year. Recent Posts. Closing Techniques Using Sales Linguistics.

Trends 121

Trends Decision Maker Study Analysis 121

Partners in Excellence

AUGUST 30, 2022

They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be.

Account 91

Account Territories Penetration Referrals 91

Allego

AUGUST 20, 2024

Whether you’re starting from scratch or need to update your current sales strategy, this blog post will set you on the right path. A sales strategy is a carefully crafted plan that outlines how a business will sell its products or services to reach its revenue goals. What Is a Sales Strategy? Why Do You Need a Modern Sales Strategy?

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Strategy Sales Qualified Lead 62

Smooth Sale

NOVEMBER 28, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Commerce APIs Are Transforming The Way We Shop Our guest blog, Commerce APIs Are Transforming the Way We Shop, is provided by Diya Bag, a Senior Content Writer at commercetools. High tech plus creativity sell well Are You Ready to Transform Your Brand on a Budget?

Discount 110

Discount Lead Rank Hiring Promotion 110