SBI Growth

DECEMBER 24, 2012

Bad decisions can cause your company to miss the number. When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. Below are six of the worst decisions we’ve seen senior sales leaders make.

Hiring 326

Hiring Lead Rank Collateral Demand Generation Targets 326

The Pipeline

MARCH 13, 2018

Those who are regular visitors to this blog will know that I am a proud card-carrying member of the “Hire Slow – Fire Fast” school of recruitment. As a manager or sales leader now is the time to review the line-up and make any changes you hope will impact this year’s results. Average deal size.

Hiring 197

Hiring Lead Rank Lead Scoring Margin 197

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

LeadFuze

JUNE 9, 2021

Importance of Knowing When to Hire Your First Salespeople. It’s extremely important to know when to hire your first salespeople because this is when the company really begins to take off. If not then it might be better not to hire them until they do have that time and resources, or until you have more salespeople.

Hiring 98

Hiring Sales Qualified Lead Salary Top of Funnel 98

SBI Growth

NOVEMBER 4, 2013

Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? How should I be preparing to Make the Number in 2014 ? Sales Kick-Off is right around the corner – what am I going to do? My next two blogs will help you put on the best SKO.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. To craft an effective modern sales playbook , data and analytics must reign supreme. What is a Sales Strategy?

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? Intense competition in the business-to-business (B2B) landscape often makes it challenging for brands to win potential customers. Poor sales rep interactions are one habit that ruins potential leads.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. ” This is a story we tell to all new hires , to show how quickly we have grown and how far we’ve come. It’s different for every company.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy.

Inbound 135

Inbound Top of Funnel Outsourcing Services Hiring 135

Women Sales Pros

AUGUST 22, 2018

If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. Is it right for every sales manager?

Sales Management 192

Sales Management Hiring How To Coaching 192

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Increasing New Hire Productivity. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Rep Focus Isn’t Enough. Rep time allocation.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. Why do companies promote the wrong person to sales management?

Promotion 118

Promotion Sales Management Hiring Coaching 118

SBI Growth

NOVEMBER 11, 2013

Your Chief Sales Officer (CSO) left. Instead, top HR and Sales leaders follow a detailed checklist of tasks. As well, emerging practices from top sales organizations are discussed for 3 key tasks. You can access it when you sign up for SBI’s Sales & Marketing Research Review here. Or maybe he/she needs to leave.

Hiring 282

Hiring Follow-up Exercises Positioning 282

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Sell Integrity

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. As a sales manager, it’s pretty frustrating when you spend a significant amount of time and energy coaching and developing someone only to discover in the end that, well, it’s not you, it’s them.

Lead Rank 118

Lead Rank Lead Scoring Hiring Strategy 118

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Before you start: Sales reps by the numbers.

Hiring 52

Hiring How To Salary Scale 52

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. Let’s get into it! Check it out!

Research 233

Research B2B Tools Company 233

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Sales Hacker

OCTOBER 13, 2023

When thinking about implementing AI, Ryan Longfield made an important differentiation between automation and augmentation and their impact: Automation – replacing the human decision making process – is challenging and less effective right now. Thanks for reading The GTM Newsletter! Go-to-market motions are shifting.

Conference 98

Conference Demand Generation Targets Account Based Marketing Scale 98

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

CommercialTribe

MARCH 25, 2021

Picture this: Mike is a tenured sales rep who has been exceeding his quota year after year. His sales manager Jennifer is happy with Mike’s achievements and relies on him to take on higher quotas. Another sales rep, Laura, has been at the company for less than a year with satisfactory sales performance.

Hiring 52

Hiring Study Top of Funnel Quota 52

Janek Performance Group

SEPTEMBER 12, 2022

However, for sales professionals, one thing provides security: the foundational pillars of a high-performing sales organization. Janek Performance Group is an award-winning global leader in sales training and coaching. We know what makes top-performing organizations leaders in their space.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). .” ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Close.io

JUNE 20, 2018

If you’re not restricting your potential employee pool to one location, you’re able to hire the best of the best no matter where they live. That said, there’s one primary issue that a lot of remote sales teams struggle with: Their team culture sucks. These things aren’t so easy with a remote sales team. Absolutely not.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Zoominfo

MAY 20, 2018

Reps attaining quota: 51% vs. 47%. Continue reading to learn how you can incorporate sales win/loss analysis into your business strategy. They’ll ask the right questions, retain the right information, and deliver the results to your company in an easily digestible format. Lead conversion rate: 23% vs. 17%.

Analysis 223

Analysis B2B Hiring How To 223

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

CommercialTribe

JULY 6, 2020

Agility has always been a key component of a successful sales strategy, and the current upheavals are only accelerating the rate of change for many sales organizations. In this post, we’ll dive into the first principle — the importance of WHO sales managers focus sales coaching effort on. More New Hires Ramped.

Sales Coaching 52

Sales Coaching Hiring Coaching Face-to-face 52

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. We call this the “Last Mile of Pre-Sales Customer Analysis.” ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. .” That’s a tall order.

Report 138

Report Ideal Customer Profile Decision Maker Account Based Marketing 138

Sales Training Connection

AUGUST 19, 2013

New sales reps. After the excitement wears off of being assigned to that first sales territory, reality begins to set in. Let’s not make too big a deal of the dark side – in the light of day it’s not that scary. Let’s not make too big a deal of the dark side – in the light of day it’s not that scary.

Hiring 127

Hiring Territories Training Sales 127

No More Cold Calling

JUNE 30, 2016

If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the right level, now is the time to switch tactics … before it’s too late. That’s not going to help build a sales pipeline full of qualified leads. How to Actually Unclog Your Sales Pipeline.

Referrals 136

Referrals Decision Maker Sales Qualified Lead Hiring 136

Mindtickle

MAY 2, 2023

Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. According to our 2022-2023 Sales Enablement Outlook Report , almost 40% of sellers achieve below 75% of their quotas. Less (or no) budget. More pressure. Heightened competition.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Mindtickle

OCTOBER 3, 2018

Helping your team master communication in sales. It’s always an exciting time when a startup is going through a hiring push – new employees are usually a testament to growth. Regular office visits in the pre-onboarding phase can help kick-start the familiarization process before your reps officially begin their training.

Hiring 72

Hiring Handbook Scale Consumer 72

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. We call this the “Last Mile of Pre-Sales Customer Analysis.” ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. .” That’s a tall order.

Report 130

Report Ideal Customer Profile Decision Maker Account Based Marketing 130

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Today’s sellers are dealing with the high expectations of savvy B2B buyers, decision-by-committee, disruptive technology, M&A, product innovations… and more. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times?

Training 62

Training Hiring Objections Coaching 62

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. But with ever-expanding goals comes a greater need to refine the processes that make your team tick. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. What is a sales territory strategy?

Territories 130

Territories Hoovers Decision Maker Ideal Customer Profile 130

Zoominfo

APRIL 15, 2018

The importance of data cannot be understated in the modern sales landscape. Now, data and analytics reign supreme when it comes to running a successful sales organization. Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy.

Data 170

Data Strategy Lead Rank Lead Scoring 170

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130