Allego

APRIL 14, 2021

The era of rep-centric sales enablement has arrived—and it couldn’t have come at a better time. With the uncertain economy, the rise in remote teams due to the pandemic, and tightening budgets, it’s more important than ever for companies to equip their sales teams to produce at the highest level. The Downside of One-Size-Fits-All.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

The Pipeline

JULY 18, 2016

Despite the evidence to the contrary, many sales people and businesses see multiple options presented to prospects as being “good” or the “right” thing, for the prospect, and by extension themselves. Some of this is based on the assumption that the buyer actually knows what they want.

SME 120

SME Small Business Small Business Exercises 120

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs. What is the Difference Between SMB and SME?

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have.

Sales Management 204

Sales Management SME Incentives Incentive 204

LeadFuze

JULY 19, 2021

What is Sales Velocity? We have to begin by giving a sales velocity definition. Essentially Sales Velocity is the speed at which leads and opportunities move down and out of your funnel. Sales velocity (or pipeline velocity) can be measured in a few ways: The age in stage before moving to the next stage. Click To Tweet.

Influencer 59

Influencer Pipeline Top of Funnel Funnel 59

Allego

SEPTEMBER 1, 2022

Cutting and pasting a deck together or editing a product sheet on the fly means less time prospecting and closing deals. Yet that’s what many sales reps do—especially those working at manufacturing and industrial companies. As a result, sales teams end up with a disjointed content “system,” with content located in multiple locations.

Collateral 62

Collateral SME System Video 62

Allego

JUNE 16, 2020

At the same time, few can afford to interrupt their busy schedules to attend sales training classes or read stacks of books, manuals and articles. Sales meetings were cancelled and entire workforces began working from home. Today, reps need to stay productive while mastering new skills associated with virtual selling.

Training 77

Training Hiring Face-to-face SalesForce 77

Allego

JULY 17, 2023

For years, we’ve talked about sales enablement and how enablement can help sales teams sell more. What sales content do teams need? It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. And within that, buyer enablement has emerged.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Hubspot Sales

JANUARY 8, 2020

Every day you want to progress toward achieving positive sales performance. 68% of Salespeople Don’t Have Enough Time to Focus on Sales Activities. In the RFPIO Responder Survey, 68% of sales teams reported they don’t have enough time in their day to focus on sales activities. Project management. Collaboration.

Data 79

Data Proposal Survey Software 79

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. For instance, a sales training program might teach you about the science of buying, how to ask questions to better understand your prospects’ needs and wants, or ways that people buy.

Training 52

Training Hiring Trends Retention 52

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Helps you track sales reps’ learning progress. Lets you evaluate your training program’s impact on sales KPIs.

Training 71

Training Hiring How To Course 71

The Pipeline

SEPTEMBER 3, 2019

While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. This has become a lost craft in the day of sales disintegration, i.e., SaaS sales.

Prospecting 210

Prospecting Harvest Call-back SME 210

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. No, seriously!

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Sales Hacker

OCTOBER 23, 2019

And therein lies my point: The fallacy that 60+ hour weeks, chugging buckets of coffee, and juggling dozens of prospects at the same time equates to the magic formula of #winning. Can we all agree that by virtue of its targeted nature, sales is a pressure cooker of a job ? Well, think back to your first year in sales.

SME 45

SME Lead Gen Data System 45

A Sales Guy

DECEMBER 15, 2016

Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. In her book Whale Hunting with Global Accounts , Barbara Weaver Smith explains that today’s buyer wants to meet not just you, the sales rep, but also the Subject Matter Experts (SMEs) and everyone else on your team.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Costello

JANUARY 9, 2019

When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. In total, we gathered sales qualification questions from 26 experts, as well as the answers they expect to hear from their prospects.

Prospecting 111

Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

The Pipeline

SEPTEMBER 21, 2017

Now let’s apply that to a prospect, the square they are in represents their current state, and the square they end up in, represents their state, where they are, after a purchase decision. To move these prospects, you’re going to have to “pull”. You can try to push these buyers, but they do not react the same way as the willing 5%.

SME 240

SME Objections Margin Follow-up 240

Sales Hacker Training

JANUARY 5, 2021

Subscribe to the Sales Hacker Podcast. How the role of sales development has changed [13:10]. Keeping new sales professionals focused on the mission [18:44]. Sam Jacobs: This week on the show, we’ve got Kata Nyitrai , head of global sales development for Meero, a fast-growing company in Europe. We’re on iTunes.

Scale 119

Scale How To Cold Calling Sales Cycle 119

Babette Ten Haken

NOVEMBER 30, 2017

Utilizing a story voice incorporating Voice of the Customer, design-based insights draws current and prospective buyers into the story being told. Now, today’s buyers sit around business tables, instead of camp fires. As a result, simple storytelling tells buyers the same story, using each of their distinctive voices.

ACT 91

ACT Buyer Decision Maker SME 91

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. Let’s imagine some data from 100 potential customers: We can see that the price is elastic : lower prices result in more buyers.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Mindtickle

MARCH 1, 2024

Focusing on enterprise sales can be a great way to grow your revenue. After all, enterprise sales drive a lot of value. Adding those big logos to your customer roster is a great way to build credibility and grow sales. Sales reps going after enterprise deals must be ready to navigate complex selling scenarios.

Enterprise 52

Enterprise Enterprise Software Software 52

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The Pipeline

MAY 21, 2015

Sales is all about the execution, and execution, or at least good execution, is a result of proper planning, ignore or short cut any part of that, and you will have to work harder, or miss winnable opportunities. First and foremost you need to be a Subject Matter Expert (SME). When the two overlap, great, when not, slump.

SME 120

SME Objections Margin Buyer 120

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 95

Top of Funnel Face-to-face SME B2B 95

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. Let’s imagine some data from 100 potential customers: We can see that the price is elastic : lower prices result in more buyers.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Anthony Iannarino

SEPTEMBER 9, 2019

It’s a new time and the evolution of sales means that things just keep getting trickier, so you got to keep pace here. Anthony: If there’s no implication, I heard a sales person say to me, “One of the interesting trends in my world right now is that all these billionaires like Musk and Bezos and Branson are now trying to go to outer space.”

Lead Rank 72

Lead Rank Lead Scoring Trends Call-back 72

InsideSales.com

MARCH 15, 2020

Good sales leaders are those who can successfully manage a sales team and escalate them to great heights. Here are some sales team management tips to set your team up for success. RELATED: 3 Questions Data-Driven Sales Managers Must Answer. In this article: Build a Sales Team Based on Your Needs. Specialize Early.

Hiring 58

Hiring Top of Funnel Promotion Distribution 58

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 59

Top of Funnel Face-to-face SME B2B 59

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before.

Sales Enablement 45

Sales Enablement Report Tools ROI 45

The ROI Guy

APRIL 21, 2010

Today’s buyers are more conservative than ever, demanding that any investment they make drive tangible savings and business value – a fundamental change called Frugalnomics. Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40