Understanding the Sales Force

JULY 22, 2014

With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Objective Management Group (OMG) has three candidate assessments that provide companies with exactly that for sales, sales management, and sales leadership (VP/Sales Director).

Hiring 236

Hiring Decision Maker Construction Incentives 236

No More Cold Calling

OCTOBER 22, 2015

I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. Because decision-makers don’t take cold calls or respond to cold emails. They have better things to do, and so does your sales team. Who has that kind of time? DECLINED!

Cold Calling 120

Cold Calling Decision Maker Referrals Wireless 120

No More Cold Calling

FEBRUARY 29, 2016

I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. The #1 Sales Management Problem You Can Fix. B2C incentives work like magic.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

SalesLoft

DECEMBER 23, 2019

It’s tough as salespeople, tougher for sales managers, and even tougher for VPs and CEOs. Here are some forecasting tips for front line sales managers responsible for their team’s targets. So part of your job as a Sales Manager is to educate your reps on why forecasting matters and how it benefits them.

Forecasting 52

Forecasting Sales Management Hiring Top of Funnel 52

Mindtickle

JANUARY 19, 2023

In this blog post, we’ve rounded up sales productivity stats from the leading research firms and vendors in the sales enablement space to put together stats bucked into a few different categories: customer experience; rep time management; sales managers; sales enablement; and technology usage.

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

Igniting Sales Transformation

DECEMBER 1, 2019

Conservatively, it can cost $75,000+ for a 50-person sales team to attend your SKO plus the cost of other people in your company who attend too. Companies are literally burning cash on SKO activities that do not advance sales performance. Sales reps don’t become trusted advisors without help and that means training.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Tenbound

JANUARY 3, 2024

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline By Marylou Tyler & Jeremey Donovan Part 1: TARGET Chapter 1: Internalizing Your Competitive Position Conduct a Six-Factor analysis of your strengths, weaknesses, opportunities, and threats. For companies, “reputation is viral, persistent, and volatile.”

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

Janek Performance Group

SEPTEMBER 13, 2023

We hope you could tell him about our company and your success, including your 200 percent ROI.” What specific incentives do you offer, such as discounts or special offers? Perhaps they’re a targeted decision maker and a colleague of that client you just helped. Sales and referrals have always gone hand in hand.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

LeadFuze

JUNE 2, 2021

A take away close is when you give the customer something as an incentive. The customer will feel like they got a deal or that you are giving them an incentive to come back by cutting the price in half with no commitment on their part. ” 6 Tips on How to Close a Sales Deal. Take away close. Question close.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Hubspot Sales

MAY 19, 2018

Whether you’re sending a sales pitch, a guest post, or asking for a quote -- these mistakes can kill your productivity and your chances. If you have no idea how to write a sales pitch, no problem. Mistake 1: Missing the decision maker. How to find the right decision maker?

Prospecting 110

Prospecting Decision Maker Sales Qualified Lead Social Media 110

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. Start small, and expand your incentive program as you learn and grow. So how do you do this correctly?

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Alice Heiman

DECEMBER 16, 2020

The typical buying group for a complex B2B solution involves between six to 10 decision-makers. . MAPs improves visibility for sales managers so they can coach deals more effectively . MAPs lead to more accurate sales forecasts. Reduces common risks associated with making a poor purchase decision .

How To 154

How To B2B Buyer Lead Rank 154

Miller Heiman Group

DECEMBER 11, 2019

CRM technology was never designed to help sales representatives sell more. Companies of all sizes are implementing CRMs earlier and earlier, in fact Salesforce recently increased its revenue by 26%. Scout provides actionable data to sales teams, helping them manage complex sales opportunities involving multiple decision-makers.

CRM 50

CRM Sales Methodology Decision Maker Incentives 50

InsightSquared

JULY 14, 2020

Accuracy is the Real Incentive. One could argue that forecast accuracy diminishes the incentive to continue selling. If you are rewarded for accuracy, why not push a sale to next quarter to retain your bonus? However, individual performance and company goals need to align. Do you see the problem this poses?

Forecasting 62

Forecasting Sales Forecasts Incentives Incentive 62

InsideSales.com

DECEMBER 1, 2019

Meeting a sales quota during the holidays can be very challenging for the sales reps. Here’s how sales managers can help. In this article: The Importance of Sales Goal Setting for the Holidays. What Is a Sales Quota? Sales Quota Definition and Types. You’ve gotten in touch with the decision-maker.

Quota 74

Quota Discount How To Decision Maker 74

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. Today’s sponsor is Outreach , the number one sales engagement platform.

Oracle 102

Oracle Scale SalesForce Incentives 102

Don on Selling

JANUARY 4, 2019

We all experience highs and lows in sales. Your sales manager loves you. Unless you are working for a company with a short sales cycle, you usually won’t experience a slump unless it’s during an industry’s slow season. Now, it can take as much as five people to make a final decision on an order.

Decision Maker 40

Decision Maker How To Call-back Retail 40

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. Fantasy Sales Team. LinkedIn: Sales Solutions.

Vendor 139

Vendor Twitter InsideView InsideSales 139

The Spiff Blog

SEPTEMBER 9, 2022

Losses aren’t shared with the entire company and teams don’t rally in Slack channels to react to losses with flame emojis. Although sales leaders have long since accepted loss as part of the sales process, not every company is capitalizing on their losses or reacting to them in productive ways.

ROI 83

ROI How To Face-to-face Commission 83

Sales Hacker

MARCH 22, 2021

We recently sponsored a webinar with Sales Hacker to provide an answer to these questions and more with expert insight and sales motivation strategies from: Scott Barker, Head of Partnerships at Sales Hacker [Moderator]. Jenna Donohue, Sales Manager for Emerging Segment at Outreach. Ashley Kelly Mealy, Sr.

Motivation 60

Motivation Webinar Metrics Strategy Incentives 60

Close.io

DECEMBER 2, 2019

However you wish you could pinpoint why you’re failing to connect with the decision-makers that authorize the purchase. It’s conducted in geographical regions with a high concentration of your prospects, which might mean business districts for B2B companies. That’s where cold canvassing comes into the picture. More revenue.

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

OpenSymmetry

OCTOBER 28, 2016

Sales Enablement – yes, big S, big E – is becoming an increasingly important function of many sales organizations, charged with increasing productivity, typically through the effective application of investments in people, technology, process and content. The post Is Your Compensation Plan Driving Sales to the Wrong Finish Line?

Compensation 40

Compensation Incentives Incentive Decision Maker 40

OpenSymmetry

NOVEMBER 22, 2016

How likely is your sales incentive plan going to be dead on arrival, riddled with holes caused by requests for changes and exceptions? At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year.

Compensation 40

Compensation Hiring Incentives Incentive 40

Highspot

MARCH 9, 2022

Why is sales leadership important? Sales leadership vs. sales management. How to become a sales leader. 5 popular sales leadership styles. 8 top skills that effective sales leaders have. What Is a Sales Leader? Sales leaders are just that — the leaders in the sales department.

Sales Leadership 95

Sales Leadership Hiring Scale Coaching 95

Pipeliner

AUGUST 16, 2018

During the process, the hiring company needs to determine its expectations for success for the salesperson. These are important to communicate and should guide the sales-candidate filtering. Some questions to ask include: Describe your experience selling (insert the products or services that the company sells). Sales cycle fit.

Hiring 53

Hiring Face-to-face How To Scale 53

Zoominfo

NOVEMBER 3, 2019

There’s no way around it, stress drives activity and sales managers know this. The key to sales success is to harness the right kind and amount of stress to motivate your employees rather than discourage them. Start small, and expand your incentive program as you learn and grow. So how do you do this correctly?

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

SBI

MARCH 18, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? These static sales forecasts are unable to provide true insights into the business. This week I interview K.V. Rao, CEO of Aviso.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

SBI

JANUARY 13, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Most traditional sales contests have three problems.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50

Gong.io

MARCH 30, 2022

The buyer may be a user, and perhaps even the decision-maker on how to use a feature. Because vendors had little incentive to deliver after the initial sale, and because they released software infrequently, enterprise buyers mandated strict delivery dates for such functionality. Smaller customers are more like speedboats.

Enterprise 62

Enterprise Enterprise Strategy Vendor 62

Janek Performance Group

NOVEMBER 8, 2022

In addition to company name, size, and vertical, know who’s who and their role in the process. Sure, Mikey is the manufacturing manager. These minor details can help sellers align decision makers to promote a solution and advocate their cause. Same with your company. Sales teams. Sales organizations.

Hiring 62

Hiring Follow-up Course Objections 62

Xactly

APRIL 11, 2018

In this webinar, AA-ISP Chairman & Founder, Bob Perkins, teamed up with comp planning veteran Justin Lane to detail the elements that make up a successful sales plan. Simple, yet, you’d be surprised how many companies get ahead of this question and don’t establish clear goals with full leadership consensus.

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

Sales Hacker Training

MARCH 14, 2023

These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. Most B2B companies use some combination of sales development , demand generation, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts. 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

Chorus.ai

JANUARY 29, 2020

Sales being the hyper-competitive place that it is, a business can potentially live or die by its ability to bring sales professionals up to speed. As a result, coaching and the steady production of fresh, new sales training ideas can be major stressors for sales managers, particularly on SaaS sales teams.

Training 62

Training Decision Maker Sales Cycle Objections 62

Xvoyant

MAY 1, 2019

This presents a challenge for sales managers. Good sales habits mainly arise from focused onboarding and training programs. Scott Leese | SVP Sales: Qualia, Bestselling Author. Finding Higher Purpose in the Company. Greg Freeman | VP Sales: OneUP Sales. Sales Professionals Do a Ton of Research.

Ideal Customer Profile 63

Ideal Customer Profile Top of Funnel Buyer Persona Hiring 63

PandaDoc

DECEMBER 21, 2020

Companies following Software as a Service (SaaS) business models can face challenges regarding generating revenue and growth. By maintaining high subscription renewals, SaaS companies are able to ensure financial stability from customers. By keeping customers happy you will see a positive impact on your company’s bottom line.

Churn 52

Churn Lead Rank Retention Discount 52

Troops

APRIL 18, 2018

A sales pipeline is a visual representation of where sales prospects are in the buying process. Sales pipeline stages represent the various points a buyer may be in the buying process. A C-suite executive, sales manager or sales director typically creates the sales stages. Perform sales call coaching.

Pipeline 48

Pipeline Maximizer Conversion Sales Qualified Lead 48