Babette Ten Haken

JULY 16, 2020

Also, when salespeople are more lucratively compensated to be client-acquirers, not client-retainers, they have limited post-sale attention spans. What happens when your company deconstructs what separates people functionally? Alternatively, what happens when your company reconstructs people integrally and cross-functionally?

Hiring 157

Hiring Retention Smart Company Compensation 157

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Storytelling has stood the test of time as a critical skill in sales and marketing?—?and and isn’t that our goal in sales?—?a But where to begin? It’s not about you.

Marketing 226

Marketing Telemarketing Scale Education 226

Sales and Marketing Management

SEPTEMBER 6, 2019

Sometime in the 1960s, large companies realized that they needed a dedicated department to handle customers’ orders, concerns, queries — and complaints. Getting in touch with a company became even easier toward the end of the decade, when toll-free, 1-800 numbers were invented in 1967. Thus the call center was born.

Social Media 184

Social Media Outsourcing Services Customer Service Media 184

The Pipeline

DECEMBER 31, 2015

Sales and marketing teams also had unique silos. This is especially true of sales and marketing departments. Sales teams fail to see the value in marketing, while marketers see salesmen as lazy. Sales and Marketing Don’t Have to Go Head to Head. All this bickering is stealing from your company’s bottom line.

Sales Qualified Lead 120

Sales Qualified Lead Marketing Small Business Small Business 120

Pipeliner

JULY 8, 2020

As the country starts to open up again, sales teams around the country are tentatively reaching out to customers to test their receptiveness. Whether it’s a salesperson on a shopping floor or sales executive on the brink of making a deal of a lifetime, salespeople rely heavily on one-on-one interactions with potential customers.

Skype 96

Skype Decision Maker Analysis Smart Company 96

Crunchbase

NOVEMBER 17, 2022

Any company involved in selling needs to decide where to center its efforts: outbound or inbound sales. Balancing outbound selling and inbound selling will enable you to prep your sales team to deliver the right strategies at the right moment. What are outbound sales? What are inbound sales?

Inbound 52

Inbound Outbound Strategy Ideal Customer Profile 52

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Smart Company 54

Smart Company Leads Marketing Qualified Lead Customer 54

Hubspot Sales

DECEMBER 16, 2020

From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. Mintis Hankerson is a Senior Sales Manager at HubSpot. For Mintis, 2020 has been all about balancing empathy with sales achievement. Mintis questioned.

Real Estate 134

Real Estate Face-to-face Forecasting Hubspot 134

The Pipeline

NOVEMBER 14, 2013

Pricing continues a key factor in winning or losing sales opportunities, and while few vendors take pride in being the low cost provider, at times it seems they set out to be just that, or they take few steps to avoid it being forced on them. By Tibor Shanto - tibor.shanto@sellbetter.ca. Tibor Shanto'

Vendor 299

Vendor Margin Smart Company Buyer 299

Pipeliner

MAY 13, 2020

From new employee management strategies to cutting-edge innovations in marketing, the year ahead is headed towards booming success for companies that align their strategies accordingly. Recent studies show a whopping 84% of companies that have current hiring needs anticipate using executive recruiters to fill those roles.

Hiring 98

Hiring Trends Retention Ideal Customer Profile 98

Hubspot Sales

MAY 10, 2018

Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. I once worked for a manager who put a great deal of emphasis on activity metrics rather than actual sales results. 1) “Focus solely on activity.”.

Hiring 100

Hiring Hubspot Inbound Promotion 100

Sell Integrity

NOVEMBER 23, 2020

Even for companies that see the value in customer-centricity, it can be challenging to create and sustain a customer-centric culture. This customer-needs-focused approach is often thought of in the context of the sales and service teams. more than other companies in the previous year. Why Customer Centric Firms Are Successful.

Strategy 117

Strategy Customer Loyalty Coaching 117

Cience

DECEMBER 1, 2020

Your customers are one of your company’s most important assets. Although new sales are important, smart companies also focus on retention. Companies that neglect retention do so at their own risk. Source: Bain & Company. What Is Customer Retention? Pretty simple, right? It all comes down to profits.

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

Sales Hacker

NOVEMBER 21, 2019

Companies that prepare for and embrace the changes AI brings will thrive. Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. The need for automation in sales. The potential future of AI for sales.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Sales Hacker

AUGUST 28, 2018

In the world of B2B sales, the conventional thinking has become especially stark. For this specific survey we spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. B2B buyers reported a significant need for improved engagement with seller companies.

Buyer 79

Buyer B2B B2C Survey 79

SalesLoft

FEBRUARY 13, 2017

86 percent of marketing and sales professionals stated that they have begun utilizing targeted account strategies. And smart companies are realizing that that success can also be seen in other parts of the company, particularly sales. This year we’re making it official. ” 12:00pm?—?1:00pm.

Account 52

Account Scale Account Based Marketing Hotels 52

Cincom Smart Selling

JANUARY 27, 2015

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. Customers today are looking for large companies to deliver solutions instead of products. The larger you become, the harder it is to keep track of dealers’ pipelines and forecasting your own sales.

Scale 48

Scale Smart Company CRM Microsoft 48

Sales Training Connection

AUGUST 22, 2012

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. Let’s look at Schrage’s key points and then translate it to the world of sales. Sales gets a seat at the innovation table.

Engineering 102

Engineering Smart Company Training Benefit 102

Pointclear

FEBRUARY 2, 2011

A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. ” only two brave souls raised their hands high. Still, most B2B marketers have yet to truly embrace the full social toolset for their business. Why is that?

Trends 180

Trends B2B Social Media Marketing 180

Braveheart Sales

SEPTEMBER 23, 2021

In decades of consulting in pricing, we might know of five companies out of thousands who increased prices too much or too fast. If you increase price only because of higher input costs, it strips your company of its value. If you have increased prices lately, increase them again. A Price Increase. It’s not just the electricity.

Margin 40

Margin Insurance Insurance Energy 40

Mindtickle

JULY 2, 2016

Tweet This: Companies need to prove their worth… if they wish to win their customers’ loyalty.’. Tweet This: Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. Mike Grafham , Office365 Customer Success at Microsoft. Kaiser Mulla-Feroze , CMO at Totango.

Customer 52

Customer Loyalty Microsoft Smart Company 52

Mindtickle

JULY 2, 2016

Tweet This: Companies need to prove their worth… if they wish to win their customers’ loyalty.’. Tweet This: Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. Mike Grafham , Office365 Customer Success at Microsoft. Kaiser Mulla-Feroze , CMO at Totango.

Customer 52

Customer Loyalty Microsoft Smart Company 52

SBI

JUNE 10, 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? What problem/s are you solving for sales and/or marketing organizations? Decision makers know there’s no silver bullet to increase sales.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

The Brooks Group

APRIL 23, 2014

To build a great sales team, a meaningful and consistent sales management process must be in place organization wide. The 8 Components Of A Best-In-Class Sales Management Process. Recruitment – Regardless of industry, recruiting top sales performers is the very cornerstone of any sales management process.

Hiring 40

Hiring Sales Management Smart Company Construction 40

Factor 8

AUGUST 8, 2019

If you’re growing or starting up a team, you’re wise to spend time researching the type of rep that will best suit your sales process, talent pool, and customer preferences. And if you’re researching roles in sales, even better. Let’s dig in – starting with the top of the sales funnel or beginning of the buying process.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

The Brooks Group

APRIL 1, 2016

As sales leaders, we are inspired by leadership books, seminars, and articles, but when it comes to translating that inspiration into new behaviors, we often hit a roadblock. . An average strategy well executed will always outperform a superior business strategy which is poorly executed. .

Closing 63

Closing Smart Company Exercises Analysis 63

SugarCRM

AUGUST 19, 2019

Companies where there’s an established culture of innovation or newcomers with a more modern mindset are going to find it easier to adopt new ways of working than established businesses with a longstanding legacy to navigate. Here’s our take on the four most important trends driving sales in the manufacturing sector right now.

Trends 20

Trends SugarCRM B2C CRM 20

The Brooks Group

OCTOBER 18, 2010

Part of our mission statement at The Brooks Group is to help our clients build Sales Cultures. What’s a sales culture.” The sales department must be or have the potential to be profitable. If there's no profit derived from the sales department, it's hard to justify its existence. Aggressiveness is rewarded in sales.

Collateral 40

Collateral Enterprise Enterprise Smart Company 40

The Brooks Group

AUGUST 10, 2012

It's part of a series of webinars celebrating this, our 35th year in the Sales Training Business. Q: While your process [for submitting proposals] makes sense in theory many RFP's state you can't speak to anyone at the company that sends the RFP [because] they won't allow that to give an unfair advantage to any potential supplier?

How To 40

How To Proposal Decision Maker Webinar Metrics 40

Sales Hacker

JUNE 23, 2020

This week on the Sales Hacker podcast, we speak with Leah Chaney , the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Hey everybody, welcome to the Sales Hacker Podcast. Sales teams have had to quickly adapt to a new normal.

Customer 67

Customer Churn Lead Rank Scale 67

Zoominfo

OCTOBER 4, 2019

These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. But, in the rapidly changing sales and marketing landscape, it’s important to challenge the status quo. Enter, B2P (business-to-person) sales and marketing. Keep reading!

B2C 182

B2C B2B Marketing Lead Rank 182

Sales Hacker

JUNE 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. Subscribe to the Sales Hacker Podcast.

Government 99

Government Call-back Real Estate Face-to-face 99

Your Sales Management Guru

OCTOBER 13, 2015

But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. They often lack both a strategic and tactical sales plan.

Revenue 40

Revenue Hiring System Case Study 40

Klozers

JUNE 5, 2014

The recent increase in the number of Online Reputation Management companies validates this, however smart companies have learned some simple strategies and techniques on how to deal with the Customers From Hell, and try to catch them before the problem escalates, let alone they post anything negative online.

Ideal Customer Profile 50

Ideal Customer Profile Customer Social Media CRM 50

Zoominfo

OCTOBER 4, 2019

These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. But, in the rapidly changing sales and marketing landscape, it’s important to challenge the status quo. Enter, B2P (business-to-person) sales and marketing. Keep reading!

B2C 100

B2C B2B Marketing Lead Rank 100

Sales Hacker

JUNE 20, 2022

It is our job as leaders and sales professionals to prepare for such an eventuality. 10 key points for sales leaders. What I share with you below is a distillation of incredible advice from sales leaders and professionals, as well as my own experiences. Sellers don’t just look to their sales leader for reassurance.

Lead Rank 84

Lead Rank Lead Scoring Leads Marketing Qualified Lead 84

Partners in Excellence

APRIL 13, 2018

Daily, I get feeds from all sorts of services, several provide me information and news on people and companies I’m following. This morning, it was helpful as I spoke to a client/friend, I knew his company had just closed on an acquisition–something he’d been deeply involved in. At least until now.

Smart Company 65

Smart Company Analysis Face-to-face Competition 65