Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. And just like their coworkers at headquarters or in the distribution center, salespeople need to be kept engaged and aligned to company values and goals. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Product Management University

JUNE 21, 2023

The end game is to open more doors for sales at the decision-maker/influencer level and give them higher quality leads that are warmer from the start. Executing a solid content strategy can keep the sales mantra of “the leads we get from marketing are crap” at bay! There are a million ways to distribute your content.

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

Product Management University

JANUARY 8, 2024

For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. That’s the simple secret to setting yourself apart from the competition in the sales process, especially the product demo. Here’s how to do it.

Real Estate 59

Real Estate Engineering Industry Exact 59

Allego

APRIL 21, 2022

Not only that, but for B2B sales, the desire for virtual communications extends to buyers. And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Coaching distributed sales teams and providing feedback.

Hiring 71

Hiring Video Distribution Buyer 71

Vengreso

DECEMBER 21, 2023

Ever felt like you’re on a treadmill, running after sales targets but never quite catching up? Sales training : two words that hold the potential to change your game entirely. This post is your metaphorical guide through different types of sales training programs available and their benefits.

Training 52

Training Revenue Lead Rank Retention 52

Allego

FEBRUARY 16, 2021

Given its powerful impact on the bottom line, more organizations are realizing that implementing sales enablement is no longer optional. Sales enablement managers are being recognized as essential for company growth. Sales enablement pros must influence individuals and teams that don’t report to them directly.

Scale 83

Scale Sales Enablement SCM Face-to-face 83

Nutshell

OCTOBER 30, 2020

Interactive workshops. Interactive workshops, also known as breakout sessions, are usually small trainings that allow attendees to get “down and dirty” with specific topics, ask questions, and otherwise participate much more than they can during standard keynotes. Audience polls. What should you ask your attendees?

Webinar Metrics 127

Webinar Metrics Software Software Conference 127

Allego

SEPTEMBER 18, 2017

The asset management industry’s ongoing evolution is creating significant change for distribution leaders. The article described how asset managers now seek different skill sets when hiring, but didn’t discuss what firms are doing to help their existing wholesalers adapt. Turnabout is Fair Game.

Training 48

Training Lead Rank Hiring Lead Scoring 48

Allego

NOVEMBER 15, 2018

Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized , genuinely “just for me.”. What are the advantages of personalized sales training?

Training 59

Training Hiring Face-to-face Distribution 59

Mindtickle

JANUARY 25, 2024

Any organization aiming to grow revenue must make sales engagement a priority. When buyers are engaged, they’re more likely to advance through the sales funnel – and make a purchase. In order to engage buyers, sales reps must deliver the right information at the right time. The right sales collateral is essential.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

SBI

NOVEMBER 28, 2017

We call it Sales Tech Simplified. Mark: Corporations spend millions on classroom training and sales kick-offs, yet the ROI simply isn’t there – in fact, studies indicate that participants in curriculum- and lecture-based training forget more than 80 percent of the information taught within 90 days. Ramp new hires more quickly.

Hiring 96

Hiring Face-to-face Video Distribution 96

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Retention Hiring Commission 86

Showpad

SEPTEMBER 26, 2019

Sales Enablement technologies are becoming increasingly popular for an innovative sales organization that wants to empower their Sales reps to deliver great selling experiences — and increase win rates. Due to the increased use of Sales Enablement technologies, the traditional sales kickoff model has been disrupted.

Distribution 49

Distribution Sales Enablement Retention Meeting 49

Pipeliner

SEPTEMBER 29, 2020

Michael Smith, Managing Director at Blue Ridge Partners. A couple of sectors were all set to adopt the remote work culture, but then there are a few niches such as sales where remote work came with its own set of challenges! Create a remote-first sales infrastructure to facilitate seamless virtual selling at scale.

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

SBI

NOVEMBER 28, 2017

We call it Sales Tech Simplified. Mark: Corporations spend millions on classroom training and sales kick-offs, yet the ROI simply isn’t there – in fact, studies indicate that participants in curriculum- and lecture-based training forget more than 80 percent of the information taught within 90 days. Ramp new hires more quickly.

Hiring 86

Hiring Face-to-face Video Distribution 86

Showpad

JANUARY 5, 2021

The employment life cycle of every sales rep always starts in the same place — with a set of strong training and onboarding processes that establish a blueprint for these rookies to find success in their time with the company. In this post, we’ll look at key features of an ideal sales coaching solution.

Sales Coaching 52

Sales Coaching Coaching Scale Lead Rank 52

Pipeliner

MAY 4, 2021

Having ‘line of sight’ is the skill that will set you apart from every other sales leader. Effective strategy execution in sales occurs when there is clarity between the functional roles that employees play in the organization and the organization’s strategy. What specifically should inside sales do differently? Line of sight.

Face-to-face 98

Face-to-face Strategy Sales Leadership Energy 98

Nutshell

OCTOBER 30, 2020

Interactive workshops. Interactive workshops, also known as breakout sessions, are usually small trainings that allow attendees to get “down and dirty” with specific topics, ask questions, and otherwise participate much more than they can during standard keynotes. Audience polls. What should you ask your attendees?

Webinar Metrics 71

Webinar Metrics Conference Software Software 71

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. Dave, (Dave, correct me if I’m way wrong) had developed this product and had been working on distributing it for about 5 years. We want the wanting.

Hiring 120

Hiring Motivation Insurance Insurance 120

Paul Cherry's Top Sales Techniques

FEBRUARY 12, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Pharmaceuticals 63

Pharmaceuticals Distribution Sales Coaching Coaching 63

Paul Cherry's Top Sales Techniques

MARCH 4, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Salary 63

Salary Pharmaceuticals Distribution Sales Coaching 63

SBI

MAY 2, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Jared Aho , Sr.

Revenue 139

Revenue How To ROI Case Study 139

Highspot

FEBRUARY 22, 2024

This is where the importance of Sales and Operations Planning (S&OP) becomes evident. This guide will walk sales teams through the details of S&OP. What is Sales and Operations Planning? S&OP’s intention: to align sales operations with long-term goals. You’re not alone.

Forecasting 52

Forecasting Trends Lead Rank Survey 52

Paul Cherry's Top Sales Techniques

JANUARY 29, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Competition 69

Competition Pharmaceuticals Margin Distribution 69

Paul Cherry's Top Sales Techniques

JUNE 16, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Pharmaceuticals 60

Pharmaceuticals Face-to-face Distribution Sales Coaching 60

Mindtickle

MARCH 5, 2020

Kick Off Productive Sales Bootcamps, Events and QBRs with Virtual Strategies. Perhaps you’re an enablement director, marketing or sales exec, sales ops leader, training director, field event owner or an executive admin. A no-travel policy is enforced or perhaps executive management makes the call.

Policies 95

Policies Travel Cancellation Conference 95

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Paul Cherry's Top Sales Techniques

DECEMBER 15, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Account 75

Account Pharmaceuticals Distribution Sales Coaching 75

Paul Cherry's Top Sales Techniques

MARCH 8, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Positioning 56

Positioning Pharmaceuticals Promotion Distribution 56

Anthony Cole Training

AUGUST 6, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 192

Hiring Ideal Customer Profile Webinar Metrics eBook 192

Paul Cherry's Top Sales Techniques

APRIL 8, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Pharmaceuticals 56

Pharmaceuticals Distribution Sales Coaching Coaching 56

Paul Cherry's Top Sales Techniques

MARCH 21, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Face-to-face 53

Face-to-face Pharmaceuticals Distribution Report 53

Paul Cherry's Top Sales Techniques

JANUARY 28, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Customer 58

Customer Pharmaceuticals Distribution Sales Coaching 58

Paul Cherry's Top Sales Techniques

DECEMBER 25, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

ACT 63

ACT Pharmaceuticals Customer Distribution 63

Paul Cherry's Top Sales Techniques

FEBRUARY 10, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Pharmaceuticals 56

Pharmaceuticals Distribution Lead Rank Lead Scoring 56

Paul Cherry's Top Sales Techniques

MAY 31, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Sales Store.

Pharmaceuticals 55

Pharmaceuticals Resources Distribution Sales Coaching 55