Sales 2.0

OCTOBER 11, 2019

When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. How not to get meetings.

Engineering 262

Engineering Small Business Small Business Banking 262

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

Pipeliner

AUGUST 9, 2018

Understanding Sales Engineers and their Role in the Sales Force. 40 years ago, sales engineers were a rarity. However, I know the last decade there are a lot more sales engineers than there used to be. Lastly, it’s not a secret, women in sales and tech, are very few. Now they’re a dime a dozen.

Engineering 63

Engineering Call-back Sales Cycle Coaching 63

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

MTD Sales Training

DECEMBER 4, 2017

The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen! So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Prospecting On LinkedIn. Managing Director. MTD Sales Training. Keyword Searches. Happy Selling! Sean McPheat.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

Anthony Cole Training

DECEMBER 5, 2014

Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a tractor engine and he said to his son (me), "Antny (Anthony), hand me the flat head screw driver." As a sales manager, you need a tool box. now on to my point about tools.

Tools 196

Tools Sales Management Hiring Pipeline 196

Janek Performance Group

APRIL 5, 2022

In a perfect world, prospects would immediately recognize the value your product or solution delivers and take the required actions to secure the solution for themselves. Therefore, value can be proposed but until prospects recognize value, they will remain hesitant to move forward in the sales process.

Lead Rank 62

Lead Rank Lead Scoring Prospecting Scale 62

Sales Hacker

JANUARY 17, 2023

In this replay, we spill the tea on what sales leaders can do to empower their teams to succeed in this new digital selling landscape. Guests: Mukesh Mirchandani – VP Global Solution Engineering at Freshworks. Daniel Disney – Founder & Owner at The Daily Sales.

Prospecting 52

Prospecting Engineering Study Report 52

Sales Evangelist

MARCH 26, 2020

How to build a sales engine that will land massive deals – repeatedly A sales engine is a great strategy to increase your number of closed deals. The magic happens between planting, prospecting, and closing. A sales engine is a great strategy to increase your number of closed deals.

Engineering 52

Engineering Harvest Hiring How To 52

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. Prospect Needs Analysis.

Software 81

Software Software Sales Management Proposal 81

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. Prospect Needs Analysis.

Software 81

Software Software Sales Management Proposal 81

John Barrows

FEBRUARY 14, 2020

Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake’s seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what’s broken? If anybody wanted to inspect.

Sales Process 119

Sales Process Ideal Customer Profile Prospecting Sales Methodology 119

Zendesk Sell

MAY 2, 2019

Maybe you’re a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing a team for some time now but are struggling with hitting your targets. The right sales management process helps a sales team (and company) thrive.

Lead Rank 70

Lead Rank Sales Management Hiring Top of Funnel 70

MTD Sales Training

NOVEMBER 8, 2011

The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen! So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Prospecting On LinkedIn. Bestselling Author, Sales Authority & Speaker On Modern Day Selling Methods . Sean McPheat.

LinkedIn 223

LinkedIn Prospecting Social Media Decision Maker 223

The Pipeline

OCTOBER 18, 2021

Christian Maurer , a Sales Leadership Methodologist , had 2.5 Shortly after becoming an independent consultant focused on helping Top Leadership to measurably increasing the productivity of their B2B sales organizations with system thinking, Christian was approached by two German Universities, to become a part time adjunct lecturer (the “0.5

Siebel 188

Siebel Oracle Sales Methodology Engineering 188

Hubspot Sales

MARCH 8, 2023

About 46,600 openings for securities, commodities, and financial services sales agents are projected each year, on average, over the decade. While the position is in high demand, this type of salesperson has to have extensive technical knowledge to sell a product or service B2B to prospective customers.

Decision Maker 98

Decision Maker Pharmaceuticals Salary Travel 98

Zoominfo

MARCH 15, 2022

If you’re in marketing, you might think of search engine advertising platforms as your “frenemy.” “The more profitable experience for search engines is more people clicking on ads. And if people are clicking on your ad but not converting, the search engine is still getting paid and you’re still getting charged.

Lead Rank 130

Lead Rank Marketing Qualified Lead Account Based Marketing Engineering 130

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. .

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

The Pipeline

OCTOBER 3, 2019

The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. Stated otherwise, if your best customers are in a specific industry, have a certain number of employees, and deploy a competitive or complementary technology – then companies that also fit that profile will be your best prospects.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. Engineers have all sorts of ways to try to minimize this but too often, while each part fits it’s specs, the assembled parts fail.

Case Study 88

Case Study Marketing Qualified Lead Scale Engineering 88

Hubspot Sales

APRIL 5, 2023

They educate customers on products and services to finalize a sale. Regional sales managers oversee sales reps for a determined district and are focused on helping their team meet sales goals. A regional sales manager has an average salary of $124,000 yearly with bonuses and commissions.

Ideal Customer Profile 115

Ideal Customer Profile Salary Hiring Lead Rank 115

Hubspot Sales

AUGUST 12, 2020

That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. What is inbound sales? Inbound sales is a personalized, helpful, modern sales methodology. Here's how to understand the difference between inbound and outbound sales.

Inbound 137

Inbound Top of Funnel Outsourcing Services Hiring 137

Sales and Marketing Management

OCTOBER 26, 2020

Building a successful virtual sales engine also may require shifting the mindset of the sales staff. They will have to determine the mix of inside vs. field vs. digital sales channels, the roles and activities within each and the requisite marketing support. .

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” ” If you are an engineer, would you ever trust a seller who had no engineering experience?

Sales Enablement 92

Sales Enablement Hiring Engineering Scale 92

Cincom Smart Selling

SEPTEMBER 28, 2017

Sales Management and Business Intelligence. For sales managers and marketing managers, these systems will likely include CRM and CPQ. What percentage of your prospecting and sales effort is spent addressing this profile? How effective is this or that sales rep at cross- or upselling?

Sales Management 78

Sales Management Ideal Customer Profile CRM Face-to-face 78

Hubspot Sales

NOVEMBER 14, 2022

Our report also showed that the most effective types of sales enablement content to win deals are product demos, customer testimonials, and market research. Sales Management Tools. Top-performing sales reps say that social networking platforms are important to their success. How do ineffective sales teams compare?

Social Media 104

Social Media Trends Sales Enablement Report 104

Chorus.ai

NOVEMBER 12, 2019

Sales leaders live to onboard their first hires. To bring it to life, you slap prospects’ LinkedIn pictures on slides so you can preach about personalization and qualification. Deals are also more likely to close if another teammate joins a reps’ discovery call, such as a sales leader or engineer.

Coaching 48

Coaching Scale Hiring Sales Management 48

Hubspot Sales

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Hiring 107

Hiring Salary Top of Funnel Commission 107

Pipeliner

FEBRUARY 2, 2018

Or, your outreach team is not at hundred percent capacity because they do not have a steady stream of prospects to call. For instance, your outreach team may also be responsible for building a prospect list. The first step towards resolving constraints in your sales management process should be through outsourcing.

Hiring 40

Hiring Sales Management Inbound Sales Team Sales Qualified Lead 40

Sales Hacker

FEBRUARY 6, 2019

This visual is so powerful because it reminds reps that a good sales process is mutually beneficial and that you both give things to customers and get things from them throughout. Don’t over-engineer the sales process. The sales process should be simple. The sales process should include as few steps as possible.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Partners in Excellence

FEBRUARY 28, 2024

I then studied Electrical Engineering at the Swiss Federal Institute of Technology, specializing to the max. As a student, I had to buy my first scientific HP calculator not in a shop but directly from a sales engineer at the local HP office. I can understand the treatment I received, being a tiny fish for the sales engineer.

Lead Rank 103

Lead Rank Lead Scoring Ideal Customer Profile Customer 103

BuzzBoard

DECEMBER 13, 2023

By implementing AI-powered analytics and assistive technology, sales leaders can easily monitor team performance. This AI sales management solution integrates with your salestech stack and scans your team’s activity data. In this synergy between AI and sales, the human touch remains irreplaceable. Take Atrium for example.

Scale 105

Scale Maximizer Remedy Analytics 105

Sales and Marketing Management

JUNE 29, 2020

This “agile onboarding” approach uses online content, eLearning, video and web conferencing to sequentially prepare new reps for various career milestones (first prospecting call, first discovery call, first presentation, etc.). How COVID-19 could reshape sales. Firing up the revenue engine post-crisis. Are you digital-ready?

Construction 156

Construction Policies Travel Coaching 156

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed. Keep your sales pipeline full by prospecting continuously. What is B2B Sales Prospecting? Brian Tracy.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Understanding the Sales Force

AUGUST 11, 2014

Regardless of the type of reaction, when panicked, salespeople tend to lose control of the sales call while their prospects become less comfortable with the idea of doing business with them. There are some sales management lessons here too. Don''t engineer anything. When they become emotional bad things happen.

Coaching 283

Coaching Engineering Exact Sales Management 283

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Janek Performance Group

OCTOBER 18, 2021

With time running down, teams with leads may play it safe and engineer long, slow drives that eat clock. As a football coach may pump up the team for the fourth quarter, sales managers can provide extra motivation. This ensures managers will keep tabs on their reps to push stagnated deals through the pipeline.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118