The Sales Readiness Blog

NOVEMBER 19, 2021

Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enterprise involves fewer high dollar value opportunities as compared to SMB sales. So traditional daily or weekly SMB sales activity metrics such as “How many calls did you make today?”

Enterprise 52

Enterprise Enterprise Opportunity Coaching 52

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Pipeliner

OCTOBER 16, 2020

But with enterprise accounts, the win is just the beginning. In the survey, sales respondents worldwide were asked, “What percentage of your sales team’s time is dedicated to client retention versus pursuing new business?”. Enterprise pursuits can be long, challenging and costly. That’s the enterprise world.

Enterprise 59

Enterprise Enterprise Account Apparel 59

No More Cold Calling

APRIL 4, 2013

In a report by The TAS Group, “ The Key Role of the Sales Manager ,” researchers found that managers only spend 37 percent of their workdays on leadership activities like: Planning—15%. Associations Enterprise Small Business referral sales referral selling sales sales experts sales strategy sales tips sales tools selling'

Sales Management 265

Sales Management Referrals Small Business Small Business 265

Sales Hacker Training

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. Sales strategy. 1) Marketing: Does your marketing appeal to enterprise orgs?

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

Showpad

AUGUST 13, 2019

Enterprise organizations have many moving parts that shift and change regularly. When implementing a Sales enablement plan, holding Sales teams and others involved accountable is vital so everyone knows their role and what expectations are for getting that plan in motion and maintaining it as the business scales.

Enterprise 68

Enterprise Enterprise Account Scale 68

Showpad

JULY 15, 2019

Silos naturally occur within enterprise environments. As enterprise companies can have hundreds (or even thousands) of employees spread across several offices around the world, effective communication can be a struggle?creating Enterprise Sales Enablement is Essential. Proving the Value of Enterprise Sales Enablement.

Enterprise 65

Enterprise Enterprise Sales Enablement How To 65

Showpad

JUNE 24, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. What is enterprise sales? Selling an enterprise solution that scales. It can take months or even years to complete an enterprise sales cycle.

Enterprise 73

Enterprise Enterprise Scale How To 73

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

Enterprise 76

Enterprise Enterprise Hiring Skype 76

ClozeLoop

AUGUST 15, 2021

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "The Winning Zone - Saima Shaukat On Scaling SMB To Enterprise" by Hilmon Sorey.

Scale 52

Scale Enterprise Enterprise Sales Enablement 52

Showpad

AUGUST 20, 2019

Kicking off an enterprise Sales enablement program takes significant time and effort, as described in our previous enterprise blog posts. Once the sales enablement strategy is in place, however, it’s critical for Marketing, Sales, and other business leaders to ensure it’s having the anticipated impact.

Enterprise 58

Enterprise Enterprise Sales Enablement How To 58

Miller Heiman Group

SEPTEMBER 6, 2019

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes. Inefficient Internal Operations.

Enterprise 68

Enterprise Enterprise Sales Methodology Forecasting 68

CloserIQ

JANUARY 7, 2019

The job market for enterprise sales professionals is tough, and you can expect a rigorous interview process. Once you get to the later stages of the interview process, hiring managers really will scrutinize your resume and LinkedIn profile. QBR or Quarterly Business Reviews are important throughout the sales process.

Enterprise 85

Enterprise Enterprise Hiring Ideal Customer Profile 85

Showpad

JUNE 23, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. What is enterprise sales? Selling an enterprise solution that scales. It can take months or even years to complete an enterprise sales cycle.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

RAIN Group

SEPTEMBER 20, 2023

Assume you’re a sales manager for a mid-sized enterprise. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds. You pull up your spreadsheet and start reviewing the numbers, but the forecast just doesn’t look right.

Forecasting 124

Forecasting Sales Forecasts Pipeline Enterprise 124

Pipeliner

JANUARY 24, 2018

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. The dreaded hand-off, “detaching with an ax,” is simply unworkable with enterprise accounts.

Enterprise 56

Enterprise Enterprise Account Apparel 56

Pipeliner

MAY 31, 2018

In this ebook author, Nikolaus Kimla gets very specific, dealing with sales management through CRM. He personally believes (as do a lot of experts today) that utilizing a CRM is the only way to manage a sales team—and in fact, it is practically impossible to manage one without it. Lead Management.

Pipeline 74

Pipeline CRM Sales Management Guarantee 74

Nutshell

FEBRUARY 4, 2020

An effective sales management system can help your business reach or exceed its long-term goals. Sales management software encourages cooperation between sales reps and streamlines common activities. What Is Sales Management? What Is a Sales Management System? Want to be a better leader?

System 86

System Sales Management CRM Hubspot 86

Mindtickle

NOVEMBER 6, 2020

Sales Managers as well as Sales leaders play a critical role to get teams ready and ramped up to sell. Sales Managers as well as Sales leaders play a critical role to get teams ready and ramped up to sell. Gain a greater level of visibility and insights into your teams’ readiness.

Analytics 81

Analytics Report Sales Management Hiring 81

Sales Hacker

FEBRUARY 27, 2019

Join us for a webinar to learn which two crucial skills every rep should have and how to develop those skills: selling solutions to problems and project managing the deal. The post Two Enterprise-Level Skills to Help Sales Reps Close Bigger: Selling Solutions and Project Managing the Deal appeared first on Sales Hacker.

Enterprise 67

Enterprise Enterprise Closing Webinar Metrics 67

The Brooks Group

MARCH 11, 2020

With daily reminders of the power of the Coronavirus, and its companion COVID-19 infection, to bring markets, enterprises – and yes, even normal daily activities – to a sudden, shuddering halt, we are all looking for a way to navigate this new reality. Sales Management Strategies. Decide if you want to prosper or perish.

Sales Management 72

Sales Management Hiring Travel Face-to-face 72

Hubspot Sales

AUGUST 22, 2018

Sales manager job description. Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Sales manager requirements.

Hiring 137

Hiring Sales Management Forecasting Quota 137

Hubspot Sales

FEBRUARY 12, 2018

Questions for Interviewing a Sales Manager. Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. Not to mention those chosen to lead the sales team actually take a pay cut -- often earning less than their direct reports. Tell me about yourself.

Sales Management 140

Sales Management Hiring Promotion Analysis 140

Pipeliner

MARCH 20, 2023

And it can have a profound effect on your sales management, as backed up by the statistics. In this article, we take a deeper look at how you can make the most of marketing automation for improving sales management and growing your business. It directly impacts sales management by making it more efficient and responsive.

Sales Management 52

Sales Management Social Media Marketing Campaigns 52

Closer's Coffee

JUNE 19, 2019

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Many organizations “promote” their best seller to a sales management position.

Hiring 74

Hiring Sales Management Company How To 74

Pipeliner

FEBRUARY 7, 2018

A sales manager is approached by a sales rep pushing strongly for the pursuit of a large enterprise account opportunity. Of course, as she states, the financial costs of pursuing an enterprise opportunity can be immense. Pipeliner CRM empowers sales teams to make the right call in pursuing deals.

Enterprise 40

Enterprise Enterprise Account Ideal Customer Profile 40

MEDDIC

MARCH 27, 2024

Recognizing this, MEDDIC Academy proudly introduces our groundbreaking Sales Leadership Course Bundle. Designed for dynamic sales leaders, forward-thinking CEOs, and ambitious sales managers, this bundle is the ultimate tool for not only meeting but exceeding sales goals. Darius: Absolutely.

Course 52

Course Sales Leadership Enterprise Enterprise 52

The Pipeline

MAY 18, 2021

It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise. And this Thursday is your chance to find out, when Wendy demonstrates the system, specifically for business owners, sales managers and sales leaders that manage salespeople.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

No More Cold Calling

JULY 14, 2015

The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. We’ve all worked for managers who thought they were the world’s gift to sales.

Sales Management 120

Sales Management Hiring Referrals Conference 120

Mindtickle

NOVEMBER 6, 2020

Sales Managers as well as Sales leaders play a critical role to get teams ready and ramped up to sell. Sales Managers as well as Sales leaders play a critical role to get teams ready and ramped up to sell. Gain a greater level of visibility and insights into your teams’ readiness.

Analytics 52

Analytics Report Sales Management Hiring 52

Xactly

AUGUST 30, 2018

As the bridge between executives and sales reps, managers communicate corporate goals with their teams and keep reps on track to hit their quota. For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Your Sales Management Guru

JANUARY 14, 2013

Sales Management: Taking Smart Risks. 3. New manager in a complex organization. The first chapter titled: “The Dangers of Playing it Safe” covers a great story of a CNN/Money executive that left the security of success within a large enterprise to go into the turnaround and high risk oriented opportunity.

Sales Management 110

Sales Management Enterprise Enterprise Motivation 110

CommercialTribe

FEBRUARY 18, 2021

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. For this study we primarily spoke to Mid-Market (500-2000 employees) and Enterprise (>2000 employees) – 80% of participants.

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

SBI

JUNE 15, 2021

If you rely on finding diamonds to build your sales team, you’ll be waiting an awfully long time, which is why every successful enterprise makes sales coaching a key part of its strategy. Sales coaching is not without its own challenges. 64% told us that they needed more sales coaching than they’re offering right now.

Sales Coaching 137

Sales Coaching Coaching Enterprise Enterprise 137

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

Xactly

MAY 31, 2018

However, these systems were solely focused on compensation management and not necessarily on enabling sales planning or driving sales attainment. Register for Webinar. The Challenges of SPM and ICM without Automation. Discover additional benefits of AI/ML capabilities for your company in our two-part webinar series.

Enterprise 50

Enterprise Enterprise Scale Compensation 50