Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Vengreso

JUNE 6, 2023

Top earners in sales use top sales strategies to attain their success. In this Modern Selling Podcast episode will examine best approaches needed to become a 1% earner. By adopting these proven techniques, you can elevate your own skills and propel your team to new heights. Practice active listening techniques.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. Top 6 sales training techniques.

Training 92

Training Lead Rank Hiring Course 92

Pipeliner

JULY 14, 2022

I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles.

Retention 97

Retention Forecasting Account Insurance 97

Janek Performance Group

JANUARY 25, 2022

Here are tips for speaking the different dialects of decision makers: C-Suite. While the C-suite can be the most important group to win over, they can also be the easiest to talk to. Chances are, if you’re meeting with the C-suite , you’ve already made a good impression. Effective managers often have a team-first mentality.

Decision Maker 114

Decision Maker How To Face-to-face Groups 114

SBI

SEPTEMBER 16, 2020

SELLING AS A BUYING EXPERIENCE. Q: HOW SHOULD COMPANIES DECIDE WHICH BUYING EXPERIENCE IMPROVEMENT INITIATIVES TO START WITH - ASSUMING THEY CAN'T DO ALL AT ONCE? . But, a quota-crushing sales team isn’t built overnight. Q: HOW DOES YOUR SOLUTION HELP SELLERS IMPROVE THE BUYING EXPERIENCE? . JIM: Chorus.ai

Lead Rank 172

Lead Rank Lead Scoring Call-back Hiring 172

SBI Growth

OCTOBER 26, 2013

The correct implementation of Social Selling gets your team appointments inside target prospects. These meetings are net new sales opportunities you wouldn’t have otherwise had. Your team sells more. The incorrect implementation of Social Selling drives no new revenue. Peak performers will dive in.

Social Selling 324

Social Selling LinkedIn Ideal Customer Profile Face-to-face 324

Chorus.ai

APRIL 11, 2022

What does building a truck factory have in common with selling software? And while he probably won’t need to put on a hard hat anytime soon, overseeing sales and marketing operations for a B2B software provider has offered plenty of opportunities to use the same skills that helped him in manufacturing. That’s how Scott Sutton sees it.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Sales Hacker

SEPTEMBER 29, 2023

First, the very important disclosure that marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc. Overall, from a blend of marketing leaders and advisors ranging from Seed to Series C these are 4 core channels providing for strong ROI: #1 In person events.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

SBI Growth

SEPTEMBER 30, 2012

When sales reps think about their compensation, the first thing they ask is “How can I make more?” The answer to that question can either push you up to better performance or push you out to a new company. Great companies attract and retain "A" level sales performers. Should I Stay or Should I Go?

Compensation 288

Compensation Incentives Incentive Retention 288

Sales Hacker

JUNE 10, 2020

An increasing number of our clients are coming to us and telling us they can’t sell to C-suite because it’s too difficult. While it has never been easy to sell to the C-level, there are several tricks you can use to make it easier. Selling to C-suite executives allows you to: Accelerate your Sales Cycle.

Decision Maker 83

Decision Maker Sales Cycle Up-Sell Case Study 83

Zoominfo

JANUARY 13, 2021

Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. Let’s continue with our example from earlier.

Report 100

Report Sales Qualified Lead Top of Funnel Lead Rank 100

Zoominfo

FEBRUARY 19, 2018

But, what do you really know about social selling? The truth is, most sales reps haven’t received any formal training in this area. This means reps at your company could be missing out on interested leads, important sales conversations, and ultimately, revenue. 48 Social Selling Statistics to Help You Close More Deals.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Sales and Marketing Management

MARCH 23, 2018

Author: Mark Stouse You know the old adage, “We all work for sales?” Well, if we all work for sales, then we should get paid like sales too. As a C-level executive, I’ve worked with a lot of salespeople. When I meet one who has consistently over-performed, I know I’m looking at someone who will deliver the goods.

Commission 180

Commission Marketing Compensation Margin 180

Allego

AUGUST 28, 2023

In the ever-evolving realm of B2B sales , the landscape of buyer behavior has undergone a radical transformation, posing fresh challenges for sales teams and their sales enablement counterparts. As a result, organizations must have innovative sales enablement strategies that resonate with today’s B2B buyers.

Sales Enablement 62

Sales Enablement B2B Strategy Scale 62

Partners in Excellence

APRIL 8, 2021

In every organization, there are problem performers. People who, for various reasons, are not meeting performance expectations. They may be “C” players that need to raise their performance. Too many managers think it’s the person, the problem performer, that’s the problem.

Hiring 74

Hiring Maximizer Coaching Ideal Customer Profile 74

Sales Evangelist

AUGUST 28, 2023

Why having a sales trainer is a good idea? In this episode of the Sales Evangelist podcast, host Donald Kelly will provide four benefits to having one. If you’re ready to save time and elevate your game, listen to why you need a sales trainer to help you achieve greatness! Why Listen to Donald on Sales Training?

Benefit 40

Benefit Case Study Survey ROI 40

Gong.io

AUGUST 26, 2020

Quick quiz: Which of the following describes the top sales reps at your organization? B: They are veterans with years and years of sales experience. C: They are the hardest workers. But in sales, there’s a hidden game-changer that puts the best reps over the top: the language they use. Sidebar: What is Gong Labs?

Hiring 122

Hiring Buyer Call-back Case Study 122

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Even the best computers still can’t beat the transformative power of human intelligence.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Mindtickle

JUNE 1, 2023

Episode summary Finastra , a leading global banking software company, partners with Mindtickle to optimize sales training and drive success. With 90 of the top 100 banks relying on Finastra, their 600-member sales team undergoes 20 comprehensive training programs worldwide. So it’s challenging for the experienced ones.

Sales Enablement 52

Sales Enablement Software Software Video 52

Mindtickle

JULY 21, 2023

In a recent Q&A session with Teri Long , VP of Revenue Enablement at Mindtickle, we talked sales enablement , onboarding , and the power of AI in shaping the future of the industry. Teri shared that she spent years as a quota-carrying representative and how it’s shaped her perspective on sales enablement. “I

Data 52

Data Hiring Face-to-face Sales Enablement 52

Pipeline

MAY 30, 2023

What makes sales teams win more deals? Turns out that sales enablement plays a key role in results. Sales enablement gives your sales reps the leadership, support, technology, content, and processes they need to close more deals consistently. Sales process: elite sales reps clearly know what to do and when.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. By Randy DeHaan, Director of Sales, Chorus.ai. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows.

Objections 139

Objections Case Study Face-to-face Coaching 139

Zoominfo

JUNE 22, 2022

As daunting as cold calling may be, it still has a place in today’s sales pipelines. In the age of COVID and increased remote work, sales development representatives (SDRs) and account executives (AEs) are finding that cold calling can be an effective means of reaching prospects — when handled correctly. Is B2B Cold Calling Dead?

Cold Calling 130

Cold Calling B2B Commission Exact 130

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

The Brooks Group

JANUARY 19, 2020

Writing emails using DISC will give your sales reps: Better response rates. Improved rapport with prospects. Faster movement through your sales process. C types: Control-oriented, data-focused, logical. I’s like to understand the high-level view rather than details. Don’t push the sale. The C Type.

How To 95

How To Lead Rank Analytics Call-back 95

Sales and Marketing Management

JANUARY 30, 2019

Author: Greg McBeth Any sales leader would love to wave a wand and instantly find good-fit companies with interested buyers. Case in point: NewVantage Partners annually surveys C-suite participants to understand market trends and associated corporate strategies. Working data scraping into the sales flow. Here's how: 1.

Data 204

Data Revenue Hiring Infusion 204

Understanding the Sales Force

JULY 9, 2012

Understanding the Sales Force by Dave Kurlan I'll open with a baseball analogy. The Boston Red Sox traded Kevin Yukilis, a disgruntled, under performing, 3-time all-star, to the Chicago White Sox AND the Red Sox paid most of his remaining 2012 salary. The Red Sox have continued to lose games and under perform.

Company 195

Company Advertising Advertising Salary 195

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. Overview 2.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Pipeliner

JULY 14, 2023

Of course, you can dream of a second half so strong that it drives your numbers up, salvaging your year, insuring robust performance and healthy commission checks. But your sales optimism tells you that there’s plenty of time left before the ball drops on 2023. The concept is simple, like all of selling’s best practices.

Insurance 52

Insurance Insurance Territories Maximizer 52

Understanding the Sales Force

JANUARY 6, 2014

Understanding the Sales Force by Dave Kurlan Warning - this story is disturbing and contains actual quotes from its participants. The president of a small company, suffering from years of declining sales, asked us to evaluate his small sales force (3 salespeople and sales manager). this is insulting and demeaning.

Hiring 199

Hiring Call-back Groups Sales Management 199

BrainShark

JANUARY 11, 2023

By Beverlie Heyman, Bigtincan/Brainshark Director of Sales Enablement and WiSE Chapter Lead/Enablement Strategist/Coach. In fact, 65% of sales reps prefer to learn from their peers versus a sales manager or sales enablement practitioner (Salesloft). Why peer learning is important for remote sales teams.

Scale 62

Scale Lead Rank Lead Scoring Sales Enablement 62

Salesmate

AUGUST 18, 2020

The sales podcast offers a wealth of information that can help you level up your sales game. These podcasts can help you in improving your sales approach and conversion rate. All you need to do is invest a little time listening to sales podcasts by various experts. The best sales podcasts you shouldn’t miss.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

Allego

OCTOBER 14, 2021

Are you getting the most out of your sales enablement programs? Understanding the value of sales learning and enablement is not straight-forward. And you always need to get better—to iterate and improve programs so that you can reach your business goals more efficiently and effectively. Can you track sales content usage by rep?

Sales Enablement 71

Sales Enablement ROI Hiring Collateral 71

Smooth Sale

OCTOBER 8, 2022

Attract the Right Job Or Clientele: How to Take Charge and Improve Your Financial Situation. Our collaborative blog post provides insight into three key steps to help you improve your financial situation. Improve Your Financial Situation. Know where you stand today to improve your financial situation diligently.

Salary 78

Salary How To Hiring Negotiation 78

InsideSales.com

OCTOBER 23, 2019

It may be intimidating to pitch and sell to top brass clients and C-level executives, but it always pays to reach higher… if you know how. RELATED: Four Tips On Selling To C-Level Executives. In this article: Engaging with C-Level Executives. Level with Them. Start at the Top.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63