SBI Growth

NOVEMBER 8, 2013

They’re just reporting the news.” The managers get on the line and report their commits for the month. How can the managers, and your, time be better spent? Sales meetings will go from reporting to tactical planning. Dashboards, metrics and reports that will help you execute will be yours.

Licensing 281

Licensing Margin Report Sales Operations 281

No More Cold Calling

APRIL 4, 2013

Is training your sales team a waste of time and money? It takes time to learn new skills, practice those skills, and get comfortable applying them. What a waste of time and money! They simply don’t have time to reinforce new skills—even if they want to do so. Reporting to management—12%.

Sales Management 265

Sales Management Referrals Small Business Small Business 265

Partners in Excellence

JUNE 9, 2022

” Salesperson: “Stop wasting my time with questions, just give me more leads?” ” Salesperson: “OK, I’m not finding enough opportunities, my pipeline sucks! ” Salesperson, frustrated: “I don’t have the time to figure that out! I just need to fill my pipeline!

Ideal Customer Profile 72

Ideal Customer Profile Sales Qualified Lead Pipeline Face-to-face 72

No More Cold Calling

MAY 18, 2017

Stop trying to get around the gatekeeper. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. High-performing account-based sales professionals don’t waste time cold calling, especially not at night or on weekends. Want to land and expand? Seriously?!

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

No More Cold Calling

JANUARY 24, 2019

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). These are just a handful of the stats that prove cold calling is dead.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

DiscoverOrg Sales

MARCH 8, 2017

Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge. The burden of checking those out falls on your shoulders.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

Keith Rosen

MAY 13, 2020

It’s not just due to exhaustion, the economy, working remotely, you and your team’s sales and coaching acumen, or how much you physically weigh. There is a ton of hidden overhead in your life you’re unnecessarily putting up with that’s causing stress, distractions, and costing you time, money, sales, and energy. A messy home.

Energy 139

Energy How To Pharmaceuticals Salary 139

SBI Growth

OCTOBER 30, 2013

A bad hire costs a ton more than just recruiting, salary and benefits. If you’re comfortable hiring an average player, stop reading. In doing so, you’ll also get access to SBI’s Annual Research report. As you move into next year, it’s time to upgrade your team. Just saying “produce sales reports” doesn’t help.

Hiring 276

Hiring Salary Report Sales Operations 276

Increase Sales

AUGUST 1, 2013

These folks in their white lab coats running around checking this operation or that one and reporting about all the inefficiency to stop the drain of lost profits. People fail to understand that wasted time is like the annoying, dripping kitchen or bathroom faucet. Wasted Time. 20,000 Salary. 30,000 Salary.

Salary 131

Salary Small Business Small Business Facebook 131

Zoominfo

FEBRUARY 8, 2022

Poor data quality leads to targeting the wrong accounts at the wrong times and in the wrong way. The World’s Best Dynamic Real-Time Account Data Strong data is the foundation of any successful ABM program — and our data is the best in the world. Don’t just take our word for it: ZoomInfo’s B2B intent data is ranked No.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

Hubspot Sales

AUGUST 1, 2023

As a salesperson in today’s business landscape, you'll need to better optimize your time and efficiency. You'll spend less time on repetitive tasks and spend more time on creative work. However, for sales, your chatbot is more than just an email composer or content machine. Just ask ChatSpot for it.

Data 80

Data Ideal Customer Profile Lead Rank Lead Scoring 80

Sales Hacker

OCTOBER 19, 2020

Is it just a numbers game? They spend their time digging through complex data sets to help sales professionals perform at a higher level. Stop back for the rest of the posts in this series, as there are additional data and insights to share. Show the prospect why it’s worth their time and effort to connect with you.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103

Nutshell

JUNE 7, 2023

By defining each stage of your pipeline, you’ll have a much easier time gauging how to approach each lead and customer. The last thing you want is to waste time on leads that don’t convert, and then find out that while you were doing that, the high-scoring leads all got tired of waiting and chose a different roofing company.

Pipeline 62

Pipeline Lead Rank Lead Scoring Company 62

SBI Growth

SEPTEMBER 12, 2012

As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy. You’ll get three questions to ask about your opportunities to quickly identify those that intend to buy so you can close more business. Many of those "no decisions" never had the intent to buy.

Opportunity 288

Opportunity Intent Lead Generation How To 288

Allego

NOVEMBER 2, 2021

Your sales reps have only about 5% of a customer’s time during their buying journey, according to Gartner. B2B sales are also much more complex and lengthy than those of the past, often taking months (even years) and numerous touchpoints to close. B2B sales have changed—perhaps forever. Provide a Context for Sales Content.

Closing 125

Closing Strategy Video Collateral 125

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. It can be time-consuming at first (since you’ll need to gather a lot of information), but the pay-offs can be huge. Naturally, all this personalization makes target account selling fairly research-intensive, which is why some salespeople consider it a waste of time.

Ideal Customer Profile 62

Ideal Customer Profile Demand Generation Targets Account Buyer Persona 62

Allego

MARCH 28, 2024

Just because you’re in a director position it doesn’t mean you should stop learning. Learn how to be a better leader, but at the same time, learn how to be a better salesperson. Learn how to be a better leader, but at the same time, learn how to be a better salesperson. Are you motivating your sellers?

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

InsideSales.com

MAY 20, 2021

It’s just guessing at scale. Stop guessing. Stop doing more of what doesn’t work. If you have reliable connections between your sales tools and CRM, you spend less time and money on maintenance, on removing data silos and duplicate records, on performing manual tasks that should be automated. They do their own research.

Lead Rank 77

Lead Rank Lead Scoring Call-back SalesForce 77

DiscoverOrg Sales

JUNE 26, 2017

They then communicate with those leads via email, phone, and social media with a variety of messaging – but with little or no quantitative feedback on their process or content. How Closed-Loop reporting works. Sales teams spend a lot of time learning to interact with customers. Personalized, data-driven messaging.

Data 120

Data Closing Ideal Customer Profile Fashion 120

Understanding the Sales Force

JANUARY 28, 2013

Those veterans included National Baseball Hall of Fame members Carlton Fisk, Jim Rice and Carl Yastrzemski. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them. I'll be wasting my money on them.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Julie Hanson

AUGUST 2, 2022

Some sellers even went so far as to put tape over their camera just in case it accidentally came on during a meeting! Wasted time recording videos that don’t get watched. Wasted time recording videos that don’t get watched. They are there because we have simply not taken the time or effort to do so.

Video 62

Video Face-to-face Sports Knowledge Base 62

Hubspot Sales

MAY 9, 2022

We’ve analyzed those features and broken down our recommendations by category. With HubSpot payments, your invoice software doesn’t just integrate with your CMS, it’s already a part of it. Access time-tracking or inventory management from your desktop or smartphone. Make invoices based on time and expense tracking.

Hubspot 86

Hubspot Small Business Small Business Software 86

InsightSquared

FEBRUARY 11, 2020

And it’s time to solve the challenge once and for all. Here, you’ve started the car and are in motion, but you’re stuck in traffic jams, wasting time without improving the outcome. If you haven’t learned about Systems of Engagement (SOE), take time to do the research. But don’t stop there. Automate data entry.

CRM 83

CRM Data Construction Commission 83

Partners in Excellence

SEPTEMBER 19, 2013

The sales people are using all the classic arguments—”it wastes my time and diverts me from selling activities,” “it doesn’t help me sell more,” “it’s management’s way of micromanaging me,” “all I do is spend endless hours doing reports, I’m supposed to sell!”

System 92

System CRM Revelation Territories 92

Smooth Sale

NOVEMBER 1, 2021

Multitasking just means that you’re asking your brain to switch between tasks rapidly. When you do this, you make more mistakes and end up wasting your time. In a remote setting, you can put aside those emails until your blocked task is complete. But most of the time, working outside of your hours isn’t necessary. .

Small Business 78

Small Business Small Business Benefit Transportation 78

Partners in Excellence

JULY 6, 2019

We are confronted with research report after research report providing us “report cards” on our performance. Our customers are voting with their time, current Gartner data shows total engagement with sales (all vendors), is 17%. It eliminates any chance of learning and stops growth.

Government 80

Government Face-to-face Report Sales 80

Partners in Excellence

MARCH 7, 2021

But these are details important to the people to whom we have made those commitments. Instead of taking the time to understand the underlying causes, we just say, “Do more!” This takes time—but not as much time as continuing to do the wrong things because we have failed to understand.

Analysis 48

Analysis Face-to-face Data Sales Enablement 48

Pointclear

JUNE 28, 2018

Just three: Agree on your market, media and message. It’s not that your people are incompetent, they just haven’t been given the right direction. Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Not 50 things. Measure what matters.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Partners in Excellence

JANUARY 16, 2020

To be honest, at times they were uncomfortably intense. I was spending the night, in the hospital, with Kathy. ” At first, I responded lightly, but she said, “Stop playing that game David! But their expression of it, not just to me, but to everyone they encountered was deep and, almost uncomfortably, intense.

Face-to-face 98

Face-to-face Conversion Examples Report 98

Close.io

JULY 10, 2019

UI isn’t just about how the product looks, but how it feels. Nobody likes wrestling with a tool that’s not intuitive or that crashes all the time, and you can’t afford to have leads falling through the cracks. Integration ensures that information is easily available for those who need it—in this case, your sales reps.

CRM 57

CRM Top of Funnel Analysis Report 57

Hubspot Sales

OCTOBER 10, 2017

But it’s not just enough to get your prospects on the phone. This means that they’re on the defensive, looking to avoid sales calls that will waste their time. If you sound just like every other salesperson from the moment your prospects answer, you’ll be dead on arrival. 3) Put contingencies in place.

Call-back 107

Call-back Follow-up Face-to-face Social Media 107

Nutshell

MARCH 1, 2019

Both situations take time and persistence. At some point, following up too much will annoy your prospects and customers, and it will be a waste of time that you could have otherwise spent on buyers who are actually interested in your product or service. Any more than that and you’ll probably just be wasting your time.

Top of Funnel 124

Top of Funnel Campaigns Call-back Follow-up 124

Nutshell

JANUARY 30, 2020

With a CRM or email marketing tool, content can be distributed to those who are interested, and those who aren’t interested can easily be dropped. With a CRM or email marketing tool, content can be distributed to those who are interested, and those who aren’t interested can easily be dropped. Tracking source to sale.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

Sales Hacker

MARCH 11, 2019

Half of you are opening this blog thinking “finally someone’s going to explain what I had been thinking for a long time” The other half are probably thinking, “no, I read the latest report and the average number of touches to engage a prospect in 2019 was xyz” OK, stop, right there.

Prospecting 53

Prospecting Strategy Report Distribution 53

Highspot

SEPTEMBER 28, 2023

Developed by David Sandler in 1967, this sales model has withstood the test of time and continues to be a go-to training program for many sales reps and organizations. You’re not just selling; you’re solving problems. Why Does Sandler Sales Methodology Matter? These are the ground rules.

Sales Methodology 52

Sales Methodology Lead Rank Sales Qualified Lead Top of Funnel 52

Nutshell

MAY 12, 2023

Trying to accomplish those same goals without high-quality data may feel like working with one hand tied behind your back. Flawed CRM data isn’t just a headache—it can derail your operations, waste valuable time, and even cost sales. Why is ensuring data quality important?

CRM 62

CRM Data Follow-up System 62

InsideSales.com

MAY 20, 2021

It’s just guessing at scale. Stop guessing. Stop doing more of what doesn’t work. If you have reliable connections between your sales tools and CRM, you spend less time and money on maintenance, on removing data silos and duplicate records, on performing manual tasks that should be automated. They do their own research.

Lead Rank 52

Lead Rank Lead Scoring Call-back SalesForce 52