Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme.

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

criteria for success

DECEMBER 8, 2021

If you are currently in a leadership position, or plan to be entering one early in the New Year, you need to ask yourself one question: does your team agree on key goals for 2022? Some companies have a sales goal for the year that’s written on the sales manager’s whiteboard and pinned to every salesperson’s wall. The Process.

Webinar Metrics 94

Webinar Metrics Follow-up Sales Goal eBook 94

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Hubspot Sales

JANUARY 13, 2021

I will always be a believer in sales mentorship programs. Eventually, I took those learnings and taught them to sales reps I was mentoring. As I've seen firsthand, mentorship programs accelerate the learning and promotion processes on a sales team. Sales Mentoring: What's in It for You (the Mentor)?

Face-to-face 97

Face-to-face Hiring Benefit Salary 97

No More Cold Calling

NOVEMBER 8, 2013

Take a page from the playbook of John Farrell, who led his team from worst to first. A Leadership Role Model. We can all become great sales leaders by learning from the best. With the end of the year just around the bend, your sales team might be losing steam just when they need it most. Celebrate Talent.

Small Business 237

Small Business Small Business Enterprise Enterprise 237

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Rep Focus Isn’t Enough. Today’s post focuses on the missing link: Enabling your front-line sales managers.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Allego

DECEMBER 29, 2020

When the business world shifted from in-person to virtual this year, B2B sales changed too. What we discovered was a new focus on the importance of sales and marketing alignment. Making sure sales and marketing are working toward the same goals and supporting company objectives is essential in the best of times.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Zoominfo

NOVEMBER 1, 2022

Here are 10 of the strongest insights from the discussions, including the importance of effective go-to-market strategies across sales and marketing teams, and how the current wave of economic uncertainty is affecting companies’ ability to make the most of their market opportunities. Get a Demo 3.

Hiring 100

Hiring Intent Data Intent Scale 100

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Hiring 118

Hiring Lead Rank How To Cold Calling 118

Mr. Inside Sales

OCTOBER 7, 2019

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better!

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

Zoominfo

FEBRUARY 26, 2021

Sales automation tools streamline repetitive tasks so you can focus on selling. What is Sales Automation? Today’s Sales professions spend just 34% of their time selling. With that shocking statistic, let’s review the benefits of sales automation. The Rise of Sales Automation. Salesforce.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

BrainShark

JULY 4, 2023

Coaching sales reps is vital, and if you aren’t currently doing it, good news – getting started can make a world of difference for your bottom line. Challenges for organizations with untrained or undertrained reps include missed quotas, inconsistent messaging, and lack of sales readiness. What is sales coaching?

Sales Coaching 62

Sales Coaching Coaching Hiring Video 62

BrainShark

MAY 31, 2023

While employee cutbacks and attrition are widespread across sectors and roles at the moment, these numbers are especially concerning for sales— a department with historically high turnover at the best of times. What is time to competency in sales onboarding? Because of quota attainment,” said Zines. “If

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

SBI Growth

JANUARY 16, 2013

Successful Reps now spend their four hours taping into social networks to win business. I recently met Jill Rowley, a Sales Rep at Eloqua. Jill remains Eloqua’s #1 Sales Rep since 2006. 57% of the buying process is completed before buyer-rep interaction. Social Sellers are the best of three types of Reps.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Sales and Marketing Management

JANUARY 16, 2020

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. To that end, leading suppliers train their sales reps to engage customers with a specific kind of information?—? buyer enablement”?—?while

Buyer 156

Buyer Scale Face-to-face Report 156

Hubspot Sales

APRIL 22, 2021

Just about every modern sales team is thinking about commissions. This leaves stakeholders across operations, finance, and sales without a scalable, automated solution and causes frustration among reps when their paychecks don’t match expectations due to mismatched spreadsheets.

Hubspot 85

Hubspot Commission Compensation Incentives 85

SBI Growth

SEPTEMBER 10, 2013

70% of strategic sales initiatives fail. There is a lot of momentum headed into the Sales Kick off meeting. Why did the new sales process not work? Why did the new sales process not work? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

Sales Process 282

Sales Process Follow-up Channels Research 282

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Subscribe to the Sales Hacker Podcast. Outreach has been a longtime sponsor of this podcast, and they just launched a new way to learn.

Training 119

Training Scale Webinar Metrics Face-to-face 119

SBI

JUNE 16, 2020

Just a few years ago, some analysts predicted that most sales people would be replaced by AI. Obviously, those analysts didn’t know much about B2B sales or AI. Guided selling applications are incredibly important because teams need to enforce sales processes and remove the guesswork from the sales process.

Scale 120

Scale Education Sales Enablement Inbound 120

Mindtickle

JULY 13, 2020

Follow these steps to effective enablement that will provide your enablement and sales leaders, as well as salespeople, with the tools, knowledge, and motivation they need to turn your company’s strategies into action. . Soon your teams will look forward to your training, knowing just how much value it brings. .

Webinar Metrics 85

Webinar Metrics Sales Enablement Buyer Persona Sales Leadership 85

The Pipeline

APRIL 6, 2015

There is a lot written about leadership in general, and more specifically sales leadership, I have contributed my share to the din. One common theme in pieces about leadership is how the leader needs to be involved and leading the process. Managing/Coaching sales people, is really an exercise in selling.

Lead Rank 120

Lead Rank Leads Marketing Qualified Lead Hiring 120

LeadFuze

NOVEMBER 30, 2021

Sales Tools that Actually Matter: Building your Sales Playbook. Whether you have five reps or fifteen thousand, it’s important to create a streamlined process that brings everyone on board. Reduce ramp time for new reps. Sales and marketing need to work together more than ever before.

Sales Tools 52

Sales Tools Tools Hiring Lead Rank 52

Close.io

MAY 7, 2018

How do you find a great sales leader? In most organizations, it goes something like this: A rep hustles, grinds, and outperforms. Leadership takes notice, and thinks, “how can we spread their magic to the rest of the team?” So they make them a sales manager. How I discovered I was a terrible sales manager.

Hiring 132

Hiring Sports Coaching Sales Management 132

Hubspot Sales

NOVEMBER 17, 2020

many are just trying to survive — after all, we are experiencing one of the biggest macroeconomic shocks most businesses have ever faced. Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Sales leaders, let’s dive in.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Nutshell

MARCH 11, 2019

You’ve probably just landed a new sales leadership role, and you want to make the transition as successful as possible. While this is an exciting time for you, it’s also a time of change for your sales reps. It will also help you stay on track with your own goals for your sales team. GET THE PLAYBOOK.

Hiring 103

Hiring Sales Management How To Promotion 103

BrainShark

NOVEMBER 7, 2022

That’s why most sales reps shy away from video coaching assessments — despite its potential to help grow their careers and client portfolios. Our own data pulled from a survey of 133,442 responses shows prospects are 13 times more likely to want to buy from a rep when they sounded extremely confident versus not confident at all. .

Coaching 62

Coaching Video Lead Rank Lead Scoring 62

Pipeline

MAY 30, 2023

What makes sales teams win more deals? Are they just better or more elite? 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 Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Hubspot Sales

FEBRUARY 9, 2018

Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. Here’s the second playbook in our series, brought to you by PandaDoc. I talked to one of PandaDoc’s sales managers to learn more about their playbook. Sales Process. Sales Team. Sales Cadence.

Lead Rank 80

Lead Rank Outbound Customer Inbound 80

Sales Hacker

OCTOBER 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson , VP of Commercial Sales at Conga , a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder.

Hiring 95

Hiring Motivation Face-to-face Workbooks 95

Sales Hacker

NOVEMBER 3, 2022

Which is why today’s winning leaders implement strategies that accelerate pipeline and empower their reps to find success, no matter where the sale occurs. In this article, I’ll unpack the playbook for winning in the new world of hybrid sales. How to create equality in a hybrid sales team. Some people don’t at all.

Examples 85

Examples Strategy Face-to-face Lead Rank 85

BrainShark

AUGUST 7, 2022

Even worse, these inefficiencies have been accepted by sales organizations as “the way we’ve always done it.” By identifying sources of waste and taking steps to plug the holes, sales teams can improve overall results. Unfortunately, that’s exactly what sales leaders do with inflated pipeline-to-quota ratios. Except for one.

System 62

System Revenue Top of Funnel Quota 62

BrainShark

SEPTEMBER 20, 2022

The sales world is no exception. With dozens of fantastic podcasts available today, sales professionals have no shortage of insights and tips at their disposal. That’s why we’ve compiled a list of the 23 best sales podcasts (in no particular order) for reps, managers and executives to check out. Sales Influence.

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. LinkedIn isn’t just for social selling. We put together this list to help you discover some of the brightest, innovative minds shaping the future of sales.

LinkedIn 52

LinkedIn Cold Calling Hiring Enterprise 52

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. I’ll be the first to admit it! So, there you have it!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Sales Hacker

AUGUST 5, 2022

Regardless of the size of the sales org, the challenges remain the same. Enter sequences — the foundation of a great prospecting strategy and the engine fueling your playbook. For example, you would approach a VP of sales much differently than a sales manager, right? Not sure who your buyer personas are? No worries!

Buyer Persona 86

Buyer Persona Scale Government How To 86