Zoominfo

MARCH 14, 2024

Convincing management to invest in new software solutions isn’t always the easiest sell, but it’s a struggle that many sales professionals know all too well. Google is just weeks away from unveiling its exciting new social network, Google+; hot new music streaming startup Spotify has finally gone live in the U.S. And I said, ZoomInfo.”

Decision Maker 130

Decision Maker Google Software Software 130

Alice Heiman

OCTOBER 11, 2023

CEOs, do you want to unlock the secret to sky-high sales? Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories. Want to dive deeper?

GoldMine 86

GoldMine Survey Territories Ideal Customer Profile 86

Sales 2.0

JUNE 9, 2018

Congrats you have a brand-new “greenfield” sales territory! Of course, with all these social media networks out there now it’s not six degrees any more. He figured out that we have about 150 relationships we can maintain (keep in mind this was not for sales people using CRMs etc. Boy, you are going to coin it in!

Territories 150

Territories Demographics Social Media Cold Calling 150

Adaptive Business Services

FEBRUARY 6, 2019

When I first began to write, it was on NetWorks! Since NetWorks! is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals. That and I’m addicted to networking. This group, NetWorks!

Networking 48

Networking Cold Calling Epiphany Face-to-face 48

Sales and Marketing Management

MARCH 25, 2019

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future? There are five developments that companies should pay attention to if they want to be competitive: Traditional sales forces will be cut in half. Sales will become too complex to stay a one-man show.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. Priority Engine Email Alerts provide reps with quicker and easier access to this powerful intelligence and is the latest in a series of releases aimed at vastly increasing sales productivity and effectiveness.

Engineering 74

Engineering Territories Opportunity Intent 74

Bigtincan

SEPTEMBER 15, 2021

Working in or leading medical device sales teams is not for the faint of heart. Here are 7 medical device sales tips that help top reps stand apart from their competition. .” – Bear Bryant, Legendary head coach, University of Alabama. . Sales territories and incentives restructuring. The key to success? Planning. .

Hiring 105

Hiring Territories Networking Microsoft 105

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. For downsized sales teams, this means being ruthless about chasing the right accounts.

Territories 59

Territories Churn Face-to-face SME 59

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales. But how do you know?

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. This post will show how to use LinkedIn for some free sales recruiting sources. Since the world didn’t end, you still need to recruit Sales personnel. Q1 of 2013 is a busy time to refill empty Sales territories.

Hiring 275

Hiring Territories LinkedIn Groups 275

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. The average B2B buyer is 57% done with their purchase decision before sales engages.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Set up a long-term goal.

Hiring 71

Hiring Territories Scale Networking 71

SBI Growth

APRIL 21, 2013

A good VP of Sales knows their top performers. He’s cited for his extensive network and performance consistency. Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. The Lone Wolf.

Territories 303

Territories Quota Engineering Resources 303

SBI Growth

SEPTEMBER 6, 2013

Sales ops executives are charged with improving sales effectiveness and efficiency. Your goal is to best enable sales. Look across the spectrum of Sales Operations. Consider everything from strategy to territory design and all your work in-between. Look at your company job postings for sales executives.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

SBI Growth

APRIL 9, 2013

Sales Leaders may want to look for some help outside of Sales. This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. The downloadable tool includes a profile of a highly successful HR business partner to sales.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

Crunchbase

MAY 18, 2023

Sales teams are under immense pressure as businesses navigate economic uncertainty and mounting customer expectations. They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. A few years ago, sales teams could rely on inbound leads to meet their quotas. The result?

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Alice Heiman

SEPTEMBER 5, 2018

Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. Will be new sales to existing clients? . Will be new sales to new clients? . What were our sales last year? . How much: . Who sold it? .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

SBI Growth

JUNE 2, 2013

“Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions. This post helps HR and Sales decide if it’s time to fix the underlying cause. She is the HR business partner to sales. She does great work in recruiting and hiring of Sales Reps. Hanna is good.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

SalesFuel

APRIL 3, 2024

Resilience in sales is vital to success. I believe that sales success comes down to one thing, just one thing,” explains Meredith Elliott Powell. “It How to Increase Your Resilience In Sales One way that sellers can build their own resilience is to expect to encounter challenges. It is not education, lucky breaks or pedigree.

Hiring 40

Hiring Face-to-face Territories Motivation 40

SBI Growth

OCTOBER 18, 2012

In the trenches every day, sales reps deal with a lot of pressure. But without the right foundation, even the most talented sales reps fail. Great companies build a bedrock of success that enables their sales teams. You’ve had average results recently because your territory is a real dog. You have a network.

Territories 300

Territories Real Estate Compensation Quota 300

Hubspot Sales

MAY 2, 2022

It's why every great sales team needs a connector — someone who identifies prospects and warms them up with outreach and networking. Here, we'll dive more into the role of a BDR, the skills necessary to do the job, and their impact on a sales team. Connect them to senior sales members. Networking. Qualify them.

Sales Qualified Lead 84

Sales Qualified Lead Lead Rank Lead Scoring Outbound 84

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Hiring 109

Hiring Salary How To Ideal Customer Profile 109

Smooth Sale

FEBRUARY 8, 2024

It’s about more than unpacking boxes; it’s about planting roots in uncharted territory and fostering growth in your career. Thrive in Your Career When Moving image source Network with Purpose Embarking on a career in a new city is akin to diving into a sea of potential connections. M ake Your Impact Today!

Networking 78

Networking Real Estate Influencer Ideal Customer Profile 78

No More Cold Calling

MARCH 15, 2018

Networking from Both Fronts . That’s often a big part of a sales team’s lead generation system, and it requires you to be online. . As a sales professional, you’re probably already good at all that. Salespeople should make it a daily discipline to connect with people in their networks—personal and professional.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 85

Marketing Ideal Customer Profile Social Media Google Analytics 85

No More Cold Calling

JUNE 7, 2012

Relationships, personal connections, and follow up power your referral network. New communication platforms, like Facebook and LinkedIn, have blurred the lines of appropriateness and we’re all left wondering how to navigate unchartered social territory. Put pen to paper: a thank you goes a long way. I’m on a “Get Personal” kick.

Referrals 286

Referrals Territories Follow-up Facebook 286

LinkedFusion

OCTOBER 12, 2022

How can you use LinkedIn for sales? Are you still trying to figure out how to do sales on LinkedIn or how you can make LinkedIn work for you as an outreach platform for your organization? Well, here is a blog where our VP of sales has shared interesting insights about how he and his team mates use LinkedIn to sell!

LinkedIn 52

LinkedIn Top of Funnel Networking Groups 52

BrainShark

AUGUST 24, 2022

Salespeople need to retain a lot of information and master the right sales skills to consistently hit their numbers. An effective sales readiness strategy is essential to their success. An effective sales readiness strategy is essential to their success. Essential Sales Skills Every Rep Should Have. Territory Management.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Sales 2.0

JULY 7, 2018

Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs. It can happen in an elevator or at a networking event or at the weekend barbecue. I’m a sales person for a network security software company”. You need to say what you do. How do you help people?

Territories 150

Territories Networking Conference Account 150

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Partners in Excellence

AUGUST 19, 2019

There’s a lot of discussion about how important it is for sales people to “build their personal brands.” I wonder what an individual sale’s person’s personal brand means to customers. But when I think about sales people, I wonder, “Who is it important to build our brand with?”

Territories 62

Territories Hiring Face-to-face Social Media 62

Sales Hacker

JUNE 8, 2022

Like most sales teams I’ve been on, you’d find the Navy SEAL adage to be true: Slow is smooth and smooth is fast. We can slow down to orient everything about our deal cycles to find the sales signals that make them sticky. Related reading: Your Sales Cycle is (Probably) Too Long. What’s a sales signal? Try This Instead.

Hiring 95

Hiring Sales Cycle Promotion Territories 95

Sales Hacker

JUNE 26, 2019

Would you be willing to refer me to other businesses in your network based on your high level of satisfaction?”. Do not underestimate the power of networking groups! Search for “Networking Group *insert city you work in*” Click through the results that show up first on your search engine. Or host your own networking groups.

Referrals 64

Referrals Face-to-face Territories Networking 64

Hubspot Sales

FEBRUARY 7, 2023

“I hate sales.” That puts sales in the bottom 5% of careers. This isn’t a complete surprise, however — while sales reps are often paid well, the work isn’t easy. From tracking down new prospects to qualifying leads, sales requires ongoing and concerted efforts to see success. Salespeople rate their job satisfaction as 2.5

Cold Calling 111

Cold Calling How To Hiring Travel 111

criteria for success

JANUARY 8, 2020

Having a solid sales process is crucial for any successful sales team. That's why we put together this detailed sales process template for B2B sales teams. While there is no one way to sell anything, a sales process helps to move your prospects through the funnel. 7-Step Sales Process Template: 1.

Sales Process 69

Sales Process Sales Qualified Lead Top of Funnel Lead Capture 69