SBI Growth

NOVEMBER 29, 2013

Sales kickoff (“SKO”) season is under way. It’s likely you and your sales team are getting ready for yours. Your sales leaders assure you it’s not a big boondoggle. You aren’t so sure. You aren’t so sure. For you, this feels like an opportunity to enable your sales team. Time and money wasted.

Hotels 288

Hotels Face-to-face Travel Forecasting 288

Allego

DECEMBER 11, 2020

If you’re a marketer supporting a sales team, you’ve got a lot on your plate. Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. Sales enablement has never been more important than it is today. One-third of marketing and sales teams don’t talk regularly.

Collateral 83

Collateral Marketing Harvest Scale 83

Alice Heiman

OCTOBER 25, 2022

Why can’t they make more sales? Before you contemplate adding more salespeople to reach your sales goals, let’s first consider all the things that salespeople typically do: Research companies and people. Attend internal meetings. Prepare for sales calls. . What do salespeople do all day? Enter lists into CRM.

Hiring 84

Hiring Proposal Trade Show CRM 84

Pipeliner

FEBRUARY 1, 2018

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time. In my career I’ve held Sales Manager and Director of Sales roles for public corporations.

Sales Meeting 84

Sales Meeting Meeting Forecasting Case Study 84

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. Timing the market by switching out one rep for the other ‘over the weekend.’. Timing the market by switching out one rep for the other ‘over the weekend.’. This is called sales hiring gymnastics. It wastes time and costs sales.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

Sales Hacker

JUNE 16, 2022

It’s been a tough couple of years, Sales Hackers. What do the changing market conditions mean for RevOps and sales? What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Q: How can you know it’s time to take measures against recession, such as pivot toward deal efficiency?

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

The Pipeline

NOVEMBER 19, 2015

Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. Rep: “Sure do!”. What time is the call scheduled for?”. “I What is it?”.

Call-back 120

Call-back Pipeline Proposal Lead Rank 120

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

LeadFuze

AUGUST 22, 2021

When your business grows to the point of hiring a salesperson, it’s exciting and stressful at the same time. We recently hired three new reps and ended up firing one on the first day! That said, you are also hiring a full-time employee. That’s deep and takes time, training, and resources to accomplish.

Hiring 98

Hiring Salary Commission Compensation 98

No More Cold Calling

JANUARY 29, 2015

Now that the parties are over, many sales reps are coming to the realization that last year’s bonus means diddlysquat when staring at a quota reset to zero sales. Sure, you’ve still got 11 months to make (or exceed) your quota, but you won’t make it unless you start filling your pipeline now. Read more.) Read more.)

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

Sales Hacker

JUNE 24, 2021

Are your sales org’s deals getting stuck in the proposal stage more often than not? Stalled deals are usually a result of placing too much emphasis on optimizing the top-of-the-funnel at the expense of the bottom. But like all other aspects of sales, closing is a process. If so, it’s not a rep problem. First, the how.

Top of Funnel 108

Top of Funnel Closing Decision Maker Proposal 108

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. That’s why having a strategic sales plan is vital. It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Gong.io

DECEMBER 15, 2020

Your annual sales kickoff (SKO) is ALMOST HERE. . Excitement from sales reps!) . SKOs have long held significant value for sales organizations. They’re a superb way to boost morale; build a sense of community, networking, and culture; celebrate big wins; and recognize individuals. Tips are on their way… read on.

How To 127

How To Face-to-face Hiring Film 127

Sales Hacker

APRIL 19, 2018

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. Many meetings feel like Groundhog Day or maybe I’m just becoming grumpy in my old age. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

No More Cold Calling

JUNE 2, 2016

You see the warning signs a mile away—prospects who push you on price, threaten to take their business to your competitors, make unreasonable demands, don’t return phone calls, masquerade as decision-makers when they have no real buying authority. These are the “pain in the ass” (PITA) prospects in your sales pipeline.

Pipeline 120

Pipeline Ideal Customer Profile Referrals How To 120

Growbots

DECEMBER 7, 2021

There’s no one right way to do outbound. That’s why each week we ask an expert to share their perspective on this channel. They share their tips on how to build it successfully. and more… Meet Danny. “I I’ve been consulting for years now and I’m helping grow 15+ companies at any one time.

Outbound 52

Outbound Scale Campaigns System 52

SBI

FEBRUARY 5, 2019

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Now is the time for three types of sales org transformation to ensure seller readiness.

Sales Enablement 93

Sales Enablement ROI Retention Video 93

InsightSquared

NOVEMBER 19, 2018

December around the corner also means your sales year is coming to an end. You have one month left in your year to close out strong. You have one month left in your year to close out strong. The pressure is on and invariably, you will be there the last day of the last month to close business. Tis’ the season!

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

Growbots

DECEMBER 7, 2021

There’s no one right way to do outbound. That’s why each week we ask an expert to share their perspective on this channel. They share their tips on how to build it successfully. and more… Meet Danny. I’ve been consulting for years now and am helping grow 15+ companies at any one time.

Outbound 52

Outbound Scale Campaigns System 52

Gong.io

FEBRUARY 1, 2019

That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. PS: Grow your sales skills: Sign up for our FREE Product Demo Master Class. If doing a product demo FEELS easy and intuitive, watch out. No, no, no!

ROI 132

ROI Face-to-face Lead Rank Buyer 132

Gong.io

AUGUST 10, 2022

Being a pushy salesperson who only focuses on their product’s features and benefits won’t get you very far in today’s market. A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. .

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62

Hyper-Connected Selling

OCTOBER 23, 2019

Sales coaching is a hot topic lately. Sure, there are a lot of sales coaches out there, but there are a lot more salespeople and team members being coached. So if a new salesperson isn’t 100% successful and also isn’t open to sales coaching, the only solution is to fire that salesperson.

Coaching 53

Coaching Hiring How To Sales Coaching 53

The Brooks Group

NOVEMBER 14, 2018

Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting are among the mountain of tasks you have to juggle on a daily basis. As a sales leader, you will be asked to do a lot. Schedule time for them, and hold that time sacred. Prioritize.

Coaching 61

Coaching Sales Qualified Lead Energy Policies 61

Sales Hacker

FEBRUARY 15, 2022

In this episode of the Sales Hacker Podcast, we have Jamal Reimer , Commercial Vice President at Saama and author of Mega Deal Secrets , a book about the principles that unlock the biggest deals of our career. If you missed episode #195, check it out here : 3 Steps to Focus on Your Customer’s Customer, with Ashley Welch.

Enterprise 76

Enterprise Enterprise Influencer Sales Cycle 76

Seismic - Sales Effectiveness

SEPTEMBER 3, 2019

Almost every company struggles with sales productivity, and this problem is only exacerbated by the rising pressure to meet or exceed increasing revenue targets. So if you have reps scrambling to cram in calls, send rapid-fire emails, and make it to your meetings, they must be pretty productive, right?

Strategy 88

Strategy Analytics Sales Enablement Scale 88

LeadFuze

JULY 8, 2021

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. Given enough time, you’ll hire a dud. Assessment Test.

Hiring 98

Hiring Face-to-face Sales Qualified Lead Lead Rank 98

Smooth Sale

AUGUST 2, 2018

But if you don’t have time to leave the scene, give pause to figure out the next best steps. One of my favorite books is his, “How to Win Friends and Influence People.” It made a mark on my psyche and influenced how to conduct both personal and business conversations. I continued working my way! My Story About Diplomacy.

Commission 79

Commission Hubspot Influencer Exercises 79

Sales Hacker

JULY 20, 2020

Stop writing case studies the old way ! You know, the ones where you just show some before-and-after data, toss in a couple of quotes from your customers saying how great you are, and call it a day. Why Most Case Studies Fail to Close Sales. Even if you’re B2B, there is a human on the other end of that case study.

Case Study 109

Case Study Study Prospecting Top of Funnel 109

Xvoyant

JUNE 3, 2020

According to CSO insights, 25% of salespeople leave their sales organization each year because they become disengaged— half quit, and the other half are fired. With all the business intelligence data that is available today, it is tempting to look at a sales dashboard, review the results with your reps, and call it coaching.

Segment 62

Segment Salary Coaching Quota 62

Nutshell

DECEMBER 5, 2019

There’s something special about attending a sales conference. Maybe it’s the electricity in the air as a highly anticipated keynote speaker fires up the crowd. Whatever it is that excites you the most about attending sales conferences, you’ll find it at the various events listed below. BOUNDLESS 2020.

Conference 124

Conference Top of Funnel Networking Hotels 124

LeadFuze

SEPTEMBER 2, 2023

Whether you’re a seasoned sales professional or an emerging entrepreneur, understanding the best way to track sales leads is critical for your business success. According to studies, well-nurtured leads produce a 20% increase in sales opportunities compared to non-nurtured leads.

Maximizer 52

Maximizer Lead Rank Lead Scoring Leads 52

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. But setting effective sales goals involves more than just choosing an arbitrary number. Additionally, we will discuss the SMART methodology for setting specific, measurable, achievable, relevant and time-bound objectives.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

LeadFuze

AUGUST 7, 2021

For many years, I’ve spent a good part of my career in purchasing and in sales, I’ve learned that buyers do not think the same way salespeople think. Let’s take a look at the buyer mentality — a better understanding of it will help you conduct your sales calls more comfortably and effectively this 2021 and in the years ahead.

Buyer 98

Buyer Vendor Consumer Negotiation 98

Partners in Excellence

DECEMBER 14, 2016

Sure, there are catastrophic events, things far beyond our control. Stated another way, failure takes work, for the most part, it doesn’t just happen. Stated another way, failure takes work, for the most part, it doesn’t just happen. These include: Not using our sales process. We have to work at it to fail.

Hiring 48

Hiring Maximizer Pipeline Margin 48

Highspot

SEPTEMBER 28, 2021

But that’s the surest way to ensure your competition passes you. . Instead, you’ve got to accelerate sales by learning the ins and outs of your revenue engine — so you know exactly how far and how fast you can push it. What is sales acceleration? Do you need a sales acceleration team?

Top of Funnel 52

Top of Funnel Scale Face-to-face Sales Enablement 52

Green Lead's B2B

OCTOBER 1, 2021

Just because your marketing team is sending a whole host of Marketing Qualified Leads down to the sales department, that doesn’t mean they are all ready and raring to buy. And if you have a hard time sifting through all of those leads, you might end up letting some sure-fire sales fall through the cracks.

Sales Qualified Lead 37

Sales Qualified Lead Marketing Qualified Lead Lead Rank Leads 37

Miller Heiman Group

MARCH 15, 2019

Every sales organization wants to offer resources that can help their sales teams win more deals. From training programs to coaching services to sales playbooks, sales enablement services maximize revenue opportunities, improve customer acquisition rates and generally support your sales reps along the customer’s path.

Sales Enablement 69

Sales Enablement Face-to-face Resources Coaching 69