Steven Rosen

JANUARY 15, 2024

Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I I think framing it up in a manner that would resonate with them was the critical piece.” – Keith Rzucidlo on implementing change and effective coaching across existing sales leaders.

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Understanding the Sales Force

APRIL 24, 2024

Some of the data I have shared includes: only 18% of sales managers should actually be in the role only 7% of sales managers are both consistent and effective at coaching salespeople fewer than 10% of sales managers spend 50% of their time coaching salespeople It’s not a pretty picture. That’s where a sales scorecard comes in.

Lead Rank 193

Lead Rank Lead Scoring Sales Qualified Lead Promotion 193

SBI Growth

DECEMBER 16, 2020

CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data.

Leads 358

Leads Marketing Qualified Lead Data Marketing 358

Steven Rosen

JANUARY 9, 2024

Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. By taking action and focusing on the people, sales leaders can set their teams up for a blockbuster sales year. However, many sales leaders struggle with evaluating their teams and making tough decisions about non-performers.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Bernadette McClelland

JANUARY 14, 2024

Twenty years earlier, long before podcasts became popular, my husband and I hosted a live radio show at the studio every Tuesday evening on HighlandsFM Radio in Victoria, Australia to support and market our local business. Leaders hire me to get results within the sales function of their business. Let’s Go! Let’s talk!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Steven Rosen

JANUARY 15, 2024

David Hennessy , the VP of Sales at Kite Pharma, delves into his transformative moment as a sales leader, stressing the significance of active listening and strategic questioning. The role of self-awareness in leadership allows leaders to leverage their strengths and seek support in areas where they may be less inclined.

Sales Leadership 156

Sales Leadership Strategy Motivation Sales 156

Force Management

FEBRUARY 15, 2024

In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.

Face-to-face 136

Face-to-face Competition Company Sales Process 136

Understanding the Sales Force

DECEMBER 1, 2021

From time to time, I help clients recruit for key roles. I am helping another company find 3 sales leaders and received 3,765 applications. For the answer to be meaningful, we have to look at the entire job market, not just sales candidates. Have you tried recruiting salespeople lately? What's the difference?

Hiring 309

Hiring Sales Leadership Groups Objections 309

Steven Rosen

JANUARY 9, 2024

Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. By taking action and focusing on the people, sales leaders can set their teams up for a blockbuster sales year. However, many sales leaders struggle with evaluating their teams and making tough decisions about non-performers.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

JANUARY 9, 2024

Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. By taking action and focusing on the people, sales leaders can set their teams up for a blockbuster sales year. However, many sales leaders struggle with evaluating their teams and making tough decisions about non-performers.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Smooth Sale

APRIL 19, 2024

Martin is VP of Marketing for The Jacobson Group, the country’s premier insurance talent acquisition firm. Martin is responsible for the ongoing marketing and branding efforts of The Jacobson Group. Understand the Roles: Start by comprehensively understanding the specific roles and responsibilities within the organization.

Hiring 83

Hiring Insurance Insurance How To 83

Steven Rosen

MARCH 2, 2023

He has been in the industry for the last ten years and has been a star in various sales and marketing roles. He has met face-to-face with every rep in the sales force and has also met with many of the key opinion leaders. As a result of his drive and enthusiasm, he has quickly been promoted into roles of greater responsibility.

Hiring 227

Hiring Face-to-face SAP Energy 227

Steven Rosen

JANUARY 15, 2024

discusses the challenge of getting buy-in on a new vision from a successful sales force, emphasizing the importance of bringing data to the table and highlighting changing market trends and customer needs. Key Takeaways: Getting buy-in on a new vision requires bringing data to the table and highlighting changing market trends.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Partners in Excellence

APRIL 5, 2024

Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” Of course, what I did not realise was that every role requires sales skills – whether direct or indirect in terms of influence – and ultimately, we are all judged by financial results. went into Marketing!

PeopleSoft 105

PeopleSoft Software Software Course 105

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Scale 115

Scale Engineering Maximizer Lead Rank 115

Zoominfo

SEPTEMBER 12, 2023

As leaders across all sectors push to adopt generative AI tools like ChatGPT, it’s also becoming clear that most generative AI (GenAI) initiatives for business will quickly fall apart without a foundation of accurate, timely, and comprehensive data. The same surveys show that 55% of corporate leaders distrust their own data assets.

Data 147

Data Scale Lead Rank Hiring 147

Force Management

FEBRUARY 28, 2024

These behaviors apply to more than just sales reps; BDRs, SEs, and even Marketing and Customer Success roles are more successful when they leverage a common mindset. Here are five traits that we encourage leaders to seek and develop in their revenue teams:

Lead Rank 107

Lead Rank Lead Scoring Face-to-face Coaching 107

Sales Hacker

FEBRUARY 27, 2024

Amanda Cole serves as Chief Marketing Officer, leading the execution of the company’s marketing strategy to drive further business demand and brand awareness. She previously served as the company’s Senior Vice President of Global Marketing, having joined in January 2021 through the acquisition of Exponea.

Marketing 89

Marketing Marketing Qualified Lead Demand Generation Targets Demand Generation 89

Sales Hacker

MARCH 19, 2024

Katrina Wong is the Divisional CMO / VP Marketing at Twilio Segment. She has a proven track record for launching products in new markets and helping companies move up to the Enterprise. Building cohesion within marketing teams and aligning on goals and strategies leads to better execution and business results.

Ideal Customer Profile 83

Ideal Customer Profile Account Based Marketing SAP Hotels 83

Alice Heiman

MARCH 12, 2024

The discussion delves into the transformative power of social media for personal branding and the pivotal role CEOs play in this dynamic landscape. The CEO’s Role in Social Media: A Strategic Imperative The conversation with Scott Gillum reveals a critical insight: “ There is a correlation between your online presence and revenue.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Alice Heiman

JANUARY 30, 2024

In a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Episode’s Key Takeaways: Adaptability: With predictions of a fluctuating 2024 economy, CEOs must ensure their sales leaders have robust plans to adapt and thrive regardless of market conditions.

Sales Leadership 75

Sales Leadership Referrals Retention Lead Rank 75

Smooth Sale

APRIL 23, 2024

Before hiring assistance with outsourcing, know your specific goals for candidates in varying roles. Realize the length of time you will need someone in a role for your office. Executives Diary Magazine Features leaders from varying fields sharing their inspiring stories, including Elinor Stutz.

Outsourcing Services 88

Outsourcing Services Strategy Hiring Scale 88

Sales Hacker

FEBRUARY 5, 2024

Andy Jolls is 25+ year executive with several years in CMO roles. As a full stack marketer, Andy has re-architected six brands and identities, and built three funnels from the ground up. He’s been a B2B leader in businesses from pre-revenue to $600MM. Approaches for operationalizing AI learnings across go-to-market teams.

Analysis 86

Analysis Advertising Advertising Top of Funnel 86

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Channels 137

Channels Revenue How To Case Study 137

Smooth Sale

MARCH 12, 2024

You will read a personal journey about navigating London’s digital frontier and discovering the invaluable role that IT consultancies play in shaping the city’s technological landscape. _ I dabbled in software development, digital marketing, and project management, each experience shaping my skills and broadening my horizons.

Hiring 106

Hiring Fashion Networking Influencer 106

Sales Hacker

OCTOBER 31, 2023

Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow – the media arm of the GTMfund brand – and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more.

Competition 95

Competition Scale Marketing Intent Data 95

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. Although these may vary from company to company and role to role, here are the core functions of an incentive compensation manager. Monitor market trends. Design compensation plans. Administer commission plans.

Incentives 81

Incentives Incentive Compensation Commission 81

Alice Heiman

MARCH 15, 2023

These values have enabled Chassis to create the industry’s most innovative digital marketing solution automating and accelerating ROI for its clients. Chassis enables businesses to use first-party data to create a more effective marketing offering, achieving results 4X faster than using Google or Facebook.

Scale 146

Scale Lead Rank Promotion ROI 146

Sales Hacker

JANUARY 2, 2024

He has been a leader at Gong for eight years, previously holding titles of Chief Customer Officer and Chief Operating Officer. What You Will Learn: Eran’s career advice to younger go-to-market professionals. The role that data sets have in AI progressions. How to continuously solicit team feedback to level up as a leader.

Scale 87

Scale Intent Data Intent Lead Intent 87

Alice Heiman

MARCH 21, 2022

I have a sales leader in place to lead sales.” ” If you are of the mindset that sales is about sellers , your sales leaders should be leading that effort, but even then, you have a role to play in sales. The CEO’s Role in Sales. The CEO always has a role in sales, which changes as the company matures.

Lead Rank 150

Lead Rank Lead Scoring Top of Funnel Leads 150

Smooth Sale

APRIL 13, 2024

Plus, you will likely be in a customer-facing role, meaning everyone will watch your every move. You can work up to supervisory and managerial roles with the right skills, training, dedication, and commitment. Executives Diary Magazine Features leaders from varying fields sharing their inspiring stories, including Elinor Stutz.

How To 102

How To Networking Hiring Hotels 102

Sales Hacker

OCTOBER 17, 2023

Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase.

Hiring 103

Hiring Intent Data Guarantee Exercises 103

Sales Hacker

NOVEMBER 3, 2023

It’s a strange hiring market out there especially at early-stage companies. This week, I’m breaking down what we’re seeing and hearing in the market and what candidates can do to differentiate in the hiring process. Reach out to 4-5 employees that are doing the same or adjacent roles and send them a note. Let’s get into it.

Hiring 87

Hiring Salary Call-back Intent Data 87

Partners in Excellence

OCTOBER 9, 2023

Sam Coit summed it up well with the comment, “Understanding how different roles think and feel allows us to better cater our approach and offer the most possible value.” It’s a series of questions focused on their roles, performance, changes/challenges, and their outlook about the future.

Ideal Customer Profile 106

Ideal Customer Profile Customer Scale Face-to-face 106

Sales Hacker

FEBRUARY 20, 2024

He brings 20+ years of experience, having done all the roles – SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops – to the table. The importance of sales coaching and role playing. 36:44) The importance of training and role playing in sales. (34:55) 19:52) Understanding pricing and commercial terms.

Negotiation 91

Negotiation Ideal Customer Profile LinkedIn eBook 91

Smooth Sale

APRIL 15, 2024

A well-crafted business plan outlines your business’s mission, vision, target market, competitive analysis, marketing strategies, financial projections, and more. Conduct a competitive analysis to understand your competitors’ strengths and weaknesses, allowing you to differentiate yourself in the market.

Small Business 119

Small Business Small Business Advertising Advertising 119

BuzzBoard

APRIL 16, 2024

Explaining the Importance of Lead Generation Strategies for Digital Marketing Agencies Lead generation strategies serve as crucial tools for digital marketing agencies. These strategies are especially vital for agencies marketing to small and local businesses. One impactful strategy is offering free digital marketing audits.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52