Smooth Sale

SEPTEMBER 4, 2023

Photo by John Hain via Pixabay Attract the Right Job Or Clientele: Will You Encourage Leadership to Contribute to Your Legacy? Labor Day Holiday is an excellent time to reflect on our thoughts. The compelling question is, ‘Will you encourage leadership to contribute to your legacy?’

Lead Rank 98

Lead Rank Lead Scoring Promotion Loyalty 98

Bernadette McClelland

JANUARY 1, 2023

What Happens When We Take Connections Off-Line In a Hybrid World I walked past her, having dodged the yellow and green tee shirts, the Akubra hats and the boomerang tattoo-ed faces of the kids. Straining over the very loud rendition of Crowded House’s ‘When You Come’ , I asked, ‘How is your meat pie ?’

Face-to-face 195

Face-to-face Negotiation Research Channels 195

Partners in Excellence

MARCH 10, 2024

Every once in a while you see something so special, moving, and important, you have to change things. Some with very distinguished leadership and selling careers. She’s been in sales for less than a year. It’s her first real sales role. This past December, she re-engaged. I was stunned and moved.

Hiring 110

Hiring Face-to-face Up-Sell Follow-up 110

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!” And every once in a while, they see a customer with their sales people. They spend endless amounts of time pouring over reports, looking at data. I talk to them about it.

Coaching 104

Coaching Lead Rank Pipeline Data 104

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

Conversion 195

Conversion Amdocs Territories Forecasting 195

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Zoominfo

FEBRUARY 17, 2021

It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . Industry: Trends, best practices, thought leadership.

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Smooth Sale

SEPTEMBER 19, 2023

It’s common for someone to attend countless workshops on inclusive leadership and return to the workplace armed with certificates and tools, yet still need help implementing what they’ve learned. This scenario is so prevalent that many employees view ‘inclusion’ and ‘inclusive leadership’ as mere buzzwords.

Hiring 116

Hiring Lead Rank Conference Lead Scoring 116

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago. Yes, it should.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Smooth Sale

FEBRUARY 15, 2023

The time and the company we keep are to feel safe for sharing our secrets and, quite possibly, what leads us to realize our life purpose. The time and the company we keep are to feel safe for sharing our secrets and, quite possibly, what leads us to realize our life purpose. An art gallery now features them.

Hiring 78

Hiring Revelation Intent Networking 78

The Sales Hunter

JANUARY 9, 2014

They live in the now and, at the same time, are always remaining mindful about tomorrow. You won’t hear great salespeople running around telling stories about the big sale they made last quarter or last year. They leave the storytelling to those people who feel somehow they can still cash in on something from the past.

Selling Skills 234

Selling Skills Customer Service Motivation Closing 234

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. John Barrows , CEO at JB Sales , recommends being selective in how you use AI. Let's dive in.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Janek Performance Group

JANUARY 9, 2024

I believe salespeople are irreplaceable when it comes to B-to-B complex sales. But an alternative question sales leaders must consider is, “Do salespeople need to be trained in AI?” AI is fundamentally changing the way we all work in sales. Will Artificial Intelligence replace B-to-B salespeople?

Ideal Customer Profile 62

Ideal Customer Profile Outbound CRM Data 62

The Pipeline

SEPTEMBER 14, 2017

On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client. Definitions are important, they are not like some like to say, limiting, they help you utilize your time in the best possible way. They are the furthest down the pipe”. “I

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

Sales and Marketing Management

JUNE 14, 2020

At a time when different work needs to get done?—?and I had this experience when I was 12 years old, at a basketball camp led by Coach Gene Keady, a legend in Kansas for having earned Junior College Coach of the Year three times while at Hutchinson Junior College. Author: Gary Burnison, CEO, Korn Ferry. we leaders have to change.

Webinar Metrics 194

Webinar Metrics Banking Coaching Sports 194

Smooth Sale

JUNE 29, 2022

Attract the Right Job Or Clientele: Will You Revise Past Errors to Achieve Success? When we are willing to admit revising past errors to achieve Success, we are far more likely to do so. The quiet allows for reflection to revise past errors to achieve success. Photo by Geralt via Pixabay. ’ Level 1: Shall I Give Up?

Hiring 78

Hiring Lead Rank Lead Scoring Networking 78

Crunchbase

APRIL 12, 2024

Far from its fictional representations, though, it actually has practical, useful and beneficial day-to-day applications in sales. Sales teams are already seeing AI streamline workflows, coach reps, optimize prospecting strategies and more. What is AI in sales?

Lead Rank 64

Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Tenbound

APRIL 19, 2024

by Kathleen Robida LinkedIn is always buzzing with tips and tricks for SDRs to book more meetings and for Sales to win more deals. However, what is rarely discussed is the critical importance of the Sales Development Representative and Account Executive partnership. What’s the best cold call opener? Participation!

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

Zoominfo

MAY 7, 2021

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. We pulled out every resource we possibly could, and we didn’t let ‘no’ defeat us, because we knew it was a good opportunity.” — Andy Lyon.

Closing 246

Closing Commission Licensing Hiring 246

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. With this type of news, sales reps need to engage as many people as possible. These leaders typically don’t have time for cold sales calls.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Highspot

AUGUST 19, 2021

As we look towards the future of sales, the trends defining what, how, and where we will sell are taking shape. As Millennials and Gen Zers graduate to leadership roles, their preferences and needs have greater importance in the purchase process.” ” (The Future Of Sales, Forrester Research, Inc., May 3, 2021).

Trends 105

Trends Survey Research Pivotal 105

Braveheart Sales

JANUARY 22, 2024

In the realm of sales leadership, the start of a new year is not merely a calendar change. It's akin to a medical check-up for your sales strategy — a time to diagnose underlying issues and plan for robust health in the year ahead. January isn’t exactly the greatest month of the year. It’s the first month, sure.

Webinar Metrics 52

Webinar Metrics Face-to-face Sales Leadership How To 52

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

Partners in Excellence

APRIL 3, 2022

I’ve been involved in business, primarily customer facing or leadership roles, for about 40 years. I can leverage models that have worked in similar–but different–contexts in the past, freely plagiarizing and adapting them to newer models and newer contexts. This isn’t unique to business, selling, marketing.

Segment 73

Segment Face-to-face Engineering Industry 73

Hubspot Sales

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. 20 different sales orgs. Want more content like this?

Ideal Customer Profile 80

Ideal Customer Profile Inbound Lead Rank Lead Scoring 80

Mereo

OCTOBER 12, 2022

We did the sales kickoff like that before. We have always done our sales kickoff this way. In the demanding environments of a selling organization, it is easy to forge ahead without taking pause to reflect on the past — or reflecting meaningfully. And doing so for your sales kickoff program matters.

Survey 48

Survey Follow-up Energy Revenue 48

Smooth Sale

JANUARY 31, 2023

The one benefit of corporate experience upfront is that we receive undesirable experiences that we wish would never have come our way but give us the reality we need to move forward, alongside realizing what will work best in our favor—accepting the worst as our better life lesson motivates to move past and the realization of how to do so.

Hiring 78

Hiring Groups Lead Rank Lead Scoring 78

criteria for success

NOVEMBER 17, 2021

Finding more leads for growing sales can be one of the most frustrating parts of a job for sales managers and salespeople. Get ahead of this year's holiday slump by employing the following sales growth tips. 5 Tips for Growing Sales. Referrals are the best source of new sales leads. Most people love to help.

Referrals 97

Referrals Networking Lead Rank Lead Scoring 97

criteria for success

JULY 8, 2021

When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. You don't want to waste your time, but you also don't want to rush your potential clients into something they don't want or aren't ready for. Are you struggling to make headway with indecisive prospects? We can help!

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

Smooth Sale

MAY 21, 2023

In that case, Simma Lieberman provides excellent insights to enable you to move out of your comfort zone and into inter-racial dialogue. As “The Inclusionist,” Simma helps leaders build inclusive cultures from the inside out. She has been a DEIB consultant, speaker, and facilitator for over thirty years. Are You In Your Comfort Zone?

How To 78

How To Intent Hiring Sales Qualified Lead 78

SalesLoft

APRIL 25, 2024

A lot of the time, yes, I get the commission check, and I get a lot of the credit for being the seller. Albert: Compared to a 6-figure deal, what is the difference in the cycle time between deals of those scales? Albert: Compared to a 6-figure deal, what is the difference in the cycle time between deals of those scales?

Commission 52

Commission How To Scale Enterprise 52

Partners in Excellence

SEPTEMBER 15, 2022

At the same time, I seldom hear leaders talking about the implications of this. It takes time for sellers to ramp to full productivity, so there’s huge lost opportunity during that time. Where we move beyond the lip service, “People are our most important asset,” to making that real.

Buying Cycle 89

Buying Cycle Lead Rank Lead Scoring Coaching 89

Smooth Sale

SEPTEMBER 15, 2023

Photo by ArtsyBee via Pixabay Attract the Right Job or Clientele: What Can History Teach Us? Growing up, I couldn’t grasp the forever motto, ‘History Repeats Itself.’ As a child, it didn’t make sense to me, as I would wonder why anyone would want to repeat what doesn’t correctly end well, personally, professionally, and within society.

Hiring 98

Hiring Lead Rank Networking Face-to-face 98

Pipeliner

AUGUST 29, 2020

In this Expert Insight Interview, Alan Weiss discusses his book Fearless leadership. And that fear stops both from moving forward and finishing the job. We all have fears from the past that are still with us. One characteristic of the world’s top leaders is that they are not afraid. Manifestation of Fear. Change Your Metrics.

Comparison 96

Comparison Social Selling Sales Coaching CRM 96

Gong.io

DECEMBER 21, 2021

In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it. That almost never works. .

Lead Rank 118

Lead Rank Ideal Customer Profile Scale How To 118

Zoominfo

JANUARY 12, 2022

In a recent webinar hosted by the Global Inside Sales Association , several women from the ZoomInfo sales team shared why sales was the right career move for them and discussed ways to be successful as a female in a male-dominated industry. Be Comfortable with Change — and Failure Sales isn’t for the faint of heart.

Lead Rank 100

Lead Rank Lead Scoring Hiring Leads 100

Smooth Sale

JANUARY 26, 2024

My Story Most people scoff at the theme that extraterrestrials have visited in the past and that some may still reside on Earth. Passion One deciding factor for moving forward on our own is to realize we firmly believe in our mission and promise to pursue it with everything we have. The idea itself sounds like it’s from outer space!

Construction 106

Construction Hiring Influencer Networking 106