Bernadette McClelland

JANUARY 14, 2024

The World Economic Forum and Jobs of the Future Report tells us CRITICAL THINKING is one of the key skills you need, regardless of whether you are in a sales-related role or a sales leadership role. Leaders hire me to get results within the sales function of their business. Take a punt and do the thing! Let’s Go!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

The Pipeline

FEBRUARY 13, 2017

In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue!

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Revegy

FEBRUARY 21, 2023

Sales playbooks are a critical component of sales success. It provides a roadmap for sales teams to follow, ensuring consistent and efficient sales processes and sales execution. You’ll be given […] The post A World Championship Winning Sales Playbook Guide appeared first on Revegy.

Sales 59

Sales Sales Process How To Sales Forecasts 59

Partners in Excellence

OCTOBER 14, 2023

It may be something you’ve learned in your company’s sales training/enablement programs. We may go out executing what we have been trained to do, or what our playbooks tell us to do. It may be something you see the top performer in your company doing. Or your manager may be telling you what to do.

Face-to-face 121

Face-to-face LinkedIn Training Report 121

SBI Growth

FEBRUARY 13, 2014

“ Getting the right information into the hands of the right sellers at the right time, place and format , to move a sales opportunity forward.” That is Sales Enablement as defined by IDC (International Data Corporation). Because as the Sales Enablement leader, it’s incumbent upon you to make it happen. What is a Sales Playbook?

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Hiring Collateral Ideal Customer Profile Sales Enablement 296

Steven Rosen

MAY 5, 2022

The New Sales Leadership Framework. Dealing with post-Covid business-related issues has been a wake-up call, especially for sales leaders and their teams. A whopping 80% of sales leaders admit to feeling out of control and drowning in the sea of changes. The sales leaders of winning teams know that the buck stops with them.

Sales Leadership 156

Sales Leadership Hiring Groups Call-back 156

criteria for success

JUNE 8, 2022

As a sales manager, one way you can help your busy sales team be more productive and improve sales performance is to give them a set of best practices on how to set sales goals. When setting goals in our CFS Sales Playbook , I use this approach: Make goals hierarchical in the PlayBook.

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Sales Goal Hiring How To CRM 98

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Sales Hacker

JANUARY 19, 2024

3 Things from Sam’s Playbook for LinkedIn Growth Sam McKenna , Founder at #samsales shares 3 aspects of her playbook 1. For example, if your ICP is executive level, consider writing for varying levels. The post Mastering LinkedIn Growth: 3 Playbook Insights to Help You Grow appeared first on GTMnow.

LinkedIn 93

LinkedIn Ideal Customer Profile Intent Signal Social Media 93

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement.

Strategy 130

Strategy Customer Hiring How To 130

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. The stats, competitiveness, playbooks, execution, individual contribution to the team effort, and more. You all know that my tag line is execution, everything else is just talk, but the execution needs to lead to value for all involved.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

DiscoverOrg Sales

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). It’s not old wine in a new bottle,” says Dave Sill, our Senior VP of Sales. “It’s

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Women Sales Pros

FEBRUARY 11, 2020

What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook? A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers. It includes 16 ‘Plays’ that will inspire ideas for your custom playbook.

Sales Leadership 114

Sales Leadership Sales Methodology Proposal Tools 114

SBI Growth

NOVEMBER 21, 2013

Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics. Best Practices.

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Decision Maker Maximizer Buying Cycle Top of Funnel 320

criteria for success

OCTOBER 5, 2022

Welcome back, Let's Talk Sales listeners! Sheppard Associates and DayBreak Staffing , which provide boutique attorney and executive search services. . CFS Resource Recommendations: Check out our free resource The Ultimate Hiring Guide for Sales Managers. The Ultimate Guide to Creating and Managing a Sales PlayBook.

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Hiring Social Media Twitter Retention 98

Sales Hacker

OCTOBER 27, 2023

We’ve witnessed a pervasive challenge sweeping through the industry: Sales cycles growing longer and more arduous. Examples of ways to execute this: Direct ways. Nicole Wojno Smith , VP of Marketing at Tackle successfully runs this playbook. Are there other executives to reach out to who could have strategic impact?

Pipeline 91

Pipeline Distribution Intent Data Intent 91

Partners in Excellence

AUGUST 18, 2021

I had reached out, checking the box, “please contact me… ” The sales person called, he started his questions. I stopped the sales person, saying, “Here’s what I’m concerned about…… ” The sales person paused, then started asking questions, but they weren’t about my issues.

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Call-back Compensation Customer Software 129

Partners in Excellence

MARCH 4, 2024

I first met Pete when he was running North American Sales at a small technology/professional services company. From an early age he explained to me that sales was the only field with unlimited income. One summer, he had attended a sales conference at Hershey Park. I loved it and have been involved in direct sales ever since.

Conference 73

Conference Insurance Insurance Construction 73

Pipeliner

JULY 22, 2021

As roadmaps for best practices, sales playbooks matter. To start this playbook conversation, let’s build our understanding through one of our favorite methods – the sports analogy. I wrote an article a while back comparing sales playbooks to soccer corner kicks. Sales playbooks can make the difference.

Sports 90

Sports Guidelines Course Buyer 90

Mindtickle

NOVEMBER 20, 2023

Every sales organization aims to close more deals and grow revenue. Of course, sales reps play a critical role in achieving these goals. All too often, sales reps spend time developing a unique sales strategy for each prospect based on what they think will work. That’s where sales playbooks come in.

Ideal Customer Profile 52

Ideal Customer Profile Sales Methodology Face-to-face Hiring 52

Steven Rosen

DECEMBER 3, 2018

Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

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Hiring Coaching Survey Sales Coaching 272

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Highspot

JANUARY 4, 2024

From the data-rich ‘2023 Sales Enablement Analytics Report’ to actionable advice like ‘5 Tips to Go Beyond What Good Looks Like With Enablement,’ this curated selection covers a range of essential topics crucial for success in sales.

Resources 52

Resources Sales Enablement Hiring Report 52

Sales and Marketing Management

JULY 19, 2017

of the marketing messaging and sales training content — i.e. This convergence will be powered by interactive, integrated content — think sales playbooks that enable just-in-time, situational learning, giving reps specific coaching whenever and wherever they need it. or even pay more (why pay?).

Training 214

Training Face-to-face Research Proposal 214

InsideSales.com

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. What is Rev Ops? Random outreach.

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

The Pipeline

NOVEMBER 6, 2018

While these pieces came in different flavours, they all boiled down to: A bunch of people who have never cold called, or have not done so for a long time, with no clue as to how to execute the craft at a level to fill a pipeline; affirming the fears of their audience and by sharing how they hide the tears. The playbook says, repeat.

Social Selling 230

Social Selling Cold Calling LinkedIn Networking 230

Gong.io

MAY 31, 2021

Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. Best-in-class sales playbooks include: . Sales enablement materials.

Examples 118

Examples Top of Funnel How To Segment 118

Highspot

MAY 20, 2022

You’ve built your sales strategy. You’ve rolled out your sales methodology. Now how do you ensure your sales team can effectively execute these actions in the field? Enter sales playbooks. A sales playbook refers to any means of codifying and documenting sales best practices.

Top of Funnel 52

Top of Funnel Sales Methodology Buyer Persona Lead Rank 52

Product Management University

MARCH 21, 2023

The whole point of creating a sales playbook is to give your sales team “situational sales tools” that make them highly effective in every part of the sales process. The end game is shorter sales cycles where your products and services are the clear choice. What is a Sales Playbook?

Comparison 52

Comparison Sales Methodology Buyer Decision Maker 52

Sales Hacker

JANUARY 27, 2021

Playbooks provide the ultimate reference for consistent execution across your sales org and are critical to scaling sales enablement. But, as important as they are, playbooks can also be the resource that ends up gathering dust on the digital shelf because no one adopts them. What is a Sales Playbook?

Hiring 68

Hiring Scale How To SalesForce 68

Zoominfo

MAY 31, 2023

Many of the early struggles that slowed ABM adoption — such as sales and marketing alignment and coordinating efforts — are eminently solvable today. You can start by taking a page out of our very own ZoomInfo GTM playbook. Wondering how to incorporate AI and automation into your ABM strategy?

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Kyle Norton ( VP Revenue at Owner ) has been a force at the helm of the sales team, from layering in data through stages of iteration. Leveraging Replayz played a pivotal role in this, analyzing sales calls on mass to inform where the biggest areas of opportunity were.

Ideal Customer Profile 87

Ideal Customer Profile Company Top of Funnel Churn 87

Zoominfo

NOVEMBER 4, 2020

For lots of sales professionals that seem to suit a management path, a Team Lead position is usually the next step. In our SDR playbook, we make this path to management extremely visible. This kind of sales structure creates a team that naturally pushes out talent in sales and beyond,” explains Vital.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

criteria for success

MARCH 30, 2022

As a sales coach, you have an opportunity to give and receive support and grow as an individual. I believe that a peer-to-peer coaching model more positively impacts sales growth than a top-down management structure. And if you have a Sales PlayBook , use it as a driver of this process. The Coaching Process.

Coaching 95

Coaching Sales Coaching Training Journal 95

Sales Hacker

FEBRUARY 21, 2024

Referrals are the lifeblood of sales. They convert better than any other sales channel and afford a more natural and authentic sales process. A “referral playbook”? 84% of all buying decisions start with a referral. However, they don’t happen as much as they should. A podcast series?

Referrals 77

Referrals Buyer Persona Networking Consumer 77

Pipeliner

SEPTEMBER 18, 2019

97% of sales leaders believe that having a sales leader playbook would be extremely valuable and positively impact the success of their leadership teams. However, only 14% of the respondents had a formal sales leader playbook. (as as compared with the majority who expect their sellers to follow a sales playbook).

Sales Leadership 71

Sales Leadership Sales Methodology Guarantee Forecasting 71

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Deals close 46% faster using ELG playbooks. Thanks for reading The GTM Newsletter! Efficiency.

Conference 98

Conference Demand Generation Targets Account Based Marketing Scale 98