Sales and Marketing Management

DECEMBER 28, 2017

But the other night, Van Gundy was asked whether having a veteran player like guard Jimmy Butler on the Minnesota Timberwolves this year would help motivate a younger player like Andrew Wiggins to work harder. The only motivation that can make you great is self-motivation,” he said. Sales is competition.

Motivation 225

Motivation Coaching Hiring Incentives 225

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Top of Funnel 82

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 82

Babette Ten Haken

MAY 11, 2022

You all serve clients regardless of your respective professional disciplines. So it follows that when you serve those clients, your focus primarily is helping clients prioritize their own needs. However, as you work with those clients, at what point do you shift your focus towards meeting your own needs first?

Hiring 124

Hiring Licensing Loyalty Retention 124

Zoominfo

APRIL 5, 2023

A decade ago, educated guesswork may have been enough to get by — you know one email, you effectively know them all. Take the professional services firm Deloitte. Take the professional services firm Deloitte. Some companies may have different subdomains or address formats for each department.

Sales Qualified Lead 130

Sales Qualified Lead Scale System Ideal Customer Profile 130

The Pipeline

NOVEMBER 6, 2018

I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. Could be this person is nice smart and could make me a million, I’ll never know, but he could have called. Let me know if you are open to a call. By Tibor Shanto. Preach Brother preach!

Social Selling 230

Social Selling Cold Calling LinkedIn Networking 230

BuzzBoard

DECEMBER 13, 2023

We have already discussed in our last post how managing a large sales team creates hurdles at tracking performance, analyzing sales data, providing personalized coaching, etc. Simply compiling exhaustive performance analysis no longer cuts it in today’s highly competitive enterprise sales climate. But what’s next?

Scale 105

Scale Maximizer Remedy Analytics 105

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. And you’ll see it. At the end of the day, it’s the money you put up and the deals you bring in.” In our SDR playbook, we make this path to management extremely visible.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Sales professionals need to become influencers — kind of.

Hubspot 95

Hubspot Lead Rank Data Social Media 95

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Allego

APRIL 18, 2023

When it comes to hybrid sales kickoffs (SKOs), consider ditching the same-old dreary programming and get creative. A long itinerary of live-streamed presentations quickly gets tedious—no busy sales professional has the attention span for that. How can you level up your hybrid meeting to be engaging and fun?

Exercises 62

Exercises Follow-up Groups Sales 62

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. The Value of Rev Ops.

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Vengreso

APRIL 4, 2022

With almost 800 million users, LinkedIn isn’t only for showcasing your professional skills, researching new employers, looking for jobs, or for getting career advice! The platform has quickly become a vitally important resource for B2B sales professionals too! Did you know that #Linkedin has over 800 million users?

LinkedIn 71

LinkedIn B2B Conversion Training 71

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. What everyone seems to be forgetting is that building pipeline for Q3 and Q4 is just as critical as making sure deals close in the short term. Work smarter, and harder (and together). …But what about next quarter?

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Lead Rank 106

Lead Rank Lead Scoring Top of Funnel How To 106

Babette Ten Haken

NOVEMBER 12, 2020

Are you creating an innovative customer retention strategy for what is new and next? Because the clients who helped you get to where you were yesterday may not have the capacity for innovative transitions. And while this always is the case, 2020 makes puts this scenario on steroids.

Retention 134

Retention Strategy Customer Scale 134

Sales Hacker

MARCH 19, 2021

For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ? Traits of a successful sales leader. Work ethic.

Hiring 130

Hiring Lead Rank Top of Funnel Promotion 130

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Pricing: Free. Pricing: Free.

Tools 112

Tools Closing Territories Hubspot 112

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

Highspot

FEBRUARY 4, 2024

In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. How Does Guided Selling Work? Guided selling personalizes the customer journey by giving sales reps real-time information to influence buyer decisions. The secret weapon?

Lead Rank 52

Lead Rank Benefit Lead Scoring B2C 52

InsideSales.com

AUGUST 6, 2020

“Communication works for those who work at it.” This year, millions have been forced to stay home and turn to remote work to stop the spread of COVID-19. It’s become clear that remote work is not a passing fad , but will be around long term. The Communication Challenges Remote Work Has Presented.

Lead Rank 98

Lead Rank Lead Scoring Face-to-face Ideal Customer Profile 98

Hubspot Sales

JULY 6, 2021

As a growth-focused company, you want to ensure that all elements of your business are ready and able to support your scaling, especially those that impact revenue generation. This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth.

Revenue 121

Revenue How To Scale Campaigns 121

Allego

DECEMBER 29, 2020

When the business world shifted from in-person to virtual this year, B2B sales changed too. Sellers went from being road warriors to working from home offices, using video-conference calls to engage prospects and close deals. What we discovered was a new focus on the importance of sales and marketing alignment.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. The B2B playbook is changing. How do you make it work for you? What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. What is it?

Media 71

Media Company Distribution How To 71

Sales Hacker

JUNE 7, 2021

Sales customer insights. Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good target. Other personas they work with. Knowledge and flexibility to engage prospects.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Babette Ten Haken

MAY 19, 2020

Do you see yourself as a trusted client retention specialist or simply a generalist? In fact, do you even perceive yourself as having any type of role retaining clients? Regardless of whether you actively acquire clients, or not, you impact client retention. Even if you feel you serve in an order-taker function.

Retention 134

Retention Webinar Metrics Hiring Face-to-face 134

SBI

NOVEMBER 14, 2019

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. In my experience, these are: data, processes, engagement, playbooks, and innovation.

Sales Process 100

Sales Process Data Top of Funnel SalesForce 100

Babette Ten Haken

MAY 5, 2020

Do you propose tactical fixes for your clients’ biggest strategic issues? Because you both need to put food on the table, maintain cash flow and prevent employee and client churn. Because your clients, new and existing, struggle making strategic hard calls. That strategic professional choice is yours, and yours alone, to make.

Churn 117

Churn Engineering Proposal Coaching 117

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Software 77

Software Software Training Hiring 77

Hubspot Sales

JUNE 21, 2022

For many salespeople, it's all in a day's work. However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high.

Face-to-face 89

Face-to-face Lead Rank Lead Scoring Sports 89

Babette Ten Haken

MAY 21, 2020

There’s nothing novel about virtual post-sale client abandonment. Upon consideration, you realize your company’s been doing this for years. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. And let’s face it, do you actually know who these folks are?)

Revelation 141

Revelation Face-to-face Retention Distribution 141

Hubspot Sales

MAY 5, 2023

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. This means retiring the old playbook and getting creative with your sales strategies. More than a third (35%) of US consumers are planning to make fewer purchases due to a possible recession. Let's dive in.

Consumer 103

Consumer Trends Strategy Data 103

Smooth Sale

JANUARY 28, 2020

Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. One standout sales mantra is, ‘people buy from people they know, like, and trust.’ How do you believe the latest trends will improve your business?

Study 88

Study Top of Funnel Social Media Loyalty 88

Babette Ten Haken

JUNE 30, 2020

Serving nothing more substantial than an inside-out marketing and sales purpose, via a pre-packaged library. So you do not have to think about a thing! Just select the next story and tell it to as many clients as you can. Hit or miss stories come across as just that: part of a making-your-numbers-game. Now let’s face it.

Engineering 136

Engineering Face-to-face Retention Strategy 136

Allego

NOVEMBER 22, 2022

Winning a sale is a team effort, not just from sellers and sales managers but the sales organization as a whole. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. The Persistent Disconnect Between Sales and Marketing.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Vengreso

MARCH 23, 2021

Sales engagement is all about connecting with your potential customer. These days, a lot of sales engagement happens through social media, which makes it easy to track. By supporting their sales team with the right analytics and platforms, sales leaders can improve sales engagement to grow the sales pipeline.

VanillaSoft 119

VanillaSoft Social Media Sales Methodology Sales Enablement 119

Highspot

JANUARY 22, 2024

One of the key components that play a pivotal role in executing a GTM strategy is sales enablement. In this comprehensive blog post, we will explore the significance of a robust GTM strategy and delve into the critical role of sales enablement in ensuring its successful execution.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52