No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Your job was to take care of your household, your children, and your husband. Much depended on your social status as a woman, and whatever you did, you would be paid far less than men for doing the same job (a problem we still haven’t solved). Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

No More Cold Calling

DECEMBER 30, 2021

That’s why it’s important to nurture those relationships year-round, year in and year out. I dropped the ball this year, and I confessed to my mistake in my November blog post: “I Was Neglecting My Customer Relationships. ” How do I ask for a referral from customers I haven’t spoken with in two years?”

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Mereo

JANUARY 24, 2024

This week I opened yet another email in my inbox that seemed … off. Yet, the message read strangely. Referencing a client story from an organization we helped years ago, they said they could help us find clients fitting a similar profile. Yet, some sellers fail to use these tools for what they are.

Ideal Customer Profile 81

Ideal Customer Profile Lead Rank Lead Scoring Segment 81

Steven Rosen

DECEMBER 3, 2018

The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The studies below clearly shows that sales manager coaching has a significant impact on performance. Coaching improves sales rep engagement. This year I am on a mission.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

No More Cold Calling

SEPTEMBER 28, 2023

He is a sales stalker—someone who blasts out dozens of invites and then lies in wait, ready to pounce with an unwelcome sales pitch the moment anyone responds. Like Mark, many sales stalkers are too lazy to even personalize their invitations and just use the automated verbiage: “Please join my professional network.”

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Sales and Marketing Management

MARCH 8, 2020

Technology is increasingly creating the tools your competitors are using to build new digital products and services that target and release latent demand and serve unmet needs. If you don’t get it before others, you may find not just your future growth disrupted, but today’s businesses as well. We have a long way to go,” Venkata says.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Zoominfo

NOVEMBER 30, 2020

While the idea of getting a text from a sales professional may seem a little out of the ordinary. Yet, in the current remote working universe, sales reps are turning to text more than ever before. . And as it turns out, there are some very real benefits to using text as part of your prospecting strategy.

Prospecting 195

Prospecting Face-to-face Cold Calling Benefit 195

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. If you want a lucrative Q4, read on for the best-kept secrets in the sales world.

Data 118

Data Discount How To Quota 118

No More Cold Calling

JANUARY 4, 2018

What’s your gratitude meter? As we begin the New Year, now is the perfect time to pay attention to what’s most important—the people in our lives. Focus on building relationships—in your personal and professional life—because connections are the key to success in both. Make time for your family. What’s missing?

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

Zoominfo

JANUARY 15, 2019

For most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances. The conclusion of 2018 not only allows us to look back and fine-tune our business strategies, but it also affords us the opportunity to reflect on a few things we got right this year. So, allow us to indulge.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). And yet many of them are. What gives? See it here.

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

No More Cold Calling

AUGUST 2, 2018

The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. A long sales cycle exacerbates the problem. That’s a real downer for sales reps.)

Data 297

Data Quota Trends Face-to-face 297

Allego

JANUARY 4, 2022

This post appeared originally on Sales & Marketing Management. It’s natural to wonder what the new year has in store for us. Many are feeling a great sense of uncertainty in their personal and professional lives, yet we’ve been resilient and agile for the better part of the last two years and must continue to be.

Hiring 127

Hiring Webinar Metrics Sales Enablement Maximizer 127

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed.

Ideal Customer Profile 115

Ideal Customer Profile Salary Hiring Lead Rank 115

The Sales Hunter

APRIL 23, 2019

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice. You see, sales was not my first or second choice. Sales is what I fell into.

Sports 269

Sports Advertising Advertising Sales 269

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. Castro began his career in sales in a field role, which has long been shorthand for good old-fashioned door-to-door selling. GTM Plays Automated go-to-market plays that can rapidly scale your business.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

NOVEMBER 20, 2023

Prompted by predictions of massive economic impact and the disruption of multiple industries, professionals in many fields are assessing how this new breed of AI tools will complement and complicate their working lives. billion in the next 10 years. Data quality stands to play an essential yet often overlooked part in that growth.

Data 130

Data Scale Lead Rank Marketing 130

The Sales Hunter

DECEMBER 26, 2018

I am grateful for the opportunity to share my insights on sales, business and life. I count it an honor and I take it very seriously, because I know how important your time is. My hope is that what I share has and will continue to help you grow professionally and personally. Let’s learn from one another this next year.

Motivation 146

Motivation Coaching Influencer Strategy 146

Alice Heiman

SEPTEMBER 9, 2020

In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. Below are 4 more great sales books I recommend for you and your team. . Blount has written multiple bestselling sales books. More books!

Negotiation 164

Negotiation Cold Calling Compensation Exact 164

Babette Ten Haken

JULY 9, 2020

It just could be that client retention folks are the best salespeople in your company. Professionals involved in the post-sale care and feeding of newly-acquired customers. The best (often uncompensated) salespeople in your company are your client retention folks. It’s about time.

Retention 114

Retention Company Commission Churn 114

Smooth Sale

MARCH 20, 2024

New technologies also open up opportunities for your business to enhance services across the board. Enhance Business Growth with Technological Changes Agile Development Across the Board There have been many changes to development processes over the years, and each business type can use one or more iterations of popular cycles.

Hiring 106

Hiring Retail Lead Rank System 106

Crunchbase

MAY 17, 2023

In a world where growing at all costs is no longer accepted, pressure on sales teams to make the most of every interaction is at an all-time high. While companies scramble to restructure and reevaluate their go-to-market motions, one role continues to unlock a better sales experience for buyers and sellers alike: solutions consulting.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Janek Performance Group

MARCH 15, 2024

In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. While these factors are crucial, there exists another, less tangible, yet equally influential element: the Pygmalion Effect. The Pygmalion Effect in B2B Sales Of course, sales is a dynamic and competitive profession.

Coaching 62

Coaching Film B2B LinkedIn 62

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. I’ve been in contact with sales experts about how AI has helped them. Over the years I have greeted tech advances with open arms because I need all the help I can get.

Inside Sales 90

Inside Sales Lead Rank Lead Scoring Churn 90

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. There’s a lot more to sales than meets the eye. The best sales reps have developed an arsenal of productivity hacks to balance the administrative work with the actual sales process.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Allego

FEBRUARY 19, 2020

Are you ready for your best year yet? Staying up to date in an era of change means that you must continuously refine your sales practice. This takes preparation, collaboration, and adoption of best practices. Here are the five sales conferences and events you need on your calendar in 2020.

Conference 100

Conference Face-to-face Sales Enablement Networking 100

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Zoominfo

SEPTEMBER 5, 2023

There’s a growing appetite for artificial intelligence (AI) in business, and for good reason — after years of promise, new AI applications are reshaping how industries operate, from the inside out. That positions data leaders at the heart of this global transformation, ushering in the next era of AI-ready data.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Janek Performance Group

OCTOBER 30, 2023

“To thine own self be true,” these words written by Shakespeare 400 years ago still apply to sales professionals today. ’ These two phrases often tout relentless drive and unwavering confidence as the keys to sales success. These two philosophies are ingrained deeply in antiquated sales cultures.

Lead Rank 62

Lead Rank Lead Scoring Energy Sales 62

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). Less than 1% of cold calls result in a sale.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

Hubspot Sales

OCTOBER 18, 2023

Dan Tyre has gotten upset with me exactly one time over the course of our three-plus-year-long working relationship. And five days away from his ham-distribution deadline, Dan said he didn't have a plan yet. billion in just nine years. Capture the hearts and minds of your team as a manager.

Hubspot 96

Hubspot Ideal Customer Profile Scale Distribution 96

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. You must humanize your communication. GPT can’t do that, at least not yet.

Hiring 62

Hiring Scale Proposal Analysis 62

Hubspot Sales

SEPTEMBER 6, 2022

Change is unavoidable in sales. HubSpot surveyed 1,000+ sales professionals to get a better picture of the sales landscape in 2022. These powerful insights can inform every aspect of your sales process — from pitching to customer retention. More interaction with prospects throughout the sales process.

Hubspot 79

Hubspot Trends CRM Retention 79

Sales Hacker

FEBRUARY 18, 2021

Sales leaders and trainers (and their marketing counterparts) spent 2020 trying to figure out how to translate in-person conferences into compelling, engaging virtual events. And because COVID-19 still hasn’t gone away, sales conferences are still taking on a virtual format. 9 sales conferences and events to attend in 2021.

Conference 104

Conference Sales Enablement Networking B2B 104

The Spiff Blog

DECEMBER 7, 2023

The end of the year is approaching fast– which means a lot of you are dealing with the usual Q4 anxiety. Whether you’re a sales compensation manager struggling to get commission statements in order, or a sales rep trying desperately to hit your quota, the last month of the year often ends up being the most stressful.

Commission 80

Commission Banking Cold Calling Scale 80

Vengreso

NOVEMBER 3, 2022

Subscribe to Modern Selling on the app of your choice! With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? But, how do sales leaders effectively close this gap is quickly becoming a hot button topic in the sales community. What is the sales innovation paradox?

Top of Funnel 116

Top of Funnel Quota Trends B2C 116