Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” Using mainly financial rewards for motivation (i.e.,

Motivation 379

Motivation Incentives Incentive Commission 379

Bernadette McClelland

AUGUST 1, 2022

When we say that we buy on emotions and back it up with logic how does that actually play out? But first… On Saturday, my husband and I decided we’d drive to Breckenridge (Colorado), which is only about an hour and a bit from where we live. The answer will always be negatory if you don’t ask the question.

Margin 397

Margin Travel Outbound Sales Leadership 397

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. Ask Effective Questions. No one wants to be told what to do.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

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

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor. They must then use it to improve their own and others’ performance.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

No More Cold Calling

SEPTEMBER 28, 2023

I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message, inviting him to contact me with any questions about referral selling. 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.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Sales managers are the key to driving sales performance.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

SalesFuel

APRIL 11, 2024

Zoom became a lifeline for millions working from home and a savior of reps competing for a remote sales closing. And for sales professionals, a new, robust communication channel has been launched. More Channels Provide More Personalized Choices for Sales Closing Finding a comfortable way to communicate with key clients is essential.

Closing 115

Closing Face-to-face Tourism Hiring 115

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. The question only becomes more complex when you look at the data.

Scale 115

Scale Engineering Maximizer Lead Rank 115

Force Management

DECEMBER 14, 2023

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. To expand market share, you'll need Productivity x Capacity to drive growth. How do we specifically solve these problems with your solution? •

Channels 137

Channels Revenue How To Case Study 137

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It wasn’t practical or feasible for their sales process. Let’s get into the pain points first. But something felt off.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Allego

FEBRUARY 27, 2024

Imagine your sales team transforming overnight: Tasks that used to pile up are now checked off in record time. With AI, analytics turn into gold, and your sales approach is fine-tuned with precision. Welcome to the big leagues of sales enablement platforms. You want something powerful but still easy to use.

Sales Enablement 62

Sales Enablement Analytics Follow-up Ideal Customer Profile 62

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

SalesFuel

MARCH 29, 2024

Here are a few tips for creating content that will help drive sales. How to Develop Website Content Marketing that Drives Conversions Consumers Need Better Website Content According to a report by Contentsquare , the 3.6% Create content based on what your client’s target audience searches for (like answers to questions).

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

Allego

JANUARY 30, 2024

If you’re involved in sales training , you know creating a training program is a multi-step and multi-person effort. For sales training to be effective, you must: Identify Specific Needs: This involves understanding the unique aspects of your product or service, the target market, and the skills or knowledge gaps within the sales team.

Training 105

Training Hiring Exercises Webinar Metrics 105

Autoklose

MARCH 18, 2024

Having a well-versed and highly-skilled sales team is an essential ingredient when it comes to the success of your entire business. When you’re starting out, and it’s just you and maybe another salesperson, it’s not difficult to make a sales strategy, implement it, and learn from the results. Do you have a sales process in place?

Hiring 98

Hiring Training Cold Calling How To 98

Partners in Excellence

APRIL 25, 2024

But this thinking drives our focus on MQLs, SQLs and massive prospecting efforts. We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor? How do we shift that in our favor?” And that’s what the top of the funnel focus drives.

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Allego

FEBRUARY 15, 2024

After using the generative AI tool for more than a year, though, I am a lot less worried. It’s the same for sales and enablement teams. The key is knowing how AI-enhanced enablement can help. Plus, AI-powered quizzes and personalized feedback give sales reps the support they need to excel and deliver exceptional results.

B2B 71

B2B Coaching B2C Tools 71

Allego

FEBRUARY 28, 2023

AI tools such as ChatGPT have many potential applications in sales , from creating marketing content to predicting customer behavior. But every new article raises more questions: What does this mean for sales teams? How many new AI tools are there? How many new AI tools are there? How do you even use these things?

Tools 118

Tools Lead Rank Lead Scoring Microsoft 118

Allego

AUGUST 2, 2022

Is your sales team operating at its best? How do you know? What if you could find out exactly how to kick productivity up to a new level? You can with sales enablement intelligence—a data-driven approach to learning, coaching, and content to maximize revenue per rep. Why is sales enablement intelligence important?

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Allego

APRIL 18, 2024

Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. With its rapid adoption, everyone’s on the hunt to use this technology for a competitive edge. To help you, I dug deeper to see how sales teams can use AI.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? What is sales qualification?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. We’re going to help you also understand the B2B sales processes, strategies, and more.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.

Sales 90

Sales Software Software SalesForce 90

Sales Hacker

OCTOBER 20, 2023

Use Fewer Resources. Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. Well… it’s a bit of a trick question. Anyway, let’s get into it.

Hiring 105

Hiring Marketing How To Intent Data 105

The Spiff Blog

SEPTEMBER 28, 2023

Needless to say, purchasing a sales commission solution is not a decision you can rush or take lightly. As a result, you can save countless hours, drive sales performance improvement , boost morale, and spend more time and resources on deep strategic work. Don’t stress, we’re here to help. And, much more! Let’s get into it!

Commission 81

Commission Software Software Scale 81

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Vengreso

JULY 19, 2022

From missed quotas to high customer churn , to even lower conversion rates – sales teams have their work cut out for them in this hypercompetitive post-pandemic landscape. This is why, now more than ever, the role of the sales leader cannot be ignored. What Can Sales Leaders Do To Stimulate Revenue Growth?

Buyer Persona 116

Buyer Persona Quota Buyer Churn 116

BuzzBoard

MARCH 22, 2024

So far in your sales journey, have you ever felt like you’re shouting into the void when trying to connect with potential customers or clients? Being the only AI-powered sales platform dedicated to digital marketing agencies and media houses, we genuinely care for your success and growth. It’s frustrating, right?

Scale 101

Scale Ideal Customer Profile Sales Qualified Lead Lead Rank 101

Mindtickle

APRIL 23, 2024

In business, it’s often assumed that a person who excels as a sales rep will also be successful as a sales manager. As such, top sales reps are often promoted to sales managers and left to find their way into their new roles. Even the most seasoned sales reps need proper training to be effective sales managers.

Sales Management 52

Sales Management Training Hiring How To 52

Allego

JANUARY 24, 2023

While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. How do you change that? How do you help your sellers get out into the field and sell more?

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Highspot

FEBRUARY 2, 2024

Not only do you need a unified sales enablement platform to equip, train, and coach your sales reps on making effective use of this content—you also need to consciously structure your site to be intuitive and aligned with your business objectives. Define how you sell. More on structuring effective Sales Plays below.

Sales Enablement 52

Sales Enablement Infusion Intent Government 52

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Partners in Excellence

MARCH 11, 2024

Hacks for structuring and measuring an entire sales organization. There are hacks piled on top of other hacks–I suppose helping us become even more efficient. They tell us the limitations of their data bases. We know how they work and shouldn’t have an expectation of much more–at least used in these ways.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52