SBI

NOVEMBER 13, 2012

The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more. It was founded 4 years ago by James Oberhausen, Susan Campanale and Mark Friedman who had a vision for serving the sales lead management community with valuable information and resources. Membership to the association is free.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

SBI

FEBRUARY 5, 2013

You can attend webinars, conferences, seminars and symposiums. You can network across a growing array of social and business platforms and talk to your fellow sales leaders. Marketing is Selling. Marketing and sales will (must) be collaborative and in alignment regarding metrics (i.e. Marketing and Sales are one team.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

DECEMBER 11, 2012

There are lots of sales tools to help you. There are lots of sales tools! Join me on December 13 th , for a live webinar hosted by Social Selling University. We’ll each be recommending 6 sales tools for B2B sellers. Shorten the sales cycle. Prepare for the most effective sales calls. The bad news?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

SBI

FEBRUARY 12, 2013

This Thursday , I’ll be co-presenting on DocuSign ’s Webinar: 10 Ways to Utilize Social Selling in 2013 where you’ll learn 10 ways you can leverage social selling across your team. You’ll walk away with 10 different ideas that can help your sales team be more effective, save time and close more deals.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135

SBI

MAY 7, 2013

In February, I posted the first of a 2-part Sales Leaders’ pledge. It’s not sales goals or quotas I’m referring to (although a CSO study revealed that 37% of reps did not hit their plan last year — so we are falling short on those as well.) Author, Nancy Nardin is the foremost expert in sales productivity tools.

Revenue 131

Revenue Forecasting Lead Generation CRM 131

SBI

APRIL 17, 2013

DemandCon’s purpose is to offer education and insight into the art of aligning and accelerating the sales and marketing funnel. On a relevant side-note, be sure to attend the upcoming webinar I’m moderating on April 24th “Be More Interesting: Get More Sales.”

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

SBI

JANUARY 22, 2013

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. In this case, I’m referring to its use of Sales Energy. Each salesperson has a limited amount of sales energy (or sales capacity) to use throughout the year. Preparing post sales-call follow-up. Scheduling sales calls.

Energy 138

Energy Revenue How To ROI 138

SBI

APRIL 30, 2013

No matter how intensely interested your prospect professes to be and no matter how far down the sales process they have endeavored to go, every opportunity is at risk of falling victim to time. Author, Nancy Nardin is the foremost expert in sales productivity tools. Remember, time isn’t a friend or a foe.

Opportunity 123

Opportunity Closing Influencer Decision Maker 123

SBI

MAY 28, 2013

Meeting after sales meeting, you’re able to spark the prospect’s imagination and excitement and your opportunity momentum takes off. If they cannot articulate – much less remember – the main sales proposition then they cannot sell themselves, or their colleagues, on why action must be taken.

Prospecting 120

Prospecting How To Decision Maker Lead Generation 120

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

SBI

OCTOBER 23, 2012

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level. The Take-Away.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

SBI

JUNE 11, 2013

Of course you won’t want to simply add all 5,000 accounts into your sales database and set about contacting each one. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

SBI

MAY 14, 2013

That post, along with the one you’re reading now, is aimed at complex sales. The characteristics of a complex sale are typically wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Analysis 137

Analysis Energy Buyer Lead Generation 137

SBI

MARCH 26, 2013

The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. I’m sure that there are many ways that ooching can come into play in our marketing and sales strategies. Selling in today’s world involves more than relaying value to your buyer.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

SBI

JULY 16, 2013

We rely on quotas as a method for measuring sales rep performance. The real magic to driving radical revenue growth resides in understanding sales productivity and how our reps spend their limited sales capacity. These are sales productivity issues. Salespeople have 215 selling days or 1720 hours a year to sell.

Quota 135

Quota Revenue Forecasting Hiring 135

SBI

MARCH 12, 2013

Content marketing, as the practice is called, is a semi-automated mechanism that gives organizations the ability to extend their sales-reach—to keep in touch (i.e. The principle involves automating the ‘task’ of staying in touch (and relevant) with prospects that aren’t yet ‘sales-ready.’ It is not selling however.

Marketing 125

Marketing Distribution Sales Cycle Ideal Customer Profile 125

SBI

AUGUST 21, 2012

One enticing benefit of the sales profession is the freedom and independence it offers. I can’t tell you how many times in my sales career I heard, “just keep hitting your numbers and no one will bug you.” Companies seek sales reps that can think and act on their own, epitomizing self-motivation and self-reliance.

Vendor 120

Vendor Quota Account Tools 120

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. The Sales 2.0 Conference.

Conference 131

Conference Social Selling Data Marketing 131

SBI

JUNE 26, 2012

Tweet In this month’s issue of Top Sales Associates Magazine , I had the great pleasure of being interviewed by Linda Richardson. You may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company. The first sales tool I used (other than a rolodex) was the GRiD Systems laptop.

Sales Tools 133

Sales Tools Revenue Tools Up-Sell 133

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. Esignatures can make it fast and easy for prospects to sign and for you to accelerate sales cycles as a result. much needed management insight.

Collateral 115

Collateral Revelation Trends CRM 115

SBI

AUGUST 14, 2012

I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. Lead progression, the first element of the Sales Cycle Triad includes identifying, assessing, assigning, responding, selling, tracking, and nurturing leads.

Sales Cycle 111

Sales Cycle Marketing Qualified Lead Leads Exercises 111

SBI

DECEMBER 4, 2012

In the dynamic and high-demand world of selling, the evolution of tools has had a significant impact on our ability to perform our jobs, present our ever-expanding array of solutions, service our customers, and generate revenue—the life-blood of our companies. The biggest advancement in the development of sales tools was the telephone.

Sales Tools 128

Sales Tools Tools VanillaSoft Call-back 128

SBI

APRIL 2, 2013

Preparing post sales-call follow-up. Scheduling sales calls. You can increase your sales by 28.5% The tasks outlined above, are essential to selling. The first step is to understand how time is used across the various sales tasks. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

SBI

FEBRUARY 19, 2013

One of the most frustrating problems for any sales rep is when a prospect’s interest switches from hot to cold. Enthusiasm begins its descent almost the moment you end your sales conversation. Yours involve longer sales cycles and multiple interactions over a period of time. It’s a powerful force.

Opportunity 128

Opportunity Exercises Call-back Webinar Metrics 128

Pointclear

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. They won’t get followed up.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

SugarCRM

AUGUST 30, 2022

By 2026, 65% of B2B sales organizations will transition from intuition-based to data-driven decision-making. By conducting a sales forecast, sales leaders can get a full situational and directional view of their business and customers. Companies that forecast do a better job with sales attainment.

Forecasting 26

Forecasting Lead Rank Ideal Customer Profile Company 26

SBI

OCTOBER 2, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Sales Qualified Lead 123

Sales Qualified Lead Trade Show Enterprise Enterprise 123

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

SBI

AUGUST 28, 2012

In sales, we battle two voices. And while timing has always been important in sales (think monthly and quarterly objectives) the most important thing is to beat the revenue objective before the final buzzer goes off. .” People:Staffing decisions, sales skill development, training, territory assignments, coaching, 2.

Revenue 111

Revenue eBook Objections Territories 111

SBI

NOVEMBER 27, 2012

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. The good news is that you can be the hero that drives sales through the roof.

CRM 133

CRM Wireless SalesForce Commission 133

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. Don’t let sales teams and the customers review and edit key assumptions c.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

SBI

OCTOBER 9, 2012

Experiential selling is the application of experiential learning to the sales profession. This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. So how do you create the emotional engagement so vital in a B2B sales environment?

Prospecting 120

Prospecting Infusion Software Software 120

SBI

JULY 17, 2012

It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation. Rule #2 Don’t inadvertently sabotage the sale.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

SBI

SEPTEMBER 4, 2012

Up-selling or cross-selling, i.e. selling more to your current clients. In his hot-off-the press book , “New Sales. Mike contends that because many of today’s sales reps began their career during times of economic prosperity. And that’s where “New Sales. In “New Sales. Simplified.” Simplified.”

Revenue 101

Revenue Handbook Face-to-face Penetration 101

SBI

JULY 24, 2012

The Internet and social media have changed the world of business and sales forever. Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

VanillaSoft 114

VanillaSoft InsideSales Social Media Skype 114

SBI

JANUARY 8, 2013

As my friend Jim Banks of Shadetree Technology likes to say, “Conversations are the ball-bearings that move deals through the sales process.” If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’. Well said Jim! The answer is—not yet.

Customer 128

Customer Hiring Wireless Up-Sell 128

SBI

JULY 10, 2012

And the sales profession, given its awakening and immense potential, exploded, and we, as a global force to be reckoned with, have never looked back. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Revenue 111

Revenue Analysis Fashion Face-to-face 111