Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 311

Coaching Objections Follow-up Motivation 311

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Salespeople acting as primary information sharers.

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

No More Cold Calling

JULY 27, 2023

Rachel, a sales VP at a large technology company, was frustrated with her sales team. They weren’t even close to making quota. She knew they relied almost exclusively on technology for generating sales leads. She finally asked her team: “Did you ever close business over email?” Relationships do.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Would you be willing to be a referral to this company?” My entire career had been sales and sales management, and my best business had always come from referrals.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Small Businesses Face the Biggest Challenges. Many companies will need to make drastic changes to overcome the challenges they face. Old Sales Funnels Are Drying Up. Old Sales Funnels Are Drying Up. During the period of Feb. million to 5.1

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

No More Cold Calling

MARCH 5, 2020

Your customers are your best source of qualified sales leads. “If If your customers aren’t selling for you, you won’t have customers.” One of the first things I ever wrote about was enrolling your clients as part of your sales team. How do you do that? You need more qualified sales leads.

Referrals 432

Referrals Sales Qualified Lead How To Lead Rank 432

Zoominfo

NOVEMBER 29, 2023

A recent Forrester report found that Millennials and Gen Z make up 64% of business buyers. And these tech-savvy individuals have plenty of outlets to do so, making their complaints louder than ever. And these tech-savvy individuals have plenty of outlets to do so, making their complaints louder than ever.

B2B 130

B2B Social Media Loyalty B2C 130

Zoominfo

AUGUST 2, 2020

But have you ever stopped to think about where these companies get their data and what makes it better than the rest? Data is a big investment – and as a buyer, you should never trust a data provider without first understanding where that information comes from. If you have questions or concerns, ask.

Data 245

Data B2B Vendor Intent Data 245

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). With a sales kickoff (SKO). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make.

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

SalesProInsider

FEBRUARY 3, 2021

What you believe, you can achieve. What we say amplifies and makes “normal” our mindset, which creates a connection for the mind and mouth. Others took on the attitude and mindset that networking and lead generation were different, but not impossible and had their biggest years ever. Inspiration or Barrier?

Face-to-face 143

Face-to-face Networking Lead Generation Lead Rank 143

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” Many sales leaders behave as though they have a big “S” painted on their chests. ” It’s easy to understand this. They were probably top performers as sellers.

Maximizer 120

Maximizer Coaching Sales Management Closing 120

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. This, in turn, will help smooth the sales process.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. When we talk to marketers, one of their biggest challenges is getting data to flow efficiently across their systems,” says Arjun Pillai, senior vice president of products and growth at ZoomInfo.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

MTD Sales Training

JANUARY 11, 2018

The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The changes we see today are happening at the quickest rate we have ever seen. The changes we see today are happening at the quickest rate we have ever seen. 2) People Leadership skills.

Knowledge Base 150

Knowledge Base Sales Training Company 150

Sales and Marketing Management

JUNE 22, 2020

Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it. You won’t often hear me suggest an increase in free offerings, but these are unique times,” she states. And here, take more, and we’re building new things for you.’

Margin 194

Margin Discount Incentives Incentive 194

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: Focus your efforts where they will make the most impact.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Sales Gravy

MAY 3, 2023

Leading In A Changing Sales Landscape On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times.

Leads 88

Leads Marketing Qualified Lead Real Estate Distribution 88

Product Management University

AUGUST 21, 2023

The product CEO analogy for product managers has been around forever, but when you think about it, does it really make sense for B2B software? The question is, can you have a greater strategic impact as a product CEO or as a member of the portfolio executive team? Why Product CEO Makes Total Sense It’s a short list.

Lead Rank 98

Lead Rank Lead Scoring Sports Hiring 98

Sales Hacker

FEBRUARY 16, 2023

In today’s economic climate, it’s more important than ever to grow your smallest accounts into your biggest. This LIVE event will give sales and sales ops leaders the land and expand tactics they need to cross-sell, up-sell and win their way out of a down market.

Up-Sell 68

Up-Sell Marketing How To Enterprise 68

Hubspot Sales

JUNE 15, 2023

As with all fields, AI is transforming sales. In this post, learn more about how B2B salespeople leverage AI, and how you can adopt it into your processes. Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI?

B2B 103

B2B Benefit Data Lead Rank 103

Lead411

FEBRUARY 8, 2024

Mastering the Art of Overcoming Cold Call Objections in Sales Cold calling can be a daunting task for many sales professionals. It’s an essential part of the sales process, but it often comes with its fair share of objections. Recognizing the underlying reasons behind objections will help you address them more effectively.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

Zoominfo

AUGUST 1, 2023

While it’s undeniable that generative AI is already changing how businesses engage with the world, sales and marketing leaders are quickly realizing that AI alone isn’t the solution to all their problems. Speaking at GTM Partners’ Leaders Summit on Generative AI , Schuck advised business leaders to make data integrity a top priority.

Data 130

Data B2B Harvest Scale 130

Zoominfo

AUGUST 11, 2020

Have you ever planned something out so that it would make accomplishing an end goal easier? Maybe you make a to-do list of chores for the day or map out specific tasks in order to complete a project? But how do you determine which existing clients are good, and which ones were just too difficult to secure?

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

The Sales Hunter

AUGUST 5, 2019

I get asked this question a lot, and feel like it is one of the biggest reasons why salespeople are not successful and ultimately end up leaving the profession. Until you can overcome this fear, there is little chance that you will ever be successful. So, who do you need to replace in your life?

Prospecting 174

Prospecting Positioning Intent Motivation 174

Zoominfo

JUNE 30, 2022

Avail​​able wherever you listen to podcasts: Apple | Spotify | Website MEGHAN BARR What prompted you to start a career in entertainment and comedy? MEGHAN BARR What do you mean by impressions and character voices? Can you show us actually? Can you do one really quick? That was my major. That was my major.

Lead Rank 130

Lead Rank Lead Scoring Film Call-back 130

Julie Hanson

FEBRUARY 28, 2024

While more common mistakes in virtual sales may fall short of searing themselves into our memories, they can hurt us in other ways. And, since many common behaviors are magnified on camera and interpreted differently than in person, they often create an undeserved negative view of you. Humans intuitively respond to movement.

Film 62

Film Face-to-face Wireless ACT 62

Janek Performance Group

JULY 11, 2023

A sales manager recently asked, “Is cold calling effective?” My answer was not an attempt to be glib or elusive, but rather a factual observation from working with hundreds of sales teams. There are sales teams who find cold calling effective, while there are others who think it is useless. I replied, “Sometimes.”

Cold Calling 62

Cold Calling Scale Hiring Strategy 62

Shari Levitin

NOVEMBER 22, 2021

How do you know?”. “He What did he tell you?” Yes, but, how do you know he’s the greatest salesman in the world?” What if, instead, you could listen to anybody? I always say, if you really want to make an impact, you need to be interest ed , not interest ing. They vehemently disagree with you.

Guarantee 118

Guarantee Proposal Follow-up Conversion 118

Sales Hacker

SEPTEMBER 8, 2022

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). More than ever, customer success teams must be in complete lockstep with their sales teams—both should treat any renewal as a joint effort and success. Put the buyer first.

Maximizer 110

Maximizer Survey B2B Loyalty 110

Grant Cardone

FEBRUARY 24, 2021

Since this year’s 10X Growth Conference is the most exclusive one we’ve ever held, it’s no surprise that in-person tickets sold out almost immediately, I created an option for people to attend virtually so nobody gets left out. Now, you might be wondering how you can get everything you expect from a 10X Growth Conference if you’re not there.

Conference 105

Conference Networking Webinar Metrics Exercises 105

Pipeliner

MARCH 1, 2024

Your e-commerce payment solution is as essential as the platform you set your site on. If you’re setting up your first e-commerce store and have no clue about e-commerce payment solutions, then this quick guide will help you out. There are also point-of-sale payment solutions that allow you to sell your products in person.

Banking 59

Banking Hiring Account Benefit 59

Allego

AUGUST 7, 2020

If you want good people to stay, you need to train and develop them.” — Tim Murray. Host Mark Magnacca: “ What would you say was the biggest challenge you faced as an American CEO in Bahrain?”. billion in sales. billion in sales. Episode 6: Putting Your Career into Overdrive | Tim Murray.

Automotive 127

Automotive Face-to-face Industry Google 127

SalesFuel

MARCH 11, 2024

Sales leaders recently gathered to discuss the many ways that buyers are changing. As Amari Gonzalez writes for LinkedIn : “Over the past few months, we sat down with some of the most innovative sales leaders today … And [we] asked them how they are connecting with buyers.” A variety of factors are influencing their behavior shifts.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however.

Social Media 62

Social Media Media ACT Follow-up 62

Allego

JANUARY 25, 2022

In episode 38, commercial leader Terry Coutsolioutsos shares how digital transformation helped solve the biggest challenges facing Siemens’ customers, created better experiences for sellers, and fostered a more diverse and inclusive culture. These interviews will leave you with practical, real-world advice that you can apply to your life.

Lead Rank 118

Lead Rank Lead Scoring Buyer Google 118