Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. As a manager, that goes for you, too!

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Sales Management Hiring Motivation Construction 268

Product Management University

FEBRUARY 12, 2024

If you’re looking to climb the product marketing career ladder faster, here are five things you can do that’ll accelerate your climb. Track Record of Year-Over-Year Product Revenue Growth Not to state the obvious here, but product revenue is always top the priority. You already know that.

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Marketing How To Segment Scale 59

Sales and Marketing Management

MAY 27, 2019

Author: Steve Randazzo Any marketer worth his or her salt knows you have to understand your audience members before you can engage them. But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team. And when there’s synergy, amazing things happen.

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Marketing Collateral InsideView Competition 302

Alice Heiman

DECEMBER 13, 2022

Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”. Sales teams must be retrained to create value not sell benefits. They just don’t work anymore.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

The Sales Hunter

OCTOBER 15, 2013

What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1.

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Motivation Banking Selling Skills Up-Sell 280

Steven Rosen

AUGUST 9, 2016

As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. You have dry run after dry run. You and your team have a one to a two-day meeting with global executives. You know the annual dance.

Strategy 159

Strategy Call-back Objections Forecasting 159

The Sales Hunter

MARCH 18, 2014

To me this is a great time of year. Yes, I do a bracket each year, and yes, I watch way too many games (well, that’s what my wife would have you believe). What you believe about success impacts your success. In the end, it was what they believed that matter. Same thing in life when we face losses.

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Motivation Face-to-face Selling Skills Conference 230

Alice Heiman

JULY 21, 2022

If you’re a CEO who feels ‘stuck’ in incremental growth but wants more, you’ll want to listen to this episode of Sales Talk for CEOs Expert Series with Richard Medcalf. Believe me when I say that all CEOs who want to scale their growth need to understand the ideas discussed in this episode.

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Scale Licensing Exercises Coaching 62

The Sales Hunter

SEPTEMBER 13, 2013

We’re quickly moving into the final quarter of the year and it’s time to make sure resources are allocated to ensure the year’s goals are achieved. Too many times, sales teams wait until it’s too late into the year to realize things have to change to make the number. 15 of the year.

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Consultative Selling Face-to-face Selling Skills Motivation 217

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. If you missed episode 172, check it out here: How to Build Out Your Upmarket Strategy with Ryan Staley. Subscribe to the Sales Hacker Podcast.

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Training Scale Webinar Metrics Face-to-face 119

The Sales Hunter

DECEMBER 3, 2013

How prepared are you? Here is a quick checklist of things you can do now: 1. Identify your best 5 customers and what you can do to increase your level of business with them next year. Break these items down into small pieces you can begin working on immediately. You need to purge your list.

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Smooth Sale

OCTOBER 17, 2023

Image credit Attract the Right Job or Clientele: Avid Travelers: Do You Want to Convert Your Passion Into Your Career ? You dream of a career that allows you to maintain your freedom and trot around the globe while providing the financial support you need.

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Travel Hiring Salary Networking 102

SalesLoft

FEBRUARY 9, 2024

Yet, they likely need a solution like yours in order for their companies to thrive. So how do you sell to someone who literally is their business? And how do you do that in a cost effective way? What do SMB buyers want from you? of US businesses. That’s a massive TAM — 32.5 By geography.

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Enterprise Enterprise Lead Rank Revenue 52

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? Without that leadership, products can and will flounder at every turn.

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Lead Rank Lead Scoring Sports Hiring 98

Hubspot Sales

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in. They're money-motivated.

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Hiring Meeting Leads Marketing Qualified Lead 94

Sales Hacker

OCTOBER 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson , VP of Commercial Sales at Conga , a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder.

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Hiring Motivation Face-to-face Workbooks 95

Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. 75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. There is no one-size-fits-all!

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BrainShark

MARCH 3, 2024

You know sales enablement is important and choosing the right technology to help power your team is critical. Whether sales enablement technology is a new initiative for your organization, or your current solution isn’t getting the job done, you need key decision makers on board with your vision for success.

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Sales Enablement Decision Maker Hiring Proposal 62

Steven Rosen

AUGUST 9, 2016

As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. You have dry run after dry run. You and your team have a one to a two-day meeting with global executives. You know the annual dance.

Strategy 120

Strategy Call-back Objections Forecasting 120

Sales and Marketing Management

MAY 1, 2017

Author: Erica Abt One of the most common complaints of frontline sales managers is employee turnover. According to a 2016 study by Radford, “[ sales] employee turnover is once again at five-year highs across most of the technology and life sciences sectors. And alternatively, what drives them to leave their current sales roles?

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Allego

MARCH 28, 2024

What separates the best sales teams from the rest in today’s unpredictable market? For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. You didn’t know it, but it is. And we can help you.’” Are you motivating your sellers?

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Strategy Top of Funnel Lead Rank Lead Scoring 62

DiscoverOrg Sales

NOVEMBER 15, 2017

Some know this time of year as holiday season. Sales professionals know it better as renewal season. Their goal is $1,000,000 in new business by the end of year. Read AJ’s Story – and the Split of Inbound and Outbound Sales Development. Less than 24 hours later, this likely loss turned into a $150,000 deal.

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Retention Travel Customer ROI 227

SBI Growth

DECEMBER 5, 2012

Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. A theme emerged around how much time to spend “in” sales tactics. When the CEO worries about his team's abilities, he ends up in the weeds. If you act as the de-facto VP of sales, you’re working in the business.

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Hiring Sales Talent Tools Exercises 303

SugarCRM

MARCH 26, 2024

On this episode of the Fuel Growth podcast series, my co-host Lizzy and I got to sit down with Paul Black , co-founder and CEO of sales-i , the leading sales intelligence software company for manufacturing and distribution companies worldwide. They’re getting to know their needs and requirements. So that’s important.

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Hiring Distribution Face-to-face Lead Rank 34

Sales Hacker Training

MAY 27, 2021

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. Remember the sales floor when it existed in physical reality? If you were waiting for a silver bullet, sorry to disappoint, but there isn’t one. Reimagined sales coaching.

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Face-to-face How To Coaching Software 130

Zoominfo

MARCH 31, 2023

Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year. Luckily, things are changing fast. And here’s the hard truth: Even businesses with high-quality data can still lose ground if that critical information is stuck in silos.

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Data Government Decision Maker Lead Rank 130

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

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Hubspot Sales

SEPTEMBER 8, 2020

You’ve decided you need customer relationship management (CRM) software. Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. What if the money you spent goes to waste? What if the money you spent goes to waste?

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Software Software CRM Hiring 122

Chorus.ai

JANUARY 21, 2021

This week’s Weekly Briefing was marked by many new things. A new year, a new US administration, and a new sense of bold leadership for 2021. Jim Benton was joined by Justin Clifford , the Head of Commercial Sales at Lessonly. The last year has been tough,” Justin said. “We We have different needs.

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Coaching Hiring Energy Pivotal 62

Anthony Iannarino

FEBRUARY 22, 2020

Your prospective clients are always going to ask you if you can provide them with a lower price. The powers that be inside your company are doing the same thing when your sisters and brothers sell them the things they buy. Here is a framework for executing a win-win negotiation in B2B sales.

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Alice Heiman

MAY 23, 2019

In May of 2018, Salesforce reported that 57% of sales reps didn’t hit their sales goals. Fortunately, by the end of 2018 things were looking up. Only 46% of sales reps didn’t hit their goals. If, like most companies, nearly 50% of your sales reps missed their quota, don’t despair. Leading for Sales Success.

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Ideal Customer Profile Webinar Metrics Top of Funnel Strategy 127

Hubspot Sales

AUGUST 28, 2019

Are your sales numbers flat this year? Are you struggling to get to hit your sales quotas? Do you need something extra to get the team motivated and meeting aggressive goals? I asked a few sales experts about their current favorite techniques for increasing sales — and threw in a few tips of my own.

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Hubspot Infusion Call-back Discount 137

Jeffrey Gitomer

JUNE 28, 2011

Jeffrey, I want to know, what do YOU do to maintain success? Gitomer | June 28, 2011 | 4 Comments. There’s nothing I do that I consider out of the ordinary. It’s what I do on a consistent basis that makes me extraordinary. Now, I’ve only been doing that for 39 years, so I don’t know if it works yet.

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Hiring Lead Rank Social Media Loyalty 305

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.

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Hiring Lead Rank Top of Funnel Promotion 130

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it).

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Motivation Strategy How To Hiring 136

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales. But how do you know?

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Sales Talent Hiring Lead Rank Lead Scoring 288

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? Table of Contents Is SaaS sales a good career? occupations. Professional growth. A valuable network.

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Hiring Salary How To Ideal Customer Profile 102