No More Cold Calling

MAY 21, 2020

Do you know your referral gap quotient? What about your account executives? He realized that referrals were hit-and-miss in his organization, because they were dependent on inbound calls. His so-called referral program couldn’t be measured and didn’t hold sales reps accountable for results.

Referrals 331

Referrals Outbound Lead Gen Sales Qualified Lead 331

Steven Rosen

MARCH 23, 2021

3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well. Your employees’ health and safety; 2. Are your physicians ready to start seeing your reps?;

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

Steven Rosen

AUGUST 2, 2022

The Focused Sales Leadership framework consists of 3 pillars: Leadership, Culture and Focus. Sales leaders must build winning teams and develop a performance culture to achieve outstanding results. Yet, many sales leaders are working 50-60 hours a week and still not getting the desired results. We all need to eat and sleep.

Cancellation 333

Cancellation Call-back Analysis Report 333

Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track. Coaching (Remotely).

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Your Hiring Process is Key.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

JULY 15, 2020

For most businesses, the first half of 2020 is a write-off! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal. No one has a crystal ball as to what to expect in the next 6 months.

Closing 306

Closing Territories Guarantee eBook 306

Sales and Marketing Management

JULY 7, 2020

With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high. What makes unexpected rewards so effective?

Incentives 394

Incentives Incentive Motivation ACT 394

No More Cold Calling

JUNE 25, 2020

How to stop ignoring your best source of new revenue. The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Not an encouraging scenario.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan Is your sales team disengaged? work force experienced the most significant drop in employee engagement in 2020. Disengagement among your teams is costly and the change must come from the top. You have the power to reengage your teams. We took a keen interest on those in sales roles.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

Marc Wayshak

FEBRUARY 8, 2024

In a world filled with various methods to reach prospects, the follow-up call remains the gold standard for setting appointments. Repeatedly, we’ve witnessed that calls can consistently outperform cold emails. However, the key to success lies in having the right process and approach when making follow-up calls.

Follow-up 121

Follow-up Sales Meeting Meeting Real Estate 121

Nutshell

MARCH 22, 2024

In your job, you undoubtedly encounter a lot of audio-based media. Table of Contents What is transcription? Uses of transcription services The 6 best transcription apps on the market What is transcription? You can get meeting transcripts right from within your CRM system. Did you know? per minute, or $29.99

Video 71

Video Software Software Tools 71

Nutshell

DECEMBER 8, 2023

A landing page builder is a tool that helps you create landing pages for your paid ads and emails. What do paid advertising and email marketing have in common? Landing pages are a big part of digital marketing and advertising, and it’s important to get them right when you create them for your business.

Email Marketing 136

Email Marketing Advertising Advertising Small Business 136

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement.

Strategy 130

Strategy Customer Hiring How To 130

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Smooth Sale

APRIL 12, 2024

The less-beaten path can spice up your specialization journey. The Symphony of Interdisciplinary Knowledge Via Pixabay When most folks think about specializing, they zoom straight into the heart of their chosen field. But here’s a quirky idea: what if you mixed some flavors from other disciplines? Wild, right?

Insurance 102

Insurance Insurance Hiring Influencer 102

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. DOWNLOAD Is your business ready for a CRM?

Positioning 127

Positioning Customer Churn Face-to-face 127

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. 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.

Channels 137

Channels Revenue How To Case Study 137

Autoklose

APRIL 8, 2024

Closing sales is a joint effort that takes time, particularly in the B2B industry. And while it’s the sales rep who actually seals the deal and receives all the accolades, the truth is that the successful outcome heavily depends on the early stages of the process. Table of Contents What Is a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

Partners in Excellence

OCTOBER 25, 2023

Not long ago, I was speaking with a group of sales managers. We were talking about their account planning process. They showed me some current account plans. They weren’t great, but they were better than most I see. They established action plans to pursue the growth opportunities. They aren’t unusual.

Follow-up 107

Follow-up Journal Account ACT 107

The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. In today’s blog post, we’ll cover some key tactics that will position both you and your team for success this year. B2B sales has an average turnover rate of 35% ( source ).

Banking 84

Banking Hiring Churn Scale 84

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 102

B2B Top of Funnel How To Sales Qualified Lead 102

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. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 117

Data Discount How To Quota 117

Partners in Excellence

FEBRUARY 7, 2024

I’ve been asking, “How much time are you spending in the field working with your people?” I ask, “How are you spending your time?” I ask, “Would you like to spend more time in the field, with your people?” Typically, I’d ask, “What role do you want me to play?

Face-to-face 106

Face-to-face Call-back Meeting Coaching 106

Nutshell

APRIL 24, 2024

That’s why integrating it with the best Outlook CRM is the perfect way to expand its usefulness and empower your sales and marketing teams. An Office 365 Outlook CRM integration allows you to do so much more with your email service, including team collaboration, sales management, email marketing, and lead generation.

Microsoft 71

Microsoft Lead Rank Lead Scoring Hubspot 71

Partners in Excellence

MAY 6, 2021

He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels. We looked at what we had missed.

Territories 162

Territories Maximizer Compensation Account 162

Nutshell

AUGUST 22, 2023

Since AI is revolutionizing sales , marketing, and many other aspects of business, it’s no surprise that many CRM providers are also using the technology to enhance customer relationship management. Because AI imitates the way humans learn from our knowledge and experiences, it can produce insights and make decisions based on what it learns.

Customer 114

Customer CRM Lead Rank Lead Scoring 114

Hubspot Sales

JANUARY 5, 2021

The most important skill for sales professionals? Making calls. Cold calls or warm leads, hot prospects or chilly receptions, making contact is critical. RAIN Group recently found that 82% of buyers say cold calls were the impetus for eventual meetings, but 63% of sales reps say they don’t enjoy making cold calls.

Cold Calling 133

Cold Calling Ideal Customer Profile Call-back Scale 133

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. Table of Contents What is next action-based selling?

Top of Funnel 62

Top of Funnel How To Lead Rank Sales Qualified Lead 62

BuzzBoard

MARCH 1, 2024

Do You Give Away Your Power on the First Sales Call? If you’re like most consultants in digital marketing agencies or media houses, your instinct when meeting a promising new lead is asking “How can I help you?” or “What would you like to do next?” … you’re trying to be helpful and customer-focused.

Ideal Customer Profile 52

Ideal Customer Profile How To Lead Rank Lead Scoring 52

Partners in Excellence

MARCH 14, 2024

Here’s what I wrote in the “old days.” Focusing their strategies and sharpening execution are the top priorities of most of the executives we work with. It is less important to assess blame for these failures than it is to quickly understand and correct the situation. For marketers: What are we offering?

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Table of Contents What does lead nurturing mean? The prospect may have shown interest, which means they’ve entered your sales funnel as a lead.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

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

Mindtickle

DECEMBER 20, 2023

Think of your most recent major purchase – either in your personal or professional life. Chances are, the interactions you had with the sales rep had a significant impact on your purchase decision. But taking a random, ad hoc approach to sales engagement isn’t effective. What is sales engagement?

Sales Enablement 52

Sales Enablement Ideal Customer Profile Face-to-face Social Media 52

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. What happens when you find one?

Data 85

Data Strategy Customer Social Media 85

Lead411

MARCH 14, 2024

Best Days and Times for B2B Sales Calls Timely outreach is crucial in the world of B2B sales. You may greatly improve your sales success by knowing the best days and times to make those important connections, since every call is an opportunity to engage new clients.

B2B 52

B2B Decision Maker Trends Motivation 52

Anthony Iannarino

AUGUST 4, 2020

Some of the things that lead to success, greater productivity , and goal attainment seem small and insignificant when they are critically important. One discipline that produces outsized results for a small amount of time and energy is planning your week and days before they begin. The Value of Planning Your Week.

How To 129

How To eBook Energy Follow-up 129

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 99

Lead Rank Hubspot Microsoft Lead Scoring 99