SBI

SEPTEMBER 4, 2012

Mike contends that because many of today’s sales reps began their career during times of economic prosperity. During the whole of the ‘90s and between 2002-2007 most sales organizations benefited from high demand for their products and services. Launching an attack without a clear vision of your target is not a good strategy.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader.

Lead Rank 52

Lead Rank Hiring Oracle SalesForce 52

Close.io

MARCH 27, 2020

In 2002, a study researched how companies faired during the recession of the early 1990s. This in-depth article from CXL looks at both the winning strategies and the critical mistakes companies made during economic hardship, and how we can apply it to our current situation. IT STARTS WITH ONE THING ?. So what did these "leaders" do?

Meeting 12

Meeting Face-to-face Video Study 12

SalesLoft

SEPTEMBER 17, 2019

” I remember the 2002 Dot Com bubble, where there were a bunch of companies that went out of business because they didn’t have any profits. ” But that doesn’t give a salesperson or a sales manager enough actionable information to do something differently. All of your customers are in tier three.

Hiring 40

Hiring Scale Quota Call-back 40

Zoominfo

JUNE 24, 2019

In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). For many sales managers, the solution to this issue lies within artificial intelligence—or AI. If you don’t have the proper strategies and processes in place to control these two things, AI can do more harm than good.

Forecasting 272

Forecasting B2B CRM Quota 272

Zoominfo

JUNE 24, 2019

In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). For many sales managers, the solution to this issue lies within artificial intelligence—or AI. If you don’t have the proper strategies and processes in place to control these two things, AI can do more harm than good.

Forecasting 100

Forecasting CRM Quota B2B 100

Hubspot Sales

AUGUST 27, 2020

You can use a single question to determine how experienced a sales manager is: “What has a bigger impact on your team’s success, sales skills or motivation?”. Newer managers tend to say the former, while more experienced ones pick the latter. This strategy has three effects: Your reps are more invested.

Marketing Qualified Lead 112

Marketing Qualified Lead Retention Motivation Lead Rank 112

Sales Hacker

APRIL 28, 2020

Sam Jacobs: We’re excited to have on the show, Lori Richardson, a really well-known thought leader and speaker in the sales community. Lori Richardson: I started a sales consulting business in 2002, which seems like forever ago. Why it’s important to have diversity in sales [15:55]. Show Introduction [00:04].

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71