No More Cold Calling

APRIL 1, 2016

It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Director of sales strategy at a large B2B software company, Amy is tenacious. Read “ Social Selling: What the Sales Pros Do Differently.”). Sales Managers—Pay Attention to How Your Reps Communicate. Sales managers, listen up.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

Zoominfo

DECEMBER 13, 2018

Jeb Blount (Sales Gravy) Jeb Blount is the bestselling author of eight popular books including Sales EQ, Fanatical Prospecting , People Buy You, and People Follow You. In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. The SalesPOP!

Channels 100

Channels Video Hubspot Face-to-face 100

The Ultimate Sales Executive Resource

NOVEMBER 23, 2009

Changed customer behavior and increased negotiation power of the customer induced by technology together with the tough economic conditions create the conditions for a perfect storm that hardly can be weathered by sales management with tried and trusted old tactics. This concept is probably less known among C-level executives.

Sales Management 40

Sales Management Lead Rank Enterprise Enterprise 40

Xactly

MAY 7, 2018

Based in Santa Clara, CA, Palo Alto Networks provides “cybersecurity expertise, commitment to innovation, and game-changing Next-Generation Security Platform, customers can confidently pursue a digital-first strategy and embark on new technology initiatives, such as cloud and mobility.”. How did you get your start?

Compensation 49

Compensation Incentives Incentive Networking 49

Costello

DECEMBER 11, 2018

Cory’s journey toward sales enablement mastery includes work in and around an enablement function going back to 2006, and five years of working with a sales coach to improve and expand his own skill set. The foundation for Cory’s recently-released book is the triangle, representing the discovery piece of the sales process. “Ask

Sales Enablement 45

Sales Enablement Conversion Sales Methodology Hiring 45

Jonathan Farrington

AUGUST 29, 2013

On October 16th 2006, I made the first post here on Blogit , so it is fitting that today, I also make the last one. “Great Minds Thinking Alike About Sales!” Even when a consultative sales process has been developed, understood by sales managers, written down and circulated, it’s often not enough.

Sales Process 45

Sales Process Call-back Energy Sales 45

Jonathan Farrington

DECEMBER 12, 2012

For example, once a customer’s problem is on the table, use questions to get at what the short-term goals are, what the obstacles are, how in light of that their purchasing strategies have changed. With that information, brainstorm with customers how you can help them meet their short-term and long-term goals.

Handbook 41

Handbook Call-back Travel Conference 41

Pointclear

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. But let’s be frank: the average sales manager or VP of sales isn’t in a position very long.

Buyer 154

Buyer Social Media Hiring Inbound 154

Sales Hacker

FEBRUARY 12, 2020

In this model, junior sales reps make initial calls and set appointments for more experienced sales reps (often account executives) or “closers” to finish the deal. His job was to get prospects on the phone, pique interest, and then hand the phone over to an “experienced” sales rep (also known as an AE or Account Executive).

Inside Sales 85

Inside Sales Tools Sales Qualified Lead Strategy 85

Jonathan Farrington

APRIL 5, 2013

Share feedback with your team and make adjustments to your strategy to remove obstacles you have identified. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

Handbook 31

Handbook Scale Coaching Conference 31

Jonathan Farrington

MARCH 26, 2012

We captured best practices in each case and made winning behaviors and strategies repeatable and that produced measurable results. In the best scenario the best practices should be mapped to the sales process and customer buying cycle. as one of the “Top 20 Most Influential Training Professionals.” ” More….

Harvest 35

Harvest Buying Cycle Exercises SalesForce 35

HeavyHitter Sales

FEBRUARY 18, 2011

Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Hiring 79

Hiring Penetration Intent Sales 79

Jonathan Farrington

SEPTEMBER 12, 2012

Sales strategies and tactics that worked well in the not-too-distant past are no longer enough. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. There is a dearth of new models.

Lead Rank 36

Lead Rank Ideal Customer Profile Handbook Social Media 36

Sales Hacker

OCTOBER 21, 2019

I was exposed to so many different companies, people, and strategies. In short, I was hooked — and I’ve been in the sales field ever since. I experimented with new sales approaches, distraction management techniques, and how to squeeze more out of a day while still feeling refreshed. How long have you been in sales?

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

InsightSquared

NOVEMBER 12, 2019

Since the term was coined around 2006, Sales Enablement has won the prize for the most often discussed and most commonly misunderstood topic in Sales Operations. However, in more mature organizations the Sales Excellence function establishes a system of sales management that dictates how sales management is done at the company.

Sales Operations 10

Sales Operations Report System Policies 10

Sales Hacker

SEPTEMBER 15, 2020

And it was exciting to me because at the time, this was 2006, it was to go on the web to get off the web, right? And we ran Sports Fight for about three years, and struggled in a bunch of places in terms of strategy and execution. And Sports Fight was this idea that you can connect with other people in your community to play sports.

Sports 63

Sports Lead Rank Scale Lead Scoring 63