Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. LinkedIn has become a “cool” tool.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. We did pretty well this year!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

SBI Growth

JUNE 29, 2013

And, it speeds sales productivity, which is the ultimately the name of the performance management game. A February 2013 report by Aberdeen Research validates the impact of gamification. Each of these providers offer solutions that are integrated into the CRM platform. Bonus Points: CRM Adoption.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Gartner and Meta Group statistics point to a 50-80% range of CRM implementation failure. Sales enablement tools can’t get a cursory review.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Understanding the Sales Force

FEBRUARY 6, 2013

The Top Two Sales Initiatives for Companies were Access to More Information (42%) and CRM (40%). Objective Management Group (OMG), has evaluated nearly 10,000 sales forces and 650,000 salespeople and sales managers. So why are companies focused on CRM and research information instead?

Hiring 218

Hiring Study Lead Rank Lead Scoring 218

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re using CRM as an accountability tool, rather than a sales tool. Successful sales leaders….

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Understanding the Sales Force

FEBRUARY 6, 2013

Top-performing companies invest 63% more on sales training. The top 2 sales initiatives for companies were access to more information (42%) and CRM (40%). Objective Management Group (OMG), has evaluated nearly 10,000 sales forces and 650,000 salespeople and sales managers. CRM is very important.

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Her sales manager knew her potential and sent her to a weeklong sales training. Your CRM supports the sales process. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

OnePageCRM

MARCH 21, 2017

“I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons CRM adoption fails for sales teams trying to increase their performance. Jump ahead to: What is a CRM and why use it? Do you need a CRM?

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

“I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons sales CRM adoption fails for sales teams trying to increase their performance. Jump ahead to: What is a sales CRM and why use it?

CRM 39

CRM Lead Rank Lead Scoring Segment 39

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Braveheart Sales

JANUARY 30, 2020

Sources: Boston Consulting Group; Aberdeen sales force study – Onboarding 2013]. Utilization of tools and templates for sales call planning and preparation. CRM usage and input. Increased employee retention (58 percent more likely to remain with the organization after 36 months). The Real Work Begins.

Hiring 64

Hiring Sales Qualified Lead ROI Insurance 64

LeadFuze

AUGUST 5, 2021

They focus on producing content for sales reps, sales managers, and sales execs. When they’re not blogging, the Double Digit Sales team also produces awesome sales training courses. Diagnose Your Sales Pipeline to Increase Performance. The Gist: A sales management blog with a BizOps spin.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Jonathan Farrington

MARCH 17, 2013

We managers can’t get a good insight if our salespeople aren’t communicating about, and logging call and account activities into CRM. But here is that dichotomy: How can we get that insight we need – and the total visibility – when there is such poor CRM adoption, which is driven a great deal by this independence streak?

Hiring 44

Hiring Conference Call-back CRM 44

SBI

JANUARY 13, 2015

This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps. Most traditional sales contests have three problems.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50

InsideSales.com

MARCH 11, 2020

Cold Calling Motivation for Sales Teams: What Sales Managers Can Do to Motivate Reps. That way, you will be able to lead them further along the sales funnel faster. Another one of the cold calling techniques sales managers and salespeople should follow is this strategy: don’t give up! Persistency.

Cold Calling 77

Cold Calling Sales Qualified Lead Call-back eBook 77

OnePageCRM

MAY 15, 2019

Being able to form a complete understanding of our customers’ requirements in the context in which they use our CRM was priceless. Back in 2013, Rand Fishkin , CEO of Moz, ran an interesting experiment. I found that sales managers are the most positive people in the world. Inset: Some of the team at Birchwood Price Tools.

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

Being able to form a complete understanding of our customers’ requirements in the context in which they use our CRM was priceless. Back in 2013, Rand Fishkin , CEO of Moz, ran an interesting experiment. I found that sales managers are the most positive people in the world. Inset: Some of the team at Birchwood Price Tools.

Customer 36

Customer Revelation CRM Lead Rank 36

InsideSales.com

DECEMBER 4, 2019

Data alone, though, isn’t enough to help sales teams succeed. Back in 2013, ScienceDaily reported that 90% of the world’s data had been created in the past two years. This helped us determine the best practices sales professionals can use to reach more people and see greater results. 7 Sales Best Practices.

Data 86

Data Hiring Analytics Top of Funnel 86

MEDDIC

OCTOBER 19, 2021

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. How much do you think you should customize this process for your individual role in sales or role in sales management? What I’m answering to this question is about those tools.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Sales Hacker

OCTOBER 30, 2018

Lauren Bailey was voted “Top 25 Most Influential Leaders in Inside Sales”? by The American Association of Inside Sales Professionals 2013-2018. Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Tenfold

NOVEMBER 29, 2017

The same survey says that the executives observe a lack in the quality of their sales data. A 2013 study by business services company Experian has found that 91 percent of businesses suffer from data errors. Flawed sales and marketing automation : Data helps you gather more data through sales and marketing automation tools.

Forecasting 47

Forecasting Data Lead Rank Margin 47

InsideSales.com

OCTOBER 3, 2019

Net Promoter Score Definition : This management tool determines customer loyalty by measuring a consumer’s willingness to recommend the business’ great service to other people. You can make the customer experience easier by leveraging your CRM and other automation systems. Case and Fix Comments. Get Whitepaper Now.

Loyalty 45

Loyalty Lead Rank Lead Scoring Customer 45

Allego

MARCH 9, 2023

This revelation caused the definition of sales enablement to change, led to a revolutionary new way of learning, and pushed the sales enablement market in a new direction. Yuchun and Mark have experienced a lot since Allego launched in 2013. That space is what we call sales enablement. We know sellers use email.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62