No More Cold Calling

OCTOBER 30, 2014

With just a couple months left in 2014, there is still time to step up your selling, meet your quota, and develop a strong pipeline filled with referral-based prospects for the New Year. Why Permission Marketing Always Trumps the Cold Call “It’s better to beg for forgiveness than to ask for permission.” Read more.)

Referrals 276

Referrals Cold Calling Ideal Customer Profile Networking 276

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. If your marketing team needs help. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Your Sales Management Guru

JANUARY 7, 2014

Excellent sales organizations will have each salesperson complete a six month detailed sales business plan that will include defined personal and professional goals and depending on the type of product/services an organization offers, a forecast that equals 3X assigned quotas. Acumen Management Group Ltd. Like a sample?

Forecasting 73

Forecasting Quota Compensation System 73

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 pipeline was full of opportunities likely to close this quarter. Her sales manager knew her potential and sent her to a weeklong sales training. Why Bother?

Training 293

Training Top of Funnel Hiring Hotels 293

Understanding the Sales Force

JULY 7, 2014

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Attend my Sales Leadership Intensive in September and become a master at coaching your salespeople!

Leads 282

Leads Marketing Qualified Lead Cold Calling Referrals 282

Chorus.ai

DECEMBER 20, 2019

Just ask former math teacher Grace Tyson, who, in 2014, was struggling to define the unknown in a very important equation: Grace + [X] = new career. So, Grace started to investigate this potential career path in sales further. “I because I had felt the pain as a sales manager of not having a solution like it,” she says. “I

Sales Management 73

Sales Management Hiring Automotive Scale 73

SBI Growth

JUNE 30, 2013

The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. This is how your pipeline gets built. This results in market share gains. The sales manager owns the process and is paid on average ramp time.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. In more complex B2B sales, the focus is constantly put on the lead machine, on obtaining new customers.

Account 98

Account Customer Lead Rank Lead Scoring 98

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. Marketing automation. Pipeline Management & Deal Flow. Sales & Marketing Content.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Pointclear

MARCH 24, 2015

Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline. Prospect Development Outbound Marketing' Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. Marketing automation. Pipeline Management & Deal Flow. Sales & Marketing Content.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

No More Cold Calling

JANUARY 8, 2015

Don’t let technology wreck your sales pipeline. Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. Our relationships are actually what seal deals —and keep our sales pipelines full of hot leads.

Fashion 120

Fashion Twitter Small Business Small Business 120

LeadFuze

AUGUST 5, 2021

One of the top destinations on the web for all sales subject matter. How to Make Sales and Marketing Meetings More Effective and Impactful. Blogger Blurb: Max Altschuler and Gaetano DiNardi put out some amazing content over at Sales Hacker. Leah Bell is the Content Marketing Specialist for SalesLoft. WoodPecker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Your Sales Management Guru

DECEMBER 29, 2014

Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. What is your plan to get a jump start on 2015?

Penetration 99

Penetration Exercises Motivation Referrals 99

Understanding the Sales Force

JULY 14, 2014

The process is intended to be integrated into your CRM or pipeline management application. The trainer understands your goto market strategy. It''s effective when it''s predictive of outcomes, every salesperson follows it, and every sales manager coaches to it.

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

Hubspot Sales

JANUARY 17, 2018

Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. Accelerate! The Art of Charm. Sell or Die. The Advanced Selling Podcast.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Your Sales Management Guru

DECEMBER 9, 2014

In fact I will recommend it as an internal sales training book club tool as well! As a sales management consultant for the past 16 years I have seen many business challenges and sales problems. Improve your skills and bring consistent growth year after year with NONSTOP SALES BOOM.

Handbook 87

Handbook Negotiation Call-back Sales 87

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Lead Rank Benefit Follow-up 71

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Lead Rank Benefit Follow-up 71

No More Cold Calling

MAY 21, 2015

Today a system is built in one part of the world, implemented in another, and marketed in another. Measure the right sales activities, manage to those activities, and coach your reps on the behaviors that turn those activities into revenue. So how do you fill your sales pipeline with nothing but hot, qualified leads?

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Your Sales Management Guru

APRIL 13, 2015

Finding prospects and nurturing them into leads is an integral part of any sales cycle. Sometimes traditional marketing efforts are not enough to keep a healthy number of prospects flowing into your pipeline. Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40

Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. Focus on a vertical market with in your business. Build Thought Leadership into your marketing.

System 40

System Campaigns Tools Networking 40

Your Sales Management Guru

APRIL 23, 2015

This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. Beyond your current monthly pipeline values future pipeline dollar values are not listed. Need more sales management resources?

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Marketing automation and sales enablement tools are an absolute must.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Your Sales Management Guru

APRIL 6, 2015

The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. Need more sales management resources?

Sales Process 40

Sales Process Benefit System Sales Management 40

A Sales Guy

FEBRUARY 25, 2014

Building a pipeline of qualified opportunities is critical, but opportunities don’t pay the bills. Deal strategy is “HOW” you’re going to move the deal from early opportunity stage to a closed deal and every deal strategy is custom for every opportunity in the pipeline. the objections and challenges.

Strategy 114

Strategy Objections Competition Buyer 114

Gong.io

AUGUST 8, 2022

But this creates an overly crowded market that exhausts potential buyers with product placements, ads, and DMs. But when done right, social media can still be a great tool in your sales arsenal. That’s the major difference between social selling and social media marketing. For years, we’ve been over-marketed to.

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

Sales Hacker

JUNE 9, 2020

How to reassess the market for now and for later. Subscribe to the Sales Hacker Podcast. How to reassess the market for now and for later [31:43]. Sales leaders must shift their focus to empowering talent, strengthening customer relationships, and acquiring new opportunities in order to survive and thrive in this environment.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Tenfold

NOVEMBER 29, 2017

Whether you do inbound or outbound marketing, the quality of your database and lists has a huge impact on your results.”. Once you observe compromised sales data, you need to take action. 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

Cience

MAY 7, 2019

[Qualified Sales Lead] – A decision maker who became interested in your product/service and whom your sales development team identified as a good fit in accordance with a set of criteria. Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Cience

MAY 7, 2019

[Qualified Sales Lead] – A decision maker who became interested in your product/service and whom your sales development team identified as a good fit in accordance with a set of criteria. Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Hang Black.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130