Sales Training Connection

JANUARY 20, 2014

In today’s market the effectiveness your sales force is more than ever driven by the collective competencies of your frontline managers. Setting clear expectations is simply one of the many requirements that make frontline managers the pivotal job for achieving sales success. ©2014 Sales Momentum ®. ©2014 Sales Momentum ®.

Account 112

Account Sales Management Pivotal Quota 112

Sales Training Connection

NOVEMBER 10, 2014

We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. What are companies looking for when hiring a Sales Director in 2014? They had recently completed an interesting research study on the skills companies want Sales Directors to have in today’s market.

Hiring 102

Hiring Pivotal Software Software 102

Sales Training Connection

AUGUST 22, 2014

In most markets, customers are significantly changing how they do business. Instead there must be an ongoing effort to examine and analyze and then adjust and adapt every aspect of your sales effort – from the go-to-market strategy to the organization structure to what your sales team is doing and how they are doing it.

Pivotal 89

Pivotal Health Care Trends Training 89

Sales Hacker

FEBRUARY 28, 2020

Social selling became a buzzword around 2014 in the sales industry, and it’s already becoming outdated and ineffective for teams that use LinkedIn as just another inbox. Social selling became a buzzword around 2014 in the sales industry, and it’s already becoming outdated and ineffective for teams that use LinkedIn as just another inbox.

LinkedIn 91

LinkedIn Strategy Ideal Customer Profile Intent 91

Bernadette McClelland

JANUARY 15, 2017

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred. Marketing has also impacted the sales landscape. But the drawer is empty today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Sales Training Connection

JANUARY 27, 2014

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. The frontline sales manager has always been the pivotal job for achieving sales excellence. ©2014 Sales Momentum ®.

Health Care 106

Health Care Pivotal Trends Training 106

Velocify

SEPTEMBER 10, 2017

Since opening in 2014, they’ve had to be highly innovative and nimble in order to successfully differentiate themselves in such a competitive market. Read on to learn more about their story and check out our exclusive video interviews with Mike Eshelman, VP of Marketing at First Direct Lending. Impressive! The Bottom Line.

Scale 56

Scale Hiring ROI Case Study 56

No More Cold Calling

JANUARY 6, 2015

Thanks to readers like you, 2014 was a great year. Perfect timing as we pivot to both accelerating my expert authority in the business and speaking more concisely to our target market. I want to let you know how much everyone enjoyed your presentation to our sales and marketing teams yesterday. Your book is fantastic.

Referrals 120

Referrals Cold Calling Twitter Small Business 120

Pipeliner

JUNE 7, 2020

I searched for “customer strategy best practices,” hoping to find insight like “on average, machine tools manufacturers dedicate 28% of their marketing spend on capture, and 72% on retention.” Companies that are pivoting their business model. Expanding into new markets. It’s not hard to understand why. New business ventures.

Retention 86

Retention Strategy Customer Churn 86

Sales Training Connection

SEPTEMBER 29, 2014

They are the pivotal job for driving sales effectiveness. Today a number of markets, like healthcare, are undergoing transformation changes. ©2014 Sales Momentum, LLC. From our observation, these points are particularly important for front-line sales managers.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales Training Connection

APRIL 11, 2014

From our own observation in markets such as high-end medical devices the customer, in this case the physician, may “go” with the sales rep if they leave for a competitor. ©2014 Sales Momentum, LLC. The point being, at the high end, the cost is devastating. Does it matter?

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Hubspot Sales

FEBRUARY 15, 2018

I started with the material and grew the products and took them to market.". In 2014, the company rebranded itself as ClassPass: A subscription service model that lets customers go to a set number of classes each month for a recurring fee. But Gelman decided to pivot -- into social clubs. More than 70 investors turned her down.

Twitter 103

Twitter Consumer Fashion Campaigns 103

Sales Evangelist

AUGUST 22, 2019

She wrote the book, How to Be a Power Connector , a bestseller in 2014, and she recently published another book called Crack the Funding Code: How Investors Think and What They Need to Hear to Fund Your Startup. Investors look for a team that can execute to a big enough market, the total addressable market (TAM).

Networking 40

Networking Pivotal Education Research 40

A Sales Guy

FEBRUARY 25, 2014

Using current state and future state in your deal strategy is like the marketing wrapper. Deal strategies are NOT static and will change as new information surfaces, new player emerge, the competition pivots and customer needs shift). This is an interesting part of the deal strategy. However, it is different.

Strategy 114

Strategy Objections Competition Buyer 114

OpenSymmetry

MAY 23, 2016

The total market including all consulting and managed services is estimated to be worth $2.7bn. How critical to sales success is the right SPM technology? The answer is simple.

Territories 40

Territories Vendor Incentives Incentive 40

Sales Hacker

NOVEMBER 3, 2020

I would say that we come at the market with an entrepreneurial mindset because I am one. It started in a backyard in 2006; I invested when they had one location in 2014. Because I think that most companies have to pivot numerous times and it’s those creative abstract thinkers that typically win.

Scale 69

Scale Call-back Hiring Company 69

Sales Hacker

NOVEMBER 10, 2020

Maybe we had marketing. We wanted to do this for PR, kind of thinking about the marketing attribution. What do you think the key inflection points, the key changes, the pivotal moments over the course of that journey were? I know you have product market fit. It was a marketing influencer platform, but its day had passed.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74