SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

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. Ensure your sales managers take this seriously.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? 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. What is your sales process? First, it depends.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

Pointclear

MARCH 24, 2015

I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. So, what is prospecting , exactly?

Handbook 100

Handbook Prospecting Outbound Inbound 100

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Pipeline generation and management. Training should be focused on helping your sales reps identify prospects and close deals. Step 4: Sales Manager Accountability.

Training 282

Training Buyer Persona Hiring How To 282

Hubspot Sales

JUNE 8, 2020

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. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Understanding the Sales Force

SEPTEMBER 22, 2014

The seller connects with the contacts, by phone or email, and must overcome tremendous resistance, get their attention, get them engaged, qualify them as a potential prospect, and convert them to an opportunity in the pipeline. Or, if responsible for more of the sales cycle, convert that opportunity into something more, like a sale.

Inbound 205

Inbound Hiring Airlines Marketing 205

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. The sales manager owns the process and is paid on average ramp time. Your 2014 quota is going up.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This tool allows sales managers to analyze the email productivity of their reps.

Tools 108

Tools Closing Territories Hubspot 108

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. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again.

Account 98

Account Customer Lead Rank Lead Scoring 98

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Enhancing lead generation is a top priority for any sales organization.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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

Understanding the Sales Force

JULY 14, 2014

Nothing is more important in today’s selling than the conversation that takes place between the salesperson and the prospect. Milestones are known only to the salesperson, achieved within the conversation, and invisible to prospects. It causes prospects to think, “We need to work with Dave. Is it the concept of SOB Quality?

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

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

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. Pipeline Management & Deal Flow. Power Prospecting. Sales & Marketing Content. Sales Enablement. Marketing automation. Mobile Selling.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

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. Pipeline Management & Deal Flow. Power Prospecting. Sales & Marketing Content. Sales Enablement. Marketing automation. Mobile Selling.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

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

Hubspot Sales

JANUARY 17, 2018

The Sales Evangelist. 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.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

No More Cold Calling

MAY 21, 2015

Measure the right sales activities, manage to those activities, and coach your reps on the behaviors that turn those activities into revenue. percent of sales reps made quota in 2014, according to the CSO Insights Sales Performance Optimization study. Have you checked out the prospect’s LinkedIn profile?

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

LevelEleven

AUGUST 7, 2018

You have been promoted to sales manager. Going from a top performing sales person to a manager seems like it will be an easy transition, right? The traits that make all-star salespeople usually don’t directly translate to the skills needed to be an effective sales manager. Congratulations!

Hiring 48

Hiring eBook Inside Sales Construction 48

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. What’s the action plan?

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

A Sales Guy

FEBRUARY 25, 2014

Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. Run a search under “sales prospecting” and you get 415,000 hits. A sale can not be made without a desire to change.

Strategy 114

Strategy Objections Competition Buyer 114

Your Sales Management Guru

APRIL 6, 2015

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline.

Sales Process 40

Sales Process Benefit System Sales Management 40

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? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Jonathan Farrington

OCTOBER 5, 2014

Recognise when to treat an old account as a new prospect and keep the relationship fresh, alive and maintain profitability. Never entertain business they do not want because they recognise that it takes just as long to work an unprofitable opportunity through the sales funnel, only to lose it at the death, as it does a profitable one.

Top of Funnel 50

Top of Funnel Penetration Decision Maker Cold Calling 50

Understanding the Sales Force

OCTOBER 15, 2013

When you look ahead to 2014 sales, are you using the same assumptions as always? What if your average sale or account drops? What if it takes 15 attempts instead of 10 attempts to reach a single prospect? For those, you''ll have to head into 2014 and leave margin for error. But that''s what it took.

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. You need a sales engagement plan to deliver those touches. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. As it worked.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Hacker

JUNE 9, 2020

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. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. We went public in 2014.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Your Sales Management Guru

APRIL 13, 2015

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Finding prospects and nurturing them into leads is an integral part of any sales cycle. By Sean Burke.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40

Gong.io

AUGUST 8, 2022

But when done right, social media can still be a great tool in your sales arsenal. It can be a tremendous relationship-building platform that lets your business focus less on old-school prospecting practices like cold calling. . Whereas prospecting is all about targeted sales pitches, social selling takes a different approach.

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

Cience

MAY 7, 2019

This term, however, doesn’t have a strict definition or boundaries, and most sales experts understand it differently. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Cience

MAY 7, 2019

This term, however, doesn’t have a strict definition or boundaries, and most sales experts understand it differently. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

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. Why it’s important to have diversity in sales [15:55]. Sam Jacobs: I do want to ask you about women in sales. Do you want to know who’s on it?

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71