SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. 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.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

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. Now that productivity is defined, you need to identify the tools they need. The sole focus is putting tools in his bag to expedite the onboarding process.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

AUGUST 4, 2013

It includes a tool to customize for your own agile reviews. Performance management is covered in depth in SBI''s annual research tour. The Agile Performance Review is just one of a range of tools you''ll receive. Converting to Agile Performance Reviews will help you Make the Number in 2014. Who Killed the Annual Review?

Territories 282

Territories Lead Rank Lead Scoring Demand Generation Targets 282

Your Sales Management Guru

JANUARY 7, 2014

This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. While this tool important to have for purposes of coaching and planning (I have written often around this topic), brilliant execution on a quarterly basis is critical for success. Acumen Management Group Ltd.

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

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. 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.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

AUGUST 27, 2013

Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. By registering, you will get our Quarter 3 Pipeline Strategy Assessment. It will help your team determine: What deals can close quickly in your pipeline. The most impactful method is proper Pipeline Strategy.

Closing 306

Closing Pipeline Buyer Call-back 306

Score More Sales

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg. They help manage the entire life-cycle of employees for you. Expand Your Pipeline. Increase Opportunities.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. see “ The Two Biggest Reasons Sales Tools Fail” ). Look for next generation sales tools like Pipeline Deals.

CRM 131

CRM PipelineDeals Vendor Face-to-face 131

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. Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

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

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. Even in Sales 2.0,

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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. The problem is, we are not productive with the tools we already have. We forget that technology is only a tool.

Fashion 120

Fashion Twitter Small Business Small Business 120

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

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

Customer Centric Selling

AUGUST 5, 2013

The problem is that most sales leaders aren''t doing this. They are managing at the forecasting and pipeline level. Sign up for SBI''s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." By participating, you will get the Coaching to Improve Behaviors Tool.

Training 63

Training Sales Management Forecasting Coaching 63

Your Sales Management Guru

OCTOBER 22, 2013

Next week I am off site all week during a 2014 client strategy and planning meeting, this week I am assisting another client with ‘on-boarding” two salespeople that are remote from the main business office! Each box must be dated/signed and as a Sales Manager: “Inspect what you expect” is never more important. 3f4qb8v9ge.

Face-to-face 71

Face-to-face Exercises System Sales Management 71

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

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

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. That’s 5 percent less than in 2012. With referrals.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

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. Need other tools designed to increase your sales and sales management effectiveness?

System 40

System Campaigns Tools Networking 40

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. Sales Pipeline Radio. Accelerate! The Art of Charm. Sell or Die.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

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. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 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

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

Gong.io

AUGUST 8, 2022

But when done right, social media can still be a great tool in your sales arsenal. Cold calling is a tried-and-true part of the sales process that shouldn’t be ignored or downplayed. However, social selling gives you an opportunity to build your sales pipeline with targeted leads without jumping on the phone with a stranger.

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

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

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

Tenfold

NOVEMBER 29, 2017

Flawed sales and marketing automation : Data helps you gather more data through sales and marketing automation tools. For instance, automated follow-ups update the status of your leads, which then factors into your sales pipeline projections. Sales Data, Big Data and Forecasting.

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. Tools (e.g.

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. Tools (e.g.

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. Lori Richardson: I use a tool to help tell that. Why it’s important to have diversity in sales [15:55]. Sam Jacobs: I do want to ask you about women in sales.

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71

Sales Hacker

OCTOBER 7, 2021

She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. What is one aha moment you’ve had in your sales career? I’ve spent 10 years in various Sales and Sales Management roles, both in Paris and London. ” Aletta Noujaim.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130