Sales and Marketing Management

SEPTEMBER 23, 2015

Issue Date: 2015-09-24. Teaser: As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. Author: Stephen Davis. read more

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CRM SalesForce System Company 120

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. I asked for a show of hands: “Who here regards their CRM software implementation a success?”

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CRM Strategy Customer Epiphany 82

Anthony Cole Training

MAY 20, 2015

I’ve read books and articles and listened to keynote speakers talk about sales talent. For a problem that seems to be so obvious, you would think that, as an industry, we would work hard to ‘find a cure’ to the high cost of hiring the wrong sales people. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

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Increase Sales

FEBRUARY 27, 2016

There is no question technology can increase sales productivity. However for any sales CRM including other productivity tools to work requires: Credit: www.picjumbo.com. An open attitude by the sales team. A sales culture that supports sustainable business growth. Unproductive sales teams or teamwork.

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Partners in Excellence

DECEMBER 6, 2022

A few colleagues and I sat down, looking at research data of overall sales performance for a number of years. Some of the data went back as far as 2015. We didn’t have data on YoY revenue growth, but anecdotally since 2015, we’ve seen good growth, particularly in the technology sectors.

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Face-to-face Maximizer Report Buying Cycle 104

Cincom Smart Selling

DECEMBER 8, 2015

CPQ is part of a B2B-to-B2C sales evolution. B2B sales and marketing efforts are starting to look more and more like B2C sales and marketing efforts (more on this in #2). This is increasingly true in B2B sales. It’s easy to think of CPQ as just a front-end sales tool, and that is indeed how many people view it.

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Pointclear

JANUARY 27, 2015

“No one likes the CRM system, so no one uses it!”. From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management'

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Sales Qualified Lead Marketing Lead Generation CRM 100

Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. If a sales manager or sales rep can’t access CRM or the sales tools they need while they’re on the road, it’s likely that you won’t be doing business with them. CRM as Part of the Business Platform. Related Posts.

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Microsoft Trends Conference CRM 48

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

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Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

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Tools Lead Rank Lead Scoring CRM 214

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

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Inside Sales Trends Outsourcing Services Face-to-face 209

Cincom Smart Selling

MARCH 9, 2015

Cincom CPQ™ delivers enhanced guided selling, mobility and multi-channel capabilities for Microsoft Dynamics® CRM and Microsoft Dynamics AX. Cincom will be showcasing the newest features available on the Cincom CPQ platform for Microsoft Dynamics CRM and Microsoft Dynamics AX as part of its solution for larger enterprise companies.

Microsoft 48

Microsoft Channels Margin Engineering 48

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 . Learn More.

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Journal Territories Groups Coaching 40

Sales and Marketing Management

JULY 19, 2018

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. Why wouldn’t they?

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Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Score More Sales

DECEMBER 29, 2014

Finally there are companies in the CRM system who: Have been acquired and now have another name. Start the new year right with some guidelines or policies around how CRM records are filled out, or how spreadsheets are tracked. Bad leads slow down your sales force. Have divided and now have more than one company name.

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Data Policies Ideal Customer Profile Guidelines 193

Sales and Marketing Management

MAY 15, 2015

Issue Date: 2015-05-15. Teaser: Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Author: Miles Jennings, CEO and founder, Recruiter.com.

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Tools Customer CRM 120

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

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PointClear Outbound Inbound Study 150

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

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Scale B2B Trends Lead Rank 120

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

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Sales Management Face-to-face Quota Coaching 116

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

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ROI Sales Tools Tools How To 122

DiscoverOrg Sales

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy.

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Retail Travel Call-back Engineering 133

Score More Sales

SEPTEMBER 30, 2014

As an early adopter of cloud-based CRM, we were storing data in the cloud ten years ago – 12 years ago. There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses.

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Real Estate Compensation Vendor Intent 249

SalesLoft

MARCH 24, 2015

Last week, our Salesloft team members joined the TOPO webinar on the “7 Best Practices For Designing Your Sales Process.” Don’t confuse CRM with sales process… process is bigger than that. Don’t confuse CRM with sales process… process is bigger than that. TOPO (@topohq) March 18, 2015.

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Top of Funnel Sales Process Webinar Metrics CRM 52

Igniting Sales Transformation

MARCH 8, 2020

Marietta is a seasoned sales executive with an extensive career in the technology industry holding high impact positions at IBM, Lotus Development, Ameritech, and Tata Consulting. Or listen to the interview on the podcast page. About Marietta. My guest today is Marietta Davis, VP North America Communications and CSI, IBM Global Markets.

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Nonprofit Microsoft Lead Rank Lead Scoring 149

SBI

JANUARY 7, 2015

Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results. Membrain – Sweden.

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CRM Collateral Microsoft Sales Qualified Lead 50

Pipeliner

DECEMBER 13, 2017

Are you prepared to leverage the sales trends experts predict will be big in the coming year? In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes. Deeper Integrations Between Sales and Marketing. The new year is fast approaching.

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Trends B2B Account Based Marketing Churn 105

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

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Pharmaceuticals Training Collateral Face-to-face 52

SBI

JULY 14, 2021

Without Chorus, sales conversations are a major blind spot for sales leaders, especially given the increasingly digital go-to-market trends. ZoomInfo is the key centerpiece that our sales team relies on to connect with qualified leads engaging with our marketing campaigns.

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Conversion Top of Funnel Lead Rank Lead Scoring 85

SBI Growth

SEPTEMBER 22, 2013

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. Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”.

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Eloqua Marketo Buyer Persona Collateral 316

Hubspot Sales

NOVEMBER 15, 2019

You also need to keep track of your promises and recommendations throughout the sales process, so that follow through is carried out with precision, and a pre-meeting email can help you achieve this end. If you haven’t truly adopted your company’s CRM yet, you need to do so to craft a killer personalized pre-meeting email.

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Meeting How To Case Study Relationals 111

SBI

MAY 17, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Badger Maps , a field sales efficiency tool that lets salespeople drive less and pack in more sales visits. . Sales ToolSkool Video Transcript: This week’s topic is field sales efficiency tool that lets you drive less and sell more.

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Field Sales CRM Ideal Customer Profile Tools 50

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). Create an initial team of 5 of your best sales people. Here is how it can work. This Social 3.0

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Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

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Strategy How To Competition Energy 150

Hubspot Sales

NOVEMBER 3, 2017

Prospecting for sales leads. 5) “Bright Future in Sales” -- Fountains of Wayne. If you need a sales tool that works for you and not the other way around, try HubSpot’s free CRM today.). There are salespeople out there willing to go in a dunk tank for a sale, so pick up the phone and start calling your prospects!

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Motivation Energy Sports Territories 145

OpenSymmetry

JULY 15, 2015

For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization. Sales Comp Admin and Design. Candidate Assessment and On-Boarding.

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Vendor Territories Compensation SalesForce 40

Cincom Smart Selling

MARCH 16, 2017

If you asked a any modern business how it would want to improve, there’s no doubt the sales cycle would come up. This cycle represents the critical stages of bringing on new customers, the art of moving a lead to a sale. CRM Software. Almost anyone on a sales team will tell you that business comes down to relationships.

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Sales Cycle Software Software Tools 54

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team.

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Hiring Scale Ideal Customer Profile Lead Rank 101