Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. New technical tools will be developed to assist the average salesperson in this area. This is a new trend that will evolve quickly in 2015-16.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

HeavyHitter Sales

FEBRUARY 17, 2015

Based upon my experience, here’s my list of some of the best technologies to sell in 2015. In my humble opinion, their website is one of the best and provides a great example of how to use relevant content to engage visitors.   Here’s the proof … $10,000 of Mitel stock purchased 24 months ago is worth over $32,000 today.

Company 60

Company Government Microsoft Retail 60

SBI Growth

JANUARY 4, 2014

For example, planning for Sales Kickoff has to start months before it usually happens. For example, in June/July, a look back at the first half performance forces these tasks: A refresh of the year’s sales strategy. Finalizing the 2015 Sales Strategy. Finalizing the 2015 Sales Budget (often close to final in Oct/Nov).

Hiring 280

Hiring Face-to-face Energy Call-back 280

Close.io

SEPTEMBER 4, 2019

Sales dashboard examples: which type do you need to use? A sales dashboard is a tool used to provide a quick, visual representation of your most important sales data so your team can make good decisions faster. You might think we’d start with picking the right sales dashboard tool. Ready to get started? What it means.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

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. For example, I spoke with someone at the booth who owned a fertilizer company.

Microsoft 48

Microsoft Trends Conference CRM 48

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. This frees up time to manage other activities in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

Zoominfo

DECEMBER 21, 2020

Let’s explore some examples. Bringing this tool into the fold allows Vocera to offer a broader range of communications tools to its provider customers — especially in light of the patient satisfaction benefits [EASE] touts on its website,” reported MobiHealthNews. Expansion by finding new customers for an existing product.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

Hubspot Sales

SEPTEMBER 14, 2023

Coaching Benefits Key Differences Between Sales Coaching and Feedback Feedback serves as a tool for communication and development, and it comes with many benefits. For example, a manager might suggest that a rep who excels at building rapport with procurement stakeholders should ask for referrals from those contacts at other companies.

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

Crunchbase

MARCH 3, 2020

London-based tech startup Headstart , for example, is using advancements in data science to remove bias from the recruitment process. The startup was founded in 2015 but recently raised $7 million in seed investment. Tools and applications for mental and emotional health, stress reduction, fitness, and sleep are everywhere.

Outsourcing Services 113

Outsourcing Services Scale Retention Software 113

The Pipeline

AUGUST 21, 2017

We have seen sales tools grow exponentially over the years, as an example, a recent piece I read suggested that there are over 3,000 apps available on AppExchange. When our prime minister took office in 2015, he made it a policy to have his cabinet reflect the country, and then took steps to make it happen, no excuses.

Fashion 205

Fashion Policies Quota Commission 205

Highspot

JUNE 7, 2022

I joined Intralinks in 2015, as a Client Services Manager. I remember very much the winter of 2015–16. Tools like Highspot provide an efficient and scalable way to amplify enablement efforts. What was your first job in Sales Enablement and how did that bring you to where you are today? I was like, “Am I even worth it?”

Scale 52

Scale Exercises Sales Enablement Training 52

The Pipeline

SEPTEMBER 15, 2014

One example is customer service, I see to many sales people dealing with “admin” type of requests from clients instead of sending it to where the task really belongs, customer support, who is usually much better prepared and equipped to deal with these things. One example I use is an app I use called Charlie. What’s in Your Pipeline?

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Janek Performance Group

JUNE 20, 2023

Culture is the ultimate tool in shaping a thriving company. Same Culture, Same Results Professional sports teams can provide great examples. New Culture, New Results An example of a professional sports team that underwent a culture change and experienced rapid improvement is the Golden State Warriors in the NBA.

Hiring 62

Hiring Lead Rank Sports Influencer 62

DiscoverOrg Sales

JANUARY 22, 2016

Many issues that Chief Information Security Officers faced in 2015 will carry into 2016. Incident response tools. The CISO of 2015 has been expected to be a business leader, IT leader, finance leader, and an excellent people influencer and navigator,” says James Carpenter, CISO at Texas Scottish Rite Hospital for Children.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

Zoominfo

DECEMBER 21, 2020

Let’s explore some examples. Bringing this tool into the fold allows Vocera to offer a broader range of communications tools to its provider customers — especially in light of the patient satisfaction benefits [EASE] touts on its website,” reported MobiHealthNews. Expansion by finding new customers for an existing product.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

Sales and Marketing Management

JUNE 14, 2020

Take, for example, a prediction from Geoff Colvin, an author and longtime editor at Fortune magazine, in that publication’s January cover feature, “20 Ideas That Will Shape the 2020s.” The office as a recruitment tool. Showing up will matter again,” stated the headline on Colvin’s essay. Working together is better.

Face-to-face 194

Face-to-face Policies Journal Call-back 194

SBI Growth

SEPTEMBER 22, 2013

Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Sales enablement tools can’t get a cursory review. Example – Companywide Communications Program. User buyer examples: Sales reps by vertical. You invest a huge amount of time and money into buyer personas.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. Expect analytical, sales forecasting and productivity tools all to become more powerful and sophisticated with artificial intelligence (AI). More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Hubspot Sales

JULY 13, 2023

79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. The Fear of Becoming Over-Reliant on AI Tools AI can be addictive , and 39% of sales professionals are afraid of becoming over-reliant on AI tools. Think of Gong as an example.

Data 74

Data Hiring Guidelines Lead Rank 74

Igniting Sales Transformation

MARCH 20, 2019

As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my experience that year. What I realized in reading that 2015 blog post was that the more things change, the more they actually stay the same.

Conference 101

Conference InsideView Cold Calling Scale 101

Salesmate

SEPTEMBER 18, 2020

Published – October 2015. Mike covers three crucial areas of sales leadership with real-life examples, ethnicity, and honesty- leading, managing, and coaching in this excellent sales management book. He provides you with the concepts and tools you’ll need to be effective and proficient in each of these areas.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Score More Sales

DECEMBER 29, 2014

Here is an example: ACME Corporation (record 1 – which is the only correct listing of the name). What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible? The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered. It is bad data.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

SalesLoft

MARCH 24, 2015

” Moderated by Chris Snell , Inside Sales Manager at Care.com , and lead by TOPO’s Chief Analyst, Craig Rosenberg , the webinar dove into specific examples of how the world’s fastest-growing companies use sales processes to drive exceptional revenue growth. TOPO (@topohq) March 18, 2015. Enforce your sales process.

Top of Funnel 52

Top of Funnel Sales Process Webinar Metrics CRM 52

Hubspot Sales

NOVEMBER 15, 2019

For example, "I’m looking forward to meeting you at [location and time]. For example, "You can see a short video about [product] on our website if you’re curious. If you’re not sure where to find the right content, utilize your company’s sales and marketing productivity tools. Write a personal greeting , such as "Hi [Contact]!".

Meeting 104

Meeting How To Case Study Relationals 104

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Adding new tools to the sales tech stack took the team to the next level. Chili Piper is an intelligent calendar tool. But you need a focused sales engine to achieve that.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

The Pipeline

JANUARY 7, 2016

What you can control are activities that lead to specific and planned results, like exceeding quota for example. For simplicity, let’s say you closed 2015 with $1.05 While there are a number of moving parts, it has to be done, our clients use our Activity Calculator Tool , to ensure efficient execution and continuous improvement.

Proposal 120

Proposal Quota Sales Qualified Lead Lead Rank 120

Hubspot Sales

MARCH 20, 2018

Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017. While freemium might not be the right strategy for every software business, 2015 saw approximately 22% of businesses adopting a freemium model. Take this example from HubSpot’s own UI (user interface) in 2010 versus 2018.

Lead Rank 86

Lead Rank Trends Lead Scoring Outsourcing Services 86

SBI

JULY 14, 2021

For example, the combined company will expand visibility into companies’ buying committees by identifying and recommending other key contacts involved in the buying decision or referenced by participants in conversations. These insights and actions are essential to driving repeatable success across our entire revenue organization.”

Conversion 85

Conversion Top of Funnel Lead Rank Lead Scoring 85

MEDDIC

MARCH 11, 2022

If you spend a few minutes searching the web and aggregate results of studies by CSO Insights; HBR, Forrester, and other sources, you will notice the decline of sales quota attainment: 2014: 63% 2015: 57% 2016: 50% 2017: 53% 2018: 50% 2019: 43%. Adding fancy modern tools which on paper improve productivity doesn’t seem to help.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Sales and Marketing Management

JUNE 11, 2018

For example, you might be invited to participate in a brainstorming session among writers for future pieces. For example, consider creating an infographic to embed into your post. According to Vennage , visual content in articles published by marketers increased by 130 percent from 2015 to 2016. Expand Your Network. Be Careful.

Strategy 96

Strategy Marketing Real Estate Social Media 96

BuzzBoard

DECEMBER 18, 2023

Gen AI-powered sales tools act as the new means for germinating customer relationships through analyzing an ocean of data, recommending prospects, drafting strategies, and crafting powerful contracts that convert into new deals! Take mobile, social media, AR/VR for example. First opportunities slow then revenue stalls.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Funnel Social Media 52

SBI

SEPTEMBER 25, 2020

Founded in 2015, Chorus.ai’s Conversation Intelligence Platform identifies and helps teams replicate the performance of top-performing reps by analyzing their sales meetings. Builds Largest Patent Portfolio in Conversation Intelligence Industry first appeared on Smart Selling Tools. About Chorus.ai. is the No.1 The post Chorus.ai

Industry 67

Industry Conversion Hiring Call-back 67

HeavyHitter Sales

JANUARY 18, 2014

Field Sales Revenue Trends Trends for 2013 and 2015 projected annual revenue attributed to field sales as opposed to inside sales varied by industry. For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Examples of Sales Intelligence Triggers.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Close.io

DECEMBER 3, 2019

The third section features examples of opening statements you can use at the beginning of the call to create interest, handling early resistance , listening intently, and getting a commitment, etc. The author introduces you to tools and tactics that you can use alongside old school sales techniques. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

SBI

APRIL 20, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Channel Rocket, a sales acceleration tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, any time. Until then… Sell Smarter, with smart selling tools. Go to ChannelRocket.com to learn more.

Channels 50

Channels Buyer Persona Collateral Ideal Customer Profile 50