Bernadette McClelland

JANUARY 11, 2017

After reading the works of Sun Tzu in his book The Art of War , he describes beautifully the rules of competition and how to use these rules to our own advantage. 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.

Strategy 150

Strategy How To Competition Energy 150

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). 2015 could be the year for a quantum shift in strategy, execution and results in your world.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Your Sales Management Guru

MAY 16, 2016

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. Developing a Self-Managed Sales Team.

Sales Management 56

Sales Management Hiring Case Study System 56

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. First of all I don’t enjoy gambling and second, I really don’t know how to read a horse racing program. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles.

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

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. Asking a couple of sales reps does not constitute understanding the buyer. Having one sales manager on the implementation team is just checking the box.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Troops

AUGUST 7, 2018

It is the work of the sales team to introduce the company’s solutions to companies of all kinds. If you’re searching for proven strategies for how to motivate a sales team, there’s a lot to be learned from what Square is doing. Note: Does your sales team use Slack like Square’s team does? How to Motivate a Sales Team.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

SalesLoft

MARCH 24, 2015

Last week, our Salesloft team members joined the TOPO webinar on the “7 Best Practices For Designing Your Sales Process.” CRM is there to help you implement, manage and enforce sales process: These ‘7 Best Practices’ outline the plan, how to sell, and how to win deals – NOT how to click!

Top of Funnel 52

Top of Funnel Sales Process Webinar Metrics CRM 52

Your Sales Management Guru

JUNE 6, 2016

How to Get a Meeting with Anyone. This book, How to Get a Meeting with Anyone , by Stu Heinecke, is a must read for Executives, Sales and Marketing people on your team. This book will change your mind, your game plan and generate new levels of sales for your organization. Need more sales management resources?

Meeting 40

Meeting Lead Rank Lead Scoring Social Media 40

No More Cold Calling

JANUARY 29, 2015

For ideas to fill that funnel and make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: How to Avoid the Trash Folder If you’re sending emails to prospects you don’t know, don’t be surprised when you get deleted. We forget that technology is only a tool.

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

Sales Hacker

FEBRUARY 8, 2019

employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. The rise in remote work has created new challenges and opportunities for managers tasked with leading geographically dispersed teams. A whopping 43 percent of U.S.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

PandaDoc

AUGUST 21, 2019

However, your teams may need some pointers on how to write a useful monthly sales report for their own benefit. After you’ve brushed up on monthly sales report criteria, you can take your reporting software a step further. Sales performance data from any time period can be an extremely powerful reporting tool.

Report 45

Report Top of Funnel How To Social Media 45

SBI

MAY 11, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles CallidusCloud , a suite of cloud solutions that accelerate sales all the way from lead, to money. . Sales ToolSkool Video Transcript: This week’s topic is how to optimize the entire sales process from lead to revenue.

Hiring 50

Hiring Territories Compensation Distribution 50

LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. The most talked about and important issue for sales organizations is how to properly scale that ensures long-term growth while minimizing the damage done to the company. Emmanuelle Skala agrees.

Hiring 52

Hiring Scale Banking Hubspot 52

Pipeliner

DECEMBER 13, 2017

If you want to succeed in 2018, the odds are you need to know how to collaborate, manage and be managed by millennials,” says Mikko Honkanen of Vainu. In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes.

Trends 105

Trends B2B Account Based Marketing Churn 105

Your Sales Management Guru

SEPTEMBER 6, 2016

High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Platinum Rules for Success

DECEMBER 26, 2018

This week on Platinum Rules for Success, sales expert Jim Cathcart pulls back the curtain to reveal today’s primary sales competencies and the reason WHY for each. Building on the eight primary sales competencies tested by that ground-breaking assessment, Jim Cathcart reminds us to remain focused on the true purpose for each.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” About Chorus.ai. It offers a key account planning and.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

DECEMBER 20, 2016

Sales planning. How many new people do you need to recruit? Check out our book on how to Hire Top Performers. Review your marketing/sales operational teams. When is your 2017 Sales Kick-Off Meeting? What will you announce and how will you energize your team with vision, fun, and direction?

Hiring 40

Hiring Scale Compensation Objections 40

Your Sales Management Guru

AUGUST 10, 2015

Reading my past book reviews you know I ‘fold over” the corners of the pages that I find especially enlightening, in this book I think I hit one of the highs- 24 pages folder over-that shows how much I enjoyed reading this book; it is filled with great idea’s, tactical tools and concepts. How to Control the ATL Sales.

Buyer 40

Buyer Energy Sales Cycle Influencer 40

Showpad

OCTOBER 21, 2019

Yet some businesses may be hesitant to invest in Marketing automation like AI and ML, either because such tools seem too far out or the workforce is afraid of being replaced. . What’s more, the upsides of automation tools vary — quantifying them can be difficult at the onset of high-spend tech integration.

Sales Automation 53

Sales Automation Top of Funnel Lead Rank Lead Scoring 53

The Brooks Group

DECEMBER 9, 2015

Make sure that you’re continually fostering an atmosphere that focuses on your customers and their experiences by revisiting our most popular sales culture articles from 2015. How to Create an Inspired Sales Culture. 5 Principles for Establishing Expectations in Your Sales Organization. Sales Culture

Loyalty 40

Loyalty Retention Intent System 40

Your Sales Management Guru

APRIL 20, 2016

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. The more prescriptive process you create, the greater success your sales team will experience. The Results! What hasn’t?

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Your Sales Management Guru

SEPTEMBER 12, 2016

He explores nineteen essential traits and skills that nearly all great salespeople have, including… • Self-discipline: How to keep your commitments to yourself and others. Accountability: How to own the outcomes you sell. Competitiveness: How to embrace competition rather than let it intimidate you.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Take Assessment. Zettabytes.

Territories 70

Territories Software Software Benefit 70

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Never run contests to the last day of the month or sales period.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

DECEMBER 2, 2015

During the past 18 years of working with and training sales managers around the world this phrase is one of the most powerful lessons I believe we pass on to our clients, but it leads to additional unexpected benefits as well. One of the other benefits is during a sales training classroom situation.

Scale 40

Scale Lead Rank Lead Scoring Sales Management 40

Your Sales Management Guru

NOVEMBER 16, 2015

This is because based upon where your planned revenue is coming from, every aspect of marketing and sales could be impacted. The sales management process in developing sales compensation can be complex, yet the goal must always to create a program that is simple to understand and administrate.

Compensation 40

Compensation Hiring Margin Objections 40

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. Build Predictable Revenue In Your Organization.

Revenue 40

Revenue Hiring System Case Study 40

Vengreso

MARCH 22, 2022

But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We have created this guide to help you get the sales recruitment process right and ensure your sales manager and company hire qualified candidates every time.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We have created this guide to help you get the sales recruitment process right and ensure your sales manager and company hire qualified candidates every time.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ For instance, if you’re selling into a cloud security startup, it will likely focus on developing its core security products, but it will need to outsource tools like HR software, email marketing tools, and so forth. “We

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

The Ultimate Sales Executive Resource

APRIL 30, 2015

This is the second post based on a keynote I presented at the 10 th annual RiiM conference in Paris on the beginning of April 2015. The previous post looked from an anthropological perspective for clues how to find the right balance between the quantity of contacts and the quality of relations. The tools (smart phones, tablets etc.)

Networking 40

Networking Social Media Guidelines Face-to-face 40

SBI

JUNE 3, 2015

I’ll tell you about one book I’m reading that I think everyone who has a role in Sales or Marketing would get value from. The book I’m reading is called the Frugalnomics Survival guide: How to Use Your Unique Value to Market Better, Stand Out and Sell more. It doesn’t matter how good your product or service is.

Lead Rank 50

Lead Rank Lead Scoring Discount ROI 50

Your Sales Management Guru

AUGUST 25, 2015

That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. As Harvey Mackay says, “The worst mistake a manager can make, especially a sales manager, is to make a bad hire. That’s why I recommend that sales leaders spend 15 to 20 percent of their time in “recruiting mode.”

Hiring 40

Hiring Lead Rank Lead Scoring Ideal Customer Profile 40

Your Sales Management Guru

JANUARY 12, 2016

During the conversation it occurred to me that I have spent hundreds of hours writing a book: Recruiting High Performance Sales Teams and coaching hundreds of people on how to build an internal sales interviewing process, but I had never considered the situation from the candidate’s perspective. Do they really want me?

Scale 20

Scale Report Trends Opportunity 20