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. Becoming “brilliant in sales execution” during each stage is critical. However as I consider the general area of sales we see several trends.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

No More Cold Calling

FEBRUARY 15, 2018

Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. At most companies, the sales process is a balancing act that doesn’t always work so well. What does that say about your team’s prospecting prowess? In 2015, 43.6 Out of more than 400 respondents, 78.84 This time, 85.53

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else. And those opportunities you thought were progressing through the waterfall / sales process to “wins”?

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

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. Are you part of this selling process?

Tools 52

Tools Face-to-face Video Channels 52

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.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Improving remote engagement experiences with prospects and customers. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

The Pipeline

SEPTEMBER 15, 2014

There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. This allows me to be up-to-date, relevant, and formulate questions that have specific meaning to the prospect and their objectives, allowing me to focus on them and leave the product in the car.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Cincom Smart Selling

MARCH 16, 2017

Solutions like Customer Relationship Management (CRM), Configure, Price, Quote (CPQ), and Enterprise Resource Planning (ERP) software are designed specifically to target areas of the sales process that can be tightened up and make a company more dynamic and efficient. Let’s take a closer look. CRM Software. CPQ Software.

Sales Cycle 54

Sales Cycle Software Software Tools 54

Your Sales Management Guru

APRIL 20, 2016

What is all this talk about a Sales Process? 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. If your sales teams execute that well you get the production Subway does!

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Understanding the Sales Force

SEPTEMBER 23, 2014

Understanding the Sales Force by Dave Kurlan. I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. In selling, there are even more options for shortening the sales cycle. They need to shorten the timeline by asking when the prospect would like their problem solved.

Sales Cycle 199

Sales Cycle Proposal Decision Maker Sports 199

Hubspot Sales

NOVEMBER 15, 2019

You will stay in front of prospects and differentiate yourself if you do some research and get personal. 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. Regards, Meg.

Meeting 108

Meeting How To Case Study Relationals 108

Seismic - Sales Effectiveness

AUGUST 25, 2019

‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a significant impact on the success of your sales strategy. Since 2007, sales quotas have risen 33%, but the percentage of reps hitting quota has fallen by 25%. TimeTrade ).

How To 80

How To Quota Sales Enablement Survey 80

The Pipeline

JANUARY 7, 2016

For simplicity, let’s say you closed 2015 with $1.05 Number of real prospects required to generate a REAL proposal. Number of people/companies you’ll need to engage to land one REAL prospect. . Number of real prospects required to generate a REAL proposal. million in revenue, and your 2016 quota is $1.2

Proposal 120

Proposal Quota Sales Qualified Lead Lead Rank 120

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. Defining your CPP is a critical step to the success of your sales process.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Who should read this : For inside sales professionals that do a lot outbound prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting.

Prospecting 40

Prospecting InsideView How To Cold Calling 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

Salesmate

SEPTEMBER 18, 2020

Sales management simplified. 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. Get this sales management book on Amazon. The Sales Boss. Conclusion.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 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. But what brings about these AI concerns in sales?

Data 79

Data Hiring Guidelines Lead Rank 79

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. We wanted to launch the Sales Development Summit to give Sales Dev leaders their community to connect, to learn more, do more, and become more.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

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

SBI

MAY 3, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles LiveHive , a sales follow-up tool that lets you create repeatable processes that deliver success. What you need, is a way to discover the best, repeatable sales process that’s proven to move deals forward. Let me explain.

Lead Rank 50

Lead Rank Lead Scoring Follow-up Tools 50

SBI

JUNE 21, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BuzzBoard , a solution that streamlines the four essential elements of a sales process: discovering, engaging, closing, and onboarding. The platform can be customized to deliver precise prospect searches for any industry.

Ideal Customer Profile 50

Ideal Customer Profile Advertising Advertising Proposal 50

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

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

Hubspot Sales

MARCH 23, 2018

Proactive sales psychology to prepare for the toughest buyer objections ahead of time by establishing the right mental and emotional state. In this post, I’ve gathered my best key takeaways and tactics for running successful sales calls, based on my 10+ years of sales experience. Set the agenda and stay in control.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Showpad

AUGUST 10, 2018

Research shows that the number of people involved in the average B2B sale is growing and all of those people are doing more research on their own. people are involved in an average sale compared to an average of 5.4 Which means that half the buying journey is finished before a sales rep is involved. This is disastrous.

Buyer 49

Buyer Face-to-face Vendor Report 49

Showpad

AUGUST 10, 2018

Research shows that the number of people involved in the average B2B sale is growing and all of those people are doing more research on their own. people are involved in an average sale compared to an average of 5.4 Which means that half the buying journey is finished before a sales rep is involved. This is disastrous.

Buyer 49

Buyer Face-to-face Vendor Report 49

Hubspot Sales

NOVEMBER 30, 2020

Whether it’s the Sandler Sales methodology’s "uncovering levels of pain" to get to the root cause of a prospect’s buying motivations, or the Challenger Sale’s "powerful requests" method to understand how serious a prospective buyer is, sales professionals use decades worth of research and experience to understand their customer’s buying motivations.

Ideal Customer Profile 98

Ideal Customer Profile Hiring Marketing Quota 98

SalesLoft

MAY 11, 2015

There’s a major shift in how the sales process works today. While the traditional sales rep focused on all aspects of the sales process, today’s system involves a more efficient method where sales professionals specialize their roles. “Welcome to the Era of the #Sales Stack.”

Hiring 52

Hiring Compensation Webinar Metrics Scale 52

Nutshell

AUGUST 24, 2018

According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1. It’s where the tide is turning, due to higher productivity and the ability to reach more prospects. Sales reps use an average of six enablement tools , according to Sales for Life.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Pointclear

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. IP-based marketing may or may not make sense if you have a small market— such as several hundred total prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

SalesLoft

AUGUST 18, 2016

Ever try to reach a prospect and just get radio silence? That’s because in today’s over-emailed, over-stimulated, overwhelmingly social-driven customers’ world, old-school outreach processes are falling flat. Take email alone: In 2015, the number of emails sent and received per day total over 205 billion.

Customer 52

Customer eBook Call-back Cold Calling 52

Lead411

OCTOBER 31, 2018

One way to alleviate this anxiety is to reach out via multiple channels to find the best way your prospect or customer prefers to communicate. According to a 2015 study by Deloitte , the average american checks their cell phone 46 times a day. Email is still a popular tool to reach out as well.

Channels 63

Channels B2B Face-to-face Call-back 63