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.

Face-to-face 102

Face-to-face Maximizer Report Buying Cycle 102

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'

Sales Qualified Lead 100

Sales Qualified Lead Marketing Lead Generation CRM 100

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. What vendors have to answer is how does CPQ’s mobile functionality change when it’s tied to other systems?

B2C 54

B2C Call-back Consumer B2B 54

Sales and Marketing Management

APRIL 1, 2016

Teaser: Pretty much every sales team relies on a customer relationship management (CRM) system to manage the sales process, but according to ISMM’s Sales Director of the Year 2015 Ian Moyse, the system itself is often misused when it comes to effectivenessand team motivation. read more

CRM 120

CRM System Motivation Sales Process 120

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. The “Internet of Things” Is a Thing. Customer Engagement.

Microsoft 48

Microsoft Trends Conference CRM 48

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools. Gamification.

Fashion 90

Fashion Face-to-face Analytics Social Media 90

Sales and Marketing Management

APRIL 23, 2015

Issue Date: 2015-04-24. Teaser: For insights on how sales and marketing can become stronger team players, look at some of the top characteristics for winning sports teams and determine how new sales engagement tools and more integrated systems can help foster these traits. Author: Micheline Nijmeh. read more

Sports 120

Sports Marketing System Tools 120

Your Sales Management Guru

OCTOBER 7, 2014

Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals?

Compensation 81

Compensation Margin Hiring Commission 81

DiscoverOrg Sales

SEPTEMBER 6, 2017

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. 2/9/2015: Just four months later, a hacker gained access to the company’s Twitter page and wreaked havoc. 4/22/2015). (10/26/2015)

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

The Brooks Group

NOVEMBER 25, 2015

Not everyone has what it takes to fill a sales leadership position, and those charged with leading salespeople know just how challenging it can be to juggle the many roles and responsibilities required for success. Check out the top 7 sales leadership articles in 2015. 5 Things High Performing Sales Managers Should Be Doing.

Sales Leadership 40

Sales Leadership Margin System Sales Management 40

Cincom Smart Selling

MARCH 9, 2015

CINCINNATI, OH — March 9, 2015 — Cincom ( [link] ), the Microsoft Dynamics Global Strategic Partner for Manufacturing, announced that it is a Gold Sponsor of Microsoft® Convergence, the foremost event for the Microsoft Dynamics customer and partner community. at Convergence. Source: Smart Selling.

Microsoft 48

Microsoft Channels Margin Engineering 48

Alice Heiman

NOVEMBER 3, 2021

That’s the subject of my latest Sales Talk for CEOs podcast, where Erik Frank – CEO and President of Tristate Amature and Electrical Works – shares the details on the major overhauls that are happening in his 101-year-old business. Is the #customer at the center of your #sales operations? Click to tweet. About Our Guest.

Hiring 84

Hiring Strategy Customer Government 84

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

CRM 120

CRM SalesForce System Company 120

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.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Hubspot Sales

SEPTEMBER 30, 2020

This is especially true when it comes to sales and marketing. In an ideal world, sales and marketing processes would be built with the other team in mind. Here are some numbers that just might convince you of the value of Sales and Marketing alignment: Sales and Marketing Alignment Stats to Know. LinkedIn, 2020 ).

InsideView 128

InsideView Lead Rank Lead Scoring Account Based Marketing 128

Sales and Marketing Management

JUNE 19, 2015

Issue Date: 2015-06-19. Teaser: Even though most sales organizations recognize the impact of referral selling, 95 percent of companies don't make referral selling a priority and don't have a proven referral system to hardwire referral selling into the way their teams work. Author: Joanne Black.

Referrals 120

Referrals System Company Sales 120

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. And why is that?

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Sales and Marketing Management

AUGUST 3, 2015

Issue Date: 2015-07-01. Teaser: The exchange of business cards, says marketing consultant Matt Heinz, is “the start of a fast, proven and scalable system that helps me more consistently follow up, stay in touch and ultimately convert more of those new contacts into partners, referral sources, customers and more.”

Referrals 120

Referrals Follow-up System Marketing 120

DiscoverOrg Sales

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. 5000 list as we provided IT-only data to our customers well into 2015. In August, we released datasets for the C-Suite and Sales department.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

Sales and Marketing Management

APRIL 20, 2015

Issue Date: 2015-04-20. Yet, 95 percent of organizations don't have a written referral-selling strategy, written weekly referral goals, referral-selling skills training or a disciplined system to track and measure results. Author: Joanne Black. Teaser: The business case for referrals is clear. read more'

Referrals 120

Referrals Selling Skills System Training 120

Sales Hacker

JULY 31, 2023

James Isilay founded Cognism a B2B sales intelligence company together with Stjepan Buljat in 2015. James had previously worked as a quantitative trader and analyst and studied Information Systems Engineering. P.S. We’re officially running a GTMfund giveaway program!

Scale 52

Scale Company Hiring Engineering 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

Sales and Marketing Management

FEBRUARY 26, 2015

Issue Date: 2015-02-27. Teaser: As systems and networks become more complex, customers don’t just need a salesperson, they need a consultant — and are more than willing to pay a fee for this expertise. Author: Dan Hawtof, Vice President of Business Solutions, Global Channel, Blackhawk Engagement Solutions. read more'

Incentives 120

Incentives Incentive Vendor Networking 120

Score More Sales

DECEMBER 29, 2014

Finally there are companies in the CRM system who: Have been acquired and now have another name. Use the steps and your own terminology within your sales process to help your SDRs and BDRs enter clean, verified data.]. Bad leads slow down your sales force. Contact person got promoted. Have closed and are out of business.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

No More Cold Calling

SEPTEMBER 8, 2016

In B2B sales, it’s important to make a good first impression. If you want to be seen as a trusted resource—a top-notch B2B sales pro with expertise to share, not just a product to push—you can’t use social media to blast strangers with sales pitches. None of us in B2B sales has much patience. You are your brand.

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms.

Lead Rank 120

Lead Rank B2B Education Research 120

Hubspot Sales

MAY 3, 2021

First-hand experience is helpful when it comes to improving your sales performance. Thankfully, there are experienced BIPOC entrepreneurs and sales professionals who are eager and willing to share their experiences with those hoping to get their foot in the door. 5 Post-Pandemic Sales Strategies. What’s in the CARDS?

Scale 129

Scale Sales Enablement Face-to-face Margin 129

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

OpenSymmetry

NOVEMBER 19, 2015

The Brandon Hall HCM Technology Trends survey (345 organisation globally, 2015 reveals a consistent pattern across all aspects of HCM with around 50% of organisations employing manual or standalone solutions with only 4% to 16% deploying HCM as part of an integrated ERP solution and 13% to 24% deploying a HCM as a suite-based.

System 40

System Face-to-face ROI Scale 40

Vendor Neutral

JUNE 1, 2021

How to Change Your Sales Presentations. Gone are the days of dry, agenda-driven, product-focused sales presentations. Join our free webinar to learn how industry leaders are shifting their thinking to create sales presentations that actually work in today’s landscape! to Drive Customer Engagement. REGISTER NOW. Our Panelists.

Constant Contact 52

Constant Contact Webinar Metrics Film Customer 52

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?

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Hubspot Sales

DECEMBER 19, 2019

When a company first starts out, the founders aren't concerned with establishing a clearly delineated sales process; they're worried about getting any sales at all. The company’s scant sales team — often comprised of just a VP and maybe one or two reps — is often given license to get customers in the door however they see fit.

CRM 99

CRM Sales Process Top of Funnel Hiring 99

DiscoverOrg Sales

JANUARY 22, 2016

Many issues that Chief Information Security Officers faced in 2015 will carry into 2016. Expect to see more companies turning toward cloud services, security systems and hyper-convergence technologies. As an added barrier for IT sales and security vendors, DiscoverOrg triggers indicate high CIO and CISO turnover ….

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

Hubspot Sales

DECEMBER 16, 2020

Through firsthand experience and observation, they identified deep-seated, systemic problems with the tech recruiting process and took it upon themselves to remedy those issues and ensure that success in technical interviews would be based on merit as opposed to privilege. That's where Joanna Smith came in.

Scale 140

Scale Apparel Sage Remedy 140

Sales and Marketing Management

JUNE 14, 2020

I was forced to look at a total system change as opposed to an incremental change. He amassed a copious amount of research on the impact of isolated work for his 2015 book “Humans Are Underrated: What High Achievers Know That Brilliant Machines Never Will.” Sales reps are ideally suited to work from home.

Face-to-face 194

Face-to-face Policies Journal Call-back 194