HeavyHitter Sales

SEPTEMBER 21, 2015

When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success. I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell. 

Meeting 60

Meeting Conference Sales Meeting Competition 60

Increase Sales

DECEMBER 31, 2016

One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. Keenan shared his posting with me and it got me thinking, truly thinking, that deep, dive down to your guts type of thinking of who helped me the most in 2016. WHO HAD THE GREATEST IMPACT ON MY YEAR IN 2016?

Facebook 103

Facebook Conference Coaching Sales Coaching 103

SalesLoft

OCTOBER 4, 2016

Modern sales is taking over Dreamforce 2016 in the form of 30 Salesloft representatives. 30 Rainmakers all at Dreamforce 2016 to meet you: the prospect, the customer, the modern sales professional. Set your meeting now! &nbsp. book a meeting with us today! &nbsp. Do you want to win a trip to SPACE?

Meeting 52

Meeting Sales Sales Process Prospecting 52

The Center for Sales Strategy

FEBRUARY 18, 2019

In 2016, I wrote a blog, " How to Get a Standing Ovation After Your Next Sales Meeting ," and I'm happy to say that I see way more productive sales meetings today than I did back then. So that made me think it might be an excellent time to share some tips on taking your next sales meeting from good to g reat !

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Sales Meeting Meeting Sales How To 72

SalesLoft

FEBRUARY 18, 2016

That’s why we want to meet you, our brand advocates , at Rainmaker 2016. Find your field and discover where to meet us at the Westin this March so we can show you our love and appreciation for all that you do: 1. We want to meet you anywhere and everywhere at the Westin. Which of the categories below do you fall under?

Meeting 52

Meeting Customer Face-to-face Exact 52

Sales Training Connection

JANUARY 13, 2016

Although the specifics will vary depending on the unique needs of each company attempting to meet this challenge, it is possible to describe an initial training design. ©2016 Sales Momentum, LLC. With that thought in mind, the sales training initiative should be viewed as a process not a single event. . Sales training design.

Buyer 50

Buyer Training Meeting Maximizer 50

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. What many don’t know is the type of person she is to those who do know her. Minneapolis.

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Meeting B2B Sales Leadership Sports 294

The Spiff Blog

MARCH 17, 2022

Welcome back to our Meet the Team series where we give you a peek behind the curtain and introduce you to some of the people behind the Spiff brand. Without further ado, let’s meet the team! Without further ado, let’s meet the team! Meet the Team: Chapter Two. Marcello Albuquerque, Software Engineer.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

Partners in Excellence

OCTOBER 1, 2016

It’s a powerful event, largely because it’s a fantastic place to meet colleagues, clients, and others. In the past, my typical day has been 3 breakfast meetings, 4 lunch meetings, a few coffee meetings, a couple of receptions and two dinners. If you are attending, I’d love to sit down with you.

Top of Funnel 48

Top of Funnel Conference Funnel Inside Sales 48

SalesLoft

AUGUST 12, 2016

Today Salesloft is excited to announce we are going Platinum at Dreamforce 2016. So, what’s on deck for Dreamforce 2016? Private meeting rooms on and off site. Join the conversation online and meet the Salesloft Dream Team onsite dreamforce.salesloft.com. But that’s all about to change.

Lead Rank 52

Lead Rank Lead Scoring Conference Scale 52

Mindtickle

APRIL 15, 2016

Last week we attended the TOPO Sales Summit 2016 event in San Francisco. Scott Albro , TOPO founder, and CEO, opened the summit with a great talk about the State of Sales in 2016. Value meets volume. Proposal review meeting focusing on re-articulating value. Summary of The State of Sales in 2016.

Ideal Customer Profile 52

Ideal Customer Profile Account Based Marketing Proposal Groups 52

Mindtickle

APRIL 15, 2016

Last week we attended the TOPO Sales Summit 2016 event in San Francisco. Scott Albro , TOPO founder, and CEO, opened the summit with a great talk about the State of Sales in 2016. Value meets volume. Proposal review meeting focusing on re-articulating value. Summary of The State of Sales in 2016.

Ideal Customer Profile 52

Ideal Customer Profile Account Based Marketing Proposal Groups 52

Steven Rosen

NOVEMBER 14, 2021

Top companies are already building tactical plans to hit the road running in 2016. They have identified their key growth targets, have booked meetings and are in the process of building their customer-focused business plans. Here is Steven Rosen’s 3-point indicator that you are “Focused” on having a great year.

Consumer 374

Consumer Analysis Territories Account 374

The Brooks Group

NOVEMBER 10, 2016

Check out these popular sales coaching posts from 2016. The Sales Coaching Best Practices Series: One-to-One Meetings. The Sales Coaching Best Practices Series: Team Meetings. So you probably agree that sales coaching is important, but what exactly does high quality sales coaching look like? .

Sales Coaching 49

Sales Coaching Coaching Survey Exact 49

SalesLoft

SEPTEMBER 27, 2016

Between the tips from both the seasoned travel vets and newly nomadic, find out how you can make the most out of your Dreamforce 2016 tickets this year: Make Yourself Visible to Your Prospects. Finally, after the session is over, wait to talk to them and ask a few questions, and then ask for a follow up meeting. Kyle Porter.

Travel 52

Travel Conference Guarantee Follow-up 52

The Sales Hunter

APRIL 21, 2016

One of the things I enjoy most is being able to meet with and listen to great thought leaders. Who do you listen to? Who do you look to for new insights and ideas? With a big portion of my time spent speaking at conferences, I have a unique opportunity to connect with some […].

Conference 100

Conference Meeting Opportunity Sales 100

Partners in Excellence

MARCH 19, 2016

First, thanks to everyone who took the time to provide feedback and ideas on some of the things I covered in last week’s Bits And Pieces ( March 12, 2016 ). That’s on Thursday, March 24 at 1:00 EST. If you haven’t read his, How To Get A Meeting With Anyone , it’s a fun and very useful book. This weeks bits and pieces.

Ideal Customer Profile 48

Ideal Customer Profile Webinar Metrics Inside Sales Hotels 48

DiscoverOrg Sales

DECEMBER 13, 2017

By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. The results here are taken from a single survey sent out multiple times during 2016 and 2017, and collected primarily from the mid- to high-level managers of IT departments.

Trends 181

Trends Survey Wireless Data 181

Sales and Marketing Management

SEPTEMBER 1, 2016

Issue Date: 2016-09-02. Teaser: The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Author: Corbin Ball. Here are seven event technology trends to monitor. read more

Trends 149

Trends Meeting 149

Sales and Marketing Management

MARCH 9, 2016

Issue Date: 2016-03-01. Only a few months after appearing in a feature on unique meeting venues in the March/April 2015 issue of this magazine, Randy Stenger, CEO and founder of Extreme Sandbox in Hastings, Minnesota, was selected to be on the ABC hit TV show “Shark Tank. Author: Paul Nolan. ” read more

Leads 189

Leads Marketing Qualified Lead Meeting Marketing 189

Increase Sales

MAY 4, 2016

Thanks to a handful of recent developments 2016 is Instagram’s year to emerge as a top-tier platform for professionals promoters. Michael will meet a challenge somewhere between the two. Many brands are now taking notice of the network and seeking to integrate it into their larger marketing efforts.

Resources 70

Resources Marketing Facebook Social Media 70

The Brooks Group

NOVEMBER 2, 2015

The key to building an all-star team in 2016 is having the right people in the right positions, doing the work they were naturally wired for. As your team plans for growth in 2016, you’ll want to make sure you’re putting the right people in leadership positions. Promote the right people to leadership positions. Learn More.

Hiring 40

Hiring Ideal Customer Profile Promotion Salary 40

The ROI Guy

MARCH 1, 2016

2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota is their “inability to effectively articulate the value of proposed solutions”. Percent in 2016 Gartner Says Worldwide IT Spending to Decline 5.5% This past year reported by 71% of respondents.

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

SEPTEMBER 22, 2015

If you are in IT sales and marketing, there are three significant challenges of which you should be well aware when setting up your budgets and plans for 2016. Sales reps and channel partners have to identify and turn the key stakeholders they are able to meet with into i nfluencers and convincers within the organization.

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

Sales and Marketing Management

JUNE 8, 2017

Author: SMM On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). GMID events were held across the globe to demonstrate the measurable impact that meetings have on businesses, economies and communities. 38 percent of all U.S.

Travel 205

Travel Incentives Incentive Lead Rank 205

Sales and Marketing Management

MAY 23, 2016

Issue Date: 2016-05-23. Senior executives, the target of these elevated calls, report that sales representatives who truly bring value into these meetings are few and far between. Senior executives, the target of these elevated calls, report that sales representatives who truly bring value into these meetings are few and far between.

Lead Rank 185

Lead Rank Lead Scoring Report Revenue 185

No More Cold Calling

JULY 13, 2017

In our 2016 Sales Enablement Optimization Study, we found that a formal or even dynamic coaching process helped more salespeople to achieve their quota (by 10%), and win rates for forecast deals could be improved even more, by 28%. Meetings scheduled. Meetings conducted. Measuring referral activities is simple. Get metrics.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. After completing this one-day Work Session, students will: Learn how to develop and execute a Prospecting and Business Development Plan that will help them build their pipeline to optimum strength and achieve 2016 quota. Want to pump the pipeline for success in 2016?

Prospecting 40

Prospecting InsideView How To Cold Calling 40

The Brooks Group

NOVEMBER 9, 2015

Annual sales kickoff meetings are a great opportunity to get the entire team together in one place—to share ideas, network, and get motivated to hit the ground running in the New Year. But getting buy-in from your team for the sales meeting is critical in determining whether the time away will be successful and productive or not.

Meeting 53

Meeting Territories Networking Motivation 53

No More Cold Calling

OCTOBER 6, 2016

According to the 2016 “ Sales Performance Optimization Study ” from CSO Insights, the top four sales execution challenges and barriers are: Inability to generate enough qualified leads (53.3%). When your sales reps prospect through referrals, they: Get every meeting at the level that counts with one call.

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

Sales and Marketing Management

OCTOBER 13, 2016

Issue Date: 2016-09-01. Teaser: Although extremely important in determining businesses’ ability to meet its revenue targets, surveys show that nearly 60 percent of sales forecasts are largely inaccurate. Author: Lisa Clark. read more

Sales Forecasts 120

Sales Forecasts Forecasting Survey Analytics 120

Sales and Marketing Management

JANUARY 23, 2019

Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs. Comparing the results from 2015/2016 with 2017/2018, CSR is actually up two points across all regions.

Incentives 159

Incentives Incentive Travel Nonprofit 159

No More Cold Calling

FEBRUARY 15, 2018

In 2016, it was 53.3 Prospects will always take meetings with B2B sales reps who’ve been referred by colleagues they know and trust. Sales reps: Get every meeting at the level that counts with one call. Help your team understand how referrals guarantee a one-call meeting. In 2015, 43.6 So, what are you waiting for?

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

SugarCRM

JULY 28, 2022

They have been working with us across web meetings, webinars, online portals, and community forums since the beginning. B2B customers now regularly use ten or more channels to interact with suppliers (up from just five in 2016). And I’m watching company after company doing the same around the world. But you know the interesting thing?

CRM 26

CRM Webinar Metrics Meeting Strategy 26

No More Cold Calling

MARCH 25, 2021

In 2016, Cynthia Barnes created the National Association of Women Sales Professionals (NAWSP). I first met Cynthia in San Francisco at a meeting about women in sales and learned about NAWSP. I am privileged to know two women who created something that didn’t exist. They found a need and created a solution. Amazing, Remarkable, Gutsy.

Hiring 379

Hiring eBook Cold Calling Scale 379

Alice Heiman

JULY 18, 2023

Click to tweet Recently, he realized that the referrals he was getting weren’t going to power his growth to meet his goals so he added another way for customers to find him and started a series of highly successful online events where he trains salespeople on how to use case studies.

Case Study 116

Case Study Study Closing Hiring 116