Julie Hanson

DECEMBER 29, 2016

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! P.S. Be sure and read to the end of this post for an opportunity to jump start your sales success in 2017. Photo courtesy of Sam Churchill.

Maximizer 61

Maximizer Follow-up Sales Course 61

Partners in Excellence

JULY 30, 2016

I’d love to get feedback and reviews from those of you who haven’t had that opportunity yet. Thanks so much for those, I really love the opportunity to discuss how to apply some of the ideas I present in the book. Thank you to those who have contributed to the reviews. Thanks, enjoy your weekends! No related posts.

Course 48

Course Maximizer Enterprise Enterprise 48

Pointclear

JANUARY 18, 2017

We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

The Pipeline

NOVEMBER 12, 2015

Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities. As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities.

Maximizer 120

Maximizer Closing Opportunity Marketing 120

The Pipeline

NOVEMBER 9, 2021

Many will remember the 2016 buzzer beater Kris Jenkins of Villanova scored to win the championship. Yet many salespeople convince themselves that they have plenty of time, there are plenty of opportunities. By Tibor Shanto. The crowd was excited, a once in a lifetime shot. But was it?

Energy 201

Energy Video Account Prospecting 201

SalesLoft

AUGUST 12, 2016

Today Salesloft is excited to announce we are going Platinum at Dreamforce 2016. Our team’s story stood at the intersection of innovation and opportunity, at an innovation center that breathed life into the walls, power into lines of code, and drive into its people. It’s a post I’ll share at every plausible throwback opportunity.

Lead Rank 52

Lead Rank Lead Scoring Conference Scale 52

Partners in Excellence

JUNE 5, 2016

Don’t forget, from June1-August 31, I’ll be contributing 25% of the profits to Charity:Water, so you still have an opportunity to Get Smart and Do Good. Bits And Pieces — April 2, 2016 Losing Your Highest Performing Salesperson! Matt Heinz had a Question and Answer About Sales Manager Survival Guide.

Relationals 48

Relationals Sales Management Resources Account 48

SalesLoft

FEBRUARY 4, 2016

It’s almost time for Rainmaker 2016 , the the one and only conference dedicated 100% to all things sales development. Our Rainmaker 2016 speakers want to answer the question: what’s next in sales development? clickToTweet tweet=”“Create opportunities to grow.” Richard Harris, The Harris Consulting Group”].

Decision Maker 52

Decision Maker Consumer Conference B2B 52

Cincom Smart Selling

DECEMBER 15, 2015

Only then will your CRM system hold the master view of the customer where you will be able to see every interaction—from initial digital touchpoints to opportunities, sales, ongoing services and support. What’s Ahead in 2016 for Manufacturing? Now’s the Time. You May Also Be Interested in: CRM Trends: Are You Playing It Too Safe?

CRM 69

CRM Strategy Enterprise Enterprise 69

Understanding the Sales Force

JUNE 20, 2023

Sales Leaders at nearly every company complain about unqualified opportunities. This is so easy and transportable. Sales Leaders at nearly every company complain about lack of new business. Motivate and incentivize your salespeople! Motivate and incentivize your salespeople! Referrals and Introductions are an after-thought at most companies.

Motivation 156

Motivation Pipeline Hiring How To 156

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. Just like most conferences, Dreamforce leaves the opportunity for the trip to be bookended with at least one extra weekend of travel.

Travel 52

Travel Conference Guarantee Follow-up 52

The Sales Hunter

APRIL 21, 2016

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

Conference 100

Conference Meeting Opportunity Sales 100

Sales and Marketing Management

APRIL 18, 2016

Issue Date: 2016-03-01. Teaser: Have you made the effort to truly understand your customer's business and explore possibilities that are not yet opportunities? In 2016, it's time to think about what your customer is doing when they are not buying. Author: Steve Andersen and Dave Stein. read more

Opportunity 120

Opportunity Customer 120

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

Partners in Excellence

MARCH 12, 2024

Like others who’ve offered their stories, John has a clear purpose: “Each sale represents not just a key performance indicator but also an opportunity to enhance someone’s life.” In 2016, seeking advice from Dave Brock, I decided to pursue an opportunity with SAP.

SAP 73

SAP Real Estate Enterprise Enterprise 73

Sales and Marketing Management

SEPTEMBER 21, 2020

Create additional opportunities for engagement. In 2016 she founded Packed with Purpose , a corporate gifting company that embeds social impact into the everyday act of gift-giving, from empowering underserved women with job skills to supporting sustainability efforts.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Sales and Marketing Management

AUGUST 14, 2016

Issue Date: 2016-08-15. Teaser: Moving your middle performers up a notch represents your most significant revenue opportunity. Moving your middle performers up a notch represents your most significant revenue opportunity. Author: Eric Blumthal. read more

Revenue 180

Revenue Opportunity Sales 180

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. The Bottom-Line If you are in IT sales and marketing, these can be challenging times, but with change comes disruption, and an opportunity for the savvy to capitalize.

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

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. Just a basic comparison of Instagram’s numbers against other comparable networks with short form or picture-based content shows how formidable the opportunity is.

Resources 70

Resources Marketing Facebook Social Media 70

The Brooks Group

NOVEMBER 2, 2015

Hiring mistakes can cost you missed sales opportunities and management time in addition to salary and administrative expenses. 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. Promote the right people to leadership positions. Learn More.

Hiring 40

Hiring Ideal Customer Profile Promotion Salary 40

The ROI Guy

MARCH 1, 2016

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? Percent in 2016 Gartner Says Worldwide IT Spending to Decline 5.5% - You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. Percent in 2014 Gartner Forecasts 3.1%

ROI 53

ROI Decision Maker Proposal Forecasting 53

Understanding the Sales Force

SEPTEMBER 11, 2023

Normal Unemployment (not seen since 2016): Sales candidate supply is adequate, flow of applicants is acceptable, recruiters are helpful and a great sales candidate assessment allows you to focus on the candidates who will succeed in the role. Compensation – Another big differentiator is comp.

Hiring 203

Hiring Top of Funnel Company Funnel 203

No More Cold Calling

MARCH 25, 2021

She took her passion one step further and created an eBook called ”Opening the Doors to Sales Opportunities.” Lori has always been a proactive promoter for women in sales—getting more women on the podium, showcasing their blogs and podcasts, and always looking for opportunities to let women know about the honorable profession of sales.

Hiring 379

Hiring eBook Cold Calling Scale 379

Sales and Marketing Management

JULY 24, 2020

Recognize Your Sales Team With Impact Opportunities. Reward your reps with purpose-driven opportunities, like one of the following: . When it comes time to recognize your sales team members’ contributions, keep purpose top-of-mind. Propose a volunteering outing for a non-profit. .

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Recognize Your Sales Team with Impact Opportunities. Reward your reps with purpose-driven opportunities, like one of the following: . When it comes time to recognize your sales team members’ contributions, keep purpose top-of-mind. Propose a volunteering outing for a non-profit.

Incentives 227

Incentives Incentive Motivation Demographics 227

Pipeliner

JANUARY 14, 2024

Coach Dan’s Transformative Journey We started with Coach Dan sharing his remarkable entrepreneurial journey, navigating from a significant setback in 2016 to becoming a sought-after speaker. He stressed that setbacks are part of the entrepreneurial ride and should be embraced as opportunities for growth.

Video 59

Video Coaching Social Selling CRM 59

SalesLoft

FEBRUARY 18, 2016

That’s why we want to meet you, our brand advocates , at Rainmaker 2016. We’re recognizing this education challenge head-on, and what better opportunity to break the ice than face-to-face? Because even the most world-class product is just that — a product — without a loyal army of brand advocates.

Meeting 52

Meeting Customer Face-to-face Exact 52

Sales and Marketing Management

MARCH 25, 2016

Issue Date: 2016-03-25. So why are so many buyers continuously exasperated by unprepared salespeople who miss important signals and waste their opportunities? So why are so many buyers continuously exasperated by unprepared salespeople who miss important signals and waste their opportunities? read more

Buyer 120

Buyer Opportunity Sales 120

BrainShark

DECEMBER 12, 2016

As we wrap up 2016 with holiday parties and celebrations, sales teams will take a look back on the year that was – big deals that were won and lost opportunities that still haunt them. When 2017 begins, sales will be looking for ways to start off the new year with a bang.

Strategy 137

Strategy Opportunity Sales 137

Sales and Marketing Management

MARCH 4, 2016

Issue Date: 2016-03-04. Teaser: All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in the sales prevention business? Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. read more

Sales Enablement 120

Sales Enablement Opportunity Sales Company 120

Zoominfo

DECEMBER 11, 2020

Early-stage funding stayed strong in the pandemic , pointing to continued opportunities at startups for job seekers. Additionally, diversity-themed executive roles have been on the rise in companies since at least 2000, but made a noticeable jump in 2016, ZoomInfo data shows. As the economy recovers, gig opportunities may increase.

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

The Sales Hunter

OCTOBER 23, 2016

Your ability to do this is what creates opportunities. Check out the video to see what I mean: Copyright 2016, […]. Great salespeople say there is always something to learn! What will you learn today and how will you put it into practice tomorrow?

Video 100

Video Motivation Opportunity Sales 100

Zoominfo

AUGUST 31, 2020

Even during economic uncertainty, opportunities exist with new product development. “If But company president and founder Matt Bulloch saw an opportunity in a new market : outdoor tents for drive-up COVID-19 testing. “I TentCraft’s core customers stopped buying.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

DiscoverOrg Sales

FEBRUARY 2, 2017

That’s why 2016 saw DiscoverOrg double down on non-IT datasets. These new datasets, plus 106% growth in our Marketing dataset, generated an astonishing 371% increase in non-IT contacts in 2016. The rapid growth of DiscoverOrg and our ability to continually service our clients afforded us the opportunity to grow in all directions.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

No More Cold Calling

JUNE 4, 2020

I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. She took her passion one step further and created an eBook called Opening the Doors to Sales Opportunities. The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I’d always wanted to visit St.

Travel 309

Travel eBook Call-back Cold Calling 309

Sales and Marketing Management

JUNE 8, 2017

Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel. As of fall 2016, per-person incentive travel budgets are most commonly between $3,000 and $4,000, although about 40 percent of the industry spends more.

Travel 205

Travel Incentives Incentive Lead Rank 205

Sales and Marketing Management

MAY 1, 2017

According to a 2016 study by Radford, “[ sales] employee turnover is once again at five-year highs across most of the technology and life sciences sectors. No opportunities to get promoted. It stings that much more when the individual is a top performer whose experience fell short of their expectations. Lack of flexibility.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136