Your Sales Management Guru

OCTOBER 24, 2016

With that economic domino effect affecting us all as 2016 begins to wind down, ending the year on a high note will be more challenging than ever. And it’s no wonder that, just like every year at this time, sales teams feel like they’re in the last 100 yards of a big race. Need more sales management resources?

Compensation 40

Compensation Pipeline Vendor Revenue 40

The Pipeline

OCTOBER 31, 2016

If you know the specifics of your sales cycle, average length of cycle, critical points, number of interactions (phone, live, web, e-mails, etc.), You can map out your sale, manage it and lead the sales process not just go along for the ride. then you have the data on which you can build knowledge and success.

Sage 120

Sage Sales Cycle Referrals Closing 120

The Brooks Group

DECEMBER 28, 2015

We’ve rounded up the 7 most popular articles of the year in hopes that they will inspire you to tackle your biggest sales challenges in 2016 and make it your best year yet. 5 Things High Performing Sales Managers Should Be Doing. 17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness. Learn More.

Journal 40

Journal Territories Groups Coaching 40

Pipeliner

FEBRUARY 5, 2018

Such challenges include reducing churn among sales ranks, hiring the right talent for inside sales, speeding up new hire skill ramp time, reduction of deal forecast slippage, improvement of opportunity qualification, and ensuring salesperson skill at having business conversations instead of simply pitching product features.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Partners in Excellence

SEPTEMBER 28, 2016

As many of us prepare to descend on Dreamforce 2016, I look at it with some trepidation. It seems Dreamforce has become the magnet for all the sales and marketing automation suppliers to trot out their shiny new toys and releases, enticing us to buy. It will have all it’s own modules and tools to supplement the core functions.

Marketing 48

Marketing Lead Gen System Tools 48

SBI

DECEMBER 4, 2019

With Rekener, Brainshark will provide cutting-edge visibility into sales team activities, behaviors and productivity, helping customers make real connections from improved readiness to increased revenue. Founded in 2016, Rekener was developed to provide a simpler way for sales and marketing professionals to use data to drive growth.

Data 73

Data SAP Lead Rank Lead Scoring 73

Sales Hacker

OCTOBER 30, 2018

She’s a sales leader with an accomplished background at several tech startups. She has won various awards such as Top Sales Leader, TAG One in a Millenial Awards 2016 and Power 30 Under 30 winner 2016. Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

PandaDoc

AUGUST 25, 2019

In today’s competitive market, sales organizations need more than just talented salespeople to generate qualified leads. Sales development teams need the right tools to communicate and grow pipelines. Software-defined radio (SDR) technology empowers sales teams to drive communications forward. Outbound sales reps.

Hiring 53

Hiring Outbound Sales Qualified Lead Inbound 53

Sales Hacker Training

JANUARY 5, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. How old is it?

Scale 119

Scale How To Cold Calling Sales Cycle 119

Tenfold

NOVEMBER 29, 2017

In 2016, KPMG, an auditing and finance company, published a global survey with more than 540 senior executives as respondents. 54 percent say that it guides them in the implementation of performance milestones, such as sales targets and quotas. There are several tools available to help you cleanse data and maintain consistent quality.

Forecasting 47

Forecasting Data Lead Rank Margin 47

PandaDoc

MAY 24, 2023

We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? What is a sales enablement manager? Do sales enablement managers and sales managers have anything in common?

Sales Enablement 52

Sales Enablement Hiring Top of Funnel Ideal Customer Profile 52

InsideSales.com

NOVEMBER 10, 2019

Ensure Sales Reps Maintain Accurate CRM Data. Make Your Sales Force Accountable for Forecast Accuracy. Make the Forecasting Process Work for Sales and Finance. Provide the Right Tools. Making Accurate Sales Forecasting for Better Revenue. Make Your Sales Force Accountable for Forecast Accuracy.

Forecasting 61

Forecasting Lead Rank Sales Forecasts Strategy 61

Zoominfo

FEBRUARY 26, 2018

2. Hubspot Sales Blog. Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. Stop by the Hubspot sales blog for real, actionable sales strategies, industry insights, interesting statistics, and more. Watch a recording of the webinar here.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Zoominfo

FEBRUARY 26, 2018

2. Hubspot Sales Blog. Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. Stop by the Hubspot sales blog for real, actionable sales strategies, industry insights, interesting statistics, and more. Watch a recording of the webinar here.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

LeveragePoint

SEPTEMBER 21, 2018

In 2016, according to Brent Adamson , the average number of stakeholders involved in a B2B purchasing decision had risen to 6.8. Sales management focuses on revenue outcomes and top line growth, tending to have urgency with respect to near term objectives and execution. Build consensus.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Hyper-Connected Selling

DECEMBER 20, 2017

It’s a powerful tool to communicate to the whole team so everyone knows where we’re focused in the coming year.” In the 2016 year-end article, one of these tips was shared by a top sales coach, Jim Rosas. Tell your sales manager, your mastermind group, your spouse, your dog…whomever will hold you to it.

Social Media 81

Social Media Ideal Customer Profile How To Sage 81

Cience

FEBRUARY 5, 2019

As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. Within a few weeks, it was clear that managing and following up all leads in a timely fashion would be impossible without a CRM”.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

What is a CRM for sales and why use it? A sales CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. – Charles Howard, Business Development Manager.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Nutshell

OCTOBER 8, 2018

Nutshell Classic” was no longer for sale. ASYA SHARROW: Ever since I joined Nutshell in June 2016, raising the price of Classic has been a regular topic of conversation. The idea was that the price should reflect how much each customer values the tool, and that those who really value Nutshell should get a higher increase.

Churn 124

Churn Lead Rank Lead Scoring Cancellation 124

Cience

MAY 7, 2019

[Qualified Sales Lead] – A decision maker who became interested in your product/service and whom your sales development team identified as a good fit in accordance with a set of criteria. Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity. Up-to-dateness.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Adaptive Business Services

AUGUST 23, 2017

Peer Coaching – Sales reps can review each others’ calls to swap ideas for how to sell better through the use of call sharing & call libraries. Sales Managers – Review, analyze, and coach calls on-demand when it’s convenient for you so you can be in 10 places at once. The “future of sales” edition!

Social Selling 48

Social Selling Social Media B2B Up-Sell 48

Sales Hacker

OCTOBER 7, 2021

She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. What is one aha moment you’ve had in your sales career? I’ve spent 10 years in various Sales and Sales Management roles, both in Paris and London. ” Aletta Noujaim.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Cience

MAY 7, 2019

[Qualified Sales Lead] – A decision maker who became interested in your product/service and whom your sales development team identified as a good fit in accordance with a set of criteria. Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity. Up-to-dateness.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

InsideSales.com

DECEMBER 4, 2019

Unless these sales leaders understand what this digital buying process is, along with the buying patterns and behaviors of prospects , they run the risk of clients removing them from their list of considerations. . Celebrating success in competitive sales. Such was the claim in a 2016 TechCrunch article. 7 Sales Best Practices.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

They focus on producing content for sales reps, sales managers, and sales execs. When they’re not blogging, the Double Digit Sales team also produces awesome sales training courses. Diagnose Your Sales Pipeline to Increase Performance. The Gist: A sales management blog with a BizOps spin.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98