Sales and Marketing Management

APRIL 9, 2018

Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Adaptive Business Services

OCTOBER 18, 2017

Face-to-Face Meetings: The Ultimate Guide – Thanks to communication tools like Skype, chat, and email, face-to-face meetings sales meetings are less common than they used to be. Case in point: An April 2017 study from Cornell University found in-person requests are 34 times more successful than those made over email. No, really.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

MEDDIC

APRIL 28, 2024

MEDDIC Academy pioneered online courses and other digital learning experiences in Enterprise B2B sales, since 2017. These modern learning strategies are now widely used in most professional development fields, including sales training. Their appeal is evident: flexible, scalable, and often cost-effective.

Course 52

Course Face-to-face Training Video 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

Showpad

APRIL 9, 2021

Not only are the techniques that sellers deploy different today, but remote training requires a unique set of best practices as well. A July 2017 McKinsey survey found that 48% of respondents said they perceived lower costs as one of the top three factors that drive technology adoption across their company.

Training 52

Training Hiring Lead Rank Lead Scoring 52

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another. How to Create a Great Sales Kickoff.

How To 182

How To Follow-up Scale Up-Sell 182

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 107

Lead Rank Hubspot Microsoft Lead Scoring 107

Hubspot Sales

NOVEMBER 13, 2017

Example: Monthly progress report. Example: 2017 pricing options. Example: Getting employees to share their feedback? Example: Might be good to show your boss. This report shows the impact of effective sales training on quota attainment; might be useful to show to your boss if she’s looking for potential ROI.

Case Study 145

Case Study eBook Policies Study 145

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

MJ Hoffman

APRIL 22, 2019

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? To give you an example, suppose a rep sells in a competitive landscape. I’ll give you the perfect example. However, in 2017 email subject lines have a different purpose.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Hubspot Sales

JANUARY 13, 2021

I will always be a believer in sales mentorship programs. Early in my career, the hands-on training I received from my mentors taught me more than any other experience. Eventually, I took those learnings and taught them to sales reps I was mentoring. Sales Mentoring: What's in It for You (the Mentor)? Improved Morale.

Face-to-face 103

Face-to-face Hiring Benefit Salary 103

Mindtickle

NOVEMBER 1, 2022

Given how much investment companies make in coaching sales reps, it’s not great to know that, commonly, 20% of sellers generate 80% of sales. Imagine the ROI that could be achieved if every seller were empowered to reach their monthly sales quota. This is why you’ve invested in sales enablement.

ROI 98

ROI Sales Enablement Lead Rank Marketing Qualified Lead 98

Increase Sales

JANUARY 26, 2017

One of the most important sales skills top sales performers can have is to bring clarity to sales objections. This lack of clarity by the buyer is usually evident when stalls surface during the sales conversation. Sales Objections Surface Because Many Buyers Lack Clarity As What Is Truly Important to Them.

Objections 70

Objections Buyer Facebook Training 70

Anthony Iannarino

AUGUST 13, 2020

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. All of this is true, and none of it means you no longer need a sales process. What Is the Sales Process?

Sales Process 118

Sales Process How To eBook Sales Qualified Lead 118

Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Greater emphasis on SDR training. Sales automation. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018.

Top of Funnel 135

Top of Funnel Trends Funnel Decision Maker 135

Sales and Marketing Management

MARCH 8, 2020

Predictions for the impact of AI, the authors state, suggest a doubling of the economic growth of developed countries between 2017 and 2035, potentially adding $7.4 There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI trillion to the U.S. economy alone.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Lessonly

AUGUST 6, 2021

Inbound calls are increasing, so teams are eagerly hiring new employees, scheduling them on 90-day onboarding plans, and sending them off to provide the best sales and service to your customers. . Top training programs for employees don’t just build themselves. leave their jobs within the first year because of poor training.

Travel 26

Travel Hiring Training Industry 26

Hubspot Sales

NOVEMBER 7, 2017

How to become a medical sales rep. Enroll in online or in-person training. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. You’re likely already aware of the high earning potential of medical sales.

Biotechnology 95

Biotechnology Salary How To Compensation 95

Hubspot Sales

MAY 22, 2019

These days, there's a lot of talk about influencing sales through social media or "social selling." This post looks at how a podcast I developed has helped our company significantly influence the sales pipeline. Each episode gives executives and sales professionals actionable advice to be more effective at their jobs.

Channels 99

Channels Influencer Pipeline Social Media 99

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. That means it’s time for a sales kickoff. Or worse, a bad sales kickoff can become an interminable slog featuring presentation after presentation that bores employees to tears.

How To 100

How To Follow-up Up-Sell Examples 100

Sales and Marketing Management

MAY 18, 2018

Tapping in to the experiential trend is essential for building a brand, engaging B2B customers, and driving sales. Follow these three key steps to plan and implement immersive experiences that engage your B2B customers and transform sales. Sales kickoffs. Step One: Know What Motivates Your Customers. Product launches.

B2B 221

B2B Customer Social Media Face-to-face 221

Crunchbase

AUGUST 11, 2020

Despite recent data showing the brimming optimism of sales and marketing leaders, my inbox is flooded with prospecting messages that start just like this. Whether it is fake empathy or a lack of empathy altogether, society and the sales profession face big challenges with this basic human discipline. Take doctors, for example.

Face-to-face 86

Face-to-face Lead Rank Lead Scoring Discount 86

Pointclear

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Let’s Take an Example.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

SBI

FEBRUARY 20, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Reduction in sales contract cycles by an average of 2 weeks.

Microsoft 139

Microsoft ROI SalesForce How To 139

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Let’s dig in.

Commission 52

Commission Salary Margin Hiring 52

Sales Training Connection

FEBRUARY 22, 2017

Listening in sales calls. For example, if a current customer all of sudden starts saying or doing things that deviate from previous behavior, it pays to find out why. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2017 Sales Momentum® LLC.

Call-back 82

Call-back Face-to-face Conversion Follow-up 82

DiscoverOrg Sales

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. Apache made users aware of the necessary patch in March of 2017, but Equifax did not address the flaw, which could have been prevented by a simple upgrade. Equifax is a great example. Vendors, take note. That might be your solution.

ACT 120

ACT Data Hiring Decision Maker 120

Miller Heiman Group

MAY 30, 2018

If I were to ask you to name a type of sales enablement software, chances are good that CRM would be the first tool to come to mind. CRM is Must-Have Foundation for an Effective Sales Enablement Strategy. For example, the system might suggest appropriate content based on the buyer’s role, past actions and customer’s path phase.

Sales Enablement 65

Sales Enablement CRM System Coaching 65

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

Is that any way to win a sale? Well, yes, actually, according to authoritative research on the B2B sales process from the advisory firm Gartner Inc. So how do you go about making it easier for prospects to buy throughout the sales process? The New Sales Imperative. Harvard Business Review, March-April 2017.

Customer 59

Customer Analysis Buying Cycle B2B 59

Miller Heiman Group

APRIL 18, 2018

As we often tell our clients: There is no content without training, and there is no training without content. In our last post , we talked about the challenges that arise when different individuals and roles in the organization have different definitions of what it means to enable a high-performing sales team. Tweet this.

Sales Enablement 66

Sales Enablement Face-to-face Demand Generation Agencies Handbook 66

Mindtickle

FEBRUARY 21, 2018

One of the main goals of training and coaching is behavioral change. Research by Hermann Ebbinghaus shows that training without reinforcement results in 80-90% of information being forgotten within just one month. A culture of sales readiness will do the job. This sales coaching and guidance is critical to driving results.

Coaching 52

Coaching SalesForce Retention Sales Enablement 52

Mindtickle

FEBRUARY 21, 2018

One of the main goals of training and coaching is behavioral change. Research by Hermann Ebbinghaus shows that training without reinforcement results in 80-90% of information being forgotten within just one month. A culture of sales readiness will do the job. This sales coaching and guidance is critical to driving results.

Coaching 52

Coaching SalesForce Retention Sales Enablement 52

Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. But did you know this happening in sales technology now too?

Lead Rank 90

Lead Rank Trends Lead Scoring Outsourcing Services 90

Miller Heiman Group

JUNE 25, 2018

How to balance the expectations of buyers with the demands of sales leaders. Sales research confirms what salespeople already know: It’s tough out there. Sales consultants are accountable to sales leadership not only for closing deals but also for reliable input on the status of all the deals in play.

Sales Methodology 66

Sales Methodology Forecasting Quota Sales Enablement 66

Allego

JANUARY 10, 2018

Sales teams around the globe are dotting their i’s and crossing their t’s as they wrap up 2017 and dive into the new year. Meanwhile, sales trainers are looking back on whether their sales organizations performed as expected or failed to deliver. Trend #3: Sales learning will become distinct from corporate training.

Top of Funnel 54

Top of Funnel Trends Compensation Analytics 54

Close.io

FEBRUARY 18, 2019

Your first basic sales model has accomplished wonders for your business so far, but after weighing the various factors involved and taking a close look at the market , you’ve decided to start building your sales organization. This is the time to determine which of the 3 sales team structures is best suited for you.

Hiring 124

Hiring Lead Rank Top of Funnel Real Estate 124