Alice Heiman

MAY 11, 2023

This episode dives into how large organizations scale their sales teams. Radhika Shukla has worked in a sales leadership role at some of the largest tech giants including Microsoft and IBM. She takes us through the entire gamut of building high performance sales teams. Absolutely!

Hiring 75

Hiring Microsoft Nonprofit Scale 75

OnePageCRM

JANUARY 29, 2018

It’s that time of the year where we set new goals, try new business tactics and most importantly fill in our calendars with the must-attend sales conferences of 2018. Many sales reps are guilty of spending too much time behind a computer screen. AA – ISP Digital Sales World 2018. SaaStr Annual 2018.

Conference 43

Conference Twitter Face-to-face Inbound 43

Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Sales leaders acknowledge the positive impact of sales coaching. Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Zoominfo

JULY 2, 2020

Here are the individuals necessary for a successful implementation: Email marketing specialists CRM managers Sales leadership Content teams. BLOG] What Sales Reps Must Know About Marketing Automation: [link] #martech #salestips pic.twitter.com/qdnKf6gbEp — ZoomInfo (@ZoomInfo) August 22, 2018. Invest in training.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

OnePageCRM

JANUARY 29, 2018

It’s that time of the year where we set new goals, try new business tactics and most importantly fill in our calendars with the must-attend sales conferences of 2018. Many sales reps are guilty of spending too much time behind a computer screen. AA – ISP Digital Sales World 2018. SaaStr Annual 2018.

Conference 28

Conference Twitter Face-to-face Inbound 28

Your Sales Management Guru

DECEMBER 26, 2017

At the same time, sales management is one of the most rewarding jobs in business when you know what to do and how to do it. This is what New Sales Manager Boot Camp is all about. How to motivate your sales team. How to build and lead a high-performance sales culture. How to effectively onboard new sales reps.

Sales Management 78

Sales Management Hiring Sales Leadership Course 78

Sales and Marketing Management

AUGUST 20, 2018

Paul Cherry is the author of “The Ultimate Sales Pro: What the Best Salespeople Do Differently” (HarperCollins Leadership, 2018). He is also the founder of the sales and sales leadership training firm, Performance Based Results. That’s absolutely the best use of your limited time.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

ExecVision

APRIL 9, 2018

(This post features content originally written by Matt McDarby and Dan Smaida, published in ScaleX: Multi-Channel Sales Acceleration , by Chad Burmeister, January 2018.). Their experience tends to sound something like the following: “We knew it was time to train our sales force. The traditional approach is not working.”.

System 40

System Training Hiring Vendor 40

Selling Power

NOVEMBER 7, 2018

Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance.

Quota 89

Quota Survey Sales Coaching Coaching 89

Sales and Marketing Management

OCTOBER 3, 2018

Paul Cherry is the author of THE ULTIMATE SALES PRO: What the Best Salespeople Do Differently (HarperCollins Leadership, August, 2018). He is also the founder of the sales and sales leadership training firm, Performance Based Results. That’s absolutely the best use of your limited time.

Buyer 191

Buyer Call-back Follow-up Sales Qualified Lead 191

Keith Rosen

AUGUST 10, 2018

In this interview with Ken Lundin, Keith Rosen, MCC discusses his last book, Own Your Day , as well as his upcoming and highly anticipated book, Sales Leadership. Pre-Order, Sales Leadership now & get 7% off , plus $1,250 worth of free resources when you receive the book! Offer Expires September 5, 2018.

Sales Leadership 48

Sales Leadership Intent Coaching System 48

Zoominfo

JULY 2, 2020

Here are the individuals necessary for a successful implementation: Email marketing specialists CRM managers Sales leadership Content teams Prior to getting started, discuss your collective goals and outline any new responsibilities. Invest in training. Luckily, most vendors offer training as a part of your original investment.

Marketing 113

Marketing Webinar Metrics Reachforce Top of Funnel 113

Vengreso

JULY 17, 2020

As an experienced leader in high-tech companies, her expertise spans sales enablement, business development, marketing and engineering in large companies like AMD and Cisco as well as smaller companies such as Gigamon and 8×8. Hang is a global speaker on sales, leadership, and a passionate advocate for women in the workplace.

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

Openview

MAY 11, 2018

To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. Next Gen Training and Development.

Ideal Customer Profile 90

Ideal Customer Profile Hiring Scale Retention 90

SalesLoft

DECEMBER 19, 2017

Sales Leadership and Strategy. Be the best sales leader you can be – learn from the best. Get expert guidance and actionable insights from proven sales leaders behind the fastest growing and best performing companies in the world today. Sales Operations and Systems. Sales Methodology and Mastery.

Hiring 52

Hiring Sales Methodology Conference Face-to-face 52

Salesmate

SEPTEMBER 18, 2020

Here are some of the best sales management books that you should consider reading: 1. Sales management simplified. Mike covers three crucial areas of sales leadership with real-life examples, ethnicity, and honesty- leading, managing, and coaching in this excellent sales management book. Race to Amazing.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Bernadette McClelland

MAY 26, 2018

Register today for “The 6 Hidden Sales Weaknesses that Limit Sales Results” to learn what the 6 sales weaknesses are, how it impacts salespeople, how you can determine whether your salespeople have these weaknesses, and what you can do about it. The 6 Hidden Sales Weaknesses that Limit Sales Results.

Webinar Metrics 143

Webinar Metrics Quota Groups Objections 143

Miller Heiman Group

FEBRUARY 21, 2019

Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. percent higher quota attainment versus those that rely on “gut.”

Hiring 62

Hiring Study Sales Talent Case Study 62

Carew International

AUGUST 8, 2019

In 2018, Apple became the first public company to reach a worth of $1 trillion dollars. Here Are the Sales Leadership Lessons to be Learned. What services and solutions can your sales and customer service teams deliver to clients in order to cultivate extreme customer loyalty? The topic of Apple, Inc.

Policies 50

Policies Loyalty Customer Service Sales Leadership 50

Sales Hacker

DECEMBER 27, 2018

Due to the proliferation of modern sales technology and people’s love of it, I added a new element this time. You know, since it’s extremely apparent that the sales technology landscape keeps growing like wildfire. the 2018 sales tech landscape. I know it’s in our upcoming Sales Engagement book in a big way.

Trends 104

Trends Direct Mail Intent Data Channels 104

The Brooks Group

DECEMBER 26, 2018

A short webinar designed for the busy sales leader who craves quality insight—but needs it in 20 minutes or less. We developed this series to efficiently deliver practical sales leadership tips and strategies that you can apply with your team immediately. NOTE: Our sales training tools are designed to make your life easier.

Webinar Metrics 40

Webinar Metrics Sales Talent Competition Sales Leadership 40

Sales Hacker

JUNE 26, 2019

That man’s name was Dave Kennet, Founder of Replayz — who in previous lives held senior sales leadership positions at Hootsuite, Payfirma, and Buddybuild (acquired by Apple). Those sessions were the inspiration behind the new Sales Hacker video series called Demo-litions , powered by Replayz.

Video 53

Video Negotiation Survey B2B 53

Sales Hacker

OCTOBER 30, 2018

by The American Association of Inside Sales Professionals 2013-2018. Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs. Her company #GirlsClub is dedicated to changing the face of sales leaders.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

MEDDIC

MARCH 11, 2022

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. The MEDDPICC leverage is about using the MEDDPICC ® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Sales Readiness Group

AUGUST 20, 2019

Imagine achieving phenomenal sales growth with no salespeople. Its sales then rocketed to $1.46 billion by 2018. No headaches or expense dealing with hiring, training, managing, and paying sales reps. Impossible? Well, Dropbox , the file storage company, founded in 2007, grew its revenues to $116 million by 2012.

Enterprise 48

Enterprise Enterprise Hiring Referrals 48

Sales Hacker

OCTOBER 5, 2018

Poorly onboarded reps are less likely to perform well, so they may not stick around – and it costs nearly $100,000 to replace the average sales rep. Reps that take too long to ramp can have a difficult time hitting revenue targets – on average, reps spend 10 weeks in training but only become productive after 11 months.

Hiring 81

Hiring Software Software Coaching 81

Women Sales Pros

FEBRUARY 8, 2019

In 2018, I resigned from my sales leadership role with Microsoft to pursue my passion of coaching and developing sales talent. Talk to the person next to you on the plane or on the train. Integrity is everything and will follow you everywhere. Connection – Engage Be passionately curious. It will change your life.

Microsoft 110

Microsoft Face-to-face Lead Rank Sales Talent 110

SalesLoft

MARCH 6, 2018

Over the next two days, 1,000+ business and sales leaders will hear from more than 74 speakers, with timely and relevant presentations balanced across four key learning tracks that include: Sales Methodology & Mastery. Sales Leadership & Strategy. Sales Operations & Systems. Salesloft, Now & Beyond.

Conference 52

Conference Engineering SalesForce Sales Operations 52

Miller Heiman Group

JULY 8, 2019

Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group. While that seems like good news, it’s a lagging indicator—and looking backward, rather than forward, won’t help sales leadership see their future.

Revenue 82

Revenue Hiring Sales Management Lead Rank 82

InsightSquared

MARCH 9, 2020

This International Women’s Day, we’d like to give a shoutout to women leaders in the tech industry, especially those in sales leadership positions. Looking for sales leaders to follow for inspiration and best practices? Fun fact: Hillary wa s a speaker at our Ramp 2018. Jill Konrath. How amazing is that?

Energy 87

Energy SalesForce LinkedIn Decision Maker 87

Sales Hacker

JULY 24, 2019

Women Sales Pros. Women Sales Pros is actively working with companies to attract, hire, and retain more women in their sales teams and sales leadership roles. They’re also focused on education, training, and community. SH: What is unique about Women Sales Pros? But this isn’t just any training.

Revenue 74

Revenue Hiring Networking Face-to-face 74

Alice Heiman

FEBRUARY 28, 2018

Sales Innovation and Digital Transformation in 2018. Leadership in the Age of Digital with Keith Krach , Chairman of DocuSign . The Four Pillars of an Effective Training and Coaching Program with Shari Levitin . Attend the Sales 3.0 Competition is getting tougher. New competitors arrive on the scene continuously.

Conference 69

Conference Trends Negotiation Forecasting 69

Alice Heiman

NOVEMBER 14, 2018

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. But which titles from 2018 are really worth your precious time? Sales Enablement: A Master Framework to Engage, Equip and Empower a World Class Sales Force by Tamara Schenk and Bryon Matthews.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Mereo

DECEMBER 14, 2017

And while you may be considering many points of success and achievement, I’m sure your areas of desired improvement and goals for 2018 are just as long. Whether 2017 was filled with missed quotas or benchmark successes, as the leader of your team, YOU have the power to create change and move into 2018 with positivity and purpose.

Positioning 31

Positioning Face-to-face ACT Quota 31

Crunchbase

MAY 14, 2020

She’s an official contributor to Sales Hacker, and shares her insight and advice with companies across the nation about how to sell over the phone. President and Chief Sales Officer at Sales Pro Insider. She’s an advocate for women in the aviation industry and beyond, and an accomplished sales leader. Nancy Bleeke, MBA.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Factor 8

JANUARY 9, 2020

Sales leadership, marketing leadership, and our customers expect more from our sales departments. The first time I presented the statistic on what percent of customers trust salespeople was somewhere in mid 2018. I call for fewer scripts and more sales training ! The outcome?

Hiring 36

Hiring Call-back Inbound Lead Rank 36

Vengreso

JANUARY 9, 2019

Both are important, but it’s the Eulogy Virtues that are of greatest value when it comes to hiring and training effective sales teams. Because they are the traits that enable sales reps to be agile enough to learn, hustle, and build trust with customers in the fast-paced sales world we live and work in.

Hiring 106

Hiring Sales Process Engineering Quota 106