Nutshell

DECEMBER 5, 2019

Hosted by Outreach—one of the best sales prospecting software tools on the market—their 2020 gathering offers unrivaled networking opportunities, inspirational keynotes from world-class revenue leaders, and targeted coaching and workshops (not to mention all that California sunshine). 2019 cost just $99.

Conference 124

Conference Top of Funnel Networking Hotels 124

Sales and Marketing Management

OCTOBER 15, 2020

Scotty Greenburg, marketing director of Tango Card, a provider of e-gift cards, says some clients that have pivoted to virtual trade shows and online presentations are using gift cards as a thank-you to prospects that attend?—?a Companies are also using Tango cards as incentives to complete training. A 2019 survey.

Incentives 227

Incentives Incentive Face-to-face Survey 227

MJ Hoffman

SEPTEMBER 11, 2018

Most of our colleagues and prospects are coming off of long relaxing vacations and suddenly the pressure is on with only 16 weeks left to sell this year. Many of us in spend the first few weeks of the month deferring to our prospects and giving them space while they “play catch up.” The month of September is strange for us in sales.

Hiring 40

Hiring Forecasting ROI Account 40

Hubspot Sales

MARCH 11, 2019

Alongside coaching, we're focusing on hiring and how employing the same kind of person limits your team, dissuades your prospects, and hurts your business. This is difficult when salespeople don't reflect or understand their prospects. Simply put, your sales team needs to be more diverse if you want your team to grow better.

Hiring 91

Hiring Ideal Customer Profile Customer Hubspot 91

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office. What is Remote Selling?

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Zoominfo

OCTOBER 22, 2019

Prior to ZoomInfo and DiscoverOrg joining forces in 2019, Patrick played a key role in planning many of DiscoverOrg’s annual sales kickoffs — and he’s got plenty of tips to share! We make sure the event is not three days of product training. Let’s get into it. How to Create a Great Sales Kickoff.

How To 182

How To Follow-up Scale Up-Sell 182

Sales Evangelist

NOVEMBER 17, 2019

The value of prospecting Many sales books stress the importance of having closing techniques. The challenges in prospecting Prospecting is uncomfortable, scary, and awkward. Many salespeople hate prospecting because they find it awkward. This episode is brought to you in part by TSE Certified Sales Training Program.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Artesian Solutions

JANUARY 3, 2019

We realise that technology alone cannot transform the way you do business, which is why the Artesian training team has been so vital to improving sales behaviours and ensuring users get ongoing value and return on investment. 2019 will be the year we bring you ARCH, the Artesian Risk and Compliance Hub. Don’t just take our word for it.

Lead Rank 40

Lead Rank Lead Scoring Banking Scale 40

Sales Hacker

DECEMBER 28, 2018

Bad sales conferences just feel like a huge waste of time away from you prospects. To save you from that horrible fate, we put together our top 10 list of sales events in 2019 that we’re most excited about, in chronological order. Needless to say, we are curious to see how the 2019 version of the summit will play out.

Conference 74

Conference Account Based Marketing Inbound Outbound 74

Sales Hacker

MARCH 5, 2019

The Sales Hacker Top 50 Award Categories for 2019 Are: Sales Development. He took the team to a whole new level with his hiring and training policies.”. Caroline consistently demonstrates adaptability in her Sales Training process; whether within the context of people, environment or product. Let’s celebrate that!

Hiring 108

Hiring Ideal Customer Profile Scale Lead Rank 108

Close.io

JUNE 24, 2019

Sales development training: Build the skills of your team. Lead scoring models may differ a little depending on the company and industry, but in general, points are given based on different attributes and behaviors of the prospect. But just getting in touch with prospects can take up huge amounts of time and resources.

Outsourcing Services 91

Outsourcing Services Lead Rank Hiring Sales Qualified Lead 91

Mereo

APRIL 16, 2020

Ineffective Training. Many organizations commendably commit to regular sales training, but their programs are often mainly online. Salespeople are not engaging with training content as they go through modules as well as they would in-person, active and interfacing with other people. Sales training is never a once and done event.

Sales Enablement 81

Sales Enablement Revenue Face-to-face Ideal Customer Profile 81

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 228

Referrals Scale How To Lead Rank 228

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. The ICP defines your most valuable customers and prospects who are also most likely to buy. Marketers have insight into prospects’ pain points. Prospecting.

Ideal Customer Profile 83

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 83