Sandler Training

APRIL 9, 2021

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. The post Sandler Research Center Asks: Which Industries Have Done the Most to Adapt to a Remote Selling Environment?

Research 64

Research Industry Survey Training 64

Sell Integrity

MAY 12, 2020

By focusing on helping salespeople have more productive, client-focused conversations and get better outcomes from their conversations, the sales enablement function can play a pivotal role in driving revenue this year. Start With Defining Sales Enablement. Sales Enablement Strategy: 2020 vs. 2019.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

Miller Heiman Group

FEBRUARY 25, 2020

Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future. How Sales Organizations Can Improve Hiring Decisions.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

The Pipeline

SEPTEMBER 9, 2020

Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. As a sales professional, you know everything counts and there are no second chances for a first impression. SPECIAL OFFER FOR CLUB MEMBERS.

Course 235

Course Hiring Video Discount 235

Showpad

JANUARY 9, 2020

Start 2020 out on the right foot with the latest Sales and Marketing news. 5 Steps to Generating ROI with B2B Content in 2020. 68% of B2B buyers prefer to research purchase decisions online. Getting Ready for 2020: 4 Sales Enablement Trends You Should Have on Your Radar. Happy New Year! Here’s how.

Sales Enablement 40

Sales Enablement Trends B2B ROI 40

Salesmate

JULY 28, 2020

Learn various strategies to effectively manage sales and close deals faster. 25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals. Get this sales book on Amazon .

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Alice Heiman

MAY 12, 2023

She has an MBA in Strategy from the prestigious University of Michigan-Ross School and is a renowned Community leader serving on the Boards of 4 nonprofits: MAI Family Services, Michigan Crisis Services, Pioneer Medical Research, and Interfaith Leadership Council of Metro Detroit.

Microsoft 75

Microsoft Hiring Nonprofit Scale 75

Alice Heiman

MAY 11, 2023

She has an MBA in Strategy from the prestigious University of Michigan-Ross School and is a renowned Community leader serving on the Boards of 4 nonprofits: MAI Family Services, Michigan Crisis Services, Pioneer Medical Research, and Interfaith Leadership Council of Metro Detroit.

Hiring 75

Hiring Microsoft Nonprofit Scale 75

Showpad

OCTOBER 9, 2020

Showpad just hosted the world’s largest sales enablement conference. This post will recap TRANSFORM 2020 keynotes, breakouts and sessions and give you some new ideas about sales enablement you can put into practice right now. Customer knowledge lives in your CRM systems, surveys, meeting notes, market research and excel sheets.

Hiring 40

Hiring Sales Enablement Lead Rank Enterprise 40

Crunchbase

MAY 14, 2020

Update: June 26, 2020. This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” We realize, after speaking with several sales leaders, that this methodology excluded some of the most impactful sales leaders, especially those from underrepresented backgrounds. Nathalie Marchino.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Sales and Marketing Management

DECEMBER 14, 2020

Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development. Buyers have increasingly embraced completing their own research for years.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Keith Rosen

NOVEMBER 12, 2019

We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.”.

Resources 59

Resources Sales Goal Pivotal How To 59

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. Recognizing that sales managers are the most stressed.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Adaptive Business Services

JULY 8, 2020

In the last few weeks, many sales managers are deciding whether their teams should return to the office or stay home. Current research says that remote teams are more productive and more cost-effective than their in-person counterparts. Yet, as sales managers, is the team’s goal to sit at their desks or meet their sales targets?

Intent 118

Intent Lead Rank Call-back Benefit 118

ExecVision

NOVEMBER 21, 2019

To meet those targets, sales and contact center leaders need to look at everything from their technology stack to current customer experience benchmarks. For teams that want to go head-to-head with the competition and grow in the market, there are 10 priorities for sales leadership to focus on for 2020: A Strong Coaching Culture and Program.

Hiring 40

Hiring Top of Funnel GoldMine Coaching 40

No More Cold Calling

MARCH 25, 2021

Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Thanks to Todd Caponi’s diligent research. She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. Download the eBook now to find out what I mean.

Hiring 379

Hiring eBook Cold Calling Scale 379

Janek Performance Group

DECEMBER 29, 2021

If 2020 was the year of the pandemic, 2021 was the year sellers adapted and turned the tide. Like in a post-apocalyptic movie, sales heroes valiantly fought a formidable foe, developing and broadening their skills to combat the challenges of uncertain markets, supply-chain chaos, rising inflation, and the great resignation.

Trends 118

Trends Training Retention Face-to-face 118

Hubspot Sales

DECEMBER 15, 2020

How did your leadership priorities change in 2020? If you started paying more attention to the sales enablement needs of your organization, you’re not alone. Crayon defines sales enablement as providing our account executives with the resources and content they need to win more deals. Don’t wait to give feedback.

Sales Enablement 124

Sales Enablement Revenue Top of Funnel Hiring 124

Miller Heiman Group

JULY 8, 2019

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. Recent research by Bain and McKinsey, both published in the Harvard Business Review, analyzed companies that came out strongest in this century’s prior recessions.

Revenue 82

Revenue Hiring Sales Management Lead Rank 82

Crunchbase

JANUARY 26, 2021

While it’s impossible to predict what 2021 and the years beyond may bring to sales, assessing the confusing marketplace in 2020 does give us some useful insights to use as a launchpad. The number of touchpoints necessary to transform a cold lead into a completed sale is evolving, which means a lot more pressure for today’s agents.

Trends 98

Trends Social Media Discount Decision Maker 98

Zoominfo

SEPTEMBER 10, 2020

Learn 12 Ways to Handle Sales Pressure and make sure you #hityournumber this quarter! link] — ZoomInfo (@ZoomInfo) March 30, 2020. How Sales Dialers Help Close Deals Faster. Sales dialers save you time and take out the chance for manual error. Dialers = Deals.

Closing 264

Closing Call-back How To Outbound 264

InsideSales.com

MARCH 3, 2021

NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. We’ve spent months curating content, keynotes, and breakouts that are catered to the new landscape of sales. How have the events of 2020 changed the world of sales?

Conference 94

Conference Hotels Lead Rank Lead Scoring 94

The Spiff Blog

SEPTEMBER 1, 2022

Nearly 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management ( source ). More than 40% of surveyed sales leaders missed revenue targets in 2020 ( source ). 58% of sales teams said that they will increase the size of their workforce in the next year ( source ).

Compensation 81

Compensation Salary Incentives Incentive 81

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Hubspot Sales

MARCH 8, 2023

Job growth as a travel agent is expected to increase by 20% from 2020-2030, much faster than most other industries. About 7,500 openings for travel agents are projected each year, on average, over the decade. Many of those openings will stem from the need to replace workers who transfer to different occupations or retire.

Decision Maker 94

Decision Maker Pharmaceuticals Salary Travel 94

Nutshell

MAY 12, 2020

Nutshell’s BOUNDLESS 2020 event was full of incredible insights from legends in the fields of sales, marketing, and customer success. She now hosts the award-winning podcast, Conversations with Women in Sales. 94% of B2B buyers research products online before making a purchase. LEARN MORE.

Buyer 71

Buyer Prospecting How To Lead Rank 71

Gong.io

MARCH 17, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Samantha and our sales manager sat down and dialed into the call. .

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Revegy

APRIL 21, 2021

You may not be in the field capturing those sales, but you are responsible for helping your team reach their quota. And post 2020, you’re likely dealing with some major adjustments to your pipeline, staff, and more. Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership.

Face-to-face 85

Face-to-face Compensation Webinar Metrics Motivation 85

Sales and Marketing Management

DECEMBER 14, 2020

Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development. Buyers have increasingly embraced completing their own research for years.

Demand Generation Targets 120

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

Mindtickle

MAY 20, 2021

Call AI collects and analyzes data across all aspects of readiness – all in one place, giving sales leaders the unique ability to understand readiness levels, knowledge gaps and skill improvements for each seller. Unlock the skills that drive successful sales interactions . 50% reduction in new rep ramp time in 2020.

Conversion 98

Conversion Lead Rank Lead Scoring Remedy 98

Sales Hacker

APRIL 18, 2023

Here’s why Statistics: Video pitches vs. resumes How to make a video pitch Video pitch + follow-up cadence Real success stories Hone your mindset My story: How I landed an 80% interview rate with 0 sales experience It was early 2020. I had no official sales or business experience. Prove you did your research. Be genuine.

Video 78

Video Hiring Follow-up Lead Rank 78

Richardson

NOVEMBER 18, 2020

This new reality presents challenges for sales managers and learning leaders because an investment in virtual sales training requires one to assign financial value to something that is intangible. Despite this challenge, new research is strengthening arguments that support these kinds of investments.

Training 52

Training How To Analysis Research 52

Mindtickle

APRIL 13, 2021

Per G2 , sales reps that go through the best sales onboarding programs are productive 3.4 Research from CSO Insights found that effective onboarding services that meet or exceed expectations can improve quota attainment by 16.2%. According to Xerox, via Hubspot , 84% of sales training is forgotten within the first three months.

Hiring 52

Hiring Report Hubspot Retention 52

Allego

MAY 31, 2022

Best Practices for Leading Virtual Sales Teams. Since 2020, the idea of how to adjust selling skills and methodology has been evolving. In 2020, when the pandemic first hit, sellers took their skills, knowledge, and methods and moved them online. No sales manager has time to go back and listen to hours of calls,” Basiliere says.

Face-to-face 62

Face-to-face Consumer Buyer Coaching 62

Pipeliner

FEBRUARY 26, 2023

Remember the days when sales managers routinely scolded sales reps for being in the office? And while sales reps may long for the good old days of “walking the halls”, research shows that buyers feel differently. Executing on these basics fortifies your position in advance of any type of sales call.

Account 52

Account Face-to-face Sports Scale 52

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100