Crunchbase

JANUARY 26, 2021

Over the last few decades, we’ve seen the rise of everything from e-commerce, to virtual reality sales. 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. Here’s what we discovered for 2021.

Trends 98

Trends Social Media Discount Decision Maker 98

Zoominfo

AUGUST 5, 2021

That’s why putting plenty of focus on sales enablement will be crucial for 2021. Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. It’s about helping your sales organization do what they do best.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Hubspot Sales

OCTOBER 28, 2020

HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets this year — a significant trend that can’t continue if their businesses are going to survive. It’s time to rewrite the sales leadership rulebook. Continue reading to learn what sales leaders should prioritize in 2021.

Hiring 102

Hiring Promotion Lead Rank Ideal Customer Profile 102

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Predictable Revenue, sales hacking, and now account-based everything has massively impacted the sales profession over the last 10 years. 5 Sales Readiness Group (SRG) – Comprehensive Selling Skills.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Hubspot Sales

NOVEMBER 17, 2020

When it comes to CRM, successful sales teams have automated parts of the sales process using the data flowing through the tool. When we compared over-performing and underperforming sales leaders, we noticed a 61% vs. 46% spread of whether or not they said they were using automation. All while trying to hit their numbers.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Understanding the Sales Force

DECEMBER 6, 2021

There are two articles that I post each and every December. This is the first - the top articles of the year - and later this month I will post my annual Nutcracker edition which I have been doing since 2011. There are several criteria for choosing the top articles of the year, including, but not limited to: Views (Article).

Sales Leadership 156

Sales Leadership Twitter LinkedIn Influencer 156

Bigtincan

NOVEMBER 2, 2021

Reps can directly search for content within Outlook and quickly insert it into an email that can either be sent internally (for another rep to quickly reference a particular sales training) or externally (to clients to further the sales process, such as a customer testimonial). This data is filtered by: Sales rep by activity.

Comparison 105

Comparison Software Software Hiring 105

Chorus.ai

JANUARY 29, 2021

That’s why putting plenty of focus on sales enablement will be crucial for 2021. Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. It’s about helping your sales organization do what they do best.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. Let’s go over how those top-performing sales reps met their goals. Sales Management Tools. 18% said they performed worse than their goals.

Social Media 104

Social Media Trends Sales Enablement Report 104

Zoominfo

JANUARY 23, 2021

Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process. With the help of this article, you can get your reps on a prospecting schedule, automate efficient processes and hone your prospecting efforts to ignite your sales process.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Hubspot Sales

NOVEMBER 18, 2020

Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 61% of over-performing leaders use their CRM to automate parts of their sales process , vs. 46% of underperforming leaders. Sales Leader Priorities. Sales Leader Priorities.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Highspot

DECEMBER 2, 2021

September 10, 2021). Explore this opportunity: formulate a top-tier talent strategy by deepening your involvement in the talent acquisition planning processes. Empower Your Sales Managers. September 10, 2021). September 10, 2021). September 10, 2021).

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Trying to Reinvent the Sales Wheel.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Vengreso

JANUARY 13, 2023

From paid advertising to buying their own books, every sales author is doing all they can to get their book to the top of the list. I published this list in 2019 with 33 books, added 17 new books for the 2020 edition, and now another 5 for 2021/23. What selection process did I use to find the best sales books?

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Allego

FEBRUARY 2, 2021

Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. Giving these salespeople the chance to explain their challenges and frustrations opens a discussion and helps the manager provide coaching and other resources to help them succeed. Learn More.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Zoominfo

SEPTEMBER 14, 2021

More Time to Gather Insights Conversation intelligence provides reps with a deeper understanding of sales calls by recording, transcribing, and analyzing these meetings to deliver AI-based insights. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 130

Data Scale SalesForce Forecasting 130

Janek Performance Group

OCTOBER 22, 2021

I have seen many sales organizations that make the costly mistake of over-relying on technology in an effort to solve their most pressing sales challenges. A 2021 poll by LinkedIn found 65% of sellers believe they put the buyer first, but only 23% of buyers agree with that statement. Not the most effective solution.

Top of Funnel 118

Top of Funnel Exercises Sales Technology Churn 118

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. 2021, February 17).

Study 84

Study Face-to-face Policies Sales 84

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

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. million workers left their jobs in 2021 — 70% of them voluntarily.

Hiring 79

Hiring Compensation Salary Retention 79

Allego

SEPTEMBER 8, 2022

And in 2021, LinkedIn saw a 55% increase in conversations among connections. Art & Science of Complex Sales by George Brontén , CEO & Founder, Membrain.com. Recent articles: How to Avoid these Sales Process Traps, 8 Simple Steps to Design Your Sales Process for Complex B2B Sales, Is Your B2B Sales Process Dead or Alive?

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

InsightSquared

MARCH 25, 2021

First, a bit of grounding on two key meetings within your sales management system: forecast reviews and funnel reviews, and more importantly, the differences between them. . Here are a few best practices to break this cycle and improve the throughput of your sales teams. . Assess the cadence of your sales management system.

Top of Funnel 71

Top of Funnel Funnel Revenue Forecasting 71

InsightSquared

MARCH 5, 2021

Additionally, we as leaders tend to give our best reps the latitude of poor funnel management habits because we trust them, and more importantly, we need them focused on closing deals. Yet, we are failing the rest of our teams when we do not have access to the sales strategies and activities. . Getting Started with Activity Capture .

Forecasting 62

Forecasting Data Revenue Analytics 62

Alice Heiman

MARCH 16, 2021

March 11th, 2021 marked the one-year anniversary of COVID-19 shutdowns. Many organizations quickly saw the benefits of remote work and have opted to keep this through 2021 and for the foreseeable future. As CEO, it’s critical to always be thinking about how you can improve the sales process for employees.

Cancellation 147

Cancellation Video Guidelines Face-to-face 147

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain should also be closely connected to sales effectiveness. Selling challenges directly linked to sales readiness.

Hiring 66

Hiring Study Survey Sales Leadership 66

Sales and Marketing Management

DECEMBER 14, 2020

A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

JUNE 8, 2021

Some companies offer account managers a base salary, while others include commission sharing for the clients you help nudge to a sale. In 2021, the average base salary for an account manager. If you're considering a sales career, an account manager role is ideal if you enjoy building lasting relationships.

Hiring 107

Hiring Salary Top of Funnel Commission 107

Vendor Neutral

JUNE 15, 2021

Can Drive Massive Growth For Your B2B Sales Organization. July 15, 2021 1 pm EST 10 am PST Webinar. A Customer-Centric Framework Can Drive Massive Growth for Your B2B Sales Org. Craig is also on the Sales Enablement Society Board of Directors a non profit organization and manages the salesenablement.com community site.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

Partners in Excellence

NOVEMBER 22, 2020

Pundits, guru’s, “thought leaders,” continue to look for next year’s model—what are the sexiest techniques, tricks, methods for 2021, 2022? Related Posts: Tilting The Revenue Curve Perhaps Artificial Intelligence Really Is What If Sales Enablement Is A "Rotational Assignment?" 'Tis

Fashion 109

Fashion Face-to-face Sports Consultative Selling 109

Allego

SEPTEMBER 17, 2020

You need a long-term plan that will take you into 2021. Virtual sales teams also need the ability to access key information while they’re on the go, share best practices, and learn as they go from subject matter experts. For everyone used to sitting down with a prospect, it’s new territory. Content: Useful and Relevant.

Collateral 147

Collateral How To Video Face-to-face 147

Vendor Neutral

JULY 16, 2021

August 12, 2021 1 PM EST 10 AM PST. Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. Selling leadership – Showing sales teams and sales managers what it takes to be seen as a sales leader. Sales motivation – Preparing the salesperson to win.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Hubspot Sales

DECEMBER 16, 2020

I interviewed seven sales leaders from across the country to better understand how they overcame the challenges of 2020, what challenges they expect to encounter in 2021, and how they recommend readers combat both. Mintis Hankerson is a Senior Sales Manager at HubSpot.

Real Estate 137

Real Estate Face-to-face Forecasting Hubspot 137

criteria for success

DECEMBER 8, 2021

There's no better time to think ahead than now, as we begin to wrap up 2021 and are reflecting on the past year. I was recently meeting with a client, and the CEO expressed a little frustration at some of the sales team’s performance. The Ultimate Guide to Setting & Achieving Sales Goals. Download Now.

Webinar Metrics 94

Webinar Metrics Follow-up Sales Goal eBook 94

Sell Integrity

MAY 13, 2021

What are the traits of a great salesperson in 2021? Many sales leaders are grappling with this question as they navigate today’s rapidly evolving selling landscape. Coming into the year, only 6% of Chief Sales Officers said they were extremely confident about their team’s ability to meet or exceed revenue goals.

Customer 82

Customer Negotiation Lead Rank Lead Scoring 82

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. Sales Funnel Stages.

Top of Funnel 98

Top of Funnel Funnel Pipeline Decision Maker 98

Crunchbase

MARCH 1, 2023

She managed to bring in the first five customers — not an easy task at a new startup — and built credibility among Techstars executives who selected Flyte as one of the top 10 companies that went through the accelerator program. In 2021, she closed $3.3 million in ARR and was named Orum’s Sales Rep of the Year.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

The Digital Sales Institute

DECEMBER 14, 2020

Sales Tips for 2021 and Beyond. Some sales tips for 2021 and beyond as we ponder some important questions. It goes without saying that 2020 shook the sales world and a new reality was born. As the sales skill needs of business evolve, so too does the sales force. Sales Tips for 2021 and Beyond.

Buyer 98

Buyer Social Selling Competition Sales 98