Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

Sales Management 196

Sales Management B2B Fashion Call-back 196

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? The impact of social selling on the sales process is something salespeople and especially sales management can struggle with. As we enter the Sales 3.0 The Social Selling Training Course.

Social Selling 59

Social Selling Course Training Social Media 59

Emissary

AUGUST 16, 2022

Sales enablement functions can serve organizations in multiple ways, from helping to craft the content sales teams need at each point in the funnel to training and coaching individuals. Depending on your objectives, there are some excellent tools and services to help you get there. 1 – Highspot . 1 – Highspot .

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

Braveheart Sales

JUNE 29, 2021

Since only 13% of salespeople are purely motivated by extrinsic reasons – which could either be money OR recognition and other non-monetary rewards, it is safe to assume that there are some people on your sales team that will not go to the mat JUST for the money. Accountability Planning. Here’s Where to Begin.

Compensation 64

Compensation Account Salary Motivation 64

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

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Account Ideal Customer Profile Strategy Revenue 52

Sales and Marketing Management

DECEMBER 1, 2020

The truth is that poor performance from sales reps can be linked directly to the training their sales managers have received. Answering yes to any of the following questions suggests that you need to step up the training of sales managers at your company. Do your sales reps lack credibility in the marketplace?

Training 326

Training Hiring How To Coaching 326

Pipeliner

OCTOBER 16, 2020

Winning business with a major account is a significant achievement that brings new revenue and profit. But with enterprise accounts, the win is just the beginning. In the survey, sales respondents worldwide were asked, “What percentage of your sales team’s time is dedicated to client retention versus pursuing new business?”.

Enterprise 59

Enterprise Enterprise Account Apparel 59

Zoominfo

FEBRUARY 5, 2024

Every business dreams of a pipeline of well-qualified inbound leads that land in their sales team’s laps. The reality, of course, is that go-to-market teams still need to take an active role in pushing their companies to new heights of growth. Account executives (AEs) : At the bottom of the funnel, account executives close deals.

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Gong.io

DECEMBER 30, 2022

For example, instead of saying that you want to bring in new clients or boost profit margins, you might say something like, “We’ll close more accounts with cold calls.” Specificity is a good start, but you’ll want to quantify your sales objectives. This will enable you to benchmark performance and track progress toward your sales goal.

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Objections Examples Ideal Customer Profile Sales Management 62

Sales Hacker Training

MARCH 14, 2023

Here’s a list of the best lead generation tools on the market today. These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. We’ve broken down the best lead generation tools into four distinct categories. 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

Understanding the Sales Force

NOVEMBER 13, 2018

94% of sales managers are optimistic about their salespeople. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Unfortunately, a lot of sales managers choose the second option.

Hiring 306

Hiring Quota Objections Influencer 306

Pipeliner

MARCH 5, 2018

I’ve always maintained that a truly great person responsible for a team of sales professionals doesn’t “manage” at all. Traditional sales “managers” spend their time enacting what the sales discipline prescribes. how to manage their sales funnel more productively. how to author a good sales proposal.

Sales Management 90

Sales Management Top of Funnel Loyalty Lead Rank 90

Zoominfo

DECEMBER 16, 2020

And because of that, they’re left with unanswered questions, like: “Does someone on my team already own this account?” “Do From a rep’s perspective, there’s nothing worse than finding that perfect prospective account on LinkedIn. And, of course, it turns out the account is owned by a peer. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Steven Rosen

MARCH 25, 2021

Increasing sales productivity and positivity. Increasing accountability. Designing sales compensation and recognition programs. Turning the sales strategy to organization action. Improving sales force effectiveness. Developing a great sales management team. Executing marketing plans with excellence.

Networking 245

Networking Groups Hiring Travel 245

BrainShark

MAY 13, 2024

Sales Scorecards are a powerful tool for tracking learning and coaching progress, correlating training to sales results, comparing individual to group performance, and more. Recommending the next training for a learner to take based on completion of another course. But that’s just scratching the surface.

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Follow-up Course Groups Remedy 62

Partners in Excellence

NOVEMBER 28, 2022

We provide training, tools, content to reduce their ramp time. Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Training on the tools they need to use to support doing the job.

Hiring 115

Hiring Forecasting Coaching Training 115

Pipeliner

MARCH 4, 2019

Winning a new large account costs up to 20 times more than keeping a current one. Most organizations, though, aren’t structured with account retention frameworks. Being responsive, of course, is important to all clients. Knowing intimately what matters most to each major account is vital. The statistics are compelling.

Retention 60

Retention Account Enterprise Enterprise 60

Anthony Cole Training

JANUARY 30, 2012

accountability (1). building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). open ended sales questions (11). Sale Process (2).

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Highspot

MARCH 12, 2024

They receive one unified message from enablement that’s then reinforced by the other GTM leaders and frontline sales management. Speaking of sales management, they’re the key to driving the adoption of any enablement initiative. What are sellers typing into those text boxes?

Scale 115

Scale Engineering Maximizer Lead Rank 115

Allego

APRIL 23, 2019

Behind every good salesperson is an effective sales manager who mentors, coaches and supports – that’s the goal, anyway. But most people aren’t born sales managers; often, they move up the ranks from top performing sales rep to a leadership role, so they typically need guidance and training.

Coaching 54

Coaching Sales Management How To Face-to-face 54

Adaptive Business Services

JANUARY 24, 2024

Today we have electronic tools. Of course, things can get complicated when you are juggling 100’s of clients, prospects, and active deals. What are some of the general company benefits from a well managed CRM … Increased revenues. What are some of the challenges being faced by sales managers that a good CRM can solve?

CRM 71

CRM Revenue Company Hiring 71

Anthony Cole Training

SEPTEMBER 26, 2011

accountability (1). building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). open ended sales questions (11). Sale Process (2).

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

MEDDIC

FEBRUARY 23, 2024

A Time Limited Offer You Can’t Refuse Earlier this month, we at MEDDIC Academy soft-launched Infinite Sales Leadership , a groundbreaking course designed to redefine the essence of sales leadership in the modern era. It focuses on leveraging the MEDDPICC methodology to enhance team performance and sales execution.

Sales Leadership 52

Sales Leadership Hiring Guidelines Course 52

Sales 2.0

MAY 15, 2023

Dave is also the author of the “ Sales Manager Survival Guide.”​ We’ve set up sales processes so we manage our customers through a type of assembly line. But now these new AI tools have the potential to free us up to be more human , which is really what helps our customers the most.”

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Ideal Customer Profile Up-Sell Buyer Survey 221

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Emissary

SEPTEMBER 20, 2022

Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Sales enablement teams are realizing that traditional training courses aren’t enough for effecting behavioral changes. Adopt Tools That People Love to Use.

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Sales Enablement Strategy Hiring Face-to-face 130

Janek Performance Group

MARCH 15, 2024

The Pygmalion Effect in B2B Sales Of course, sales is a dynamic and competitive profession. Of course, high standards alone are not enough. Sales leaders should consider the following: Communication Inspiration Enablement In the same LinkedIn research, strategic clarity is key. Of course, it’s never that simple.

Coaching 62

Coaching Film B2B LinkedIn 62

Anthony Cole Training

MAY 19, 2011

accountability (1). building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). open ended sales questions (11). Sale Process (2).

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

LevelEleven

MAY 17, 2018

Q & A with Derek Wong, Geopointe Sales Development Supervisor. Many modern sales teams are implementing a Sales Management System that integrates with their CRM in order to motivate, engage, and coach their teams around the behaviors that support their business goals. We’re in sales and salespeople like incentives.

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System Sales Management Benefit Scale 64

Steven Rosen

MARCH 29, 2016

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa shared her vision of building a world-class sales organization and asked me where she should start. Lisa was intent on developing her sales management team.

Hiring 174

Hiring Coaching Case Study Training 174

Anthony Cole Training

AUGUST 29, 2011

accountability (1). building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). open ended sales questions (11). Sale Process (2).

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What is inside sales?

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Inside Sales Face-to-face Hiring Outside Sales 52

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. ” Alternatively, it’s marketing’s fault, “We aren’t getting enough inbound!” But there are tools for that!

Coaching 112

Coaching Lead Rank Pipeline Data 112

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Sales reps are often most receptive to learning from each other.

Coaching 241

Coaching Video Hiring Trade Show 241

Janek Performance Group

DECEMBER 27, 2023

Here are ways to enhance your customer’s experience and avoid the Tragedy of the Commons in sales: Culture A sales organization doesn’t become customer-centric by accident. Of course, you need products. You also need sales. And it’s not just sales managers and BDRs. Of course, sales success is important.

Hiring 62

Hiring Scale Survey Course 62