Zoominfo

JANUARY 23, 2021

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. For the B2B sales rep, social media channels like LinkedIn and Twitter are a gold mine for connecting with potential leads. Automate Manual Processes.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

Vengreso

JANUARY 28, 2022

Sales leaders can improve sales engagement by giving their teams the tools that provide the right analytics and platforms to engage with the customers to grow their sales pipeline. This article serves as a primer on sales engagement and a guide to the best sales engagement platforms to use.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. What does it mean for B2B sales managers as they strategize for 2021? Read Brennan's article here.). “If

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Pipeliner

MAY 12, 2021

While sales automation delivers tons of benefits, many sales executives are still not aware of the sheer depth automation brings through the wide range of sales subtasks, nor of the treasure they can unearth. Eventually, it’ll help you close more sales faster, thus, massively increasing your revenue. But don’t worry!

Sales Automation 98

Sales Automation Social Media Ideal Customer Profile Channels 98

Nutshell

MARCH 19, 2024

This article puts the spotlight on what sales productivity means, why it’s crucial, and strategies you can employ to take your team’s productivity from 0 to 100 fast. Table of Contents What is sales productivity? Why is sales productivity important? DOWNLOAD Ready to become a better sales leader?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Sales Hacker

NOVEMBER 3, 2022

Which is why today’s winning leaders implement strategies that accelerate pipeline and empower their reps to find success, no matter where the sale occurs. In this article, I’ll unpack the playbook for winning in the new world of hybrid sales. There are more tools available to sales teams today than ever before.

Examples 85

Examples Strategy Face-to-face Lead Rank 85

Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Sales Hacker

DECEMBER 30, 2020

Here are the 15 most important sales statistics every salesperson should bookmark today. Best Sales Statistics to Know in 2021. Sometimes you just don’t have time to read an entire article. That’s why we went ahead and pulled out the five most important sales statistics and listed them here. Short on time?

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Crunchbase

JUNE 23, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Data shows that e-commerce sales are expected to reach $6.54

Scale 52

Scale Face-to-face Software Software 52

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Hubspot Sales

JUNE 6, 2018

It’s a formula stating that 80% of sales are made by 20% of sales reps, and it sometimes seems as immutable as a law of physics. Sales managers and business leaders try to move the ratio with training, but up to 87% of training content is forgotten within a few weeks. Coaching is no solution either.

Hiring 86

Hiring Face-to-face Channels Hotels 86

Hubspot Sales

FEBRUARY 21, 2020

Though feelings of burnout when working in sales are common, they can be alleviated, and can provide valuable learning opportunities to help sales managers create healthier work environments. They don’t have the right tools. By decreasing administrative strain on your sales team, you’ll remove a major cause of burnout.

Hiring 132

Hiring Lead Rank How To Hubspot 132

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

Distribution Pricing Journal

OCTOBER 9, 2023

Our recent article, “ Can Distribution Pricing Managers Work Remotely? ,” was clearly a hit. So far it has been the most viewed article of the last four weeks. At the risk of alienating some of our sales managers in our audience – bear with us – pricing managers don’t always trust direct feedback from individual reps.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Anthony Cole Training

JANUARY 14, 2015

Dave is truly a subject matter expert when it comes to hiring better sales people (link to our site), assessing sales organizations to answer 17 critical business questions (link to his site for download of sample) and he is an expert at helping sales managers get their sales professionals to sell more, more quickly at higher margins.

Face-to-face 120

Face-to-face Twitter Social Selling Hiring 120

Act!

APRIL 25, 2024

That’s what adding personalization to your sales outreach efforts can do. In this article, we’ll dig deep into the importance of personalization in sales outreach and outline practical ways to help you get started. Did you just find out that they host a podcast on their company’s YouTube channel?

Social Media 52

Social Media How To Case Study ACT 52

Nutshell

MARCH 15, 2024

This article explores the benefits of creating a lead nurturing process, the different stages of that process, and the ideal tools for a successful lead nurturing campaign. DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Hubspot Sales

NOVEMBER 28, 2023

Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. The result? Messages hit home every time.

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Hubspot Sales

NOVEMBER 17, 2020

Most companies opted either for a purely inside sales model, where reps primarily sell remotely, or a purely outside sales model, where field sales reps broker face to face deals. Instead, it was how teams used the tools that made the difference. Recognizing that sales managers are the most stressed.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Janek Performance Group

NOVEMBER 8, 2023

The future of sales lies in amplifying human capabilities with automation, not replacing them. It demands upskilling and adaptability, ensuring sales professionals not only survive but thrive in this automated era. This article explores the changing relationship between sales professionals and sales AI.

Analysis 62

Analysis Scale Lead Rank Lead Scoring 62

The Spiff Blog

OCTOBER 19, 2023

AI is currently being used or explored by 77% of organizations ( source ), and the ability of AI-powered tools to enhance your sales comp strategy has evolved leaps and bounds over the past year alone. In fact, you can revolutionize nearly every facet of your sales comp strategy with the help of the right tools.

Compensation 83

Compensation Incentives Incentive Commission 83

Zoominfo

JUNE 12, 2019

Jeb is also a renowned author, having written eight hard-hitting books on sales development, including the best-selling, Sales EQ: How Ultra-High Performers Leverage Sales Specific Emotional Intelligence to Close the Complex Deal. Our list wouldn’t be complete without world-renowned sales strategist, Tiffani Bova.

Influencer 188

Influencer B2B Social Media Twitter 188

Hubspot Sales

SEPTEMBER 1, 2023

In this article, find the ethical concerns and best practices for using AI. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically. Yet, only 14% strongly agree that they are confident that the information generative AI tools like ChatGPT provide is accurate.

Training 94

Training Policies Guidelines How To 94

Sales Hacker

JUNE 23, 2021

What, you didn’t have time to watch that webinar replay in between reading those two articles you’ve had open in a tab for three days? There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Sales enablement.

Top of Funnel 79

Top of Funnel Webinar Metrics Hubspot Cold Calling 79

Gong.io

JULY 5, 2022

The B2B sales funnel is a popular method for modeling this journey. In this article, we‘re going to break down a few of those arguments and explore whether the B2B sales funnel is still a useful model. They represent the stages salespeople go through from lead to sale. Awareness . Image Source ).

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . One of the new approaches we’re taking with sales organizations is Business Guidance Selling.” .

Influencer 82

Influencer Marketing Face-to-face Retail 82

Pipeliner

JUNE 20, 2018

Jason Jordan, Judy Frank, and Bruce Wedderburn are interviewed by John Golden to Do’s and Don’ts of Pipeline Management and help you get the most out of this vital tool. Jason Jordan is a partner at Vantage Point , focusing exclusively on sales manager training, and is a recognized thought leader in B2B sales.

Pipeline 58

Pipeline Distribution Direct Sales Team Channels 58

PandaDoc

OCTOBER 30, 2023

It’s one reason that interoffice sales games have become a go-to strategy in most major organizations. In this article, we’ll take a closer look at sales gamification, why it works, and what you can do to gamify your sales process and increase your revenue. Let’s jump in!

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Sales Hacker Training

MAY 20, 2020

If done right, these two powerful tools provide benefits across your entire organization, including: A better understanding of the target customer. Improved communication between sales, marketing, and product. Building the Sales Enablement Function. Reduced confusion about messaging and execution. There’s no getting around that.

Competition 132

Competition Sales Enablement Analysis Lead Rank 132

Fill the Funnel

SEPTEMBER 18, 2012

While Google recently announced that there are over 400 million Google+ users , it is still one of the least understood web tools on the planet. For group meetings up to 10 people, you have available and powerful tools like screen sharing and Google Docs. Your hangout video is shared publicly on Google+ and on your YouTube channel.

Google 115

Google Trade Show Ideal Customer Profile Video 115

Hubspot Sales

FEBRUARY 16, 2022

To create a sales hook, you'll want to start by researching the customer — including their unique challenges, pain points, and needs. HubSpot Sales Manager Alex Santangelo recommends speaking in the prospect's language. For instance, let's say you're pitching a social media tool. Do your customer research.

Hubspot 129

Hubspot Social Media Churn Sales 129

Pipeliner

JULY 29, 2023

Artificial Intelligence (AI) is revolutionizing the sales landscape, offering businesses unprecedented opportunities to enhance their sales processes and achieve remarkable results. AI-Driven Lead Generation One of the most crucial aspects of sales success lies in identifying and nurturing high-quality leads.

Scale 52

Scale Lead Rank Lead Scoring Sales Forecasts 52

Partners in Excellence

DECEMBER 17, 2018

” The article presents a few points of view that reinforce that. How do we structure the sales organization to be most efficient? But dive into the research more deeply, what it really tells you is that buyers are agnostic on channels. They have no preference of digital, sales, or any other.

Sales Talent 88

Sales Talent Face-to-face Channels Buyer 88

Crunchbase

AUGUST 19, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . Use tools and tech to improve your efficiency.

Lead Gen 52

Lead Gen Sales Qualified Lead Scale Advertising 52

LeadFuze

NOVEMBER 30, 2021

Related to this article, I was looking for some tips on how to generate more sales leads in the B2B space. Make a list of the different job functions that your company supports and what tools they use. Prospecting tools. Forecasting tools. Marketing automation tools. Consider things like: CRM.

Sales Enablement 52

Sales Enablement Hiring Banking Hubspot 52

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Sales / Support Partners. Higher tiers also include referral bonuses, product discounts, and a dedicated channel manager.

Commission 112

Commission Referrals Hubspot Marketo 112