HeavyHitter Sales

AUGUST 23, 2014

  Attention B2B Sales Managers and Salespeople!   I am conducting a Business to Business sales performance trend study. This study will address some of the hard hitting questions I get asked time and time again by sales leaders.      '

Survey 92

Survey Study Twitter B2B 92

Emissary

MARCH 29, 2021

One of the hardest things to diagnose in sales is what leads to a win and what leads to a loss. For technology sellers specifically, the way technology solutions are bought by B2B tech buyers has changed dramatically. Gerhard started Selling Power magazine in 1982 and turned it into the world’s leading sales management magazine.

Buyer 52

Buyer B2B Webinar Metrics Survey 52

Pointclear

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? Advice for Sales Managers from their Salespeople.

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

SalesFuel

APRIL 25, 2024

Are you one of the lucky B2B sellers who has a Customer Success Manager (CSM) on staff? Dedicated CSMs focus on ensuring that customers achieve their desired outcomes which drives retention and supports your sales career. But constant improvement can build relationships and enhance your sales career.

Hiring 115

Hiring Scale Referrals Promotion 115

Sales and Marketing Management

OCTOBER 3, 2018

That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine. Respondents to the magazine’s 2018 Gift Card Survey listed an impressively broad array of ways they put gift cards to work. About the Survey. What are those respondents’ roles? A total of 57.8%

Incentives 159

Incentives Incentive Survey B2B 159

The Digital Sales Institute

FEBRUARY 24, 2021

The Future B2B Sales Strategy. The future B2B sales strategy will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. Sales leaders looking to balance their immediate goals with long term opportunities will need to plan for the four N’s.

B2B 59

B2B Strategy Margin Negotiation 59

ClozeLoop

AUGUST 15, 2021

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "The Winning Zone - Rebecca Gebhardt, Sales Leadership Consultant on 2021 Leaderboard to Leadership Survey Data" by Hilmon Sorey.

Survey 40

Survey Sales Leadership Data Sales Enablement 40

SalesFuel

APRIL 2, 2024

To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. Recent research, including our own , points to changed buyer behavior in the B2B process. In 2024, 39.3%

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

The Center for Sales Strategy

MARCH 30, 2020

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

Social Selling 112

Social Selling Social Media Benefit B2B 112

Sales Hacker

JUNE 10, 2019

The post State of Sales Performance Survey Report 2019 appeared first on Sales Hacker: B2B Sales Tips, Strategy, Training, Technology.

Survey 40

Survey Report B2B Sales 40

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, 2020

It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Both of these metrics originate and have roots in the sales process. Challenge 1: Not Being Pushy.

B2B 90

B2B Ideal Customer Profile Top of Funnel Prospecting 90

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. We’ve got to firmly understand the leaks and the mistrust between marketing and sales over leads.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

The Pipeline

OCTOBER 3, 2019

A survey done by CEB found that individual stakeholders who perceived content to be tailored to their specific needs were 40% more willing to buy from that supplier than stakeholders who didn’t. Scott has over 20 years of Sales and Sales Management Experience. To that point, you need a relevant message.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Sales Hacker

AUGUST 30, 2022

Sales leaders have spent decades wrestling with ways to avoid uncertainty. Now, sales is as we’ve never known it. To help, Jiminny surveyed hundreds of B2B sales pros across the US, UK, and Nordics to see how sales teams have been affected in this post-pandemic and possible pre-recession world.

Face-to-face 81

Face-to-face B2B How To Survey 81

Sales Evangelist

APRIL 11, 2022

In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations. Complete our two-minute survey here: thesalesevangelist.com/survey. Art Harding.

Objections 40

Objections B2B Sales Qualified Lead LinkedIn 40

Sales Evangelist

APRIL 11, 2022

In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations. Complete our two-minute survey here: thesalesevangelist.com/survey. Art Harding.

Objections 40

Objections B2B Sales Qualified Lead LinkedIn 40

Janek Performance Group

SEPTEMBER 5, 2023

When you consider the process, including interviews, questionnaires, and surveys, it can be a lot. This includes the C-suite , sales managers, and sales reps. Types of surveys vary from simple “Yeses” or “Noes” to a dichotomous, two-point scale of opposites or more complex Likert scales. Consider the demographics.

Analysis 62

Analysis Decision Maker Scale Survey 62

Mindtickle

MAY 8, 2024

What are the key challenges of enterprise sales? What is the importance of enterprise sales enablement? B2B sales enablement is key to enterprise sales success. But what exactly is enterprise sales enablement? Enterprise selling defined First things first: what is enterprise sales ?

Enterprise 52

Enterprise Enterprise Sales Enablement Sales Cycle 52

criteria for success

DECEMBER 31, 2019

This is the same reason why having a B2B sales process is so important. The Value of a B2B Sales Process. There are many reasons why having a B2B sales process is valuable for an organization. Regardless, the value of a sales process depends on your team’s use of it. Sales Management.

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

Showpad

MAY 31, 2019

Develop Sales Managers Who Drive Performance. Only 38% of sales reps feel their managers help them develop skills needed in their role. In order for your reps to advance, you need managers to advance as well. Gartner offers its insights into producing effective sales managers. offers her advice.

Sales Enablement 69

Sales Enablement Survey eBook ROI 69

Allego

FEBRUARY 7, 2023

In fact, a survey of nearly 1,000 sales reps, managers, and leaders conducted by Outreach in 2022 revealed efficiency to be the top theme looking ahead to 2023, said Mary Shea , vice president and Global Innovation Evangelist at Outreach. 4 Sales Technology Trends for 2023 1. How do we do more with less?

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Miller Heiman Group

JULY 28, 2020

LinkedIn and Korn Ferry recently took a deep dive into the impact of the coronavirus on sales organizations. Sales technology—including collaboration tools, CRM, networking platforms, sales intelligence apps and other productivity and communications tools—has filled some of the gaps caused by limited face-to-face interactions.

Trends 85

Trends LinkedIn Lead Rank Lead Scoring 85

Zoominfo

OCTOBER 12, 2022

My life would be a nightmare without it,” says Wing, a ZoomInfo global sales manager who focuses on Europe, the Middle East, and Africa. For sales professionals, conversations aren’t just about closing deals — they’re also about cultivating relationships.

Analysis 130

Analysis Territories Scale SalesForce 130

Allego

JUNE 21, 2023

This includes updating your buying process to meet buyers’ needs, ensuring your sales reps have the right training and skills, and having a robust, easy-to-use sales content management system. Want proof that B2B sales teams are facing a wake-up call? And in today’s economic climate, you can’t risk that.

Revenue 118

Revenue SalesForce Hiring Face-to-face 118

Allego

NOVEMBER 22, 2022

Winning a sale is a team effort, not just from sellers and sales managers but the sales organization as a whole. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. This article originally appeared on MarketingProfs.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Cience

JANUARY 6, 2020

For example, Data Enrichment can be listed as Research & Analytics, B2B Email List/ Database Scrubbing, email verification. B2B lead generation is a conjunction point of buying and sales processes. They exist simultaneously and in parallel, but it’s B2B lead gen that joins them together. Buyer Persona (BP).

Lead Generation 89

Lead Generation Outsourcing Services Paid Content Lead Rank 89

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. A Guide to B2B Data Sources. Communicate.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Sales and Marketing Management

FEBRUARY 26, 2019

Author: TIM HOULIHAN In a 2018 survey, Bain & Company discovered that 80 percent of companies believe their customer experience is not only better than average, it’s “superior.” The trouble is that in the same survey, only 8 percent of customers believed they were receiving a superior experience. Focus on process.

Customer 168

Customer Sales Qualified Lead Insurance Insurance 168

Zoominfo

SEPTEMBER 29, 2022

Pulling product leads into sales calls isn’t an easy shift to manage. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. A 2021 survey from the Pragmatic Institute found that among product professionals, uncovering new market opportunities isn’t happening nearly enough.

Engineering 130

Engineering Scale Call-back Decision Maker 130

Zoominfo

FEBRUARY 5, 2024

Social Selling Outreach through social media channels can be much more personal than many other B2B outbound tactics, and platforms like LinkedIn make it easy to communicate through instant messaging. B2B marketers can also gain valuable insights by following prospects’ posts, and serving as topic experts by sharing their own knowledge.

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Zoominfo

JANUARY 15, 2019

We’ve put together a list of the 20 most motivational sales quotes. These quotes cover everything from general motivation to sales strategy, and they’re words to live by for any sales professional. For sales managers looking to give their team a productivity boost, look no further than these 20 motivational quotes.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. In fact, according to HubSpot , 70 percent of B2B customers expect in-depth personalization. Also, consider survey tools, such as SurveyMonkey.

Account 62

Account Survey Analysis Scale 62

Hubspot Sales

APRIL 5, 2023

You’ll also need a thorough knowledge of sales trends and stats to succeed. Yet, over 90% of salespeople surveyed had “medium to high scores of modesty and humility.” With a modest, go-get-'em attitude, you can learn the stats you need to know to anticipate what a career in sales has in store for you.

Ideal Customer Profile 118

Ideal Customer Profile Salary Hiring Lead Rank 118

SBI Growth

AUGUST 8, 2012

Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. Why should you care?” Adjust marketing spend to drive results.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

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?

Demand Generation Targets 120

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

Janek Performance Group

SEPTEMBER 13, 2023

However, in B2B selling, referrals are more than positive reviews. Consider the following tips: Leverage applications Survey tools Track data in your CRM Seeking referrals can be time consuming. Survey tools are great to gauge satisfaction. This includes your products, your service, and sales professionals.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62