Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Miller Heiman Group

MAY 14, 2019

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company?

Coaching 73

Coaching Sales Management Hiring Territories 73

Pipeliner

FEBRUARY 5, 2018

The B2B buying process is shifting, and as a result, selling as we know it has shifted, too. Armed with a territory, price structure, and targets, they could roam, free-range style. As long as they managed their territory and produced results. But today sellers are different — and sales managers need to adapt.

Sales Management 40

Sales Management Territories B2B Up-Sell 40

Anthony Iannarino

JANUARY 31, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. Learn how to sell without a sales manager. You need to make sales.

Competition 69

Competition B2B Face-to-face eBook 69

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

The Pipeline

MARCH 26, 2011

The Pipeline Renbor Sales Solutions Inc.s 7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. 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? By territory.

CRM 71

CRM Revenue Company Hiring 71

Anthony Iannarino

MAY 20, 2020

Your territory isn’t as good as your neighbor’s territory. Your sales manager and the shady characters in your sales operations team want to make sure you are never a candidate for President’s Club. So they meticulously created a geographical territory that contains no clients you could win.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

SBI Growth

SEPTEMBER 14, 2012

SBI's research with top B2B producers has shown that candidates are often not convinced that the new job provides what they want. Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top Performers’ Top 5. Hot product.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

CommercialTribe

JUNE 23, 2020

With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. We recommend three main areas of focus for sales leaders: WHO they focus sales manager coaching effort against.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

Anthony Iannarino

JULY 2, 2020

.” The “sales conversation” is your sale process, and if you believe your prospective client has one, the steps that they think they need to decide what to do and who with. Too many sales managers and leaders, even suggesting that salespeople should do more prospecting as a way to speed results, cause them to chafe.

Closing 121

Closing Territories Decision Maker eBook 121

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. But what if reps and managers could identify accounts owned by specific reps or that are unowned, yet a part of particular territory? It’s not just reps who suffer, either.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Allego

OCTOBER 18, 2022

In this episode, sales strategists Ken and Nick Valla, co-founders of The Valla Group, discuss how their firm helps B2B sellers maximize performance. Learn why organizations must transform their training approach in a hybrid work environment , what sales leaders should do differently, and the key skills sellers need today.

Google 93

Google Maximizer Territories Groups 93

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Score More Sales

JUNE 30, 2014

Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Train and coach frontline sales leaders. Close More Deals.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. 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? Concise, actionable B2B sales tips.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning. EmailAnalytics.

Tools 108

Tools Closing Territories Hubspot 108

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. If you’re a sales rep, don’t be afraid to ask your manager for more resources—they want to see you succeed.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Channel sales is quite different. This is more like traditional B2B sales. Ignored in all of these articles are those clients and companies that sell through channels.

Channels 221

Channels Retail Hotels Territories 221

Sales Training Connection

JANUARY 18, 2012

Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? And for sales managers who have many sales people reporting to them or who cover large geographies intimacy with accounts is even more difficult.

Sales Management 86

Sales Management Coaching Study Territories 86

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

Zoominfo

JANUARY 12, 2021

Over the last two decades, customer relationship management (CRM) systems have become the center of the universe for enterprises and small- to medium-sized businesses (SMB) alike. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

System 100

System CRM Forecasting Territories 100

Nutshell

MARCH 5, 2024

DOWNLOAD Unsure which sales process stages are right for your company? Our 16 Sales Process Templates for B2B Pipelines provide top examples of how companies just like yours structure their sales processes. This random approach may work well for companies where all leads are similar and all sales reps have similar skills.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

SBI Growth

OCTOBER 29, 2013

You are strategizing with Sales Managers and reps. In this report we heard from over 15,000 B2B buyers. If your sales process does not reflect an informed buyer, start there. . #2 2 — Rep and Manager Skills: You are debating what training you should do at your Q1 sales kickoff. The Love and Hate of Q4.

Territories 308

Territories Compensation Buyer Google 308

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. Hire more women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

MARCH 28, 2011

Which brings us to their enabled and accomplice, their Manager. Recently I was speaking with a sales manager recently, when I floored by what he said about one of his under performing reps; when we got around to his prospecting (more accurately the lack of it), he said “he’s earned the right not to prospect” Please!

Pipeline 220

Pipeline Twitter Hiring Territories 220

Cience

JULY 25, 2019

Think for a moment about chatbots for B2B lead generation … What do you feel? of B2B companies that don’t have chatbots. In today’s article, we’ll examine the pros and cons of chatbots for B2B lead generation. Applied in business (both B2C and B2B): 1. Do you recall The Terminator, The Matrix, or Westworld? And we do. .

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Here’s why: Inside sales teams continue to grow at 15% each year.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. Build Feedback Loops: .

Top of Funnel 128

Top of Funnel Sales Leadership Territories B2B 128

Score More Sales

SEPTEMBER 29, 2014

Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup. That means that you are not watched every minute – and most of us in selling are not micro-managed.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Bernadette McClelland

FEBRUARY 11, 2014

One of the things I love about what I do is that I get to have really stimulating, intelligent conversations with sales managers and leaders about how they can differentiate their offering from a sales approach perspective. Re: Salesperson or Entrepreneur? Salespeople need to realise it is not about the deal.

Direct Mail 220

Direct Mail Social Media Territories Campaigns 220

The Pipeline

OCTOBER 17, 2011

Even more so when you consider that the average manager waits much too long to take corrective action. One of the reasons for this is the difference in role expectation between HR and the frontline sales manager. What a sales manager see as desired assertiveness, an HR manager could easily see as aggressive.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

Anthony Iannarino

MARCH 17, 2020

You need to make sales. But you don’t have a sales manager who can give you the time and attention you need. Not to worry, this FREE eBook will help you Seize Your Sales Destiny. You may not have built a territory and account plan, targeting your dream clients and developing a pursuit plan. You need to make sales.

eBook 138

eBook Face-to-face Lead Rank Lead Scoring 138