Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. But the long-running effects of digital disruption, coupled with the sudden shock of COVID-driven remote work, have changed the game.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). You make too many cold calls. of the time.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

SBI Growth

JUNE 28, 2013

CMO’s strive to run best-in-class programs. They love successful programs. That’s why it stings when you feel like the sales team is your downfall. She uncovered the root problem for sales and helped them make the company number. She uncovered the root problem for sales and helped them make the company number.

Lead Gen 319

Lead Gen Marketing Social Media Banking 319

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. Ongoing training and continuous development are crucial to a rep’s and an organization’s success. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations.

How To 122

How To Face-to-face Sales Enablement Retention 122

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. With each sales training topic we cover here….

Training 92

Training Cold Calling Webinar Metrics Objections 92

BuzzBoard

MAY 29, 2024

Conquering the SMB Market: How Generative AI Software Can Supercharge Your Digital Agency’s Sales There’s no denying AI is transforming the sales technology landscape, with an influx of sophisticated tools for CRMs, marketing automation, forecasting, and more. Well, AI Sales Tools Are Evolving.

Paid Content 52

Paid Content Small Business Small Business Software 52

Openview

NOVEMBER 30, 2017

The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. And no matter which way you slice the data, it’s clear: There are almost always major differences between how “A-players” and “B-players” run sales conversations. That’s not a minor variation.

Data 119

Data Quota Call-back Face-to-face 119

Partners in Excellence

SEPTEMBER 27, 2022

What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. And, over time, we forget these basics, running on autopilot. We make 1000s of sales calls, we sit in 100s of meetings… why are you wasting our time?”

Meeting 116

Meeting Call-back Face-to-face Maximizer 116

Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? 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…”. Simply put, small tweaks have an outsized impact in sales. That way, your sales team is starting with an advantage.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” The words he used betrayed his feelings about his sales team, that he didn’t feel that they were competent in their roles. First, this sales leader is withholding. Increasing B2B Sales Competencies. There are two things worth noting here.

Training 108

Training Face-to-face B2B Coaching 108

The Pipeline

FEBRUARY 24, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Roulette – Are You A Player? Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. While every business is different, most follow a progression with comparable sales stages.

Sales Process 140

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 140

Apptivo

JUNE 8, 2023

Sales Funnel: A gist! How does a sales funnel work? Sales Funnel Lifecycle 4. Every step of the sales funnel explained 5. How does Apptivo CRM software help to build sales funnel stages? Footnotes Sales Funnel: A gist! Sales funnel has always been a buzz among the marketers and salespeople.

Top of Funnel 52

Top of Funnel Funnel Lead Rank Marketing Qualified Lead 52

The Pipeline

JANUARY 27, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. Dealing with Price in the Real World.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Showpad

JUNE 27, 2022

So you’ve hired a killer sales team. They’ve shadowed every call they can. Have you heard of this thing called sales readiness? In fact, having a blind spot in sales readiness is a big reason why many selling methods are failing today’s sales teams. Welcome to the world of sales readiness.

Training 52

Training Hiring Face-to-face Coaching 52

Sales Hacker

JULY 26, 2018

Let’s explore how to run top-notch discovery calls and avoid the biggest outbound prospecting mistakes AEs are making. The definitions for these are helpful to understanding this blog, so please skim through those before you continue. Article overview: How to do an Inbound Discovery Call (for context).

Outbound 50

Outbound Inbound Trade Show Sales Qualified Lead 50

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Top 10 Sales Methodologies.

Sales Methodology 131

Sales Methodology How To Inbound Lead Rank 131

BuzzBoard

NOVEMBER 24, 2023

The logic behind is pretty simple—the intensifying competition keeps disrupting the market as a chain reaction, compelling SaaS businesses to reinvent their marketing and sales time and again. Often, software service providers find themselves on a perpetual quest for innovative strategies to not only survive but thrive.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile Account Infusion 52

Anthony Iannarino

OCTOBER 8, 2019

A Demo is a Sales Call. The first—and most important—law when giving a demo is to operate as if it is a sales call (because it is a sales call). The first—and most important—law when giving a demo is to operate as if it is a sales call (because it is a sales call). Open Strong.

How To 94

How To Software Software Decision Maker 94

Anthony Iannarino

JUNE 17, 2019

You have to seek to understand how things work, why people do things a certain way, why people want what they want, and when it makes sense to do something. Later, after I became a better salesperson from having studied Neil Rackham’s work, my questions switched to what his model called “implication” questions.

How To 109

How To Lead Rank Compensation Lead Scoring 109

Sales Hacker

JUNE 8, 2022

How quickly can I find deals, close them, and move onto the next one? How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs.

Hiring 93

Hiring Sales Cycle Promotion Territories 93

InsightSquared

OCTOBER 16, 2019

I was thrilled when the InsightSquared team asked me to guest post on their blog. It was there that I fell in love with sales readiness. Yes, you gave them talk tracks and some call shadowing, but we can all acknowledge that our onboarding and training programs are less than ideal.

Coaching 59

Coaching Film Hiring Promotion 59

Hubspot Sales

AUGUST 12, 2020

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. What is inbound sales?

Inbound 138

Inbound Top of Funnel Outsourcing Services Hiring 138

Hubspot Sales

NOVEMBER 20, 2017

Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. Over the past quarter, Lessonly's SDR team -- led by Sales Development Manager Kyle Roach -- used this playbook to improve their call-to-demo rate by 25% and closed-won ARR by 63%. Sales Process. Sales Team.

Face-to-face 84

Face-to-face Sales Qualified Lead Proposal Decision Maker 84

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. 18 Outdated Sales Tactics to Kick to the Curb in 2018. Cold calling.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

Webinar Metrics 118

Webinar Metrics Strategy Hiring Hubspot 118

Growbots

JULY 30, 2021

Outbound sales prospecting is essential to business growth, but vastly different from traditional marketing. Outbound sales is highly proactive — it’s all about finding just the right customers and convincing them to work with you. What is Outbound Sales? Differences between Inbound vs. Outbound Sales. Table of Contents.

Ideal Customer Profile 64

Ideal Customer Profile Outbound B2B How To 64

Chorus.ai

OCTOBER 21, 2019

At 24 I hired and managed three BDRs, and at 28 built and trained an Enterprise sales team of twelve who grew our logos from 3 to 22. People often asked me how I did it. Here are fourteen sales habits that worked for me. I’d love to learn more about your sales habits in the comments! See How Top Sales Teams Perform.

Cold Calling 52

Cold Calling Exercises Top of Funnel Face-to-face 52

Sales Evangelist

MARCH 24, 2020

How To Close More Deals Using Videos Throughout The Sales Process Closing deals using videos is now becoming a very effective tool in the sales process. Doug Davidoff works with companies in the B2B space around customer acquisition and success programs.

Video 52

Video Sales Process Closing How To 52

Salesmate

SEPTEMBER 11, 2020

80% of all sales are made by 20% of salespeople. You surely would want to prove your sales manager or seniors in the new company that you are amongst the 20% who have the potential to win. You need to gain control over your sales game and shine immediately to make an impact on the sales manager as well as the team.

How To 138

How To Commence Hiring Quota 138

Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. A checklist for how to target early adopters. Today, enterprise sales is harder than ever.

Enterprise 74

Enterprise Enterprise Ideal Customer Profile Lead Rank 74

Sales Hacker

MAY 24, 2021

Whether you’re sales or marketing, putting out content is a never-ending task, a mountain with no peak. It teaches you exactly how to thread a story through your brand and how both sales and marketing can be part of that process. You need to target your niche, answer questions; you need to tell a story. Content ideation.

Top of Funnel 72

Top of Funnel Ideal Customer Profile Lead Rank Lead Scoring 72

Hubspot Sales

MARCH 30, 2020

In business, companies usually try to attribute the percentage of revenue that came in from marketing and sales. While marketing attribution might not be top of mind for a sales rep, it's important that marketing and sales work together for attribution. First, they might read a blog the marketing team wrote up.

Lead Rank 92

Lead Rank Sales Qualified Lead Marketing Cost per Acquisition 92

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Pipeline 144

Pipeline Top of Funnel Forecasting Sales Forecasts 144

Chorus.ai

MAY 23, 2019

Here’s a familiar scene from a fast-growing company near you: The sales managers tell Bob, the Sales Enablement Manager, that they feel their reps aren’t really handling pricing discussions well. So Bob organizes a rep training session along with product managers, product marketing, and sales leaders. That’s that.

Sales Enablement 48

Sales Enablement Coaching Discount Call-back 48

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

The Science and Art of Selling

MARCH 5, 2014

The truth is they have many qualities that help them do better in sales than other personality types. “There are many successful salespeople that are introverts. “And the more knowledge a person has, obviously the more he or she can strategize and manage the sale at an advantage.”

Cold Calling 83

Cold Calling Education eBook Call-back 83