The Sales Hunter

SEPTEMBER 24, 2019

Everybody in sales cannot find enough time to prospect. The question is how do you know that the person you’re talking to is even capable of being a qualified prospect? Either way, this is a win for you, because they could be a great customer. Your greatest competitor in sales is the “no decision.” The answer is no.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

Sales and Marketing Management

JULY 24, 2017

Author: Mark Kosoglow, VP of Sales, Outreach Unlike most professions, sales has a standard that literally dictates success or failure. The ability to hit quota on a consistent basis is a requirement of success, and the key is understanding how to predict what revenue number one will end up at in a specific sales period.

Forecasting 224

Forecasting Quota Pipeline Follow-up 224

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

No More Cold Calling

APRIL 20, 2018

But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. Sales is hard enough. Those were the exact words of a sales executive when asked about the top business development activities for sales reps. Is Winning Cheating?

Referrals 260

Referrals Lead Rank Cold Calling Social Media 260

Smooth Sale

OCTOBER 19, 2022

Attract the Right Job Or Clientele: Are You Leading Like A Coach? Today’s sports news is the perfect tie-in for business, asking, ‘Are you leading like a coach?’ Frequently, I write about taking in the news to learn varying lessons. Photo by vsalgado23 via Pixabay. The practice is a forever ongoing habit.

Lead Rank 78

Lead Rank Lead Scoring Coaching Leads 78

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. Making such an involved process work starts with strategy.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. He was promoted to sales development and currently, he is the senior SDR on the team.

Promotion 118

Promotion Sales Management Hiring Coaching 118

Score More Sales

APRIL 6, 2014

Over my selling years, I had 22 sales managers whom I directly reported to. Some were great, some were awful. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager. This Thing Called Coaching.

Inside Sales 212

Inside Sales Coaching Call-back Ideal Customer Profile 212

No More Cold Calling

OCTOBER 5, 2017

Does your sales team struggle to get referrals? When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. Such a hot topic seemed worthy of sharing on my blog. Sales leaders don’t take time to implement a referral system. Here’s why. No, it won’t.

Referrals 279

Referrals Top of Funnel Account Scale 279

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Your first priority is to deliver the best sales content that will move deals through the pipeline. Activate Content.

Revenue 128

Revenue Scale Collateral Harvest 128

Keith Rosen

DECEMBER 2, 2020

Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? I’m not just talking about discounting or sweetening the deal, but compromising your personal values and integrity by taking on a customer who you know simply isn’t a fit. I Got the Sale! But at What Cost?

Hiring 109

Hiring Ideal Customer Profile Coaching Call-back 109

Shari Levitin

NOVEMBER 15, 2023

Secrets the BEST presenters learn from the BEST teachers at the BEST universities. In that moment (after the nervousness dies down), you’ll likely ask yourself: “How do I ensure my message is conveyed properly?” But, what good would that do? How Do You Want Your Audience to Feel ? What are you going to get out of it?” (or

Face-to-face 62

Face-to-face Coaching Promotion Up-Sell 62

SalesLoft

JULY 28, 2023

In a nutshell, is the real problem your front line sales leaders? Sales teams are under a lot of pressure. Not everyone is up to that challenge, which means it’s no surprise that the top performers — the ones who rise up to save the quarter again and again — tend to stand out from the pack. Meeting quota?

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Sports 52

Pipeline

MAY 30, 2023

What makes sales teams win more deals? Turns out that sales enablement plays a key role in results. Sales enablement gives your sales reps the leadership, support, technology, content, and processes they need to close more deals consistently. Sales process: elite sales reps clearly know what to do and when.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Janek Performance Group

DECEMBER 27, 2023

The title comes from a 1968 peer-reviewed paper by ecologist Garrett Hardin, published in Science. If we view customers as a shared resource, the application to sales is clear. Therefore, organizations should place customer satisfaction at the heart of their processes and activities. It takes a concerted effort.

Hiring 62

Hiring Scale Survey Course 62

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. He’s now the Multi-Product Lead.

Examples 121

Examples Strategy Hiring Cold Calling 121

Mindtickle

MAY 1, 2023

It’s the same idea behind sales certifications. It’s your way to measure whether a new hire is ready for actual sales — how much knowledge they retained, where the gaps are, and what they’ll be able to utilize when face-to-face with a customer. Of course, there’s more to sales certification than just passing or failing.

Hiring 52

Hiring Face-to-face How To Case Study 52

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. We need to provide our sales teams with different ways to engage their customers remotely.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

Janek Performance Group

MAY 2, 2023

One lesson of COVID was how fast things change. In an instant, sales organizations saw their operations and teams rendered dramatically less productive. It was an epic cultural shift that upended our processes, people, and priorities. Think of that in terms of sales, an industry on the forefront of change.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. How did you get here? You are working for the same company and have gotten a big promotion, moving from an individual contributor role to the first line sales manager role. Before I go on, let’s backtrack a little bit.

Sales Management 73

Sales Management Hiring Promotion Coaching 73

Janek Performance Group

JUNE 24, 2022

What is your definition of sales? If you ask ten sales reps, that question will get you ten different answers. The dictionary defines sales as “the exchange of a commodity for money.” In the real-world, sales is a complex and competitive environment. In fact, sales as a profession is quite similar to sports.

Sports 62

Sports Hiring Coaching Quota 62

Zoominfo

OCTOBER 10, 2019

As part of this particular blog post we briefly touched on the importance of inclusion and diversity in the workplace. . But, because there is so much more to be said about corporate diversity and inclusion, we’re taking a deeper look. The 45 Best Quotes About Diversity and Inclusion from LGBTQ+ Leaders. Let’s get into it!

Lead Rank 187

Lead Rank Microsoft Intent Lead Scoring 187

The Spiff Blog

JULY 27, 2023

The SDR, or Sales Development Rep, is undeniably the backbone of many successful sales organizations. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. In this blog post, we delve into the strategies and best practices for building an effective career path for your SDRs.

Hiring 73

Hiring Motivation Lead Rank Sales Qualified Lead 73

LeadFuze

MAY 24, 2021

What is Sales Enablement. For those out of the loop, sales enablement is when you provide your sales reps with all the information they need. So that they’ll be successful at each stage of the buying process. When you fail at doing so, you’ll have sales enablement problems. All the materials and tools.

Sales Enablement 91

Sales Enablement How To Case Study Sales Qualified Lead 91

The Sales Hunter

SEPTEMBER 17, 2019

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. Before you start entertaining either of these things, take some time to answer and work through these 8 questions. (If What about my prospecting process is compelling to the customer?

Ideal Customer Profile 129

Ideal Customer Profile Prospecting Segment Referrals 129

The Pipeline

MAY 12, 2011

We take privacy seriously. The Pipeline Renbor Sales Solutions Inc.s Get Your Veteran Salespeople to Take Baby Steps. Stored in Attitude , Business Acumen , Guest Post , Productivity , Sales Success , Sales Tip , execution. Go ahead, do it, its good for you and your sales! Home About The Pipeline.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

LeadBoxer

JUNE 9, 2020

There’s a new buzzword on the minds of sales managers across the country: sales enablement. The idea is to provide your sales teams with the resources they need to excel. In reality, some people are just naturally great at selling things. It’s not a new concept, just a new name. Doesn’t sound too revolutionary, right?

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. Making such an involved process work starts with strategy.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re taking the reins at their companies and driving explosive growth. They’re launching sales podcasts, YouTube channels and startups of their own. In no particular order, here are 35 leading women in sales you should be watching in 2023.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Vengreso

JANUARY 8, 2021

At the end of every month, quarter, and year sales leaders are trying to figure out what is going to close and what is going to slip. Sales forecasting is a challenge for most sales teams, either because they don’t know how to do it or because their methods are imprecise. What is sales forecasting? Click To Tweet.

Sales Forecasts 126

Sales Forecasts Forecasting Revenue Lead Rank 126

Marc Wayshak

DECEMBER 14, 2022

There’s nothing worse than getting through the entire sales process—feeling like things are going really well—only to hear one of those dreaded objections at the end. When it comes to overcoming objections in sales, there are tactical, step-by-step measures you can take to avoid getting commonplace pushback from prospects.

Objections 66

Objections Lead Rank Face-to-face Up-Sell 66

Chorus.ai

MARCH 5, 2021

Building a new sales strategy in the face of a recovering economy is even more exciting when you’ve got a new or revamped product or a slew of new features to give to your customers. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Sell Integrity

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. Here’s how to consistently identify, attract and retain candidates with the talent and experience to become high performers. How to Recruit Top Sales Talent. Most companies know this.

Lead Rank 118

Lead Rank Lead Scoring Hiring Strategy 118

Mindtickle

MAY 2, 2023

Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. According to our 2022-2023 Sales Enablement Outlook Report , almost 40% of sellers achieve below 75% of their quotas. Less (or no) budget. More pressure. Heightened competition. Overwhelming stress.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

BrainShark

MAY 23, 2022

Businesses are always looking for new ways to solve today’s sales challenges. Increasingly, they see sales enablement as a long-term solution. If you’re reading this article, you’ve probably heard or read some of the ongoing discussion about sales enablement. The good news? What is Sales Enablement?

Sales Enablement 62

Sales Enablement Outsourcing Services Hiring Top of Funnel 62