Bernadette McClelland

JANUARY 11, 2017

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. We also know there is a cost to preparedness as well as a cost to lack of preparedness.

Strategy 150

Strategy How To Competition Energy 150

Sales Hacker Training

OCTOBER 17, 2022

Some changes, like expanding into a new global territory, are larger and require months of work from many cross-functional teams. Change intelligence is an idea developed by leading authority on change leadership, Barbara Trautlein, in her book of the same name. A 7-part strategy for RevOps to deliver transformational change 1.

Strategy 52

Strategy Hiring Lead Rank Lead Scoring 52

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

SBI

MAY 6, 2014

Hope, afterall, is not a strategy. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Territory & Account Planning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Crunchbase

MAY 18, 2023

With automated tools that integrate with those your go-to-market team already lives and breathes in — like CRMs, routing forms, lead distribution and data enrichment — a prospect can instantly book a meeting with sales during a time that works for them. Speed to lead and being able to schedule meetings instantly are a must.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

The Pipeline

APRIL 8, 2011

Battle Reparation Tactics Meet Marketplace Strategies. Battle Reparation Tactics Meet Marketplace Strategies [link]. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales. April 2008. March 2008. February 2008. January 2008.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

SBI

MAY 6, 2014

Hope, afterall, is not a strategy. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Territory & Account Planning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Zoominfo

JANUARY 29, 2018

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. Events are a great tool to have in your marketing arsenal. This three-day conference takes place on June 18th-20th in Boston, and will offer valuable strategies and insights designed to help marketing and sales professionals.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Account plans help guide your account management strategy by answering questions such as: What are your company’s goals for the relationship? Territory Management. To others, it means weekly call patterns.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Partners in Excellence

AUGUST 10, 2023

There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways. If there are problem performers, what is their plan for dealing with them?

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

SBI

MAY 7, 2014

Hope, afterall, is not a strategy. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Territory & Account Planning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

DiscoverOrg Sales

JUNE 14, 2017

The sales team consisted of a circle of SDRs responsible for outreach and booking demos; and Account Executives (AEs), responsible for leading the demo and closing the deal. When a warm lead came in, an SDR would book a meeting with whoever happened to be available. Everyone was assigned accounts alphabetically. And he did.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Sales Hacker

JUNE 8, 2022

It infects the rest of our work: BDRs batch and blast outreach to book more meetings. There’s a crucial factor that these velocity-oriented strategies miss: How “sticky” can you expect a deal to be, if the urgency only exists on your end? Scan the job description for tools the company wants the new hire to be proficient in.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

SBI Growth

AUGUST 7, 2013

Get a copy of our 6 Sales VP Essential Skills Scorecard when you register for this event: How To Make Your Number in 2014 : A Sales Strategy You Can Execute. Finally, she embraces conversations with the CEO about strategy and goals. He builds tools and systems to ensure his managers execute these projects.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Partners in Excellence

NOVEMBER 2, 2020

She was chasing the right opportunities, she just had bad deal strategies. Fortunately, she just didn’t know how to build strong deal strategies, but she was eager to learn. But we were totally booked on our time. Our account and territory plans are the foundation to doing the most effective and impactful prospecting.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). Example: “Hi John, I’m reaching out because I noticed you were looking at our e-book on improving sales productivity.”.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

SBI Growth

JANUARY 3, 2014

This will ensure you don’t end up booking time over them. Use the time management tool to track the activities you have identified. Re-examine your territory strategy to make yourself more efficient and more effective. Download the Time Management Tool. Download our Time Management Tool here. Next Steps.

Cancellation 296

Cancellation Face-to-face Territories Follow-up 296

Highspot

FEBRUARY 14, 2024

Here are the key differences between a sales plan and a marketing plan: Focus and Objectives Sales Plan: Primarily focuses on the activities and strategies to drive direct revenue generation. Marketing Plan: Has a broader scope, encompassing the overall market strategy, brand positioning, promotional activities, and communication efforts.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

Here are the key differences between a sales plan and a marketing plan: Focus and Objectives Sales Plan: Primarily focuses on the activities and strategies to drive direct revenue generation. Marketing Plan: Has a broader scope, encompassing the overall market strategy, brand positioning, promotional activities, and communication efforts.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Trinity Perspectives

MARCH 22, 2018

This article is for you and more than anything, I hope one or two of the strategies I share will help alleviate your stress levels or release the pressure valve just a little bit. Sales doesn’t have to be terrifying: 5 strategies to reduce stress. Strategy: Get a seat at the table. Strategy: The truth will set you free.

Strategy 62

Strategy B2B Face-to-face Quota 62

Partners in Excellence

AUGUST 15, 2019

He was about to make some pretty big investments in training and in technology tools. We went on to look at their account planning, territory planning and other prospecting approaches. To get where they are, they have been through all sorts of training and used all sorts of tools and technologies.

Face-to-face 87

Face-to-face Coaching Sales Methodology Territories 87

Sales Hacker

JANUARY 20, 2022

It’s programmatic and includes the following mainstays: culture, insights, process and tools, and actions. The Center for Sales Strategy has validated this, reporting that companies with dynamic coaching programs achieve 28% higher win rates. Company has 20 reps at $360K, $30K each per month = Bookings of $7,200,000.

Retention 98

Retention Sales Coaching Coaching Scale 98

The Pipeline

JANUARY 24, 2012

Stored in Attitude , Book Notice , EDGE Sales Process , EDGE Selling , Gap Selling , Productivity , e-book , execution. 99 cents, you can grab the ultra portable and shareable Kindle version of the book. Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Tibor Shanto.

Pipeline 203

Pipeline Top of Funnel Hiring Cold Calling 203

SalesLoft

FEBRUARY 19, 2020

Objections come with the territory when making cold calls. The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking. But how do you set a “Challenger” go-to-market strategy in motion? 3 Must-See Sessions. 1) Handling Objections & Rejections. Are You Registered?

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Territory Alignment. A Random Walk Up Sales Street. Appointments. Business Acumen.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Territory Alignment.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

OCTOBER 26, 2011

Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Territory Alignment.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Strategy. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

The Pipeline

JANUARY 23, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Interactive Selling , Planning , Proactivity , Productivity , Sales Strategy , Sales Success , Sales eXchange , Time Allocation , execution. Most in sales are comfortable with planning on an annual level, territory level and account level. Book Notice.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

SBI Growth

AUGUST 14, 2012

I wish I'd had this tool: The Virtual Candidate Nurturing Tool. In the book our CEO, ( Greg Alexander ) wrote, “ Topgrading for Sales ” ,he defines a virtual bench as: “Your talent prospect list is your Virtual Bench - virtual because you haven’t hired anyone on the list. Create a Virtual Bench Nurturing Tool.

Hiring 257

Hiring Quota Call-back Territories 257

Emissary

AUGUST 6, 2022

There are numerous choices between home-grown tools, publicly available content, and off-the-shelf options embedded within sales methodologies and technology platforms. Find the one that makes the most sense for your 2023 territory and enterprise strategy: Altify : Grow Deal Size with Comprehensive Account Planning.

Account 52

Account Account Based Marketing Hubspot Sales Methodology 52

The Pipeline

JANUARY 18, 2012

Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Territory Alignment. A Random Walk Up Sales Street. Appointments. Business Acumen. Buying Process. Cold calling. Communication. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

MARCH 7, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Territory Alignment. Appointments.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

NOVEMBER 16, 2011

Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Territory Alignment. A Random Walk Up Sales Street. Appointments. Business Acumen. Buying Process. Cold calling. Communication. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 6, 2012

Stored in Attitude , Book Notice , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Interactive Selling , Price , Proactive , Sales Strategy , Sales Tip , Sell Better , Selling to Executives , Success , e-book , execution. Book Notice. Book Review. Communication Strategy. Sales Strategy.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

FEBRUARY 8, 2012

Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution. Book Notice. Book Review. Communication Strategy. Sales Strategy.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

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. Book Notice. Book Review. Communication Strategy. Sales Strategy. Sales Tool. Appointments.

Pipeline 226

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