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The Ultimate Guide to Sales Management

Hubspot Sales

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. As a sales manager, you're a motivator for your reps.

Sales Enablement CRM: A Guide


Sales enablement is about ensuring Sales reps have the resources and tools necessary to connect with leads, prospects, and customers in a way that prompts further engagement. Sales Enablement Versus CRM. So, how do Sales enablement and CRM differ?

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Make your sales meetings fun. Muscle up your sales team.

Sales Managers: The Reason Reps Don’t Follow Your Sales Process is You

Sales Hacker

Many sales leaders think they’ve put a simple sales process in place, but they get frustrated when their reps don’t follow it. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. Build sales collateral.

New sales gig: Expect nothing

Sales 2.0

Here’s a planning tool for you, if you’re considering a new sales job. A clean CRM database. Case studies. A list of trigger events that cause your prospect to buy. Marketing material that really fits your sales process. A proven sales process.

Choosing the best CRM for sales [Insider’s guide]


“I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz. And that’s thanks for the most part, to good data management.” ” There are two main reasons sales CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a sales CRM is.

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How to sell to non-believers: Turn doubt into trust

This is the main sales challenge of a startup I talked to in a sales consulting session. The sales process is moving along nicely. They’ve got a qualified prospect. Everything the prospect wants. Your prospects might not be a product person.

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Sales Tech Game Changers: @VanillaSoft – How to Dramatically Speed Up Sales Productivity

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

What is a sales pipeline and how is it different from the sales funnel?

Zendesk Sell

Your answer would hopefully be “no,” but in the sales world, the terms “sales pipeline” and “sales funnel” are often — and inaccurately — used interchangeably. What is a sales pipeline? A sales pipeline is a visual tracker of where customers are in the sales process.

What should you do when your sales team is underperforming?


It’s a tale as old as time: Your sales team isn’t meeting its goals. We’ve compiled six of the best strategies for improving sales rep performance based on real-world research and case studies so you can get back to hitting your benchmarks in no time: 1.

How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. Sales leaders serve as the generals and field commanders. Sales are the infantry looking to capture valuable turf.

How [Not] to Run a Sales Meeting


I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time. We can only effectively manage actions and activities.

5 Ways to Close the Deal Without Over-Promising


It’s perhaps one of the most well-known cases of a business overpromising to its customers, but it’s certainly not the only one. Outside the ecommerce world, sales leaders are tempted to over promise — timeline, functionality, support, etc. Trust Matters In Sales. This is because failing to deliver on a promise is all about a betrayal of trust, which in sales is hard earned (just three percent of respondents consider salespeople trustworthy) and easily lost.

Build Predictable Revenue

Your Sales Management Guru

CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. Need more sales management resources?

19 Sales Podcasts to Elevate Your Selling Strategy

Miller Heiman Group

We know you’re busy—in fact salespeople say they spend 65% of their time on non-selling activities—so we’ve identified the top sales podcasts to help you improve and push your sales career and skills to the next level. Move the Deal : Just wrapped on season 1, Miller Heiman Group’s sales strategy podcast focuses on helping sales professionals further hone their skills and boost performance by sharing the latest trends, best practices and new sales technologies.

Sales rep for a day: Aligning sales, marketing, and support

Zendesk Sell

No matter the department, every single person in your company should understand sales because, at the end of the day, it’s everyone’s job to sell the brand. Marketing and customer support are specific departments that benefit the most from understanding the sales process. Unfortunately, sales, marketing, and support are not always aligned in their goals. Put marketing and support staff in a sales-shadowing rotation once a month to sync knowledge and skills.

Sales Process is a Big Deal! (Part Two)


(If you haven’t read it, see Sales Process is a Big Deal! A sales process includes all the steps that are taken from the time a prospect indicates interest in a product or service to their acquisition of that product or service and beyond. Sales cycles differ based on various factors such as industry, sales or distribution channel and the nature of the product or service. The sales approach is a careful balance of quality and quantity.

The 5 Essential Components of Digital Transformation


For example, companies can now use marketing automation software to schedule and manage marketing tasks from a single hub. The startup can analyze CRM data, blogs, forums, and social media to determine what the market is “saying.” Digital Transformation in Sales.

Building Trust and Rapport


“Building Trust and Rapport” was the headline in an invitation I received in the mail for a full day sales seminar being held at a local hotel. The small print listed trust and rapport as a “necessary sales skill,” but it caused me to ponder: is building trust and rapport a learned skill or an earned component of a relationship? Sellers also often try to manipulate the prospect by telling him/her what they need and then trying to close the business too soon.

Sales Leads – How to Tame a Unicorn


Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? There are many sales leads out there. Sales Lead Quantity.

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Sales enablement: what is it, and how does it work?

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams.

When Business Is Slow, It's Time to Work on These 13 Things

Hubspot Sales

However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. There are times when business is slow for a sales department. Your sales department can be experiencing slow business for a variety of reasons. Analyze your CRM.

Why more sales teams should embrace a leaderboard

It’s an internal passion for competition that inspired many executives to start their careers in sales. Salespeople were so territorial that they wouldn’t make introductions on behalf of their colleagues even when they had a connection to a prospect’s company. inside sales

SalesPOP! Top Contributor Spotlight: Andy Rudin


Andy Rudin has been writing about sales and selling for over ten years. I especially like to tackle topics that I believe are underrepresented in the sales blogosphere. The reason Andy has remained in sales throughout his career is the joy he gets from it. The adrenaline rush you get when a prospect becomes a customer is what has kept me at the sales game,” he says. It’s impossible for managers to take all risks into account,” Andy explains. “In

51 Career-Changing Sales Productivity Statistics


In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye. Sales development reps use six tools on average ( source ).

The Magical High-Quality Sales Lead — How to Tame a Unicorn


Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? There are many sales leads out there. Sales Lead Quantity.

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Does Your Sales Team Know How to Follow-Up on a Lead?


Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Gain sales acceptance.

10 sales productivity tactics to close more deals

Sales productivity can be a pretty nebulous term. At its core though, sales productivity is all about increasing your number of sales for the amount of time you spend actively selling. Want all of our best sales productivity tools, content, advice and templates?

B2B Event Lead Generation – Guide


CIENCE marketing managers are among that 68%. Not only do we participate in events, but we also help our clients leverage event sales meetings to full potential. Send key executives and/or sales teams to the conference. Tip : You’re using prospecting techniques.

The Ultimate Guide to Creating and Using a Sales Playbook

Hubspot Sales

Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”.

30 of the Best SaaS Partner Programs (and Why They Are So Good)


After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing. Study them, learn from them, and apply their best practices in your own partner programs. Sales / Support Partners.

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey

Smart Selling Tools

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Public Relations Manager, Seismic. Prospect Intelligence. Sales Enablement.

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Sales Funnel

The Digital Sales Institute

A sales funnel is the process a salesperson works to in order to convert prospects into qualified leads or sales. A typical sales funnel will have stages that each sales lead goes through. Why use a Sales Funnel? What is a sales funnel?

The Sales Playbooks Every Sales Team Needs


In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Scripts for New Sales Reps.

Sales Culture: The Ultimate Guide

Hubspot Sales

Sales culture is a fuzzy concept. In fact, your organization’s sales culture plays a huge role in all those things: How much your salespeople sell, how productive they are, how long they stay with your company, and more. What is sales culture? Sales culture best practices.

8 Advantages of Sales Acceleration Technology


The benefits of a quick Sales cycle are clear: Sales reps can efficiently move through prospects and close new deals at a continuous pace. Yet the general trend across industries has been for a more involved, more complex Sales funnel. What is Sales acceleration?

The Pipeline ? Mine the Gap!

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. EDGE Sales Process.