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. They used LeadBoxer to improve the quality of the leads being presented to the enterprise sales team. Check out the case study here.

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

SalesLoft

JANUARY 29, 2020

B2B Sales: B2B Sales is focused on providing ideas, networking opportunities, job opportunities and a place to discuss business with other sales professionals. Bravado : Bravado is a community for sales professionals centered around premium content, community events, and their sales mentorship program.

Groups 52

Groups Scale Networking Webinar Metrics 52

Your Sales Management Guru

AUGUST 18, 2016

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything?

Sales Management 40

Sales Management Webinar Metrics Vendor Case Study 40

Crunchbase

MARCH 1, 2023

Bree Hinkle Sales Manager, Meta As the sales manager at Meta, Bree Hinkle has built long-lasting relationships that have been transformational for her team and business partners. Daisy Chung Director of Sales, Orum At Orum, Daisy Chung quickly rose from enterprise account executive to sales director.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. They represent the stages salespeople go through from lead to sale. Sales and marketing efforts here start to become more product-focused. Image Source ). Image Source ).

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Hubspot Sales

NOVEMBER 28, 2023

Sales, with their in-depth customer insights, suggest refinements that emphasize points that resonate most with potential buyers. Case studies. While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling.

Lead Rank 105

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 105

SBI

MAY 17, 2018

We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? John: Seismic is an enterprise-grade sales and marketing enablement solution. They can highlight content to the sales teams that they see are performing well.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

No More Cold Calling

APRIL 7, 2015

The Rules for Online Engagement Relationships have always powered sales. Associations Enterprise Sales Management Salespeople Small Business' Here’s a hint for salespeople: Your online persona should be just as professional, engaging, and polite as your real-world self. But the way we develop relationships has changed.

Social Media 120

Social Media Referrals Networking Case Study 120

Gong.io

DECEMBER 14, 2022

High-value deals are the holy grail for B2B sales managers. If you want to win enterprise-level six-figure deals, you need an enterprise sales strategy. One that has your sales reps focus only on the very best leads. The personalized service that sales reps deliver also improves your company’s reputation.

Ideal Customer Profile 62

Ideal Customer Profile Demand Generation Targets Account Buyer Persona 62

Gong.io

OCTOBER 24, 2022

Is your sales team ready to enter the big league? . Enterprise sales are the ultimate goal for many B2B sales teams. And just because your team is good enough to sell to small businesses doesn’t mean they can cut it with enterprise buyers. . The enterprise sales process is long, complicated, and resource-intensive.

Enterprise 62

Enterprise Enterprise Ideal Customer Profile Case Study 62

SBI

JANUARY 14, 2020

Today, the priority placed on sales readiness is incredibly high,” said Brainshark CEO Greg Flynn. Preparing sales teams to achieve benefits like these and more, READY20 highlights include: Inspiring keynotes – from Flynn and other industry experts on the latest trends powering sales performance. Opportunity Management.

Sales Enablement 86

Sales Enablement Webinar Metrics Face-to-face SAP 86

SBI

JANUARY 12, 2022

The KPIs that are important to your sales and sales enablement process will depend on your sales cycle length (a one call close vs. an enterprise 6-month cycle) and other factors. They even introduced Jenny as the newest member of their sales enablement team and set up a profile for her on their HR system.

Hiring 65

Hiring Lead Rank Lead Scoring Scale 65

Your Sales Management Guru

SEPTEMBER 4, 2012

What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies. While many of the examples are from enterprise and global organizations the concepts and lessons learned are appropriate for any sales organization.

Strategy 103

Strategy Handbook Case Study Quota 103

Gong.io

NOVEMBER 7, 2022

Enterprise sales are a different beast than small to medium-sized business (SMB) transactions. A strong sales process is crucial to navigate these deals successfully. . In this article, we’ll explain complex sales and how they differ from traditional sales. What is a complex sale? .

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Allego

OCTOBER 11, 2022

This helped them manage new workflows as they adjusted to fully remote work initially. With our representatives operating in different locations and schedules, it was harder for our sales managers to coach their teams effectively. Conversation intelligence (CI) was also a key tool we used.

Hiring 62

Hiring Video Analytics Case Study 62

SalesLoft

SEPTEMBER 12, 2022

If sales representatives don’t keep pipeline data updated throughout the sales process , you could reach the end of the quarter and miss the revenue goal by thousands or even millions of dollars. A sales pipeline can also keep you from losing leads. Every sales rep is guilty of forgetting to follow up every now and then.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

Pipeliner

MARCH 21, 2019

All the same benefits outlined above apply but we can add a few more powerful ones to the list: Huge contracts are game changers for a sales organization. Banner account – case study, customer reference, stories. Follow a big deal sales process and watch your win rates skyrocket. Top salespeople retention.

Sales Process 74

Sales Process Scale Analysis Proposal 74

Gong.io

JULY 13, 2022

But this is a good thing, as it can help you win over stressed buyers (and what enterprise executive or manager isn’t stressed?). Let’s look at how you can successfully apply the SNAP Selling methodology to your own sales process. Enterprise deals are 233% less likely to close if you don’t involve a decision-maker.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever.

Hiring 93

Hiring Retention B2C Demand Generation Targets 93

Zoominfo

APRIL 15, 2018

Then, based on the number of reps you have and the number of people within your target audience, you predict you could double revenue just by hiring ten more outbound sales reps. Not only does this prove the effectiveness of data-driven sales, but it also demonstrates how easy and attainable a data-driven strategy can be.

Data 170

Data Strategy Lead Rank Lead Scoring 170

Crunchbase

MAY 19, 2020

Sales velocity helps track how fast you can convert leads into closed/won. While this may vary for every rep–an SMB rep will have a different velocity than an Enterprise rep–the goal is to get better at understanding how much revenue you can expect to bring in over time. Sales Development Reps. Zoom fatigue is real.

Call-back 124

Call-back Marketo Outbound Scale 124

Chorus.ai

MAY 17, 2021

Successful sales can tell your prospect’s story through your product. Your script may call for plenty of well-deployed statistics, case studies, or social proof of your product’s worth. Think back to Jim Halpert’s chart of Michael’s priorities in management: 80% distracting others, 19% procrastinating.

Motivation 96

Motivation Construction Call-back Commission 96

Allbound

SEPTEMBER 12, 2018

Through strategic partnerships with enterprise companies like ServiceNow and Google , Slack is able to expand their offering to include more enterprise customers and connect their tool with the products and services their customers are already using. Sales / Support Partners. Take Slack, for example.

Commission 112

Commission Referrals Hubspot Marketo 112

The ROI Guy

MARCH 6, 2017

I had the opportunity to lead a Thought Leaders panel from the best business value solution providers, including our own, Mark Schlueter, who shared his great experience from decades of enterprise selling and team leadership at HPE, and business value tool development Microsoft, Intel, Dell and many other B2B firms.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

SalesLoft

AUGUST 12, 2019

In their Rainmaker 2019 roundtable discussion, Barbara Giamanco, CEO of Social Centered Selling; Kat Moore, Regional Sales Manager at Akamai Technologies; Samantha McKenna, Head of Enterprise Sales at LinkedIn; and Morgan Ingram, Director of Sales Execution and Evolution at J. Use that to inform your approach.

Social Selling 60

Social Selling Social Media Hiring LinkedIn 60

Vengreso

MARCH 2, 2021

Lead generation is a marketing activity that attracts people to your company and gathers data in the hopes of turning those leads into sales-ready prospects, also known as a sales-qualified lead or SQL. Lead generation is something that happens at the top of the sales funnel. The other 60% comes from our sales team.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Bigtincan

NOVEMBER 16, 2021

Sales Collateral Management is the process of creating, storing, and simplifying access to all the collateral that salespeople and marketing teams need. Your enterprise might be working with any or all of these types of sales collateral: Product Documents. Case Studies. White Papers.

Collateral 59

Collateral Enterprise Enterprise Case Study 59

Gong.io

NOVEMBER 30, 2022

Robert Miller and Stephen Heiman created the idea of conceptual selling as a more effective way to close the high-value, complex deals that are common in enterprise sales. The basis for this sales methodology is that prospects buy the concept a product is based on. Only use case studies if they’re incredibly relevant. .

How To 62

How To Sales Methodology Decision Maker Buyer 62

Bigtincan

DECEMBER 1, 2021

Google Drive for Enterprise, commonly referred to as Google Workspace, is Google’s enterprise version of their popular consumer facing Google Drive product. Many enterprise companies use it for their content management systems, in particular the organizations that are using Google apps for email, calendar, and other uses.

Google 59

Google Enterprise Enterprise Face-to-face 59

Highspot

NOVEMBER 1, 2022

The right sales methodology can make or break your sales performance. Much like sales models, businesses will often find that the methodology that suited them when they were a startup no longer serves them at enterprise scale. Coach your coaches. Build a robust referral network.

Strategy 52

Strategy Hiring Sales Methodology Sales Enablement 52

Apptivo

FEBRUARY 1, 2023

This enables sales representatives and sales managers to forecast more accurately the number and value of deals that will close in a given time period. Start by presenting a straightforward case study and customer testimonial from one of your lookalike clients, emphasizing how your solution added value to their lives.

Pipeline 52

Pipeline Ideal Customer Profile Sales Qualified Lead Top of Funnel 52

SBI

JANUARY 13, 2015

This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps. Most traditional sales contests have three problems.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50

Highspot

MARCH 30, 2021

The right sales methodology can make or break your sales performance. Much like sales models, businesses will often find that the methodology that suited them when they were a startup no longer serves them at enterprise scale. Coach your coaches. Build a robust referral network.

Strategy 69

Strategy Hiring Sales Methodology Sales Enablement 69

Tony Hughes

FEBRUARY 22, 2018

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. A lack of understanding of what's motivating all stakeholders in the account, could literally set you back an entire enterprise sales cycle.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. In many cases, prospects need to be compelled to act, and digital channels may not be enough to close the sale. Then, I follow up with, "My sales rep asked me to start a conversation with you." Does that sound like you?"

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

LeveragePoint

MARCH 23, 2018

Sales teams are the natural response to more people participating in the B2B buying decision – 6.8 With buyers making decisions by committee, the best sales reps bring other members of their team into customer presentations. They recruit their executives, sales managers, product managers and other subject matter experts.

Sales Cycle 20

Sales Cycle Case Study Customer Analysis 20

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. Related: What is Complex Sales? An Explainer on Enterprise Sales. How to attract enterprise buyers. Managing the enterprise sales cycle. This is what happened at Lattice.

Ideal Customer Profile 85

Ideal Customer Profile Marketing Account Based Marketing Enterprise 85