Your Sales Management Guru

OCTOBER 6, 2015

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”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Distribution Pricing Journal

OCTOBER 9, 2023

As one of our readers wrote: “As a pricing director, understanding the business and grappling with the sales rep and customer-facing issues related to pricing is a significant portion of your role. You also can insight into the local competitive landscape. Spending time directly with reps face-to-face builds trust and collaboration.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Braveheart Sales

DECEMBER 7, 2023

Chris brings 27 years of helping sales organizations transform into profit-generating machines. He has successfully helped companies grow sales and profitability in over 100 industries worldwide. Across the board, with the clients I’ve had the pleasure of coaching, there's a consistent trend - revenues rise, profit margins increase.

Coaching 52

Coaching Hiring Guarantee Face-to-face 52

Salesmate

JUNE 23, 2020

SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. SaaS business owners are always on their toes for addressing the surge in demand and to stay ahead of the competition. Managing business-critical data. Every business is revenue-driven.

CRM 126

CRM Hiring Software Software 126

Crunchbase

JANUARY 26, 2021

To help companies of all sizes approach the new year in the right way, the team at Revenue Grid used data from over 550 cutting-edge B2B sales teams to help track down the most important trends in the future. Channels in the sales playbook are evolving. The easiest option could be to simply add a new channel to your sales cycle.

Trends 98

Trends Social Media Discount Decision Maker 98

Pipeliner

MARCH 6, 2018

These are the groups that predictably buy more and at better prices (higher margins). A strategy that identifies these individuals allows you to cover your bases by interacting with these four buying influencers to increase the probability of not only making a sale and making the sale at higher margins.

Strategy 45

Strategy Salary Margin Compensation 45

Sales Hacker

MAY 6, 2021

Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them.

Hiring 95

Hiring Retention B2C Demand Generation 95

Showpad

OCTOBER 28, 2020

B2B sales, on the whole, is slower, more labor-intensive and more consequential than B2C. A six- or seven-figure deal can make or break the entire year’s revenue, providing little margin for error. So it’s probably time to level up how your organization runs sales teams and integrates new B2B sales techniques into their repertoire.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Distribution Pricing Journal

NOVEMBER 30, 2023

They might help mitigate unexpected market changes like increased competition, rising costs or changes in customer demand. There are many situations where in-stock discounts and rebates do not provide the distributor with enough margin to secure certain orders. That’s where a special pricing agreement can help.

Margin 52

Margin Distribution Discount Vendor 52

LeadFuze

JANUARY 1, 2022

put together a sales go to market plan with clear objectives. In order to stand out from the competition, it is important that you focus on a specific target market. What is your competitive advantage? How can you differentiate your product or service from the competition? What is your company’s image?

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

The Spiff Blog

NOVEMBER 3, 2022

Watch any movie centered on sales professionals, and you’re likely to notice a recurring theme: competition. The sales reps in these films will stop at nothing to become the lone name atop a literal or figurative sales leaderboard – usually resorting to extreme tactics in order to be the best.

Motivation 69

Motivation Lead Rank Lead Scoring Cold Calling 69

Your Sales Management Guru

MAY 25, 2010

The first scenario of holding firm for the long term assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Pipeliner

JUNE 11, 2018

More Profit, Less Time: Sales Enablement Strategy is Your Ticket to Successful Sales. It’s an intense time to be in sales these days. Time and energy used to get channeled into staying ahead of the market. But now, sales professionals are funneling that time into merely keeping up with it.

Sales Enablement 51

Sales Enablement Lead Rank Lead Scoring Top of Funnel 51

PandaDoc

MAY 30, 2019

A slow sales cycle is kryptonite to good sales teams. In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Automate your sales process. Leverage team-based selling.

Sales Cycle 75

Sales Cycle Hiring Sales Qualified Lead Top of Funnel 75

Chorus.ai

OCTOBER 27, 2020

Without sufficient coverage of the subject in sales training, your reps may not be aware of the boundaries of ethical behavior when it comes to selling. This can be a particular concern in the heat of a sales call when a high-margin deal is at stake. Risks Plaguing Your Deals? Download the Deal Risk Ebook.

Lead Rank 62

Lead Rank Churn Lead Scoring Follow-up 62

Tenfold

NOVEMBER 29, 2017

If your sales data is causing inaccurate forecasting, then a review of your data input methodologies, sources, and management is necessary. Accurate data is the first stage to accurate forecasting – and there are a lot of benefits to forecasts that put you a step ahead of your competition. Forecasting in Current Business.

Forecasting 47

Forecasting Data Lead Rank Margin 47

Pipeliner

JANUARY 17, 2018

On what she loves about SalesPOP and sales itself, why sales managers must collaborate with salespeople on quotas, selling in today’s (very different) economy, her own favorite buying experience, and her top selling lesson for 2018. Meridith loves her status as a SalesPOP! is put together. is put together.

Quota 45

Quota Lead Rank Lead Scoring Consumer 45

The ROI Guy

MARCH 6, 2017

Sales reps and channel partners will resist using a complex business case / ROI tool with customers. Moreover, to drive improvements, Alinean has developed the Five Pillars of Business Value Success, a set of best practices collected from the best BV sales and marketing programs, that teams can use to improve their programs.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

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. The Status Quo and Do Nothing are more megalithic than ever with budgets slashed on razor thin margins.

Social Selling 66

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

Jonathan Farrington

JUNE 10, 2012

As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. So what is a sales process?

Webinar Metrics 35

Webinar Metrics InsideView Margin Quota 35

Crunchbase

JANUARY 5, 2023

Establishing a realistic monthly sales growth number is an excellent way of pushing your sales team to greater heights. Average profit margin. Your average profit margin is how much of your revenue is pure profit. Sales per rep is a KPI that will highlight the standouts on your team. Product performance.

Cost per Lead 52

Cost per Lead Top of Funnel Lead Rank Lead Scoring 52

Janek Performance Group

AUGUST 26, 2022

An organization’s value proposition is a vital part of their sales strategy. It’s central to your branding and differentiates you from the competition. More than products and services, it extends to your leadership and sales team. This helps sellers illustrate the value of your widgets over the competition.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

Mindtickle

JUNE 21, 2023

Business Development Representative (BDR) A Business Development Representative (BDR) is a sales professional responsible for prospecting, qualifying, and generating new business opportunities for a company. It involves the sale of products, services, or information directly to end-users or customers for their personal use or consumption.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

The Digital Sales Institute

FEBRUARY 24, 2021

How do we enable virtual selling that drives sales? How can we stand out from the competition in the digital era? How to blend virtual and traditional sales approaches? How do we enable a sales culture to focus on value? Develop sales play books to help salespeople on how to accelerate their sales results.

B2B 59

B2B Strategy Margin Negotiation 59

Sales Hacker

MARCH 2, 2020

Management and Operations. Sales Manager Survival Guide. The Ultimate Sales Machine. Blueprints for a SaaS Sales Organization. Sales Management. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales. The 5 Dysfunctions of a Team. Radical Candor.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Crunchbase

MAY 5, 2022

Sales forecasting can make or break a business. Preparing for the future gives you an inherent advantage over the competition. It’s important that your sales forecasting methodology matches how you run your organization, the industry you operate within, and what you want to achieve. What is sales forecasting?

Lead Rank 52

Lead Rank Sales Forecasts Forecasting Revenue 52

SugarCRM

OCTOBER 27, 2022

Dashboards can be leveraged to make your reporting data easily accessible, align your goals, easily find actionable information, stimulate healthy competition, and much more. See below examples of marketing, sales, and service dashboards within Sugar to promote revenue growth. See which campaigns and channels are your best performing.

Report 26

Report CRM Epicor Revenue 26

Hubspot Sales

AUGUST 8, 2019

Number of deals lost to competition. Percentage of sales reps attaining 100% quota. Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Channel Sales Metrics.

Cost per Acquisition 136

Cost per Acquisition Lead Rank Churn Webinar Metrics 136

Close.io

MAY 20, 2019

If you want to scale your sales team, grow your revenue, and beat out the competition, there’s no question you need to understand data. All the best sales teams in the world run on data. Unlike revenue, more isn’t always better when it comes to sales data. Sales targets. Sales by region. Learn more.

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Close.io

FEBRUARY 24, 2020

It depends on the size of the company: In one study, it was found that more than 70% of companies with a sales force of over 50 people had a dedicated sales enablement person. However, only 39% of companies with less than 25 sales reps had one. But as a busy sales manager, you hardly want to add more tasks to your plate.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Pipeliner

AUGUST 24, 2018

Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers. For any sales person to prosper in their career they need to move beyond being good at building relationships to also embrace the holy trinity of sales mastery: Lead with insight as a domain expert.

Sales Enablement 60

Sales Enablement Lead Rank Ideal Customer Profile Lead Scoring 60

Close.io

SEPTEMBER 4, 2019

Once you’ve identified the sales metrics you want to monitor, you need to uncover where this data currently resides. This could be your sales CRM , an Excel doc, Google Sheets, customer service software, or some other sales management tool. Create a quick list of all your sales metrics and their source to work off of.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Vengreso

NOVEMBER 16, 2022

The key to improving sales productivity is identifying where you can streamline processes and reduce time spent on low-priority tasks to have more time for essential activities like lead generation and sales funnel development. Take writing cold emails or sales messages for sales prospecting as an example. Gross margin.

Outsourcing Services 59

Outsourcing Services Top of Funnel Ideal Customer Profile Hiring 59

Apptivo

OCTOBER 11, 2023

It’s not merely about making sales; it’s about efficiently and effectively utilizing resources to make those sales. Why is Sales Productivity Important? Sales productivity isn’t just a buzzword, it’s a foundational element of successful sales management.

Tools 52

Tools Webinar Metrics Pivotal Software 52

Sales Hacker

OCTOBER 7, 2021

What is your best piece of career advice for women in sales? Sales success has often been attributed to traditionally self-centric masculine attributes of competition and aggression. Understanding how various decisions impact the company’s margin (e.g. What is one a-ha moment you’ve had in your sales career?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Close.io

JUNE 3, 2019

Imagine two sales managers walk into a room. Sales Manager #1 wants to crush her quarterly targets and has an idea of what it’s going to take to get there. Sales Manager #2, on the other hand, doesn’t hope. But it’s not okay to wonder about your sales numbers. The importance of sales forecasting.

Sales Forecasts 91

Sales Forecasts Forecasting Top of Funnel How To 91

Close.io

OCTOBER 28, 2019

The sales strategy you should use will depend on a number of variables, including the type of business you run, your average deal size, and how aware customers are about the solutions you offer. In the following paragraphs, we share a framework for determining which sales method is right for you. Pros & cons of outbound sales.

Paid Content 64

Paid Content Outbound Inbound Top of Funnel 64