Highspot

OCTOBER 31, 2023

Push the envelope of sales enablement by driving efficiency through AI, scaling coaching with actionable insights, tying enablement efforts to business results, unifying the sales tech stack, and engaging buyers with digital experiences. Time-strapped frontline managers need guidance to coach their reps well and provide feedback at scale.

Scale 72

Scale Sales Enablement Buyer Coaching 72

Allego

JANUARY 24, 2023

Two-thirds of your sellers’ time is spent doing manual tasks, including record keeping, data entry, lead management, searching for sales collateral and content, and tool management. And people just don’t have time to read that 50-page report, to listen to and analyze every sales call, or to coach,” Lundy said.

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. hire a presentation skills coach. subscribe to Selling Power or Sales & Marketing Management. hire a sales activity coach. improve your time management. hire an image coach. hire a prospecting coach. hire a presentation skills coach. hire a sales activity coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Sales Hacker

DECEMBER 14, 2022

Sales coaching – No matter where salespeople or customer service reps are in their journey, ongoing coaching can improve their closing ratios. CRMs and AI data-driven lead management platforms aren’t just for enterprise-level organizations. What’s next?

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Salesmate

SEPTEMBER 18, 2020

Mike covers three crucial areas of sales leadership with real-life examples, ethnicity, and honesty- leading, managing, and coaching in this excellent sales management book. Get this sales management book on Amazon. The Sales Manager’s Guide to Greatness. Get this sales management book on Amazon.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

SBI Growth

JANUARY 1, 2014

A fast ramp coach acts as a mentor for your new reps. Be present when the new rep’s Sales Manager is not available. Process Coaching: Teach the new sales rep how to use the CRM. Lead management, opportunity management, forecasting, chatter, etc. Step 4: Sales Manager Accountability.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

DECEMBER 2, 2013

Like a football coach going into a game, you start with the baseline plan. When you’re watching football you notice the coaches constantly looking at picture or results of prior plays. This is agile coaching; agile demand generation is no different. In this post we’ll focus on the B2B Demand Generation (DG) plan.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

Velocify

MARCH 19, 2013

Great coaches can coax peak performance out of their athletes and so can sales managers when they use Leads360’s sales Performance-Based Distribution feature. And with the stakes so high, the coaches need to play to the strengths of each of their players, optimizing for peak sales performance.

Leads360 78

Leads360 Coaching Distribution Inside Sales 78

Janek Performance Group

APRIL 10, 2024

This is achieved through regular communication, shared goals, and collaborative lead management processes. Also, implement Service Level Agreements (SLAs) to define the criteria for lead handoff from marketing to sales. Further, establish clear expectations for lead quality and follow-up.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Velocify

APRIL 22, 2013

A good coach doesn’t treat each player the same,” said Lori Richardson, ScoreMoreSales.com. We’ve blogged recently about the importance of leveraging the skills of your inside sales team and playing to each reps strengths like a good coach. Tip #2 – Allow time for training and development.

Inside Sales 103

Inside Sales Leads360 Lead Rank Lead Scoring 103

Miller Heiman Group

JUNE 30, 2020

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. Create a process for lead management. Continue Good Coaching Habits. as they do on coaching their teams.

Top of Funnel 78

Top of Funnel Lead Rank Funnel Sales Qualified Lead 78

Hubspot Sales

MAY 2, 2019

This lead management software leverages automation to speed up sales processes. Velocify LeadManager prioritizes leads, creates reminders, and triggers follow-up actions to simplify processes. Its sales engagement platform helps sales leaders and salespeople manage data and accelerate team and personal performance.

Software 132

Software Software Sales Management VanillaSoft 132

Score More Sales

SEPTEMBER 5, 2013

Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews. We will have more on coaching in a future post. How can sales grow based on these ideas? Don’t cancel them.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Sales Evangelist

JUNE 30, 2021

And on today’s episode of The Sales Evangelist, Donald is joined by Tim Kintz to discuss four areas to promote strengths and identify weaknesses as a sales leader: lead, manage, train, and coach. Lead Managers are often the least trained employees. Mental ownership comes before physical or financial ownership.

Promotion 40

Promotion Survey Banking Lead Rank 40

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. Message to Management]: 14 Things Top Sales Managers Do. Sales execs tell me they don’t have time to coach their teams. CSO Insights agrees with me.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Pointclear

MARCH 25, 2014

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Yep, I guess the coach is responsible if his people aren’t playing well. Should I just fire the sales manager?”. That stopped him. Maybe more so.

Sales Qualified Lead 247

Sales Qualified Lead Follow-up Negotiation ROI 247

Score More Sales

JUNE 30, 2013

I’ll let Dave tell it in his own words – he shared this with me last week: While working on my prospecting today, I decided to take advantage of a training perk my company offers and signed up for a 30 minute 1 on 1 with our sales coach, Lori Richardson. . You might be surprised what you find……. You will too. Thanks, Dave!

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

Score More Sales

FEBRUARY 28, 2014

I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

Score More Sales

JULY 23, 2013

Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

SalesLoft

NOVEMBER 2, 2023

Data will reveal the areas where new salespeople are not following the process or are struggling, so sales managers can step in to coach and refine future interactions, ultimately boosting sales productivity. When new leads hit a certain lead scoring threshold, you can automatically notify the sales rep for quick follow-up.

Sales Automation 52

Sales Automation Lead Rank Lead Scoring Sales Qualified Lead 52

Green Lead's B2B

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely. Members of SLMA and non-members are allowed to vote.

Harte Hanks 29

Harte Hanks Lead Management LeadMaster LeadQual 29

Sales Evangelist

JUNE 30, 2021

And on today’s episode of The Sales Evangelist, Donald is joined by Tim Kintz to discuss four areas to promote strengths and identify weaknesses as a sales leader: lead, manage, train, and coach. Lead Managers are often the least trained employees. Mental ownership comes before physical or financial ownership.

Promotion 40

Promotion Survey Banking Lead Rank 40

Sales Evangelist

JUNE 30, 2021

And on today’s episode of The Sales Evangelist, Donald is joined by Tim Kintz to discuss four areas to promote strengths and identify weaknesses as a sales leader: lead, manage, train, and coach. Lead Managers are often the least trained employees. Mental ownership comes before physical or financial ownership.

Promotion 40

Promotion Survey Banking Lead Rank 40

Score More Sales

OCTOBER 28, 2013

I got into a $500K deal once simply by talking with a sales rep from the prospective company who became my internal coach there and guided me through their crazy internal politics. I have also been a coach to other vendors at companies I was in a sales role with. Foundation of Selling- Confidence.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

Crunchbase

MAY 27, 2022

Given your passion for helping clients solve their problems through sales, I can only imagine that you’re coaching your team on these issues as well. As a mom and former HR manager, I’ve experienced firsthand the difficulty of ensuring everyone follows the rules, especially when it comes to clients with sensitive needs or large accounts.

Examples 52

Examples Lead Rank Lead Scoring Ideal Customer Profile 52

Score More Sales

APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. Three pet peeves of mine, and perhaps yours, have inflicted the world of communication in selling: Spelling errors. Grammatical errors. Incorrect word choices and improper word usage.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

Zoominfo

SEPTEMBER 25, 2018

Matt covers the entire pipeline – demand generation, lead management, sales effectiveness, technology and more – all focused on helping you find, manage and win more business. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

MEDDIC

MAY 5, 2020

Reach out to inbound leads, present the offer, follow up, close. Prospect new leads, manage prospects, and acquire new business Delivery of interactive sales presentations to prospective and existing clients Provide support and followup during POCs (Proof Of Concept). Responsibilities. Apply now and let the fun begin!

Hiring 52

Hiring Inside Sales B2B Oracle 52

LeadBoxer

JUNE 9, 2020

At its core, sales enablement is the process of providing sales training, coaching, enablement technology, and content to your sales and marketing teams to improve performance across the board. What is “Better Coaching?” For companies that offer no coaching at all, any type of coaching is an improvement.

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

Score More Sales

NOVEMBER 1, 2012

Athletes have practices and work with coaches every day, often in the off-season, to focus on the task at hand, which is for them hitting the ball, or shooting the puck, or connecting on passes. Craft a “60 Day Focus Plan” This plan helps you or your team stay on point with what needs to be done, namely revenue generation.

Outbound 216

Outbound Influencer Revenue Lead Management 216

Score More Sales

JULY 17, 2013

Video for sales training and coaching is a given. Anthony Iannarino – B2B sales coach and consultant, The Sales Coach Blog. Every sales manager should periodically be on the phones – understand the pain of prospecting and building the pipeline”. Sales managers should hire learners, not students.

Hiring 192

Hiring B2B Video Lead Rank 192

Score More Sales

OCTOBER 19, 2012

As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. LinkedIn is the darling of the B2B selling world right now, for a number of reasons. In fact, this month marks my 9th year as a LinkedIn member – October, 2003.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. They’ve seen over and over what a client may have only encountered once in a lifetime.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Partners in Excellence

SEPTEMBER 8, 2013

There are dozens of articles on leadership and coaching which apply the 80/20 principle. As managers, we are expected to lead, manage, and coach all our people–not just some of them. Effective management, leadership, and coaching shouldn’t be formularized in these ways.

Maximizer 93

Maximizer Coaching Account Examples 93

Score More Sales

SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Here are 4 areas to think about in ease of doing business: In things as simple as how you can be reached, do you give people options like phone, email, or LinkedIn?

Retention 254

Retention Company Customer Lead Rank 254

Janek Performance Group

APRIL 2, 2024

Conversion rates also identify deficiencies in your process, such as where a lead stalls. This can reveal areas that need improvement and suggest potential remedies, like sales training and coaching. These can track leads, manage customer interactions, and generate insights. There are costs to acquiring new business.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Outsourcing lead generation. Revenue performance management.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169