Mindtickle

APRIL 10, 2024

The harsh reality is that most B2B sales content ends up on the shelf. These include sales presentations, sales collateral, whitepapers, case studies, videos, or any other type of content used throughout the sales cycle. Content analytics can also illuminate opportunities to freshen up existing content and boost its effectiveness.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Cincom Smart Selling

MAY 24, 2018

Configure Price and Quotation (CPQ) software is front and center in the digitalization of the selling and buying processes. Even though the selling transaction has undergone considerable disruption, for too many people, perceptions about selling remain unchanged. Believe me, Willy Loman really did die. Here’s an example.

Revelation 48

Revelation Engineering Collateral Demographics 48

Groove.co

DECEMBER 22, 2020

Growing your team is exciting but, as many Sales and BDR managers know, it takes time for reps to onboard and get fully up to speed. That’s why many managers try to reduce the onboarding time and get new hires up to speed as quickly as possible. Accelerate Onboarding So Reps can ADD VALUE sooner.

Hiring 26

Hiring Buyer Persona Collateral Lead Rank 26

Groove.co

DECEMBER 22, 2020

Growing your team is exciting but, as many Sales and BDR managers know, it takes time for reps to onboard and get fully up to speed. That’s why many managers try to reduce the onboarding time and get new hires up to speed as quickly as possible. Accelerate Onboarding So Reps can ADD VALUE sooner.

Hiring 26

Hiring Buyer Persona Collateral Lead Rank 26

Showpad

JANUARY 12, 2021

Typically, onboarding has always consisted of an in-person welcome on your first day, face-to-face interaction with your manager and setting up/learning relevant technology. This approach didn’t set Axiom sellers up for success. Remote onboarding isn’t easy. Before Axiom adopted Showpad. Pillar 3: Peer-to-peer learning.

Hiring 52

Hiring Company Face-to-face Scale 52

InsightSquared

APRIL 14, 2021

If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . Today, every tool produces reports and analytics. As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

The Pipeline

APRIL 15, 2011

Sign up for our Email Newsletter. With visibility into just which content your qualified leads are accessing, marketers can provide salespeople with additional content and collateral that matches buyer activity to help keep the momentum toward purchase moving along. Home About The Pipeline. Free Resources. 0 Subscribers. February 2012.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Cincom Smart Selling

MARCH 15, 2016

The selling process can involve a little technology or a lot of technology. The size of the operation, the complexity of the selling organization, the spread of geographical territories and the complexity of the product line will all impact the kind of technology best suited and applicable to a specific organization.

Enterprise 63

Enterprise Enterprise System Collateral 63

Sales Hacker

OCTOBER 28, 2019

The external team is made up of people who don’t work at your organization per se, but they have influence and often work with you: Partners. For example, LeadIQ you use for lead generation, Vidyard you use for calls, and similar tools. Team Selling Playbooks. Work with marketing on planning events in your territory.

Sales Qualified Lead 56

Sales Qualified Lead Account Advertising Advertising 56

Cincom Smart Selling

NOVEMBER 7, 2016

Any IT tools that can free up a few minutes or a few hours for folks will be greatly appreciated. Assembled 50 collateral packs and attached my business card to each. Updated my territory map, marking each customer location and products installed. I was a sales rep, and I had not done any selling.

Tools 54

Tools Collateral Territories How To 54

PandaDoc

SEPTEMBER 21, 2022

A sales pipeline software is a digital tool for structuring your selling process so you can close deals quicker and expand your firm faster. Everyone agrees that sales pipeline tools are useful. These tools compress an impressive amount of line item data into a format that is easy to visualize and understand.

Pipeline 52

Pipeline Software Software CRM 52

Crunchbase

NOVEMBER 2, 2021

Selling has never been easy, particularly for sales representatives starting their careers or learning new products and territories. Throw in a global pandemic, remote selling and economic uncertainties, and it’s harder than ever to connect with and wow buyers. Modern presentation software. Modern presentation software.

Collateral 52

Collateral Top of Funnel Proposal Software 52

A Sales Guy

FEBRUARY 13, 2012

Get behind a good product and go sell it. Bitch you have a shitty territory . Some territories are better than others. Rather than bitch your territory isn’t as good as Mary’s or Fred’s, figure out a way to get more out of it. After 6 months you’ll know everything you need to about how YOU sell.

Quota 116

Quota Collateral Cold Calling Territories 116

Bigtincan

DECEMBER 8, 2021

As a result, they’ll waste too much time digging around for the right content and eventually spend less time selling. . To solve this, most enterprises create new folders to store collateral or start using a new repository and expect sales teams to adapt to the new way of working.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Chorus.ai

AUGUST 13, 2019

Gain a detailed understanding of the customer’s voice, including the questions and objections that come up during specific parts of the sales process, as well as the materials prospects request. You also need to put tools in place to regularly access the customer’s voice over time. It’s goal-oriented.

Sales Process 48

Sales Process Collateral Proposal Lead Rank 48

Hubspot Sales

AUGUST 23, 2023

Understanding your prospect's pain points requires some research, but once you determine how to solve them, it can be a great tool to build trust and show that you take them seriously. Back up all claims with proof. One of your biggest barriers to selling is risk. If not, who would benefit most from this conversation?

B2B 77

B2B Lead Rank Lead Scoring Leads 77

PandaDoc

NOVEMBER 2, 2022

Cold email strategies are one of the many tools in the toolbox of successful marketers, but arguably among the hardest to execute well. At PandaDoc , we’re all about helping you level up your communications game. Let’s say you invite a cold lead to sign up for a demo, and they do just that, and then ask you for a quote.

Webinar Metrics 97

Webinar Metrics Strategy Lead Rank Lead Scoring 97

Hubspot Sales

JULY 17, 2019

If your answer was anything other than “selling,” you’re in the wrong business. A recent study shows reps spend just about a third of their day selling. That means it's really important that your reps' days are optimized for efficiency and, well, selling. Sales force automation tools exist to increase sales team efficiency.

Exact 99

Exact Lead Rank Lead Scoring Hubspot 99

Hubspot Sales

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Year-over-year growth.

Cost per Acquisition 135

Cost per Acquisition Lead Rank Churn Webinar Metrics 135

Hubspot Sales

NOVEMBER 6, 2019

What are their trademark selling styles? If you have a few (or several) different selling functions, do this exercise for each role. If you’re willing to take a risk on less proven candidates (maybe someone who has the right personality but little or zero selling experience), you can justifiably provide a lower salary.

Hiring 78

Hiring Salary Scale Referrals 78

Hubspot Sales

OCTOBER 8, 2019

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. Research found organizations that use sales enablement tools experience 25% less turnover than those who don’t. Here are 70 of the best sales enablement tools that will help your team perform at the highest level.

Sales Enablement 93

Sales Enablement Tools Top of Funnel Collateral 93

Sales Hacker Training

NOVEMBER 21, 2022

You need to know when to talk and when to shut up. And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. There’s no need to be doing manual tasks anymore like following up on cold emails one by one. You need empathy, grit, and drive. You need to know your customers intimately.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

SBI

NOVEMBER 7, 2019

By combining Seismic’s industry leading sales enablement and asset management functionality with Percolate’s content orchestration and campaign planning tools, marketers will have comprehensive control and agility to efficiently align the most compelling and personalized content wherever and whenever the customer interacts with their brand.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Sales Hacker

OCTOBER 29, 2020

Lori Richardson: The most important reason now, Sam, is because you need a selling team that matches who your buyers are. I saw an instance for myself once where I took over a sales territory from someone else, and a company had not let us bid on a huge project because they didn’t like the rep. The rep was a guy.

Call-back 59

Call-back Hiring Pivotal Face-to-face 59