Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Author: Peter Gillett, CEO and founder, Zuant.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Showpad

DECEMBER 5, 2018

To help companies better understand the space, Gartner recently published its 2018 Market Guide on Digital Content Management for Sales detailing the capabilities of various vendors in the sales enablement space.

Vendor 40

Vendor Marketing Comparison Enterprise 40

Close.io

MARCH 10, 2020

A great sales enablement strategy can be the difference between a deal won and a deal lost. Having a sales enablement manager on your team can make it 10x easier for your sales team to be successful. For an inside sales team , the potential impact of sales enablement is huge. The list goes on. Blog posts.

Sales Enablement 87

Sales Enablement Hiring Salary Comparison 87

Partners in Excellence

DECEMBER 8, 2019

You might do a comparison, for example looking and apples and oranges. But in understanding apples and their performance versus oranges, you’d quickly realize that the comparison is like…… well, comparing apples and oranges. They also looked at differences in roughly 8 sales execution capabilities.

Comparison 62

Comparison Solutions Selling Relationals Consultative Selling 62

Zoominfo

APRIL 2, 2020

“Businesses, especially mid-sized and smaller organizations, need to invest meaningful resources in structuring flexible IT politics to ensure that outcomes don’t suffer,” said Brenda Hudson, Vice President, Inside Sales at Insight. By comparison, 29.3% ZoomInfo’s data show that, among companies with 50+ employees, a mere 3.3%

Small Business 100

Small Business Small Business Data Hotels 100

Women Sales Pros

APRIL 19, 2019

And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively. Use a sales-specific assessment tool to vet candidates based on role definition. Inside sales is an example.

Trends 129

Trends Hiring Ideal Customer Profile Churn 129

Highspot

DECEMBER 19, 2023

To truly unlock their potential, a robust sales development playbook is vital. Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. What Is a Sales Development Playbook? Furthermore, the playbook aligns sales activities with broader business goals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

SBI

JULY 2, 2014

The July issue includes a number of articles I found to be quite interesting including but not limited to: Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen.

Lead Rank 123

Lead Rank Sales Qualified Lead Marketo Lead Scoring 123

OutboundView

AUGUST 20, 2018

Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity. They were in the middle of uncovering just how much work they had to do on the sales and marketing front. And, from a maturity perspective, how mature is the sales and marketing organization compared to those key competitors.

Top of Funnel 28

Top of Funnel Hiring Marketing Social Media 28

LeadIQ

JULY 5, 2018

It doesn’t matter what you call the role: the sales development rep (SDR), the business development rep (BDR) or the inside sales rep (ISR). In the world of B2B sales, prospecting is often defined as the art and science of contacting leads or target accounts in hopes of creating opportunities for account executives.

Lead Rank 49

Lead Rank Lead Scoring Salary Comparison 49

Cience

NOVEMBER 6, 2019

His next book is Rethinking Sales: What’s Changing, What’s Not, And Why Knowing the Difference Matters (Harvard Business Review Press, forthcoming). . The most important thing about any go-to-market approach is the buyer and the buying process. But aren’t ecommerce and digital marketing growing and becoming dominant channels? .

Channels 42

Channels Marketing Retail How To 42

Mindtickle

JUNE 29, 2021

This role-play sales training is especially valuable for those transitioning from field sales to inside sales. This type of role-play scenario allows reps to practice sales conversations remotely with other team members or their managers. Remote selling. Customer storytelling.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Understanding the Sales Force

NOVEMBER 11, 2013

Among the things being debated are: The migration from outside to inside sales - yes it''s happening and it''s good; but it won''t happen in every company, to every salesperson or necessarily soon. The death of selling - yes, marketing people are predictably predicting this and no it''s not going to happen. 700,000 salespeople!

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

LeadIQ

JULY 5, 2018

It doesn’t matter what you call the role: the sales development rep (SDR), the business development rep (BDR) or the inside sales rep (ISR). In the world of B2B sales, prospecting is often defined as the art and science of contacting leads or target accounts in hopes of creating opportunities for account executives.

Lead Rank 40

Lead Rank Lead Scoring Salary Comparison 40

Pipeliner

APRIL 1, 2019

And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively. Use a sales-specific assessment tool to vet candidates based on role definition. Inside sales is an example.

Trends 75

Trends Hiring Churn Inside Sales 75

Velocify

JULY 12, 2017

Sales has been targeting contacts at key accounts for decades. On the marketing side, account-based marketing (ABM) has gained major traction, becoming a key strategy to better align with sales and close quality deals. An effective account-based marketing strategy is all about full funnel alignment.

Account Based Marketing 40

Account Based Marketing Top of Funnel Ideal Customer Profile Account 40

Pointclear

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. To be blunt, they simply sucked at selling.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Mindtickle

JUNE 29, 2021

This role-play sales training is especially valuable for those transitioning from field sales to inside sales. This type of role-play scenario allows reps to practice sales conversations remotely with other team members or their managers. Remote selling. Customer storytelling.

Negotiation 72

Negotiation Exercises Objections Coaching 72

SBI Growth

AUGUST 27, 2012

Does my team include top notch presales, inside sales, telesales, and marketing resources? No sales organization can offer every advantage, but your candidate is making a comparison with their current state. Will senior leadership listen to my ideas? What kinds of tools will I use? Are the products respected?

Compensation 244

Compensation Commission Territories Quota 244

Mr. Inside Sales

JULY 22, 2015

Of all the objections sales reps get, the “price is too high” is still number one on the list. I mean think about your own purchases – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s the one common component of your own buying decisions? And it makes sense, doesn’t it?

Objections 120

Objections Comparison Webinar Metrics Decision Maker 120

SalesHandy

JULY 5, 2021

Conventional methods for finding customers over physical channels like conventions, trade shows, networking events, or inbound channels like websites pale in comparison. In fact, a lot of inside sales teams today partly rely on LinkedIn social selling to enrich their lead data. Nurture your followers.

Social Media 98

Social Media Social Selling Media Sales Qualified Lead 98

SBI

JULY 2, 2014

The July issue includes a number of articles I found to be quite interesting including but not limited to: Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen.

Lead Rank 50

Lead Rank Sales Qualified Lead Marketo Lead Scoring 50

InsideSales.com

MARCH 11, 2020

If you’re marketing a truly innovative product, you need to prove that it has lasting power. This comparison is especially common for startups. How To Create An Effective Sales Call Script Outline. Inside Sales Tips. Inside Sales Training. 8 Techniques to Effectively Train Your Sales Team.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

Hubspot Sales

JUNE 5, 2019

The Benefits of a Channel Sales Model. Built-in trust: If your channel partner is already well-known within a market or vertical, you don’t have to do the work of establishing a brand presence. Location: If your offices are spread out, it might make sense to use a channel sales model. Value-added provider. Independent retailers.

Channels 96

Channels Lead Rank Hiring Lead Scoring 96

Close.io

OCTOBER 28, 2019

Well Robert Frost would be deeply frustrated with my answer, because when these two marketing strategies diverge in the woods, I pick both. To see my take on this topic, including who should use each strategy, watch the short video below where I tackle the question, “Outbound vs. inbound sales: Which should you use?”.

Paid Content 64

Paid Content Outbound Inbound Top of Funnel 64

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. And its not just your direct sales reps that have the issue.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. You need empathy, grit, and drive.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

The ROI Guy

MARCH 18, 2010

A recent IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010, results of a survey of 40+ worldwide technology sales executives, indicates that sales enablement is one of the top priorities, and the highest expected investment growth area over next 12 months.

Sales Enablement 40

Sales Enablement Tools Comparison ROI 40

Sales Training Advice

APRIL 2, 2010

As sales reps we fight for this opportunity but rarely encounter it. It is generally reserved for the true superstar who has achieved the status of trusted advisor and is considered a genuine inside sales consultant. Demonstrate how competitive solutions will not be able to address her needs. Dan Adams, Adams and Associates.

Strategy 42

Strategy Comparison Policies Cold Calling 42

Close.io

MAY 20, 2019

You don’t need more sales metrics and data to wade through. Announcement: We've just released a new set of sales reporting tools in Close! Our brand new Activity Overview and Activity Comparison reports give you actionable insights that are just one click away. On its own, sales by region is a sales metric.

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Close.io

SEPTEMBER 4, 2019

So how do you separate the signal from the noise, and only deal with the sales data that matters most? The answer: with a sales dashboard. As Ezra Fishman, VP of Business Intelligence at Wistia says: When we let data drive our marketing, we all too often optimize for things that are easy to measure, not necessarily what matters most.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

SBI Growth

DECEMBER 19, 2012

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Sales Strategy. Go-To-Market. Sales Force Design.

Sales Operations 303

Sales Operations Compensation Territories Segment 303

SalesHandy

APRIL 25, 2021

When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively. As per KBCM survey , companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. Making sales calls is one of the core functions within inside sales.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

Sales Hacker

MARCH 2, 2020

More Sales, Less Time. 80/20 Sales and Marketing. The ultimate account-based sales guide for the modern, digital seller, SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Extreme Ownership.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Hang Black.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Green Lead's B2B

JULY 29, 2010

It's amazing that there's so much great content out there surrounding demand generation and B2B sales and marketing! Here are a few that stand out to the Smashmouth crowd from last week: Are Your Inside Sales Reps Good Detectives? 7 Fluff-Free Reasons Your Online Content Isn't Spreading.

B2B 31

B2B Demand Generation Targets Demand Generation Comparison 31

Sales Hacker

SEPTEMBER 1, 2020

So that was my origin story and it has allowed me to be incredibly successful everywhere I’ve been since, and sort of carve my own path everywhere I’ve gone, because I understand that comparison really is the thief of not only joy, but success. Sam Jacobs : Comparison is the thief of joy and success. Explain that.

Hiring 68

Hiring Ideal Customer Profile Coaching Campaigns 68