The Digital Sales Institute

JANUARY 9, 2019

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. In fact sales teams that go through a sales performance improvement program outperform sales teams in companies that don’t.

Incentives 56

Incentives Incentive Sales Leadership Guidelines 56

Sales Hacker

MARCH 30, 2021

That source of truth is a great tool for achieving transparency in Salesforce. It provides the information that helps me succeed, translating down into my sales team as I’m coaching and mentoring them. Additionally, we have this guided selling platform, allowing us to keep our sales reps within the guardrails of a sales cycle.

Oracle 102

Oracle Scale SalesForce Incentives 102

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader.

Lead Rank 52

Lead Rank Hiring Oracle SalesForce 52

Partners in Excellence

JUNE 1, 2014

“Let’s dumb things down, so even the sales guys can do it.” ” We do this through leveraging technology inappropriately, over reliance on scripting, over-engineering the sales process, micromanagement, focus on compliance, formula driven sales enablement, and other things designed to remove thinking from the process.

ROI 96

ROI Lead Rank Segment Analysis 96

The Ultimate Sales Executive Resource

APRIL 17, 2015

I therefore reverted to what I have learned as an engineer. An engineer can only create successful constructions if he/she respects the limits of the material used for the construction. Electronic tools certainly improve efficiency but only their intelligent use provides effectiveness.

Networking 40

Networking Construction Social Selling Sales Qualified Lead 40

Mindtickle

JULY 24, 2017

What skills, knowledge, process, expertise, and tools does an individual sales rep have to have to be good at their job? We found that if we don’t provide sales managers and sales leaders with a process and a program combined with some tools to help augment the coaching effort, it typically doesn’t happen.

Conversion 52

Conversion Top of Funnel Coaching Webinar Metrics 52

Mindtickle

JULY 24, 2017

What skills, knowledge, process, expertise, and tools does an individual sales rep have to have to be good at their job? We found that if we don’t provide sales managers and sales leaders with a process and a program combined with some tools to help augment the coaching effort, it typically doesn’t happen.

Conversion 52

Conversion Top of Funnel Coaching Webinar Metrics 52

Chorus.ai

MARCH 5, 2021

Developing your sales strategy first requires that you diligently build up a concept of your target audience — otherwise known as your buyer personas — before setting goals and constructing your sales funnel. Step 4: Give your team the tools they need to succeed.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

SalesLoft

JUNE 20, 2019

Episode four stars Pete Kazanjy, Founder of Modern Sales Pros (MSP) and Atrium. While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? He’s also one of the most well-researched sales experts we know. ’ And I’d leave.

Hiring 63

Hiring Up-Sell Call-back Construction 63

Vengreso

JUNE 27, 2022

That means that modern sellers need to develop digital sales skills, learn how to interact with buyers in a remote selling environment, and learn how to use remote selling tools. Helping sales managers to drive their sellers to reach more key decision-makers, improve the selling process, grow the sales pipeline and close deals.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

PandaDoc

NOVEMBER 16, 2023

CRM systems integrated with quoting software — which is sometimes mistaken for CPQ (configure, price, quote) software — combine the capabilities of customer relationship management and advanced quoting tools. It’s like a digital Swiss Army knife for sales professionals. See also What type of companies use a CRM?

Software 52

Software Software CRM Leads 52

Sales Hacker

NOVEMBER 3, 2020

I meet some entrepreneurs and it’s very engineering-based the way they think and it’s like, there’s supply and demand and it’s as simple as that. Not to say that engineers can’t be incredible entrepreneurs because they can, but I’m not a huge fan of pure analytics. Ilan Jacobson: Completely.

Scale 69

Scale Call-back Hiring Company 69

Mindtickle

APRIL 7, 2022

I started as a commercial regional sales manager (RSM), an AE role, and today I’ve gone through a few different roles at Splunk because they are managing a strategic Canadian business. We work very closely with our sales or solution engineers. I would say core to our go-to-market function.

Enterprise 52

Enterprise Enterprise Lead Rank Up-Sell 52

Highspot

SEPTEMBER 30, 2020

As Dave Mattson, CEO and President of Sandler Training explained, “Businesses need our sales team to be on the same page. And not just the salespeople but those who support the process, such as consultants, sales engineers, and so on. Integrate, integrate, integrate. Next, examine your tech stack.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. What is your best piece of career advice for women in sales? I currently manage a team of 15 SDRs in 5 locations.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

DialSource

JANUARY 16, 2020

This dramatic shift toward new tools and processes is part of the overall movement toward digital transformation. By providing a personalized approach, sales teams can be the engines of specialization that will catapult their organizations to success in the knowledge economy. 5 Essential Components of Digital Transformation.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41