Sales and Marketing Management

JANUARY 12, 2018

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A well-constructed theme should serve as the SKO’s center of gravity, and should support the overarching objective of the meeting (e.g., The goal is to ensure the field force is ready to execute the sales strategy for the upcoming year.

Retention 243

Retention Motivation Groups Construction 243

Sales Gravy

JULY 28, 2023

Emotional Intelligence Is A Sales Superpower On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK. Complaining can turn a support group into a negative space, and it's important to have constructive conversations and avoid cynicism.

Construction 86

Construction Face-to-face Networking Influencer 86

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

The Pipeline

MAY 13, 2013

Two things happened this past week or 10 days that led to this week’s Sales eXchange being a bit different than the usual, and isn’t that what we always strive to be in sales. First is the fact that this is the 200th Sales eXchange post, and while I had given it much thought, someone asked if I will be marking the fact in any way.

Construction 267

Construction Software Software Sales Leadership 267

Allego

APRIL 11, 2023

You launched your new sales training program ! You have personalized training, peer-to-peer learning , training reinforcement, and a sales content library filled with just-in-time learning that sellers can access when they need an immediate answer. Now, you need to make sure the sales training program is working.

Data 114

Data Training Lead Rank Lead Scoring 114

Zoominfo

OCTOBER 22, 2020

At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.”. So, if you’re looking for opportunities to grow sales, to grow revenue and to hit your number, this post is for you. Final Thoughts on EMEA Outbound Sales.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Sales reps are often most receptive to learning from each other.

Coaching 241

Coaching Video Hiring Trade Show 241

Sales and Marketing Management

NOVEMBER 4, 2019

Going above and beyond your company’s latest sales messaging supports the customer journey and creates a welcoming space. And whether customers attend your live events virtually or in person, the organic exchange of ideas should feel fluid and consistent between settings. Why should they care about what you have to say?

Face-to-face 136

Face-to-face Channels Intent Construction 136

SBI Growth

JULY 3, 2013

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. The event is often reactive. World Class CMO’s pursue involvement in sales QBRs. In some cases the sales team uses the QBR as an open forum to ambush marketing.

Guidelines 300

Guidelines Referrals Construction Survey 300

The Pipeline

MAY 1, 2014

world, or as many around sales like to call it social selling, is to leverage a number of tools to improve and accelerate the quality of interactions, especially at the early part of the sales cycle. I can then initiate a sales-flow, either constructed or in response to the way things are unfolding. Tibor Shanto .

Constant Contact 306

Constant Contact Lead Gen Twitter Face-to-face 306

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Training 98

Training Hiring Construction Case Study 98

Hubspot Sales

AUGUST 24, 2020

The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Leverage social media.

Social Media 124

Social Media Webinar Metrics Case Study How To 124

Hubspot Sales

JUNE 8, 2022

Industries with the slowest growth were Construction and Financial Activities. The industries that saw the largest dips in traffic were Construction (-12%), Financial Activities (-11%), and Manufacturing (-7.2%). How to Bounce Back From a Summer Slump, According to Sales Leaders. Tune into trigger events. Web Traffic.

Data 122

Data How To Call-back Collateral 122

Distribution Pricing Journal

AUGUST 23, 2023

It’s a popular technique in the distribution industry, used to provide added value to the customers and boost sales volume. Customers save time and you increase your sales. Some distributors work with auto repair chains on bundled promotions to foster sales all the way down to the driver.

Lead Rank 52

Lead Rank Lead Scoring Automotive Distribution 52

Hubspot Sales

FEBRUARY 18, 2019

Sales teams at HubSpot and our customers have used templates from PandaDoc to create proposals, accelerating the way they transact and close deals. Sales Proposal Templates. If you're hosting events, it's likely that you'll want to get sponsors to help cover the costs of the event and generate revenue. Marketing Proposal.

Proposal 91

Proposal Closing Real Estate Hiring 91

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. An ill-prepared sales manager damages his region. His team flounders.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

BuzzBoard

JANUARY 31, 2024

Especially for sales professionals who cater to small and medium businesses, SMBs unlock significant growth opportunities. Understanding these distinctions is crucial for sales professionals navigating the intricacies of digital marketing in the SMB sector. So What Qualifies as an SMB? Vote Up +6 Vote Down -0 You already voted!

Small Business 52

Small Business Small Business Segment Construction 52

Zoominfo

OCTOBER 13, 2022

Every year, the United States exports billions of dollars worth of forest products — everything from the raw timber used in construction to the reams of paper used in offices all over the world. Before COVID, conferences and trade events were crucial to AGL’s networking efforts. That decision was just the first step.

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

Shari Levitin

MARCH 17, 2021

Sean, on the other hand, sees bad events in the least threatening light. The traditional view of achievement, like the traditional view of sales success, needs overhauling. I recently heard a story about a sales guy named Jason. Design the five questions you must ask yourself as you prepare for your virtual sales meetings.

Construction 91

Construction Webinar Metrics ROI Report 91

Sales and Marketing Management

APRIL 12, 2019

So, when used right, constructive anger can make someone feel strong and powerful and help push them to get what they want. One study the authors highlighted found that negative emotional events in the workplace had a positive outcome 70 percent of the time. Anger can benefit relationships.?This This supports Averill’s findings.

Face-to-face 240

Face-to-face Journal Study Construction 240

Sales and Marketing Management

OCTOBER 16, 2017

Storytelling is vital at every point in the sales cycle. Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others. Cold calls. Building relationships. There is a hitch.

Real Estate 243

Real Estate Construction Scale Hiring 243

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Even the best computers still can’t beat the transformative power of human intelligence.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Janek Performance Group

OCTOBER 25, 2022

If you’re a sales leader, do you sometimes find yourself in a situation where you wonder what’s changed with enterprise B2B sales? Your sales team is intelligent, dedicated, and motivated, yet sales have slowed, and the team is barely making progress toward their year-end sales goals. Avoid the Sales Sermon.

Construction 62

Construction Enterprise Enterprise Sales Qualified Lead 62

Allego

JUNE 2, 2022

Sales enablement, the ongoing process of providing reps with the training, content, and tools they need to sell effectively, is often thought to be a function exclusively owned and operated by sales teams. The lack of alignment between sales and marketing often stems from poor or outright lack of communication between both departments.

Sales Enablement 62

Sales Enablement Marketing How To Construction 62

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Increase Sales

DECEMBER 11, 2013

Today if I was employed as someone in sales management, I would create and modify a hiring process that would include this one sales talent assessment tool – The Attribute Index to ensure the hiring would not cost small business sales. One final and critical point here about hiring smart to increase small business sales.

Hiring 143

Hiring Small Business Small Business Construction 143

Awarathon

SEPTEMBER 15, 2023

The same may be stated for a sales coach who employs effective coaching for sales approaches. Their guidance, support, knowledge, and approval support salespeople through each stage of the sales process. What does sales coaching entail and how does it work? It is a skill that can be cultivated over time.

Coaching 52

Coaching Webinar Metrics Decision Maker Sales Coaching 52

BuzzBoard

JANUARY 31, 2024

So, let us discover the ins and outs of constructing a targeted SMB prospecting list, along with a set of actionable insights and strategies to enhance your sales efforts. Leverage Digital Marketing Sales Techniques Utilize proven digital marketing sales techniques, like pay-per-click, impression-based display ads, etc.,

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Social Media How To 52

Hubspot Sales

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. Arts & Entertainment, Construction, Human Resources, Legal & Government, and Real Estate have the highest open rates. Construction: 45%. Event Services: 35%. What is the average email open rate for construction companies? Biotech: 37%.

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

Zoominfo

MARCH 4, 2021

Identify the decision makers and stakeholders of target accounts – Finding contacts who make the purchasing decisions can expedite the sales process. Build a lead nurture campaign – Not every lead that shows up on your radar will engage with your sales and marketing teams.

Lead Generation 100

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 100

Sales and Marketing Management

DECEMBER 14, 2018

Given the accelerating pace of change in everything from technology to world events to consumer behavior, together with the forces of transparency, this conveyor-belt approach to brand-building is neither efficient enough nor effective enough to bode success. The operative word here is “breakthrough.” Words are a mile wide and an inch deep.

Lead Rank 208

Lead Rank Marketing Consumer Fashion 208

SBI Growth

SEPTEMBER 1, 2012

75% of most sales processes fail. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Post-Event Adoption.

Sales Process 267

Sales Process Top of Funnel Forecasting Construction 267

Adaptive Business Services

MAY 6, 2020

Not that long ago I was reading an article on “sales data” that was written by a man who I highly respect … David Brock. As David pointed out … sales has more data points to analyze than ever before. The common answer to sales challenges has always been to “do more”. Need higher sales? Opportunities to sales.

Referrals 87

Referrals Sales Qualified Lead Decision Maker Construction 87

Zoominfo

NOVEMBER 22, 2019

A bit further on, as part of your ABM strategy , you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. Focus your account-based marketing plan around the products with the fastest sales cycles! Do you need to close big sales?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. These tools will help you excel in your current and future sales positions. A close second is “post-sale support” clocking in at 16.4%. of a seller’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. “What company is moving into that big office building under construction along the freeway? .

Motivation 155

Motivation Real Estate Hiring Construction 155

Pipeliner

AUGUST 24, 2021

But in the interest of time, rapid sales team brainstorming events can be just as productive. In sales, we do love our love frameworks. Construction, transportation, and the consumables markets as well. Including them in key sales calls without travel and expense is the new agility.

Transportation 96

Transportation Real Estate Airlines Government 96