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., Here are six secrets to make your meetings a hit and not a miss. launching a new product).

Retention 243

Retention Motivation Groups Construction 243

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. What is sales gamification? The Psychology Behind Sales Gamification. Image Source.

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Sales Qualified Lead How To Motivation Lead Rank 131

Smooth Sale

APRIL 19, 2024

Martin is VP of Marketing for The Jacobson Group, the country’s premier insurance talent acquisition firm. Martin is responsible for the ongoing marketing and branding efforts of The Jacobson Group. Aligning individual goals with organizational objectives. Today’s insights are provided to help you achieve the Smooth Sale!

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Hiring Insurance Insurance How To 83

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? It''s all about potential. Findings Related to Potential.

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Hiring Decision Maker Construction Incentives 236

Understanding the Sales Force

JUNE 17, 2013

Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales. You also need a best-practices, sales recruiting process. Never will be.

Hiring 228

Hiring Construction Exact Groups 228

Zoominfo

AUGUST 11, 2020

Similar to your ideal customer profiles (ICPs) , ideal client profiles allow you to construct marketing materials and content that are highly relevant to top-of-funnel clients. Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

The Brooks Group

FEBRUARY 25, 2020

Sales Coaching Starts with Feedback. We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive. Observant Sales Management. Direct Feedback. What are your thoughts?

Sales Coaching 52

Sales Coaching Coaching Hiring Construction 52

SBI Growth

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. You can cash in on Social Debt to build your virtual sales support team. The Sales and Support Relationship. Sales Reps have a sense of entitlement.

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B2B Incentives Incentive Commission 293

Steven Rosen

AUGUST 20, 2023

Group Coaching Inside Sales Reps In sales leadership, fostering a culture of continuous learning and feedback is paramount. By group coaching inside sales reps, you can tap into the power of collective insights can pave the way for a more informed and cohesive sales team.

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Inside Sales Groups Coaching Construction 156

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

Braveheart Sales

JUNE 29, 2021

If so, you might be tempted to construct a compensation plan that heavily favors pay for performance. It really comes down to having quality sales management/leadership which can’t be left up to chance. Here’s the big caveat: Most sales managers have never been taught or trained on how to be an effective sales manager.

Quota 52

Quota Compensation Salary Motivation 52

Braveheart Sales

JUNE 29, 2021

If so, you might be tempted to construct a compensation plan that heavily favors pay for performance. It really comes down to having quality sales management/leadership which can’t be left up to chance. Here’s the big caveat: Most sales managers have never been taught or trained on how to be an effective sales manager.

Quota 52

Quota Compensation Salary Motivation 52

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

SAP 119

SAP Oracle Compensation Territories 119

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

SBI Growth

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. Within sales, an Expert Panel (EP) is comprised of your best front-line performers. This group shouldn’t include managers or supervisors. This keeps the group small enough to manage but large enough to allow for diversity.

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Ideal Customer Profile Construction Follow-up Sales Operations 257

Janek Performance Group

JANUARY 2, 2024

In a recent survey, we asked sales professionals: “Which aspect of the sales cycle induces the most anxiety?” A study conducted by BankMyCell revealed that 81 percent of millennials encounter phone anxiety, adding a new dimension of sales challenges for sales managers. Let go of the outcome.

Face-to-face 62

Face-to-face Lead Rank Lead Scoring Cold Calling 62

Lessonly

OCTOBER 5, 2021

Role playing is a powerful sales readiness method built into most b2b sales training programs. It allows reps to practice applying new concepts that they’ve learned to lifelike sales situations. Choose the learning environment that fits your team and specific set of sales training topics.

Training 49

Training Exercises Construction Scale 49

Janek Performance Group

APRIL 4, 2022

The secret to maximizing sales training is simple. In this article, we will outline how organizations can maximize their sales training to increase performance, prevent failure, and maximize their sales training investment. . Plan Sales Training Strategically. Plan strategically, reinforce consistently, ensure buy-in.

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Maximizer Training Promotion Margin 62

Braveheart Sales

JULY 14, 2022

So, what do these stats have to do with Consultative Sales Training? Well, there are three very specific areas that separate elite golfers from the rest and I believe these same principles can be applied to sales to help individuals become elite consultative sellers. They practice dealing with objections. Three Elite Principles.

Hiring 52

Hiring Construction Follow-up Exact 52

Braveheart Sales

JULY 11, 2022

So, what do these stats have to do with Consultative Sales Training? Well, there are three very specific areas that separate elite golfers from the rest and I believe these same principles can be applied to sales to help individuals become elite consultative sellers. They practice dealing with objections. Three Elite Principles.

Hiring 52

Hiring Construction Follow-up Exact 52

Janek Performance Group

OCTOBER 4, 2021

For many sales reps, pipeline reviews are like meatloaf. As with much of sales, pipeline reviews should be routine. Instead, set a schedule, whether weekly, bi-weekly, monthly, whatever works best for your team and sales environment. Defining each of these things is essential for a constructive pipeline review.

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Pipeline How To Forecasting Construction 118

LeadFuze

APRIL 19, 2021

When to Have Sales Meetings. According to Grant Cardone , the priority of every sales meeting is money. Thus, it’s important to have effective sales meeting ideas to ensure that your sales team is focused and motivated. Now, when should you hold your sales meetings? 4 Steps to Plan and Prepare for Sales Meetings.

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Meeting Sales Meeting Hiring Objections 52

Zoominfo

AUGUST 11, 2020

Similar to your ideal customer profiles (ICPs ), ideal client profiles allow you to construct marketing materials and content that are highly relevant to top-of-funnel clients. Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 130

Sales Hacker

OCTOBER 18, 2019

Many sales leaders think their onboarding process stinks… . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Luckily, tech-enabled sales teams are getting much more sophisticated about how they provide sales coaching and enablement. Sales Onboarding 2020.

Film 42

Film Lead Rank Hiring Construction 42

Janek Performance Group

SEPTEMBER 12, 2023

These short phases of well-constructed words, can bring clarity and have a lasting effect on both vision and motivation. ” This is a great reminder for me because, as the co-founder of Janek Performance Group, I sometimes dwell on challenges for far too long, trying to tackle them on my own.

Face-to-face 62

Face-to-face Construction Lead Rank Lead Scoring 62

LeadFuze

JULY 23, 2023

A target market , in essence, refers to a specific group of potential customers who might be interested in your products or services. This process involves dividing the broad potential customers into sub-groups, or segments, based on shared characteristics. The significance of identifying this particular audience cannot be overstated.

Demographics 52

Demographics Marketing Segment Social Media 52

Hubspot Sales

DECEMBER 26, 2019

Having a strong sales team starts with having an effective sales hiring strategy. With the average salesperson turnover rate at 27% , making good hires is critical to the success of any sales organization. The key to hiring good sales reps is to know how to find the right candidates. Create an ideal candidate profile.

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Hiring Salary Social Media Ideal Customer Profile 56

Hubspot Sales

APRIL 14, 2020

I don't know if you've ever thought about this before, but sales and professional wrestling don't have very much in common. Sales and professional wrestling can both be cutthroat. As you can assume, sales gimmicks are quite a bit different. Lowering prices in some way, shape, or form is the basis for a variety of sales gimmicks.

Social Media 97

Social Media Discount Promotion Social Selling 97

Increase Sales

AUGUST 4, 2011

Sales Training Coaching Tip: The other sales qualifiers are: Decision Maker, Allocated Budget, Want and Need and Commitment to Take Action. This creation of distrust works against the first sales buying rule : People buy from people they know and trust. We have all heard BOGO (Buy One Get One Free).

Marketing 139

Marketing Retail Decision Maker Fashion 139

Braveheart Sales

JULY 14, 2022

So, what do these stats have to do with Consultative Sales Training ? Well, there are three very specific areas that separate elite golfers from the rest and I believe these same principles can be applied to sales to help individuals become elite consultative sellers. They practice dealing with objections. Stay in the Moment.

Hiring 52

Hiring Construction Follow-up Exact 52

Hubspot Sales

JANUARY 30, 2023

Networking allows you to find and connect with leaders in your niche through events, groups, direct outreach, or even social media interactions. You can get constructive feedback from your peers. You want to ensure that you have a plan comprising realistic objectives and activities to help you achieve your goals.

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Networking Referrals How To Survey 87

Hubspot Sales

APRIL 4, 2023

For instance, what was your main objective? I conducted several focus groups to gather feedback from employees about their experience working for the company. We had a constructive discussion, and ultimately, we were able to come up with [Final Solution] that incorporated both our ideas. What obstacles did you face?

Face-to-face 95

Face-to-face Lead Rank Lead Scoring Positioning 95

Chorus.ai

MAY 17, 2021

Buried among the laughs, dogged, hapless Michael actually has some tried-and-true sales wisdom to impart that can get your company purring like the Scranton branch. Embrace the Unorthodox Sales Script. A great sales script is fundamental for any sales team, but there’s more to the art of selling than following the beats.

Motivation 96

Motivation Construction Call-back Commission 96

Pipeliner

DECEMBER 9, 2020

Not only should you track your financial, sales, and production data to track the progress of your company, but you need to track employee progress too. It’s crucial that you set clear objectives for each of your employees from the very beginning so they know what they should be doing. Your team are the heart of your business.

Construction 59

Construction Social Media Motivation Promotion 59

Women Sales Pros

JULY 20, 2018

Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication. Challenger. Hard Worker. Problem Solver.

Ideal Customer Profile 87

Ideal Customer Profile Hiring Analysis Face-to-face 87

Jonathan Farrington

FEBRUARY 28, 2012

How To Construct and Implement a Successful Business Development Strategy. Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help…. User groups. • Your Starting Point. The key words are Who?

Construction 45

Construction Ideal Customer Profile Demand Generation Targets Social Media 45