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. How would you respond to these common objections?” “How million words.

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Coaching Video Hiring Trade Show 241

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

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B2B Training Top of Funnel B2C 52

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. 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. The event is often reactive.

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Guidelines Referrals Construction Survey 300

Sales Hacker

JANUARY 14, 2022

Sales leaders often label high-performing sales reps as having the “it factor.” But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. A recent survey from Mindtickle and Heinz Marketing of 280 sales and revenue leaders found that only 14.7%

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Ideal Customer Profile Lead Rank Lead Scoring Survey 98

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

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Incentives Incentive Scale Compensation 83

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

Highspot

OCTOBER 21, 2022

Sales is the engine that powers your company. But what’s powering your sales? By now it’s universally known that sales and sales team practices have undergone a tectonic shift in recent years. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve.

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Sales Enablement Top of Funnel Scale Face-to-face 75

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Sales is an inherently competitive field. Let's dive in.

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Lead Rank Sales Qualified Lead Lead Scoring Leads 98

Hubspot Sales

APRIL 1, 2020

It's true across the board, and sales is no exception. That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Sales efficiency is, in large part, a measure of the speed of your sales operations. Why Sales Efficiency Matters.

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Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

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Top of Funnel Construction Objections ACT 86

The Pipeline

NOVEMBER 23, 2015

One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. The also-rans, spend time and energy building up calluses to protect their egos from constructive input, and change.

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Hiring Construction ROI Energy 120

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

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BrainShark

JULY 9, 2023

If you’re trying to maximize sales rep performance and drive results, coaching should be an essential part of your strategy. CSO Insights reported that sales coaching has had the greatest impact on win rates and quota attainment over the span of five years. Let’s look at the example of a conductor in an orchestra.

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Coaching How To Lead Rank Lead Scoring 62

LeadFuze

DECEMBER 1, 2021

How To Approach Sales Coaching Like a Pro the Right Use of Sales Data. Need Help Automating Your Sales Prospecting Process? Using Sales Data to Inspire Commitment. Here are the highlights of this article: 1) Why does data driven sales coaching matter? Why Does a Data Driven Sales Coaching Matter?

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Data Sales Coaching Coaching Lead Rank 52

Xactly

NOVEMBER 15, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. In this piece, we’ll take a top down approach and start by designing a sales manager compensation plan. Plan Components.

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Compensation Examples Sales Management Incentives 87

Partners in Excellence

JULY 14, 2023

When I look at sales performance, there are a lot of things one can do to improve sales performance. We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Don’t waste time on deals that are not likely to be yours!

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Ideal Customer Profile Pipeline Margin Construction 80

Xactly

JULY 5, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. In this piece, we’ll take a top down approach and start by designing the Sales Manager compensation plan.

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Compensation Sales Management Examples Commission 69

CloserIQ

MARCH 15, 2019

They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. In addition to showing SDRs how well they did in terms of quota attainment, highlight other critical metrics. Say, “In this instance you seemed to have difficulty handling the prospect’s objections. 6) Skillset.

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Guidelines Construction Follow-up Objections 92

Nutshell

JUNE 13, 2019

Success in sales depends a lot on preparation. If you’ve done all the prospect research you can and taken the time to construct a personalized solution for your buyer, you won’t have to worry about your pitch flying apart as soon as you hit the first bump in the road. In sales, you are owed nothing. Tweet them to us @nutshell !

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BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Revenue At the end of the day sales coaching delivers ROI.

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Sales Coaching Coaching Scale Hiring 62

Allego

JANUARY 4, 2019

When a sales force isn’t hitting its targets, sales leaders often hold all-hands ‘triage’ meetings, looking for ways to improve results. When a sales team isn’t reaching its potential, it’s often because of systemic reasons that go far beyond the scope of a pep talk or even a verbal admonition. Provide Sales Reps with Feedback.

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Coaching Sales Coaching Construction Video 59

Apptivo

SEPTEMBER 13, 2023

What is Outbound Sales? What is an Outbound Sales tool? Why use Outbound Sales CRM? Advantages of Outbound Sales 5. How to find the best CRM for Outbound Sales? So, why not take a technologically smart approach to their sales outreach, thereby decreasing their sales cycles? What is Outbound Sales?

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Xactly

JANUARY 18, 2019

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. Data is the most important and useful tool for any part of a strategic sales plan.

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Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? But the payoff is salespeople who understand your business, your customer, and your sales methodology -- a wicked combination that leads to bigger returns, faster. Onboarding Checklist for Sales New Hires. Provide a sales process overview.

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Hubspot Sales

JANUARY 31, 2018

What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. If your sales organization has an administrative assistant who helps with paperwork, HR, or scheduling, find out how you can make their job easier. Miss your quota this month?

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Ideal Customer Profile Churn Face-to-face How To 107

A Sales Guy

AUGUST 16, 2013

It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. If management can’t be bothered to get their act together, can we really fault sales people/team? Look at Blackberry.

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Lead Rank Hiring Sales Management Lead Scoring 121

Allego

SEPTEMBER 20, 2018

In the modern-day classic movie, “The Devil Wears Prada,” the main character’s first day on the job is a great example of how not to conduct sales onboarding. . And sales trainers only get a short period of time during in-person boot camp to shepherding these folks through everything they’ll need to do to prepare for success in the field.

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Hiring Buyer Persona Video Lead Rank 63

Chorus.ai

MARCH 5, 2021

Building a new sales strategy in the face of a recovering economy is even more exciting when you’ve got a new or revamped product or a slew of new features to give to your customers. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?

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Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Download Guide.

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Sales Hacker

APRIL 10, 2018

A sales manager’s role in this successful implementation. Even more troubling, you aren’t seeing the lift in sales performance that you used as justification for your substantial investment. ” What Role Does a Sales Manager Play Here? There’s a lot of data being reported in your sales force right now.

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CRM Construction Lead Rank Report 49

Pipeliner

FEBRUARY 9, 2018

Having the right people at the helm and in every support position on your sales team leads to great wins. In addition to basic HR items, members of the sales team need to be trained on company products and services, sales processes, as well as marketing and sales tools to name a few. System Three: Sales/Buying Process.

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System Sales Enablement Hiring Top of Funnel 45

LeadFuze

JULY 13, 2021

Worrying about how to handle sales rejection? For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? No matter how thick your skin is, if you’re not prepared for the inevitability of sales rejection, then it will be hard to overcome. Sales professionals eat rejection every day!

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Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Option 2: Objection I understand.

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LeadFuze

DECEMBER 1, 2021

5 Myths About Working with Millennials in Sales (Debunked!). Many people think that Millennials are not good at sales. Stereotypes can lead to bias in the workplace, which affects sales teams. It’s time for sales leaders to look at them a different way and stop underestimating their strengths.

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Mindtickle

OCTOBER 24, 2018

According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”. This points us to two potential takeaways: There’s a problem with how sales training is done today.

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Sales Enablement Data Lead Rank Lead Scoring 69

Hubspot Sales

OCTOBER 11, 2019

However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. There are times when business is slow for a sales department. Your sales department can be experiencing slow business for a variety of reasons. How long is the typical sales cycle for your reps? Analyze your CRM.

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