Alice Heiman

APRIL 22, 2020

Would they like a referral to a partner for a solution they suddenly need due to current circumstances? 3: Share constructive insights with your team and customers. Doom and gloom are all around us right now, which means it’s important for salespeople to share constructive insights. Do they need a refresher on useful features?

How To 62

How To Construction Customer Service Coaching 62

Adaptive Business Services

AUGUST 2, 2017

Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. As a manager (and as a salesperson), I had my pluses and minuses. I was a great networker who earned a lot of excellent referrals. I’d like to think that ….

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Pipeliner

OCTOBER 14, 2018

Your team should have a mixture of telephone, in-person, email, social selling, text messaging, referrals, networking, inbound leads, trade shows, and referrals. Give them constructive feedback and stay positive. Please note that I believe in having a well-balanced prospecting strategy. Get in the Trenches.

Cold Calling 63

Cold Calling Real Estate Trade Show Referrals 63

Hubspot Sales

SEPTEMBER 2, 2020

They typically play a massive role in shaping your company's strategic vision — certainly your sales department's place within it. They help organize how sales operations are constructed, guide how reps are trained, and ultimately establish the general atmosphere of a sales team's work environment.

Hiring 97

Hiring Company Scale Hubspot 97

Costello

DECEMBER 11, 2018

Demo management. Earning referrals. What’s the difference between a sales process and a sales methodology? Sales process and methodology are commonly coupled, though they are not the same thing. The main weakness in a lot of sales methodologies is that they were constructed before the advent of the internet.

Sales Enablement 45

Sales Enablement Conversion Sales Methodology Hiring 45

Salesmate

JUNE 24, 2021

These essential elements need to be thoughtfully constructed around your goal, which is to capture and retain the attention of your prospects as they move through each stage of the sales process. So, let’s begin by understanding what these key components are and how they can be put together to design a perfect sales email.

Ideal Customer Profile 89

Ideal Customer Profile Top of Funnel Case Study Webinar Metrics 89

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. Planning for user behavior is the surest way of being able to give your various customer types what they’re after.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

SalesLoft

JUNE 20, 2019

You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. Find all the job sites, all the construction workers, and demo tools all day long to get them to buy. It was sales, but it really wasn’t hardcore sales because there was no quota.

Hiring 63

Hiring Up-Sell Call-back Construction 63

Sales Hacker

FEBRUARY 4, 2019

If you missed episode 42, check it out here: PODCAST 42: How Sales Managers Should Build Their Career Path w/ Jamie Scarborough. Building a referral system that drives leads. I also have a philosophy about the Holy Sales Trinity. Those three entities have to benefit from every deal that’s constructed.

Microsoft 69

Microsoft Lead Rank Lead Scoring Hiring 69

Zendesk Sell

OCTOBER 17, 2019

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. Like a blueprint is essential for constructing buildings, you need a strategy as a manager to build a successful sales department — a step-by-step plan to help you and your team drive company revenue.

Strategy 61

Strategy Buyer Persona Lead Rank Ideal Customer Profile 61

Sales Hacker

APRIL 22, 2022

A sales QBR: isn’t a status update meeting. isn’t fact-checking data in sales reports. QBR goals: Sales managers could use these meetings to show the last quarter’s results of their team to leadership, project the forecasts, plan for future quarters and gain critical leadership buy-in. isn’t criticism. isn’t ad-hoc.

Top of Funnel 91

Top of Funnel Hiring Forecasting Quota 91

Sales Hacker

SEPTEMBER 2, 2020

Companies operating in less-digitized industries (construction, healthcare, real estate, etc.). Here are seven real-life examples of SaaS companies taking advantage of field sales at different revenue stages. Effectively constructed low-touch sales models can skyrocket a company’s capacity to take on and retain customers.

Top of Funnel 108

Top of Funnel Examples Lead Rank ActiveConversion 108

Apptivo

JANUARY 2, 2022

The Real Estate industry is a developing arena forming a significant part of the construction sector. Unified Lead Management. This can be through websites, social media, online forms, or referrals. The Real Estate business has existed since the beginning. Automate The Process.

Real Estate 97

Real Estate Sales Qualified Lead CRM Lead Rank 97

Gong.io

AUGUST 8, 2022

You may even get a few positive reviews and word-of-mouth referrals along the way. We focus on a B2B audience of sales executives, sales managers, and professionals. Just remember the fundamental rule of social selling — don’t spam, only communicate in constructive ways. Take Gong as an example.

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

Sales Hacker

DECEMBER 22, 2020

When you’re building the construct of a revenue plan, I care about key metrics. Where is the strategic plan through customer success or account management for revenue, expansion, upsell, cross sell, referral? So I like to say opinions are valuable, but data is priceless. Where is that plan?

Revenue 74

Revenue Scale Compensation Webinar Metrics 74

LeadFuze

DECEMBER 31, 2021

One of the most important aspects in sales management is technology. CRMs are a great example, because they help to orchestrate sales activity by centralizing data and providing visibility into performance. Sales communication is an important part of the sales process.

Sales Enablement 52

Sales Enablement Top of Funnel Tools Hiring 52

Close.io

JANUARY 14, 2019

However, several of the other sales skills we’re breaking down here today are going to be best learned (and actually retained) by seeking regular mentorship from the right sales managers and fellow reps who’ve been around the block a few more times. Want to master today's most important sales skills? Time management.

Inside Sales 108

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 108

Close.io

JANUARY 14, 2019

However, several of the other sales skills we’re breaking down here today are going to be best learned (and actually retained) by seeking regular mentorship from the right sales managers and fellow reps who’ve been around the block a few more times. Want to master today's most important sales skills? Time management.

Inside Sales 71

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 71