Sales and Marketing Management

OCTOBER 9, 2017

After more than 30 years of selling for small businesses, entrepreneurs and large corporations such as Hewlett-Packard and Microsoft, I’ve seen sales fall short time and again. Rockstar salespeople find coaches who have clout and are willing to sell for you when you leave the building. The power goes out during a software deployment.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Zoominfo

JANUARY 11, 2021

Decision-makers are often only interested in sellers that know exactly who they are and what they want. A buyer persona is: Marie from North America who often deals with delays in the supply chain due to tech stack incompatibility, while her procurement team spends $10,000 a year on supply chain software.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Hubspot Sales

SEPTEMBER 16, 2020

Is this individual the appropriate decision-maker for this purchase? Ultimately, when your reps are selling to the right people, their job and sales process as a whole will be much smoother. This process often ramps up after the initial deal has closed to ensure the success and satisfaction of the customer. Not exactly.

Sales Process 129

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 129

DiscoverOrg Sales

AUGUST 31, 2017

But how many emails do you get that are paired up with a voicemail? Keep these tips in mind if you are struggling to get your demo numbers up, or if you are simply having a difficult time getting a foot in the door with a prospect. Also, do you have the ability to see what software the companies are running? Probably very few.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Pointclear

JULY 17, 2013

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Here they are.

Sales Process 141

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 141

criteria for success

DECEMBER 1, 2021

If you want to develop a strong organization with core capabilities and predictable results, you need to sell the same kinds of things to the same kinds of people. As you do this over and over again, you’ll build systems and processes to support the selling and delivery functions. Are you selling different solutions?

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Hubspot Sales

OCTOBER 26, 2020

When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. Involve the decision maker as soon as possible. Use a Sales Win Rate Calculator. Download This Template.

Hubspot 130

Hubspot Decision Maker How To Follow-up 130

SBI

MARCH 18, 2015

Aviso provides the leading predictive insights software designed to help sales teams optimize their performance and exceed their revenue goals. The weekly sales forecasting process is the heartbeat of a sales teams’ activities, and intended to be a roadmap for the selling period.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

DiscoverOrg Sales

DECEMBER 18, 2018

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory. The next two, Manufacturing – Durables and Consumer Products, likely climbed up the list as consumers responded to low interest rates and more liquidity. Wells Fargo.

Company 156

Company Prospecting Oracle Transportation 156

Hubspot Sales

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Take care of HR documentation, set them up with a computer, and introduce them to the company at a high level. Orientation.

Hiring 124

Hiring Training Hubspot Inbound 124

Crunchbase

JULY 27, 2022

To set up your company to scale in any meaningful way, sales operations—sometimes referred to as business operations or sales support—need to be in full swing, laying the groundwork for and supporting your sales team’s efforts. In essence, sales strategy and operations have one overarching purpose—to enable sales teams to sell.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Crunchbase

APRIL 11, 2023

This type of selling is often used in B2B sales, but it can be used in B2C sales as well. Sales automation uses software, artificial intelligence or other digital tools to automate these tasks and make it easier for sales teams to focus on building relationships, nurturing leads and closing deals. This way, you’ll stay top of mind.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

This type of selling is often used in B2B sales, but it can be used in B2C sales as well. Sales automation uses software, artificial intelligence or other digital tools to automate these tasks and make it easier for sales teams to focus on building relationships, nurturing leads and closing deals. This way, you’ll stay top of mind.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Zoominfo

JUNE 15, 2020

We often discuss how to make a cold call, but rarely the next step after your cold call fails to get picked up. You see that clutter builds up, and inevitably something falls through the cracks. How many emails do you get that pair up with a voicemail? Keep these tips in mind if you struggle to get your demo numbers up.

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113

Hubspot Sales

AUGUST 26, 2018

Here are nine ways salespeople can find prospects fast and keep filling up their pipelines month after month. If you notice that a company is hiring an executive or senior employee in the function you sell into, keep an eye on when the listing goes down. Then search for the newly-hired decision maker, and send your pitch.

Prospecting 84

Prospecting Hiring Journal Territories 84

Crunchbase

JUNE 21, 2022

Buyer behaviors have evolved, and the COVID-19 pandemic pushed the majority of salespeople into selling remotely. The specific channels your business uses will depend on the products and services you sell and your pricing strategy, although it’s standard practice to utilize a combination. What is outside sales?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

LeadFuze

MARCH 10, 2021

LeadFuze is a software solution that helps you build lists of accurate leads automatically while integrating with sales outreach tools to allow you to contact those freshly verified leads. This means it can be synchronized with different email outreach software like Mailshake. Come up with a personal question ice-breaker.

Ideal Customer Profile 98

Ideal Customer Profile Sales Qualified Lead Hiring Decision Maker 98

Hubspot Sales

OCTOBER 5, 2017

Sell, sell, sell. In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). Decision-maker: The person in charge of making a final decision on the sale.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Artesian Solutions

NOVEMBER 14, 2018

To get to the heart of the issue we thought it best to take inspiration from those in the know, and who better to give us the low down on what makes a stellar sales person than 2018’s BESMA Sales Professional of the Year – Andrew Jenkins , Territory Account Executive at Autodesk. The path to sales success. On a more personal level….

B2B 70

B2B Oracle Territories Vendor 70

SBI

OCTOBER 1, 2014

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Act-On Software. Avention gives you the most up-to-date, most accessible, and most comprehensive information. Accelerate Sales Ramp Up.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Close.io

OCTOBER 9, 2019

Here’s a job description for inspiration: is an early-stage Software as a Service (SaaS) company with 10 employees covering all the roles you would expect to find in a software business, including sales, marketing, customer success, product and development, analysis, finance, etc. Confidence selling in both 1:1 and 1:many situations.

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

Hubspot Sales

MARCH 18, 2019

Reps spent a considerable amount of time scanning paper directories, journals, and driving around their territories to gather information and learn about businesses. It's up to sales leaders to harness the power of sales technology and enable their teams to use it for good. But it doesn't have to be this way. Get Rid of Friction.

Prospecting 96

Prospecting Hubspot CRM Decision Maker 96

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. 5) Sales process, hiring, and territory management in enterprise sales [9:27]. What You’ll Learn. Show Agenda and Timestamps.

Hiring 47

Hiring Account Based Marketing Enterprise Enterprise 47

Zendesk Sell

MARCH 28, 2019

Furthermore, if the criteria are not clearly spelled out in the job description, you may end up with a hire who hurts your overall customer experience. Just as the candidates want to sell their skills and abilities to you, you need to sell your company and department to them. Why Zendesk Sell? Qualifications. Be concise.

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

LeadFuze

OCTOBER 20, 2023

In fact, research by the RAIN Group reveals that 82% of decision-makers accept meetings from proactive sales professionals. Understanding common company traits shared by many of your targets can provide invaluable insights into their needs and concerns which will shape up your strategy better.

Cold Calling 52

Cold Calling Hiring Lead Rank Lead Scoring 52

Sales Hacker Training

NOVEMBER 21, 2022

You need to know when to talk and when to shut up. There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Hubspot Sales

OCTOBER 1, 2018

Queue up your calls for the day. Imagine owning a high-end retail store selling designer clothing but not staffing the store with experts who can observe buyer browsing behavior and offer assistance. Marketers might put up a “contact sales” page on their website and call it a day. Schedule email responses. Crazy, right?

Prospecting 105

Prospecting Top of Funnel Social Media Hubspot 105

Sales Hacker

MARCH 27, 2018

You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. 4) Cold meetings don’t end up as sales wins. 7) Social selling.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Pipeliner

MAY 2, 2018

Yep, not everyone is eschewing social selling. Could be some crazy piece of software initials or a star database. Double up and reach out to any gifts of info you get back. You definitely should be experimenting with all of this for your vertical / territory. You can literally pull a needle in the haystack.

Prospecting 68

Prospecting Google Ideal Customer Profile Harvest 68

Close.io

SEPTEMBER 24, 2019

It simply means that a business is selling its products or services to the government. What kinds of companies are selling to the government? So whatever you're selling, as long as it could help the a government agency work more efficiently, you could sell it, even if you're running a tiny operation.

B2G 91

B2G Government Buyer Persona Cold Calling 91

Close.io

AUGUST 28, 2018

A predictive dialer is call automation software that allows sales teams to dial multiple numbers at once, where the technology behind the dialer detects when a real human answers the phone and immediately routes an available sales rep to that call. It supercharges your team’s ability to make more sales calls. Until today. More conversation.

Outsourcing Services 91

Outsourcing Services Hiring Call-back Lead Rank 91

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. To do this, buff up your data bank by taking note of the search, content, sales, and behavioral data of your customers.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Pipeliner

JANUARY 3, 2018

Often software vendors combat this with dropping the price – but positioning your solution on value is a more sophisticated play. The hail mary pass requires courage, boldness and internal selling to obtain buy-in. The purpose of the letter is to set up a follow-up call. 2) Hail Mary Pass (or Kick).

Hiring 45

Hiring Conference Lead Rank Commence 45

Nutshell

MAY 29, 2018

In order to reap those benefits, you have to correctly implement your sales process within your CRM software and invest the proper resources to get your sales reps following it on a daily basis. Note: If you use more than one set of stages to manage different sales efforts, you’ll have to set up multiple pipelines.).

Sales Process 82

Sales Process Top of Funnel How To Pipeline 82

Factor 8

AUGUST 8, 2019

If you’re growing or starting up a team, you’re wise to spend time researching the type of rep that will best suit your sales process, talent pool, and customer preferences. The AE will typically accept (or deny) the lead passed to them, perform the discovery call, conduct the demo, run follow-up and close the sale. Again, just ask.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

Mindtickle

MARCH 24, 2022

Our second episode of Ready, Set, Sell , recently aired featuring Alice Heiman, Founder & Chief Sales Energizer of Sales Strategies for CEOs with Alice Heiman. How sales leaders can level up their teams (Hint: coaching is key). I wake up and I get to help my customers solve complex problems. What’s a winning sales strategy?

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52