Understanding the Sales Force

JANUARY 25, 2017

Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. For almost ten years and regardless of how the US economy has performed, reports continue to show that only 50-60% of reps are hitting quota.

Coaching 207

Coaching Quota Report Sales Management 207

Sales and Marketing Management

JANUARY 25, 2017

Issue Date: 2017-01-01. Author: Tim Riesterer. Teaser: Based on the data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the picture. Based on the data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the pict

B2B 178

B2B Buyer Data Sales 178

The Sales Hunter

JANUARY 25, 2017

The telephone is my favorite way to sell. Get me on the phone and I’ll find a way to make it happen. Don’t go telling me the telephone doesn’t work anymore. The people who are saying that are simply afraid to have a conversation. Here are my little secrets to making the telephone work and […].

Conversion 155

Conversion Selling Skills Prospecting Sales 155

Sales and Marketing Management

JANUARY 25, 2017

Issue Date: 2017-01-01. Author: Tim Riesterer. Teaser: Based on theh data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the picture. Based on theh data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the pi

B2B 120

B2B Buyer Data Sales 120

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Increase Sales

JANUARY 25, 2017

Funny thing about human behavior is we humans have a tendency to focus on what we cannot control. This is quite evident in sales communication. For example, in today’s 24/7 “I want an instantaneous response to my email, my text or my phone call world,” many SMB owners and salespeople fail to communicate what they can control such as: Hours of operation.

Inbound 104

Inbound Microsoft Guarantee Outbound 104

Fill the Funnel

JANUARY 25, 2017

Just promoted to a sales manager role or hope to be one? Improve Your Facilitation Skills and Improve Your Career. If you’re having trouble facilitating meetings or seminars, the problem might be what you learned in school about teaching or presentation. Teacher at Center In school, your teachers took a teacher-centered approach. They stood in […].

Top of Funnel 55

Top of Funnel Funnel Promotion Meeting 55

SBI Growth

JANUARY 25, 2017

Pipeline 187

Pipeline Sales Sales Cycle Opportunity 187

Tom Hopkins

JANUARY 25, 2017

When setting calling goals, stop setting goals for the number of calls you’ll make when prospecting! If you write down this as a goal: “I will make fifteen prospecting calls starting at nine tomorrow morning,” you can make all fifteen of those calls and have nothing. Instead, set success goals: “Tomorrow at nine I will […]. The post Stop Setting Goals for Number of Calls!

Selling Skills 53

Selling Skills Relationals Sales Goal Prospecting 53

VuVan

JANUARY 25, 2017

I wish to do something Great and Wonderful, but I must start by doing the little things like they were Great and Wonderful – Albert Einstein We all want to accomplish great things in life and work. As a sales leader, one of the areas I try to instill in my team as well as […].

Sales 52

Sales Sales Management 52

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Sales

SalesLoft

JANUARY 25, 2017

The customer journey doesn’t stop once the deal is signed, and neither does good sales and service. There’s still a ton of work to be done to make sure that your new customers become successful and happy fans for life. Whether you’re the implementation manager assigned to a new account or the sales rep that closed the deal, you shouldn’t be ignoring post-sale communication.

Sports 52

Sports Call-back Account Sales 52

People.ai

JANUARY 25, 2017

I’ve hired, fired and managed large performing sales teams, and in my experience a great salesperson has the following seven characteristics: Sharing a Vision A great salesperson is a great communicator. In many organizations the person who makes decisions about budget isn’t the same person who’s going to be using your product on day-to-day basis.

Hiring 52

Hiring Company Sales 52

The ROI Guy

JANUARY 25, 2017

A common mantra for many sales strategies is to "Engage earlier and higher". So does this strategy have real merit, and if so, how do you best enable your sales reps to be successful? Does the early bird really get the worm? First, does it really make a difference if sales reps engage earlier? Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps

Comparison 49

Comparison Epiphany Lead Rank Lead Scoring 49

Sales Evangelist

JANUARY 25, 2017

This semester in TSE Hustler’s Leagu, we are focused on building value. Today I’m sharing with you a snippet of one of our sessions. This is part 2 of the episode so if you haven’t yet, check out last week’s episode on Creative Prospecting. Today, I’m sharing with you other creative prospecting strategies that you […] The post TSE 495: TSE Hustler’s League-“Creative Prospecting Part 2” appeared first on The Sales Evangelist.

Prospecting 40

Prospecting Strategy Sales 40

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

BrainShark

JANUARY 25, 2017

Sales Enablement 71

Sales Enablement Sales 71

Green Lead's B2B

JANUARY 25, 2017

The sales and marketing industry is flooded with events, conferences, web events, you name it. You could make it your full time job just trying to attend every one of them. Last year I was invited to attend the TOPO Summit in San Francisco – the inaugural event from TOPO. I’ve known the founders, Scott Albro and Craig Rosenberg, as clients, industry partners and friends for years.

Account 0

Account Account Based Marketing Outbound Inbound 0