Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

DiscoverOrg Sales

JANUARY 22, 2018

My love of all things college football comes in handy – even when it’s not football season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. It works. I consistently gets a response rate of 60% – and an engagement rate of 80%. (Check out my post, How to Heat Up Cold Emails with Personalization.).

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Increase Sales

JANUARY 22, 2018

Do you waste 12 minutes a day as you are conducting your daily sales activities? Be honest. If you are honest with yourself, the time wasted each day probably exceeds just 12 minutes. Ongoing workplace time use and workforce productivity research suggests employees continue to waste a lot of time. What is all that wasted time costing your ability to increase sales?

Lead Rank 118

Lead Rank Social Media Loyalty Sales Goal 118

Advertisement

A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Hubspot Sales

JANUARY 22, 2018

With sales email subject lines, a little creativity goes a long way. After all, sparking your prospect's curiosity is often the simplest and most effective way to get them to open your email -- and once they've done that, you can win a response by writing a relevant, timely email. But hitting on a good subject line isn't easy. Plus, what was fresh and inventive eight months ago will make your buyer's eyes roll back in their head today.

Referrals 111

Referrals Advertising Advertising Buyer 111

The Center for Sales Strategy

JANUARY 22, 2018

When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways.

B2B 101

B2B Sales 101

Julie Hanson

JANUARY 22, 2018

Customer success stories or testimonials can be one of your strongest selling tools. The right success story delivered at the right time can be more persuasive to a prospect than anything you, the salesperson, has to say. A customer who has experienced a similar situation, challenge, or goal has much more credibility with a prospect, especially initially.

Maximizer 91

Maximizer Real Estate Customer Call-back 91

SalesforLife

JANUARY 22, 2018

I really love the power that social media contains regarding the sales process. It’s such an impactful way to engage your prospects and clients. But there’s something about social selling that I think a lot of people seem to forget these days….

Social Selling 86

Social Selling Social Media Media Sales Process 86

Pipeliner

JANUARY 22, 2018

When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was created by marketing departments for conversion into catchy collateral materials. Harsh? Maybe. Accurate? Most definitely. Recently when putting the finishing touches on a speech, which followed after I had coached a number of business owners and non-salespeople through a natural sales process.

Cost per Acquisition 81

Cost per Acquisition Collateral Small Business Small Business 81

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

InsightSquared

JANUARY 22, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In previous posts , I’ve discussed how to evaluate the costs of a new sales tool, and offered some general best practices for managing your tech stack. To help you roll out the new technology your sales leadership just purchased, I’ve outlined some general guidelines you can follow to help the organization onboard a vendor successfully. .

Vendor 63

Vendor Guidelines System Tools 63

Pipeliner

JANUARY 22, 2018

A limitation of LinkedIn introductions is that you must wait for that introduction. You are at the mercy of the person through whom you are being introduced, as well as the person to whom you are being introduced. You have no control over how fast your contact will make the introduction, nor how rapidly you will receive a response once that introduction has been made.

LinkedIn 74

LinkedIn Call-back Benefit Follow-up 74

Topline Leadership

JANUARY 22, 2018

Matt McDarby's new book, "The Cadence of Excellence", is an outstanding book that every sales manager – and those who manage sales managers – should read. The book includes many real-life examples of leading companies that have refocused their sales managers toward a new, early stage and value-creating operating system. The post Book Review for “The Cadence of Excellence” by Matt McDarby appeared first on TopLine Leadership.

Lead Rank 66

Lead Rank Lead Scoring System Sales Management 66

Partners in Excellence

JANUARY 22, 2018

How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. Other research says there is always a single dominant decision-maker. Still other research suggests there is a dominant influencer (or mobilizer), that drives the decision-making. Too often, when I talk to sales people, I get similar feedback, some will say it’s a group, but there is one dominant person in the group.

Decision Maker 60

Decision Maker Influencer Groups Analysis 60

Advertisement

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

SalesForce

Sales Hacker

JANUARY 22, 2018

The post SDRs: How to Follow Up Without Being a Stalker appeared first on Sales Hacker.

Follow-up 68

Follow-up How To Webinar Metrics Sales 68

SugarCRM

JANUARY 22, 2018

“AI is one of the most important things that humanity is working on. It’s more profound than, I don’t know, electricity or fire,”. Sundar Pichai, CEO of Google. Prometheus, Ben Franklin… Google??? I was fortunate to be in the audience when Pichai dropped this memorable line while being interviewed alongside YouTube chief Susan Wojcicki for an MSNBC television show, “Revolution: Google and YouTube Changing the World.”.

Industry 51

Industry Transportation Google Government 51

Sales Evangelist

JANUARY 22, 2018

Prospecting is a pretty challenging component of sales, but you can’t just do without it. So today, I’m sharing with you some ways in finding prospects effectively. You don’t have to do everything you find here. Just do the thing which you think matters most to you and your industry. Focus on the methods you […] The post TSE 752: What Are the Best Methods for Finding Prospects?

Prospecting 40

Prospecting Industry Sales 40

Pipeliner

JANUARY 22, 2018

As a salesperson, you’re in one of three places at the end of the year: You’re desperately trying to make quota, you’ve made quota and you’re happy and relaxing, or you’re nowhere near quota unless the largest bluebird ever falls out of the sky. Why is it that this last category is perennially the biggest and doesn’t seem to improve?

Quota 40

Quota Cold Calling Referrals CRM 40

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

SugarCRM

JANUARY 22, 2018

If you have followed the tech headlines (or regularly read this blog) you are aware the GDPR is coming. If not, here is a quick refresher: the General Data Protection Regulation (GDPR) creates drastic and broad-sweeping changes to data privacy for anyone who is in the EU (not just citizens, but visitors and immigrants, as well) and for any company that retains EU customer data.

Small Business 38

Small Business Small Business Enterprise Enterprise 38

DataHug

JANUARY 22, 2018

As a sales rep, one of the most dreaded phrases uttered is “cold call.” Sure, a great cold call may result in a lead, but the likelihood of this happening often is – well, to put it mildly – low.… The post Why Your Sales Reps Hate Cold Calls and What You Can Do About It appeared first on Datahug.

Cold Calling 35

Cold Calling Leads Marketing Qualified Lead Sales 35

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. The ultimate goal is improving bottom-line results. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. For a 100-person sales team with $1 million individual quotas and a $50,000 average deal size, that translates to a $20 million increase in revenue.

Training 144

Training Vendor Top of Funnel Workbooks 144

Hubspot Sales

JANUARY 22, 2018

Your relationship with a prospect isn’t the sum of one conversation. It’s also not the sum of your emails. A strong prospect relationship is built from a series of meaningful touchpoints spread out over time. I’m a firm believer conversation frequency trumps length. If I have a five-minute conversation today, a 10-minute conversation tomorrow, and a 15-minute conversation next week, my prospect is likely to remember more of what I’ve said than if I schedule one hour-long conference call.

Call-back 138

Call-back Decision Maker Face-to-face Influencer 138

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales