Bigtincan

NOVEMBER 18, 2021

Over the past ten years, we’ve worked with thousands of sales leaders who run large sales teams and we’ve found that there are seven highly-effective techniques that are responsible for consistent and effective sales strategy development: Break training down into bite-sized chunks to help reps retain more product knowledge.

Software 59

Software Software Retention Call-back 59

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated.

Motivation 319

Motivation Incentives Incentive Coaching 319

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. Sales Enablement is about to become your priority (if it isn’t already). So, what is Sales Enablement?

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Crunchbase

JUNE 28, 2021

Your sales team is the backbone of your company, and your employees are just as vital to business success as your customers. In today’s age of digital transformation, sales management teams must adapt their sales training strategies to evolving consumer trends and the global shift towards remote work. Image Source.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. Once we got good at selling, we liked it.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Retention 98

Retention Sales Coaching Coaching Scale 98

Lessonly

MARCH 16, 2020

How does sales training software simplify your long-term training efforts? There are delays, course corrections, car troubles, and energy dips. The companies with the best sales training programs understand this concept. They set their own sales training agenda. It’s cramped. Work in reverse. Products change.

Software 26

Software Software Training Territories 26

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Even if it could be, I don’t have the energy to try. The bottom line is that they are applying for a sales position. Selling is much more fun!

Hiring 54

Hiring Sales Management Face-to-face Training 54

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Crunchbase

JUNE 23, 2021

Many sales departments have been forced to remotely scale their operations. This shift has given rise to the need for remote sales management efforts to more heavily target virtual selling channels. Data shows that e-commerce sales are expected to reach $6.54 trillion globally by next year.

Scale 52

Scale Face-to-face Software Software 52

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. The concept that underlies all those points is known as sales effectiveness. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process.

Sales Process 139

Sales Process How To Hubspot Hiring 139

Hubspot Sales

MAY 11, 2020

Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. Stellar sales work is possible outside of a traditional company office. Remote Sales Management Challenges.

Quota 114

Quota Face-to-face Hubspot Channels 114

Sales Training Connection

MARCH 3, 2014

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Showpad

OCTOBER 17, 2019

Sales enablement is about ensuring Sales reps have the resources and tools necessary to connect with leads, prospects, and customers in a way that prompts further engagement. While a Sales enablement strategy is key to supporting your process, it can only get you so far without customer relationship management (CRM).

Sales Enablement 58

Sales Enablement CRM Face-to-face Software 58

Janek Performance Group

SEPTEMBER 7, 2021

In sales, one can never sit idle. Eventually, even the best sellers run into the law of diminishing returns, which is when productivity declines in proportion to an increase in energy or effort. Here are seven tips for sales professionals to get more from their efforts and boost their productivity: Coaching. Better Qualifying.

Lead Rank 62

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 62

InsideSales.com

JUNE 15, 2020

Sales teams can be more efficient by investing in the right processes. The rapid changes that sales go through means reps have needed to develop hacks and techniques for prospecting. But what are those sales prospecting methods? RELATED: THE SALES CADENCE TOOL YOU NEED TO GENERATE MORE LEADS. Use a Sales Platform.

Ideal Customer Profile 63

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 63

Vengreso

JUNE 6, 2023

Top earners in sales use top sales strategies to attain their success. Brown , the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. Brown , the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. For this week’s episode, I am joined by Doug C.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Hiring 121

Hiring Lead Rank How To Cold Calling 121

LeadFuze

AUGUST 12, 2021

If you’re at a place where your sales are strong enough to warrant putting together a team of business development reps (BDR’s), great! These reps will qualify the leads for your Account Executive level sales team—that’s an important job. How to Hire a Sales Person. But if you aren’t careful, it will cost you.

Hiring 52

Hiring Top of Funnel Energy Ideal Customer Profile 52

Sales Training Connection

OCTOBER 6, 2014

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Sales Training Connection

SEPTEMBER 23, 2013

Sales Coaching and Trigger Events. People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree sales coaching is a necessity if you want a world-class sales team.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. What is Sales Burnout and Why is it so Common? Let’s jump into it!

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Storytelling has stood the test of time as a critical skill in sales and marketing?—?and and isn’t that our goal in sales?—?a But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. Oh, sure, we throw money at the sales department.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Xactly

DECEMBER 12, 2018

This the fourth blog in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. So far, in my blog series on sales planning, we’ve looked at: Part one: Adopting the right sales planning approach. Part two: Evaluating sales rep ramp time and attrition. Download Guide.

Territories 67

Territories Quota Guidelines Software 67

Act!

JANUARY 10, 2024

That means a sale is an outcome, not a sudden event. To boost sales, you must optimize the sales funnel and ensure every stage feeds the other until the eventual conversion occurs. As a sales professional, your job is to convince and persuade your leads to choose your offer and convert them into customers.

Lead Generation 52

Lead Generation Lead Rank Lead Scoring Top of Funnel 52

Vendor Neutral

JULY 16, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. From using a value-based selling strategy to creating a strategic cold calling system, learn the techniques that transform cold calling into an effective, thoughtful part of your overall sales strategy. August 12, 2021 1 PM EST 10 AM PST.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Sales Training Connection

JUNE 11, 2013

We’ve recently had the opportunity to work with a sales force in the oil and gas industry. oil and gas industry is experiencing a tremendous boom … and because of this fortunate development, the oil and gas industry is facing a talent shortage – including in Sales. Better coaching from front-line sales managers.

Face-to-face 98

Face-to-face Compensation Coaching Sales Leadership 98

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Hiring 106

Hiring Salary Top of Funnel Commission 106

Pipeliner

DECEMBER 13, 2017

and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly involved with their sales process.

Compensation 79

Compensation Lead Rank Lead Scoring Quota 79

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

InsideSales.com

JUNE 22, 2020

Sales development representatives (SDRs) have one of the most important sales roles because they channel customers to pitchers who close deals. They ensure an organization delivers an efficient revenue machine by making the sales cycle streamlined, but what does a day in the life of an SDR look like? 6:15 am – Wake Up.

Ideal Customer Profile 58

Ideal Customer Profile Social Media Sales Qualified Lead Exercises 58

Sales Training Connection

OCTOBER 26, 2012

Sales force turnover matters. We’ve recently had the opportunity to work with a sales force in the oil and gas industry. oil and gas industry is experiencing a tremendous boom … and because of this fortunate development, the oil and gas industry is facing a talent shortage – including in Sales. Customized sales training.

Face-to-face 101

Face-to-face Compensation Sales Talent Industry 101

Hubspot Sales

SEPTEMBER 15, 2023

As a small business owner, you toggle between marketing, sales, operations, and customer service daily — and sometimes within the same hour. To serve your customers without dropping the ball, you need a tool to help you track and manage all of your relationships. What you need is customer relationship management (CRM) software.

Small Business 100

Small Business Small Business Software Software 100