Smooth Sale

MAY 1, 2024

When we talk about ‘business value ‘, we refer to the worth of your business in terms of its assets, reputation, and potential for future earnings. While timelines aren’t always easy to predict, your business has some options to help stretch its budget without cutting costs and harming those within your firm.

Lead Rank 101

Lead Rank Lead Scoring Hiring Licensing 101

Steven Rosen

MARCH 2, 2017

Having a team of top sales performers is great! When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. Well maybe.

Energy 275

Energy Face-to-face Comparison Sports 275

Sales and Marketing Management

DECEMBER 14, 2020

Remember those days (less than a year ago)? Almost overnight, contacting customers, communicating and selling changed. Cruising down the highway of sales prospecting is over. In essence, you have to see down the track and into the turn to put distance between you and your competitors. No margin for error.

Margin 156

Margin Social Media Conversion Prospecting 156

Zoominfo

JUNE 27, 2022

When you set out to buy a third-party data set, you might assume you should compare based on quantity and cost. But using evaluations like “how many accounts can you provide?” or “what is your cost per contact?” But the path to reliable business intelligence is not always straightforward.

Data 130

Data Lead Rank B2B Lead Scoring 130

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Zoominfo

AUGUST 3, 2022

Over the past couple of years, it has seemingly been one extreme after another — record-high unemployment followed by record job growth followed by record voluntary job changes. As we sit on the brink of a possible recession, it’s hard to determine the next moves your business should make. You get it.

Top of Funnel 130

Top of Funnel Marketing Advertising Advertising 130

Nutshell

JANUARY 30, 2023

They say what gets measured gets improved. If you want to increase your sales revenue, it’s a good idea to track sales performance. Want to learn how to track your sales performance? This blog post is for you. You keep a record of your speed to have a benchmark you can beat.

Lead Rank 62

Lead Rank Lead Scoring How To Churn 62

Sales Management Plus -- SMP

DECEMBER 5, 2023

Regularly reviewing branch performance is essential for a distribution company for several reasons. Regular branch reviews allow you to spot strengths and weaknesses across different branches. Regular branch reviews allow you to spot strengths and weaknesses across different branches. This ensures continuous improvement.

Distribution 52

Distribution Lead Rank Lead Scoring Analysis 52

Braveheart Sales

JANUARY 22, 2024

January isn’t exactly the greatest month of the year. But rather than arriving in style with flashes of hope and bright lights (which is what I would do if I were the first month of the year), it coats the sky with a thick layer of gray that can make even the simplest of goals feel impossible. Let’s face it. January’s bleak.

Webinar Metrics 52

Webinar Metrics Face-to-face Sales Leadership How To 52

Hubspot Sales

MAY 7, 2024

No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. I tell you this from experience. Overnight (or at least that’s what it felt like), I suddenly wondered whether AI would wipe out my entire business. Sometimes, life just happens.

Outsourcing Services 64

Outsourcing Services Scale Pivotal Examples 64

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

Distribution Pricing Journal

SEPTEMBER 20, 2023

There should be no reason to point out that the way we work has changed more in the three years since 2020 than it has in the 20 years prior. Distribution pricing mangers play a huge role in the success of your company. The role of a distribution pricing manager has expanded in recent years as well.

Distribution 97

Distribution Infor Face-to-face Hiring 97

SalesLoft

NOVEMBER 20, 2023

In the past ten years, we’ve seen an incredible shift in the buying landscape. That means sales reps must make the most of every chance they get to interact with a prospect. Sales enablement, and sales enablement tools, help them do just that. Sales enablement, and sales enablement tools, help them do just that.

Sales Enablement 52

Sales Enablement Tools Customer Hiring 52

Highspot

DECEMBER 2, 2021

Adaptability is key to survival in our ever-changing world. But in order to adapt, you must first know what changes and trends you’re adapting to. Fueled by the latest analyst research, we’ve identified the biggest opportunities that will power your program’s ongoing evolution.

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

Pipeliner

OCTOBER 25, 2021

And the changes it has spawned in both our personal and professional lives are countless, causing us to adapt the way we live and the way we do business. They’ve all changed. At the end of the day, it’s becoming harder and harder to know what we can count on. That’s always been the case in major account sales, though, hasn’t it?

Account 98

Account Pivotal Up-Sell Energy 98

Allego

FEBRUARY 15, 2024

After using the generative AI tool for more than a year, though, I am a lot less worried. It’s the same for sales and enablement teams. AI-enhanced tools act like digital assistants that automate processes and analyze content and data, allowing you to focus on more strategic functions and increasing your productivity.

B2B 71

B2B Coaching B2C Tools 71

Zoominfo

MARCH 31, 2023

Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year. Luckily, things are changing fast. Reasons to Break Down Data Silos While data silos may be an inevitable part of modern business, it doesn’t mean your go-to-market (GTM) team has to live with them.

Data 130

Data Government Decision Maker Lead Rank 130

Hubspot Sales

DECEMBER 29, 2021

Incentives are natural motivators — and sometimes, some "natural motivation" is exactly what your salespeople need to perform to the best of their abilities. Incentive compensation plans often provide an effective avenue for sales leadership to motivate their teams and encourage overperformance. Gainsharing Plan.

Incentives 102

Incentives Incentive Compensation Commission 102

Janek Performance Group

OCTOBER 18, 2021

In sales, the fourth quarter is equally important. Here are a few tips to accelerate performance during this critical time: Review Pipeline. As a football coach may pump up the team for the fourth quarter, sales managers can provide extra motivation. This is not to say change them. Incentivize. Ramp Up Coaching.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Janek Performance Group

JUNE 28, 2022

For those sales teams ahead of their sales target, it’s going to be an enjoyable July 4. For those sales teams close to or behind their sales targets, it’s going to be a stressful end-of-quarter. As we hit the midway point of 2022, it’s time to evaluate what got us to this point.

Objections 62

Objections Revenue Sales Prospecting 62

Janek Performance Group

SEPTEMBER 14, 2021

“Winning isn’t everything, it’s the only thing,” is a quote you will never hear Nick Saban say. The secret that Saban learned and sales teams can benefit from is that a process-focused team will outperform an outcome-focused team. How does this process mindset apply to sales? Realize this, and you will find strength.”

Lead Rank 118

Lead Rank Lead Scoring Cold Calling Coaching 118

Pipeliner

JANUARY 21, 2023

In my last article, I discussed the vital importance of understanding customer preferences in sales , and provided examples from my own company of how this is done. Now, what about your preferences? How deeply do you evaluate your company’s preferences when selecting a platform or system? Where’s the land?

System 98

System Lead Rank Vendor CRM 98

Hubspot Sales

MAY 25, 2023

In its 20th year on the market, LinkedIn remains an undisputable world leader in social selling and online business networking. In short, if you’re not active on LinkedIn, you’re missing a huge opportunity to grow your business. The question is — how do you know if your posts are resonating with your target audience?

Social Selling 97

Social Selling Lead Rank Lead Scoring LinkedIn 97

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

Examples 52

Examples Campaigns Promotion Retail 52

Miller Heiman Group

OCTOBER 6, 2020

The year 2020 has been a year of unprecedented turmoil on so many fronts. The way people are now allowed to interact has fundamentally changed as well. Most direct sales reps have been sidelined from visiting their clients, and video calls have become the norm. Identify and prioritize your best opportunities…first.

Ideal Customer Profile 109

Ideal Customer Profile Face-to-face Sales Qualified Lead Scale 109

Mindtickle

JUNE 28, 2021

As a sales leader, you know the impact of effective sales coaching — it’s the key to maximizing your team’s potential. The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. Why coaching conversations must change.

Coaching 95

Coaching Data Sales Coaching Conversion 95

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Sales Operations 52

Sales Operations Face-to-face Hiring How To 52

Partners in Excellence

JANUARY 3, 2023

Selling is one of the few roles in business where, every year, we get to start over. ” We may have been a superstar in the past year, exceeding all our goals. Today, it’s “What have you done for us lately?” Hopefully, we take some time to reflect on the past year. What worked?

Sales Cycle 68

Sales Cycle Face-to-face Coaching Pipeline 68

Crunchbase

JANUARY 13, 2022

The business of sales is as nuanced as sales industries, salespeople and buyers themselves, with some industries requiring in-person selling with plenty of touchpoints and follow-ups. The same goes for the health of your sales department. How sales assessments increase agility.

Compensation 98

Compensation Insurance Insurance Sales Methodology 98

Janek Performance Group

MARCH 15, 2022

Are you a sales trainer or sales coach looking to enhance your skills? Being a sales trainer is one of the most critical jobs at any growing organization. Yes, your first responsibility is to increase the skill of the sales reps on the team. What is Sales Training and Development?

Training 62

Training Hiring Objections Workbooks 62

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Reward performance fairly, and your reps feel valued and stay longer.

Compensation 86

Compensation Retention Hiring Commission 86

Allego

JUNE 6, 2023

If there’s one revenue enablement event you go to this year, make it Allego’s S3. Sales, enablement, and marketing leaders flock to Allego’s S3 each year to share stories, connect, and learn how to elevate their enablement and ultimately grow their business. Below is a peek at what Allego S3 attendees can expect.

Revenue 62

Revenue Networking Distribution Scale 62

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. The pandemic hasn’t just caused pivots — it’s also caused permanent change.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. You’re watching your reps very carefully and doing everything you can to ensure they close deals and hit their numbers. There’s one thing that can help you, though: technology.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. Sales goals are often specific.

Sales Goal 87

Sales Goal Examples Sales Management Hiring 87

Allego

MAY 25, 2021

What exactly is Artificial Intelligence (AI)? What is AI-assisted sales? When you hear these terms, do you think of R2D2? And now, AI has come to the profession of sales. AI has also been adopted in other fields, including sales. The Evolution of Sales Enablement. AI-Assisted Sales Solutions.

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

Miller Heiman Group

APRIL 2, 2019

Sometimes, you find yourself striving for short-term gains by upselling. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals.

Account 110

Account Influencer Lead Rank Lead Scoring 110