Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. Most vertical marketing strategies are light in nature consisting of tabs on websites, vertical-oriented stock photos and key words added to headers.

Marketing 52

Marketing Strategy Collateral Case Study 52

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! This list includes some of our own posts as well as posts from other great companies.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. At face value, this may seem like an impossible task.

Territories 59

Territories Churn Face-to-face SME 59

Partners in Excellence

FEBRUARY 17, 2020

Let’s dissect what good and bad revenue looks like: First, it’s sales responsibility to execute the company strategy in the face of the customer. It introduces new product, services, perhaps goes after new markets. Let’s say our company has 80% of it’s revenue coming from an increasingly mature market.

Revenue 94

Revenue Territories Face-to-face Quota 94

LeadFuze

JULY 14, 2023

We’ll explore their roles and responsibilities, discuss the challenges they face, and highlight essential skills needed for effective sales management such as communication and time management. They are as essential as breathing when you’re navigating through stormy waters in today’s highly competitive market landscape.

SalesManager 52

SalesManager Sales Management Strategy How To 52

The Pipeline

MAY 15, 2017

Execution should be the tactical manifestation of a strategy, or more accurately strategies. An overall corporate sales strategy, territory and account strategies, and then a strategy for every encounter with a laser focus on logical next steps. The difference would be in the intent and purpose.

Face-to-face 250

Face-to-face ACT Territories Intent 250

Sales and Marketing Management

JUNE 4, 2017

Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Make time for face-to-face communication. The cost of making time for face-to-face communication is outweighed by the benefits of this high-touch vehicle.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Mindtickle

AUGUST 28, 2023

In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. In other words, what they do now will either position them to be ahead of or behind the other companies in their market space. Anyway, how do you handle this objection when you’re prospecting? Nobody wants to be pitched hard right now. Instead, what they want is to be listened to. This will pass.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

PandaDoc

OCTOBER 14, 2020

Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy. We’re going to explore how storytelling techniques can imbue your sales strategy with that crucial human touch. We’re going to explore how storytelling techniques can imbue your sales strategy with that crucial human touch.

Strategy 111

Strategy Face-to-face Research Google 111

Bernadette McClelland

JANUARY 11, 2017

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. We also know there is a cost to preparedness as well as a cost to lack of preparedness.

Strategy 150

Strategy How To Competition Energy 150

Zoominfo

DECEMBER 16, 2020

Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. Because like most sales and marketing technologies, CRMs are only as good as the data stored within its database. Let’s start with a reminder: CRMs have a purpose. Think about it.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Hubspot Sales

SEPTEMBER 17, 2019

But face-to-face meetings come with their own challenges. Thanks to subtle body language cues you're probably not aware of, it’s much trickier to disguise any nervousness or anxiety when you’re face to face. You also might feel thrown off by presenting on your prospect’s territory, instead of your own.

Meeting 87

Meeting Face-to-face Sales Meeting Conference 87

Janek Performance Group

MARCH 12, 2024

You can avoid such a scenario by developing an onboarding strategy that effectively enables new employees to adjust faster. However, without the right strategy in place, it is difficult to tap into that, leading to disappointing outcomes. Effectively onboarding new salespeople can be a daunting task. What did his predecessor do right?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. There was no Sales Territory Design in place.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Chorus.ai

MARCH 5, 2021

There’s no doubt about it: as a new year dawns and the troubles of the past are put firmly behind us, building a strategy for the future feels incredibly exciting. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy? Companies too.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

SBI Growth

OCTOBER 21, 2013

Your people will need new capabilities to thrive in a changing market. Those reps were covering an extensive territory and large customer base. The face to face interaction was appreciated but not necessary. The face to face interaction was appreciated but not necessary. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Zoominfo

MAY 25, 2022

But turning data from an asset to a business outcome takes a special strategy. But turning data from an asset to a business outcome takes a special strategy. With shifts in buyer behavior and advancements in sales and marketing technology, it’s reported that over 70% of UK-based salespeople feel BI tools are critical to closing deals.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

InsideSales.com

JUNE 16, 2021

Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. Without a revenue operations role, marketing and sales teams would have no strategy and no process.

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

BrainShark

AUGUST 24, 2022

Reps constantly need to develop their product and market expertise, learn new company messaging and value propositions, and hone conversational skills to have more meaningful interactions with buyers. An effective sales readiness strategy is essential to their success. Territory Management. Customer-Facing Sales Skills.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. There was no Sales Territory Design in place.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Partners in Excellence

DECEMBER 1, 2020

I think many sales enablement programs may face the same challenge. While they may provide outstanding skills, increase people’s knowledge in markets, products, sales approaches; it’s critical the people going through these programs understand how to apply what they are doing directly to their jobs.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Understanding Your Target Market .

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Corporate Visions

JULY 16, 2020

Examples of those situations might include: A troubled sales territory that’s up against a newly aggressive competitor An emergent threat to a dominant product or service that makes defending, retaining, and protecting your position paramount A new product or go-to-market strategy launch A major economic event, like a global pandemic.

Webinar Metrics 83

Webinar Metrics Face-to-face Sales Enablement Pivotal 83

The Pipeline

SEPTEMBER 30, 2011

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Face Your Weaknesses. Implementing the program is the key to marketing success.

Small Business 253

Small Business Small Business Pipeline Marketing 253

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Daily, your reps are faced with important decisions about how they spend their time. The market has dictated. Profit Margin (%).

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. The Pipeline Guest Post – Trevor Stevens.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

SBI Growth

NOVEMBER 23, 2013

Hunters assume a generalist role in a territory. Let’s face it. Is marketing aligned with this new methodology? This would be marketing. Marketing also needs to research and produce the industry-specific insights that sales will teach. They want their customer interactions to deliver more value.

Sales Methodology 308

Sales Methodology Demand Generation Targets Demand Generation Face-to-face 308

Sales Hacker

MARCH 7, 2022

In a recent Revenue Innovators episode , we chatted with Frank about why sales poses such a challenge for academics; the challenges revenue leaders face in a world where continuous change is the norm, and how those challenges have shifted in the past decade. They’re also reliant on product, pricing, and market conditions.

Banking 83

Banking Face-to-face Revenue Territories 83

Highspot

AUGUST 31, 2021

If sales strategy was a puzzle, then your sales model would be a corner piece: it helps frame your approach to businesses and determines how the other pieces of your strategy will fit together. The latter, on the other hand, may require a deeper investment in content marketing and SEO. Types of sales models. Let’s dive in.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Partners in Excellence

JANUARY 12, 2020

Our account/territory planning processes help us maximize our growth and the results within the accounts/territory. Sales enablement, marketing, and others provide programs and tools that help us grow execute effectively. Sales enablement, marketing, and others provide programs and tools that help us grow execute effectively.

Face-to-face 63

Face-to-face Territories Policies Sales Enablement 63

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Sales organizations need to follow three key sales management strategies when it comes to hiring. What’s the problem?

Hiring 97

Hiring Sales Management SAP Sales Talent 97

Trinity Perspectives

MARCH 22, 2018

This article is for you and more than anything, I hope one or two of the strategies I share will help alleviate your stress levels or release the pressure valve just a little bit. Sales doesn’t have to be terrifying: 5 strategies to reduce stress. Strategy: Get a seat at the table. Strategy: The truth will set you free.

Strategy 62

Strategy B2B Face-to-face Quota 62

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. Developing sales and revenue strategy. Setting territory structure. Sales Enablement versus Sales Operations.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. It’s often argued these two strategies are at odds with one another. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

The Pipeline

JANUARY 11, 2012

Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Communication Strategy. Sales Strategy. Territory Alignment. Tibor Shanto.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209