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. If it’s a change, requires action or will generate a lot of questions, we provide sales management with extra information or tools to respond appropriately. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Zoominfo

DECEMBER 15, 2020

And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. B2B Tips for Sales, Marketing, Recruitment, and More. Buyer intent data is digital information collected from the public-facing digital world, such as web page views, downloaded content, and webinar attendance.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

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

No More Cold Calling

MARCH 15, 2018

And technology will eliminate the time-consuming, face-to-face aspect of communication. Video killed the radio star. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. But we’ve never been surrounded by so much of it. The Birth of the Boob Tube.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Allego

DECEMBER 14, 2021

Bersin and Enderes shared the challenges organizations face right now, what successful companies are doing to improve sales employee experience, and the impact of sales enablement on employee experience. Salespeople Are Facing Greater Stressors. In the past three years, there’s been an explosion of digital tools to support sales.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

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

SBI Growth

OCTOBER 21, 2013

Your people will need new capabilities to thrive in a changing market. Reps must have the tools and support to win the big deals. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. Systems Enhancement.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The Pipeline

MAY 15, 2017

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 best processes are those that encourage people to think about the specific situation they are facing. The difference would be in the intent and purpose.

Face-to-face 250

Face-to-face ACT Territories Intent 250

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

No More Cold Calling

OCTOBER 16, 2014

And technology will eliminate the time-consuming, face-to-face aspect of communication. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always been fascinated with—and even enthralled by—technology. But we’ve never been surrounded by so much of it.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Zoominfo

MAY 25, 2022

We interviewed three UK-based technology companies — Red Sift, ActiveOps, and Stone Group — as they implemented high-quality BI tools and achieved results that went beyond expectations. GTM Plays Automated go-to-market plays that can rapidly scale your business. Investing in Business Intelligence The world of sales has changed.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

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. Technology alone is not the solution.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. Effectively onboarding new salespeople can be a daunting task. Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. What did his predecessor do right?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

The Pipeline

JANUARY 22, 2019

However, if we step back, there is no less rejection in other means of prospecting, say e-mail or LinkedIn prospecting; when you look at the numbers, the phone is more effective than e-mail, (better together), it’s just not in your face (ear), like the phone. A distinction without a difference when measured by outcomes as opposed to emotion.

Objections 267

Objections Prospecting SME Cold Calling 267

Closer's Coffee

APRIL 23, 2020

Advertising, Marketing, Promotions, Public Relations, and Sales Managers – 717,220 ppl. Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. The outfield, in cricket and baseball, is the area in the field of play furthest from the batsman or batter relative to their counterparts playing infield.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

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. Technology alone is not the solution.

Territories 264

Territories Top of Funnel Analysis Penetration 264

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. Territory Management. Customer-Facing Sales Skills. An effective sales readiness strategy is essential to their success.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

InsideSales.com

JUNE 16, 2021

Without a revenue operations role, marketing and sales teams would have no strategy and no process. Rev ops ideally cover all revenue-facing processes including the the full sales cycle from the top to the bottom of the funnel. Many operations suffer from issues related to the all-too-common disconnect between marketing and sales.

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

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

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. The issues we face may be different than those we have experienced in the past.

Face-to-face 63

Face-to-face Territories Policies Sales Enablement 63

SBI Growth

MARCH 19, 2013

Onboarding is a topic the markets have been screaming to get for quite some time. ” The market is shifting. Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. Salesforce.com is not a compliance tool. This sales leader agrees.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Bigtincan

SEPTEMBER 15, 2021

Good reps map out their territory, understand each customer’s needs, and coordinate product logistics with local inventory managers and hospital personnel. . Sales territories and incentives restructuring. To your hospital, surgeon, physician, or healthcare executive, you are the face of your company on the ground. Planning. .

Hiring 105

Hiring Territories Networking Microsoft 105

SBI Growth

DECEMBER 19, 2013

The SBI Sales Initiative Assessment Tool has answers. No matter what initiatives your sales organization is considering, this tool carefully evaluates them. Will it strengthen your position in the market? After you download the SBI Sales Initiative Assessment Tool , you’ll need to do a little customization.

How To 303

How To Incentives Incentive Demand Generation Targets 303

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

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. Facing 8 New Challenges. Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. You need a long-term plan that will take you into 2021.

Collateral 147

Collateral How To Video Face-to-face 147

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. Setting territory structure. These tools include CRM and solutions for time, lead and prospect management. Managing sales tech stack.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Partners in Excellence

MAY 10, 2021

The challenges customers faced and working with them on those challenges are not easy. It is like being president of my own little company/territory. Why do we choose a job that requires us to sell? Is it because of the money? Is it because it was the easiest job we could get graduating from college? That was about 40 years ago.

Face-to-face 91

Face-to-face Territories Quota Up-Sell 91

Miller Heiman Group

MAY 15, 2019

Business buyers in today’s complex market are short on time and long on information. Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. The customer-centric conversation: Uncovering customer needs.

Face-to-face 96

Face-to-face Pharmaceuticals Decision Maker Lead Rank 96

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. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? New research has those answers.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

SBI Growth

JULY 26, 2013

In the predictor tool, you will also learn: Why short-term financial returns can be deceiving. Whatever initiative you are faced with, try to have incremental measurable objectives. An initiative to align territories based on sales rep potential attracts A players. Last year, Hank, the HR leader at DLA, Inc.,

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

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. What’s the problem? How Hiring Affects the Bottom Line. Poor hiring practices prove costly to sales organizations in many ways.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

SugarCRM

MAY 11, 2023

Ensuring Customer Retention and Expansion by Delivering Seamless CX Across Marketing, Sales, and Service Manufacturers are often mature businesses that generate the bulk of their revenue from repeat purchases from existing customers. It is not only sellers and marketers that maintain relationships with customers.

Industry 26

Industry CRM Construction Lead Rank 26

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

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. I sat staring at the Dun & Bradstreet printout. A lot has changed since then — or has it? Here they are. The 7 Steps of the Sales Process.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Your company’s products and related services are utilized by companies of all types and sizes, Fortune 50 to mom and pop basement operations.

Pipeline 226

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

Highspot

AUGUST 31, 2021

The latter, on the other hand, may require a deeper investment in content marketing and SEO. Your sales process should detail step-by-step exactly what this team — and other supporting go-to-market functions — must do in order to transform potential buyers into customers. Types of sales models. Let’s dive in.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

SBI Growth

OCTOBER 2, 2012

It is impossible to outrun the drag of vacant territories. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. Two years ago Cincom faced a serious talent issue: they could not find and keep the professionals they needed to manage their complex sales cycles. Something Had to Change.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306