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

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. Some of you reading this are working from home—a whole new challenge—some stores and companies are closing for now, and freeways as clear as they were in 1965 (see, it isn’t all doom and gloom.). Anyway, how do you handle this objection when you’re prospecting? Nobody wants to be pitched hard right now.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Janek Performance Group

MARCH 12, 2024

Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. You can avoid such a scenario by developing an onboarding strategy that effectively enables new employees to adjust faster. Effectively onboarding new salespeople can be a daunting task.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

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

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. To achieve success in this field, a well-trained salesforce that can communicate the value and benefits of the products they represent is essential.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Partners in Excellence

AUGUST 30, 2022

They had invested a lot in training, content, and other programs to support the account based selling focus. As sellers, our job is to find or initiate new opportunities with customers in our territory. We prospect, qualify, and pursue opportunities within our territories. But things weren’t changing.

Account 85

Account Territories Penetration Referrals 85

Partners in Excellence

OCTOBER 18, 2023

There are countless data reporting tools available to sellers and managers. Each provides it’s own take on performance dashboards. Many provide deep insights into performance—your pipeline is anemic, your opens are declining, you aren’t hitting your meeting goals, your win rates are declining. Why aren’t they responding?

Face-to-face 82

Face-to-face Sales Cycle Pipeline Territories 82

Sales Training Connection

JANUARY 31, 2014

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. 10 tips to win the sales call execution challenge.

Face-to-face 106

Face-to-face B2B Sports Territories 106

Highspot

DECEMBER 21, 2022

Unless you invest in a good training program (and your people). A full 58% of business managers claim they received no management training at all ahead of their start date. Even more alarming, recent Sales Xceleration research uncovered only 20% of companies allocate funds for critical sales leadership training. sales guidance.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

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

Sales Training Connection

NOVEMBER 30, 2012

Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear comments like, “I don’t have the time” and “My territory is spread out and I don’t see my people face-to-face”. A Classic - '63 Corvette. Select the Opportunity.

Strategy 96

Strategy Face-to-face Coaching Call-back 96

BrainShark

AUGUST 24, 2022

An effective sales readiness strategy is essential to their success. An effective sales readiness strategy is essential to their success. Territory Management. Customer-Facing Sales Skills. Salespeople need to retain a lot of information and master the right sales skills to consistently hit their numbers. Technology.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Sales Training Connection

OCTOBER 5, 2011

Strategy Review Session. Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear comments like, “I don’t have the time” and “My territory is spread out and I don’t see my people face-to-face”. . Select the Opportunity.

Strategy 100

Strategy Face-to-face Coaching Call-back 100

Corporate Visions

JULY 16, 2020

Training and enablement that’s inflexible and event-based won’t be of much help when you need to respond to an urgent situation right away. Training and enablement that’s inflexible and event-based won’t be of much help when you need to respond to an urgent situation right away. Salespeople face varying degrees of deficit every day.

Webinar Metrics 83

Webinar Metrics Face-to-face Sales Enablement Pivotal 83

Partners in Excellence

AUGUST 10, 2023

There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways. They are getting good coaching on high impact coaching.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

SBI Growth

FEBRUARY 7, 2014

This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. Below is a short list of blunders you want to avoid in your new role: Player Coach- If you were promoted within the organization you face a road of tough decisions.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

SBI Growth

OCTOBER 4, 2012

Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. You’re faced today with some projects you need to get completed going into 2013. But maybe this hole isn’t a hole at all. Maybe it’s an opportunity.

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

Partners in Excellence

DECEMBER 1, 2020

One of the managers on the call told this story, “I went to the university and got all sorts of training that was very powerful (he was getting a degree in computer science), the problem was, I had a lot of knowledge, but it didn’t help me much in doing my job. I think many sales enablement programs may face the same challenge.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

SBI Growth

OCTOBER 21, 2013

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. Success is based 50% on talent and 50% on performance conditions. Resource Allocation. Systems Enhancement.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Showpad

JANUARY 8, 2021

Hiring and onboarding new members of your sales team can be complicated. Even when you find reputable candidates to fill open spots in your department and you feel confident that you hired the right people, difficulties may arise. This requires you, as these new reps’ manager and mentor, to boost the efficiency of that process any way you can.

Hiring 52

Hiring Training Sales Enablement Case Study 52

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. If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. Look Socially.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Sales and Marketing Management

JANUARY 27, 2019

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance. Hire the right sales managers. Some lead by gut feel; others rely on metrics.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Showpad

MARCH 3, 2020

Both operations and enablement strategies function to enhance the sales process, allowing sales managers to effectively lead and coach their teams and reps to meet their goals quarter after quarter. The key strategic functions of sales operations include: Hiring and training new sales reps. Developing sales and revenue strategy.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Janek Performance Group

AUGUST 29, 2023

Since beliefs determine actions, we must provide training, coaching, and support to influence our team’s beliefs. Sales training and coaching often teaches sales representatives precisely what to say to prospects. Second, they don’t know what to say to prospects. It’s not something to feel ashamed about.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

LeadFuze

JULY 5, 2023

In this comprehensive guide, we delve into various strategies such as building trust among team members, understanding individual motivations, setting appropriate targets and fostering healthy competition. Understanding how to motivate your sales team is crucial for any business aiming to increase market share and achieve its sales goals.

Motivation 52

Motivation Strategy Incentives Incentive 52

SBI Growth

NOVEMBER 23, 2013

An isolated week of training won’t work either. Hunters assume a generalist role in a territory. Let’s face it. They’ll need training and reinforcement on coaching. They want their customer interactions to deliver more value. But changing this behavior requires more than just an Oprah Book club mass-reading.

Sales Methodology 308

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

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

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. Sales Training. Territory Alignment.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Put people before processes. Build a blueprint.

Hiring 93

Hiring Revenue Face-to-face Quota 93

Emissary

NOVEMBER 4, 2021

A strong strategy using vertical marketing best practices can help reach these cross-functional buyers, drive inbound leads, and help solution providers differentiate themselves in crowded markets. The best tech marketers , however, go much deeper. Here is what the best do differently: 6 Vertical Marketing Best Practices. Listen first.

Marketing 52

Marketing Strategy Collateral Case Study 52

Sales Hacker

MAY 29, 2023

Related: Sales Cycle Management: Definition, Stages, and Strategies Listen to your AE’s calls The leads that you pick from the above CRM report might have call recordings associated with them. Starting your journey from SDR to AE? Bookmark this guide “What does a BDR do, anyway?” my mom asked me. I’ll figure it out,” I told her.

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Hubspot Sales

DECEMBER 2, 2020

Explaining value when your prospect is focused on price is a choice every modern salesperson faces with each new customer. Unfortunately, many salespeople take this at face value without doing their requisite homework. Consultative Selling in a Transactional Industry: 4 Strategies. Build trust by understanding the end goal.

Industry 107

Industry Lead Rank Lead Scoring Inbound 107

SBI

AUGUST 11, 2020

Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory. While new business models are put into place to adapt the business strategy due to ongoing changes in the world, the need for new talent is on the rise.

Hiring 181

Hiring Coaching Fashion Face-to-face 181

Partners in Excellence

AUGUST 15, 2019

He was about to make some pretty big investments in training and in technology tools. They had invested a lot over the preceding years in developing a sales process and had trained their people in two leading sales methodologies. We went on to look at their account planning, territory planning and other prospecting approaches.

Face-to-face 87

Face-to-face Coaching Sales Methodology Territories 87

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

Partners in Excellence

JANUARY 12, 2020

Our account/territory planning processes help us maximize our growth and the results within the accounts/territory. Training programs help us learn new skills and capabilities to execute. The issues we face may be different than those we have experienced in the past. We do this consciously and thoughtfully.

Face-to-face 63

Face-to-face Territories Policies Sales Enablement 63

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 keystone nature of sales models makes choosing the right one all the more important. Types of sales models. Let’s dive in.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94