Sales and Marketing Management

JUNE 4, 2017

A creative and consistent approach to sales team communication is important to ensure your sales team remains connected to your organization, motivated and producing measurable results. Here are some tips for communicating effectively with sales teams. Provide the same opportunities to salespeople. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Jonathan Farrington

APRIL 26, 2013

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. Emerging tools that require little or no IT resources to implement and run, enable sales management to examine, assess and adapt their tactics in direct response to what they see going on in the field.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Take any trend?

Demand Generation Targets 120

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

Mindtickle

APRIL 9, 2024

Faster sales cycles Traveling back and forth to a prospect’s office takes a lot of time, so sales cycles tend to be long in outside sales. When sales reps sell from an office, they can close deals faster and work on multiple opportunities concurrently. Lower cost per sale Any sale has costs.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Revenue 122

Revenue Proposal SalesForce Lead Rank 122

The Pipeline

JULY 22, 2013

In organizations with a large and blended team, inside, outside, pre-sale, post-sales, responsibilities, these parasales people have an opportunity to learn and evolve, gain needed experience and expertise while still contributing to the outcome. This highlights the need for a more planned and patient hiring approach.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Gong.io

DECEMBER 15, 2022

Sales territory mapping is the process of defining the areas of your target market that sales reps are responsible for growing. While only some sales organizations create sales territories, there are plenty of reasons to do so. . Divide markets strategically . So everyone has the same sales potential. .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

SBI

JULY 29, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

SBI Growth

MARCH 19, 2013

The sales team deserved a training program as aggressive as this year’s budget. Onboarding is a topic the markets have been screaming to get for quite some time. ” In a recent post , I urged Sales Ops leaders to take responsibility for training and development. This sales leader agrees. The market is shifting.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Mindtickle

JULY 24, 2017

Many often fall into sales enablement roles because someone suggests it to them or perhaps they’ve taken on some of the functions of the role as part of their position in sales or marketing. There are benefits to be gained from hiring from both sales and marketing backgrounds. Sales is in your DNA.

Hiring 59

Hiring Sales Enablement Marketing Scale 59

Partners in Excellence

AUGUST 11, 2020

How do we change that focus, after all, if our sales people are making their numbers, how do you get them to chase after bigger deals. There are lots of approaches, some take great courage (and market understanding) to implement. Each sales person, had about 1000 customers in their territories.

Ideal Customer Profile 91

Ideal Customer Profile Territories Compensation Account 91

Mindtickle

JULY 24, 2017

Many often fall into sales enablement roles because someone suggests it to them or perhaps they’ve taken on some of the functions of the role as part of their position in sales or marketing. There are benefits to be gained from hiring from both sales and marketing backgrounds. Sales is in your DNA.

Hiring 52

Hiring Sales Enablement Marketing Scale 52

Sales and Marketing Management

FEBRUARY 26, 2019

Author: Paul Nolan An executive at a Fortune 1,000 company recently kicked off a summit for several hundred of the company’s content strategists, project managers and digital marketers with a story about an experience he had only days before at his neighborhood Starbucks. Giving feedback on sales skills that results in increased sales.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t despair, you may still find a nugget or two of helpful information as well. If your sellers think that every company or consumer out there is a right fit for your company, you are wasting money on field sales.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Mindtickle

JUNE 29, 2021

Compared to a traditional role-play conducted in person, virtual role-plays give reps the opportunity to take multiple passes at a scenario at their own pace, while also equipping them with concrete feedback that they can put into practice immediately. Top 8 sales role-play scenarios. Remote selling. Objection handling.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Partners in Excellence

DECEMBER 9, 2020

I see product management present reviews on new product announcements/plans for the coming year. Marketing presents their programs and plans. Sales presents their plans, what they are going to do to achieve their numbers. Product management had an exciting new year. I get asked to sit in on a lot of these plan reviews.

Channels 73

Channels Lead Rank Lead Scoring Forecasting 73

Partners in Excellence

MAY 20, 2013

Over the next several months, I’ll be interviewing a number of Sales Operations and Sales Enablement executives. I believe these roles are critical in understanding and driving sales performance. Field sales managers focus on their teams. His customers are the sales people, managers, and teams.

Sales Operations 91

Sales Operations Field Sales Sales Enablement Maximizer 91

Allego

JULY 1, 2020

George is a proven sales leave leader with over 20 years of experience in sales, operations, marketing and sales enablement. He’s a true sales enablement enthusiast who has a passion for systems that empower people. Allego: What are the biggest opportunities and challenges you see facing sales teams today?

Face-to-face 62

Face-to-face Sales Enablement Video Call-back 62

LevelEleven

JULY 16, 2018

Sales Development. Sales development professionals, sometimes called SDRs, are typically non-quota carrying salespeople whose job is to set up qualified sales opportunities for the inside sales and field sales teams. Field Sales . Sales Acronyms & Terms.

Lead Rank 48

Lead Rank Marketing Qualified Lead Ideal Customer Profile Sales Qualified Lead 48

Cincom Smart Selling

FEBRUARY 16, 2018

Today, corporate sales management is more focused on how best to enable a selling process that both serves the customer effectively and delivers more revenue and higher margins. The individual hiring decisions and talent appraisals for sales-position candidates are being made at the local level by local managers.

Hiring 48

Hiring Margin Proposal Penetration 48

Mindtickle

DECEMBER 20, 2023

On the other hand, sales enablement is focused on providing sales teams with the tools, training, information, content, and support they need to close more deals. Every seller needs a certain set of tools and competencies to be successful in the field. Instead, marketing and sales teams must be aligned on content creation.

Sales Enablement 52

Sales Enablement Ideal Customer Profile Face-to-face Social Media 52

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. VP Nokia Software, North America Sales. Digital Sales and Development Manager. VP Europe Sales, Presales and Marketing. Managing Client Partner. Sales Director.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Mindtickle

JUNE 29, 2021

Compared to a traditional role-play conducted in person, virtual role-plays give reps the opportunity to take multiple passes at a scenario at their own pace, while also equipping them with concrete feedback that they can put into practice immediately. Top 8 sales role-play scenarios. Remote selling. Objection handling.

Negotiation 72

Negotiation Exercises Objections Coaching 72

Apptivo

AUGUST 31, 2023

Mobile CRM practices refer to the strategies, tactics, and best practices for efficiently utilizing Customer Relationship Management (CRM) systems on mobile devices such as smartphones and tablets. This feature helps them to manage the sales funnel proactively while away from their desks.

CRM 52

CRM Customer Top of Funnel Analytics 52

Showpad

MAY 7, 2021

The result is a fundamental shift in how sales operates. Now, a virtual sales platform is a crucial asset to modern sales departments that understand the potential and opportunities in virtualized sales. Many sales leaders acted quickly to virtualize their sales. What is a virtual sales platform?

Hiring 59

Hiring Survey Trade Show Webinar Metrics 59

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. AMs (Account Managers).

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Sales Hacker

FEBRUARY 16, 2021

She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

Inside Sales 104

Inside Sales Field Sales Policies Travel 104

Vengreso

MARCH 22, 2022

But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We have created this guide to help you get the sales recruitment process right and ensure your sales manager and company hire qualified candidates every time. Read it NOW Click To Tweet.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We have created this guide to help you get the sales recruitment process right and ensure your sales manager and company hire qualified candidates every time. Read it NOW Click To Tweet.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Highspot

JANUARY 19, 2022

Now that more sales teams are working remotely, more sales conversations are happening online via video chat, email, and social media. The market is evolving faster than ever, and sales reps need high-quality ongoing training to keep up. The Different Types of Sales Training Programs. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

Highspot

JANUARY 29, 2024

Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Work with your enablement and marketing teams to ensure you have the right sales collateral to engage effectively. This preparation doesn’t happen in a black box though.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Velocify

JUNE 28, 2017

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Percentage of participants who were unfamiliar with each type of sales technology. 1) Sales Gamification. Sales gamification software leverages game mechanics to incentivize rep performance.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Xactly

JUNE 13, 2018

Register for the webinar series, "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover opportunities to optimize enterprise sales performance and transform the entire organization by leveraging data-driven sales performance management (SPM). Register for Webinar.

Territories 49

Territories Travel Webinar Metrics How To 49

SBI

MAY 6, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. See which tools we chose for: Contract Management and eSigning. Marketing automation.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Sales Hacker

OCTOBER 30, 2018

She was recognized as a leading sales mentor by Women in Sales North America. She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. She is a thought-leader and expert in growing sales, inside sales and marketing organizations.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Hubspot Sales

JANUARY 23, 2018

TeamLink lets you tap into the connections of every Sales Navigator seatholder at your company. But that mostly limits you to salespeople, recruiters, and maybe your executives -- after all, the average marketer, customer support rep, or finance associate isn't going to need an account. Posted content keywords.

LinkedIn 145

LinkedIn Ideal Customer Profile Nonprofit Lead Rank 145

Crunchbase

MAY 18, 2021

This reality holds a huge opportunity for organizations that are hiring in 2021. For sales organizations in particular, the talent they hire today must understand how to build a pipeline and close deals through digital channels , and they will someday be sales managers who can pass on their online expertise. .

Hiring 52

Hiring Top of Funnel How To Handbook 52