Your Sales Management Guru

APRIL 11, 2011

High-Performance Sales Management. Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through. Building a sales management process isn’t new, but it is being rediscovered as a linchpin for the success of many organizations.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56

Zoominfo

APRIL 11, 2019

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Facilitate better sales and marketing alignment.

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

SBI Growth

SEPTEMBER 23, 2012

Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. Receive a package of tools including this Top Ten Sales Rep Competencies list. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. Focus on new product sales.

Compensation 244

Compensation Incentives Incentive Penetration 244

SBI

OCTOBER 1, 2014

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Emissary

JUNE 26, 2023

While it’s true you can only maintain a ‘crisis’ mentality for so long, you need to start emphasizing formality, prioritization and focus in Q3 if you have any hope of surviving an amped up Q4 push. Make a last Sales push for new logos. Do your homework to build out specific penetration plans for a narrow set of candidates.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

CommercialTribe

OCTOBER 1, 2019

Fundamental #5 – Align and Contribute to Company Goals , is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager , offering depth around what each means to me. Catch up on posts 1 , 2 , 3 and 4.

Company 40

Company Penetration Compensation Segment 40

Chorus.ai

SEPTEMBER 29, 2020

Market downturns are troubling times for any business — but the concerns can suddenly hit home if you find out that your company needs to cut your sales department’s budget. Then you’re suddenly attempting to pick up the pieces during an unavoidable market slump. It will, however, take all your skill and experience as a sales manager.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Hubspot Sales

JULY 22, 2020

This sales platform helps automate the most repetitive sales tasks while helping you communicate with prospects. The AI assistant will manage tasks such as scheduling follow-ups, booking meetings, adding information to the CRM , and performs other admin tasks so you can focus on what matters. Pricing: $150/month.

Tools 112

Tools Closing Territories Hubspot 112

Keith Rosen

JULY 20, 2013

Chances are, there were things you missed during your initial interaction that cost you the sale. Uncovering these areas you need to strengthen, realigning your thinking and then developing a unique strategy to follow will enable you to create new possibilities with past prospects. When following up, don’t simply call to ‘follow up.’

Lead Rank 132

Lead Rank Lead Scoring Face-to-face Call-back 132

Partners in Excellence

AUGUST 27, 2019

Starting then forgetting about it: Too often, we start an initiative, either with the organization or with an individual, but we fail to monitor progress and follow up. The hard part of driving any kind of change or new initiative is not coming up with the initiatives themselves, but in execution.

Penetration 79

Penetration Coaching Face-to-face Pipeline 79

Showpad

NOVEMBER 24, 2020

A crisis, by nature, disturbs the playing field, opening up new opportunities, weeding out outdated practices and forcing executives to take a harder look at core competencies. Now’s the time to rip up old playbooks and either pivot aggressively or double down on existing differentiators. Marketing alignment.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

Chorus.ai

JANUARY 28, 2020

SaaS, and business in general, is full of terms that sound similar but carry different meanings, the kind that newcomers (and sometimes those who should know better) are prone to trip up on. You can add “business development vs. sales” to that long list. Some finance and operations professionals use these two terms interchangeably.

Hiring 65

Hiring Sales Qualified Lead Buyer Persona Scale 65

The Pipeline

AUGUST 16, 2011

Sign up for our Email Newsletter. This is what I call the “Dentyne approach”, you know “four out of five dentists recommend” Well if four out of the last five shipping managers bought for specific reasons, addressing specific issues, delivered in a specific way, etc.; Home About The Pipeline. Free Resources.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Sales Hacker

FEBRUARY 27, 2020

As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. You have to be a sales LEADER. This is inevitable for anyone in sales. How do you do that? Domain Expertise.

Revenue 96

Revenue Referrals Lead Rank Call-back 96

LevelEleven

JULY 3, 2019

A great way to switch up your strategy is to start measuring KPIs that aren’t normally focused on but have an impact on building pipeline. To accompany the last six months of 2019, here are six best KPIs for Sales Development Reps to focus on to finish out 2019 strong. Often, demos will be scheduled but not followed through with.

Top of Funnel 48

Top of Funnel Penetration Quota Cancellation 48

HeavyHitter Sales

JULY 19, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Four Critical Sales Kickoff Meeting Success Factors » July 19, 2011.

Penetration 104

Penetration Groups Face-to-face Follow-up 104

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration. Sales Automation/Tools. We delivered most of that content in “paper form” because PC’s were just coming in, but penetration was very low. Makes you wonder.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Vengreso

MARCH 2, 2021

Old school prospecting like cold calling may still work at times but it’s a numbers game (it takes about 8 calls to get someone to pick up the phone and that’s just one touchpoint). For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

A Sales Guy

SEPTEMBER 15, 2016

Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated our sales vernacular. Therefore with all the changes, keeping up with the new and valuable selling methodologies of today is critical to success. Go get it. That’s 5.4

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

SBI Growth

NOVEMBER 21, 2012

"I had no idea Dave was going to struggle so much as a Sales Manager. This post is written for the VP of Sales who wants to eliminate promoting the wrong rep to sales manager. A Sales Leadership Council is the top 10% of your sales force that has expressed an interest in sales management.

Promotion 257

Promotion Sales Management Penetration Face-to-face 257

HeavyHitter Sales

AUGUST 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.   However, probably none have ever “carried the bag” and been in sales. .

Lead Rank 119

Lead Rank Lead Scoring Penetration Software 119

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Up-selling or cross-selling, i.e. selling more to your current clients. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog. Nancy can be reached at 916-596-3035.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

SBI

MAY 8, 2012

Tweet Spring cleaning to rejuvenate sales. As the weather heats up, I feel a jolt of energized motivation. And Gorilla Expense keeps things organized and up-to-date for sales managers and finance. Sales reps can ask questions – and get answers… from product managers, sales managers and each other.

Tools 82

Tools Territories Webinar Metrics Report 82

A Sales Guy

SEPTEMBER 15, 2016

Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated our sales vernacular. Therefore with all the changes, keeping up with the new and valuable selling methodologies of today is critical to success. Go get it. That’s 5.4

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

InsideSales.com

NOVEMBER 11, 2019

It’s for this reason why this sales function is important. Unfortunately, from a tools and technology standpoint, there hasn’t been much focus on account management. Often, it’s up to the engaged and motivated account manager to figure out the best method and find ways to stay on top of all their accounts. Key Takeaways.

Account 40

Account Account Based Marketing Transportation Trends 40

Your Sales Management Guru

MAY 25, 2010

The first scenario of holding firm for the long term assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

HeavyHitter Sales

JUNE 1, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Whats Wrong With Sales Training Today » June 01, 2010. Theyre the Same!

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

LeadFuze

JANUARY 1, 2022

The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. This guide answers the following questions: What are the steps in creating a good GTM strategy? First, we will define what “go to market” really means.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Customer Centric Selling

DECEMBER 20, 2016

I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. Were there Sales Ready Messages® that resonated with your prospects that you want to exploit? Step 1: Timing.

Revenue 40

Revenue Territories How To InsideView 40

HeavyHitter Sales

OCTOBER 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 138

Penetration Study Decision Maker Software 138

Zoominfo

DECEMBER 6, 2022

The frequency of touches will be determined by the length of your sales cadence, and vice versa. For example, if you’re a new business trying to penetrate a market that has little knowledge of you and your solution, the sequence might need to be longer than one for an established business with a great deal of brand awareness.

Outbound 130

Outbound Quota LinkedIn Follow-up 130

HeavyHitter Sales

AUGUST 19, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. However, this begs the following question, “WHY DON’T MOST UNIVERSITIES TEACH SALES?”

Lead Rank 68

Lead Rank Lead Scoring Penetration Journal 68

HeavyHitter Sales

NOVEMBER 5, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Their sales and marketing efforts are at odds. Are Top Salespeople Born or Made?

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Tony Hughes

FEBRUARY 22, 2018

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. I prefer a cell phone to show localized caller ID so prospects actually pick up. Then take those learnings back to it.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

HeavyHitter Sales

MAY 21, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Call-back 99

Call-back Penetration Sales Face-to-face 99