Bernadette McClelland

JANUARY 15, 2017

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Besides many today have their own gatekeepers. But the drawer is empty today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. One of the core strengths of any small business is its ability to adapt and pivot with the market. Despite this luxury, the small company sales compensation plan is usually left on the backburner. Are you clinging to a legacy Sales Compensation model?

Compensation 257

Compensation Company Hiring Salary 257

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Autoklose

JANUARY 22, 2024

You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. Don’t let that frighten you, as many sales tactics are actually hard-rooted in sales management by being extremely effective no matter what year it is. Mind the Sales Experience 13.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

PandaDoc

JUNE 4, 2019

Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? The answer is yes! What is it exactly?

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

SalesLoft

JUNE 26, 2020

SalesLoft customer Limeade shares their best practices for how their marketing and sales teams work together to execute their account-based strategy by: . An account-based strategy is only a strategy until marketing and sales come together to hyper-focus on their top-tier accounts. Honing-in on their top tier accounts.

Account 52

Account Account Based Marketing Demand Generation Demand Generation Targets 52

Hubspot Sales

MARCH 4, 2019

These are the skills your sales team needs to survive. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. Sometimes, this works.

Hiring 98

Hiring Training Hubspot How To 98

Close.io

JUNE 11, 2018

Want to upgrade your sales process in just 30 days? Sign up for my free Startup Sales Success course. There’s nothing more powerful in sales than customer intimacy. This means less dealing with gatekeepers and more time spent talking to the decision makers who actually matter. Why sell to startups in the first place?

Customer 131

Customer Hiring Up-Sell Gatekeeper 131

SalesLoft

JULY 20, 2015

The most beneficial tool a sales development rep can leverage when first starting out is advice from a sales development veteran. Be it from a peer SDR, a mentor, or an industry thought leader, the advice earned from real-life experience in sales development is invaluable to a new rep. Be ready to adjust and pivot.

Face-to-face 52

Face-to-face Hiring Gatekeeper Call-back 52

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What Is A BASHO Email?

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Sales Hacker

AUGUST 26, 2022

The companies that emerge victorious from uncertain economic climates are those that made a key pivot at the right time and emerged successful. In order to be an outperformer in this downturn, your organization must make a pivot at the right time. The key to making the productivity pivot: Activity data.

Revenue 82

Revenue Data Pivotal Lead Rank 82

Salesmate

AUGUST 14, 2020

You need to send emails at various stages of the sales process for nurturing and converting a prospect. However, instead of repeatedly drafting the same email, it’s better to take the smarter route by creating sales email templates for different sales scenarios. Sales CRM can make your work easier. Hi [prospect’s name].

CRM 119

CRM Case Study Face-to-face Follow-up 119

Appbuddy

JANUARY 9, 2023

Glenn Paster: Industry-wide, Black Friday/Cyber Monday online sales were soft. We did see excellent results from smaller flash sales, which we will continue in 2023. Glenn Paster: I agree Apple’s MPP was pivotal—it threw a wrench into the entire industry. Not bad…soft. I don’t measure opens at all anymore.

Email Marketing 52

Email Marketing Marketing Insurance Insurance 52

Close.io

JANUARY 7, 2019

Here’s an example: When we first built Close.io, it was as an internal tool for our outsourced sales company, ElasticSales. But today, there are so many channels where you don’t have to rely on a gatekeeper. Finally, talk to everyone and plan your pivot. It worked well for us because we knew all of its features and quirks.

Strategy 132

Strategy How To Top of Funnel Follow-up 132

Close.io

JANUARY 7, 2019

Here’s an example: When we first built Close.io, it was as an internal tool for our outsourced sales company, ElasticSales. But today, there are so many channels where you don’t have to rely on a gatekeeper. Finally, talk to everyone and plan your pivot. It worked well for us because we knew all of its features and quirks.

Strategy 64

Strategy How To Top of Funnel Follow-up 64