SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 90

Marketing Ideal Customer Profile Social Media Google Analytics 90

Sales and Marketing Management

OCTOBER 12, 2020

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . The hive-like atmosphere of our sales offices was replaced by Zoom calls. . The hive-like atmosphere of our sales offices was replaced by Zoom calls. .

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? …But what about next quarter?

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Data 74

Data Hiring Guidelines Lead Rank 74

Sales and Marketing Management

JANUARY 20, 2018

Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. You Can Set Clear Guidelines for Media Outreach. When your PR and SEO teams are in sync, they have clear guidelines and understand their roles and responsibilities better. What do you do? Learn to Plan Like a PR Pro.

Guidelines 189

Guidelines Media Channels Google 189

No More Cold Calling

DECEMBER 10, 2020

You might get some clues about managing a multi-generational workforce by studying the tendencies of each group, but please, let’s treat people as individuals. Personally, I would use guidelines from research on generational attributes to learn what might motivate each generation. How do you know what motivates them?

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

No More Cold Calling

DECEMBER 16, 2014

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. I never expected to have a long, successful sales career. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Engineers study engineering.

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

MTD Sales Training

JULY 23, 2019

With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. In a HubSpot study, LinkedIn generated the highest visitor-to-lead conversion rate at 2.74%, almost 3x higher than Twitter at 0.69% and Facebook at 0.77%. LinkedIn is rapidly approaching 600 million users. Happy Selling!

Ideal Customer Profile 161

Ideal Customer Profile LinkedIn Google How To 161

Hubspot Sales

APRIL 19, 2019

There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time. But, what does a great sales deck look like?

Case Study 142

Case Study Face-to-face Lead Rank Lead Scoring 142

Pipeliner

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

The Brooks Group

JUNE 10, 2019

For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with. High-performing sales reps, on the other hand, are able to recognize a buyer’s personality type and adapt their own approach to be most effective. Your Sales Reps Are Sending Ineffective Emails.

Buyer 82

Buyer Ideal Customer Profile Guidelines Case Study 82

The Pipeline

MARCH 15, 2013

Cloud computing also enhances the efficiency of your business because it allows your sales staff to access files and data from anywhere in the world. This efficiency can easily translate directly into increased sales. Process sales on the go. Mobile credit card processing is the wave of the future. Ditch the office space.

Hiring 281

Hiring Licensing Guidelines Government 281

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Allego

MARCH 30, 2023

Sales reps never seem to have enough days in the month for all the phone calls, emails, meetings they need to have with buyers. Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. Sales training is one solution. You need a different approach.

Training 62

Training Face-to-face Exercises Maximizer 62

Distribution Pricing Journal

SEPTEMBER 20, 2023

Pricing requires a lot of collaboration with all the teams inside of your company, from sales to finance to purchasing. There’s also the missed opportunity for impromptu meetings with sales reps who often have valuable anecdotes and real market data about pricing to share. And sales reps might like dropping in on important deals.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Highspot

APRIL 17, 2020

Product marketers are the go-to resource for providing messaging guidance, product training, competitive intelligence, and other tools to their sales teams. When created and delivered properly, sales collateral produced by product marketing is highly visible, widely adopted, and produces quantifiable results in the form of win rate increases.

Collateral 52

Collateral Case Study Marketing Guidelines 52

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Training 98

Training Hiring Construction Case Study 98

BuzzBoard

FEBRUARY 15, 2024

Translate the intangible benefits of influencer marketing into concrete results, like increased website traffic, brand mentions, and ultimately, sales conversions. Utilize case studies and data to demonstrate the potential return on investment.

Social Media 52

Social Media Influencer Promotion Media 52

Allego

DECEMBER 22, 2020

Great sales content drives conversations—and results. In many organizations, a sales enablement team drives the creation, distribution, and management of sales content. All this content needs to be easy to consume and reusable across the sales organization. Why Sales Content Isn’t Used. Why is that?

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Miller Heiman Group

SEPTEMBER 6, 2019

These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes. With the prospect of a recession looming on the horizon, are your sales numbers poised for a fall? An Ineffective Sales Process. Organizational Misalignment.

Enterprise 68

Enterprise Enterprise Sales Methodology Forecasting 68

Hubspot Sales

MAY 18, 2021

This research study was conducted by ValueSelling Associates and Selling Power and surveyed more than 150 U.S. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Top sales performers scored an average of 7.6 Top sales performers earn an average score of 7.5

Lead Rank 117

Lead Rank Lead Scoring Hiring Data 117

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Sales and Marketing Management

JULY 4, 2019

Training programs in sales or customer service, negotiation, coaching and leadership all contain the same foundational elements. For example, most sales or coaching conversations include an embedded questioning model. The fundamentals of a good conversation remain consistent across a variety of business and personal situations.

Conversion 264

Conversion Lead Rank Coaching Guidelines 264

Tenbound

JANUARY 26, 2024

Secrets to Crafting Effective Cold Emails – From Analyzing 20,000 Emails In today’s digital era, cold emails have become a vital tool for businesses and professionals looking to expand their network, generate leads, and drive sales. Include brief case studies or share examples of successful outcomes achieved for your clients.

Case Study 64

Case Study Segment Social Media Follow-up 64

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Churn 114

Churn Hiring Survey Hubspot 114

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. Sales reps are crucial in promoting and selling financial products and services to a diverse customer base. Strict regulatory requirements The financial services industry is subject to strict regulatory guidelines.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Sales Hacker

JULY 2, 2020

One study from OnPoint Consulting examined 50 remote teams and found that around 27% weren’t performing at their best. CRO technology (Customer Revenue Optimization) and CRM tools (Customer relationship management) give sales teams the opportunity to track every step of the customer journey. In 2020, that number increased to 4.7

Face-to-face 125

Face-to-face Guidelines Lead Rank Lead Scoring 125

Highspot

MARCH 3, 2022

For the last two years, virtual sales calls have prevailed. A key component of high-performing sales enablement teams is the ability to drive change at scale, and the shift to virtual forward meeting types has tested companies’ abilities to adapt without falling behind. The Research Takeaways. The Presentation is the Equalizer.

Research 52

Research Buyer Face-to-face Decision Maker 52

Zoominfo

AUGUST 4, 2021

Here are some fundamental guidelines for your greeting messages. New guests are visitors at the top of the sales funnel. Studies show that some prospects will consume at least seven pieces of content before they make a decision or ask any questions. This is once an account has been accepted as a potential opportunity with sales.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Miller Heiman Group

AUGUST 12, 2019

More than 80% of sales leaders believe they don’t have the right talent to succeed in the future, according to CSO Insights’ 2018 Sales Talent Study—a talent gap that’s disrupting most sales organizations. This is a short-sighted strategy. It’s the foundation of the organization’s talent strategy.

Hiring 82

Hiring Face-to-face Scale Sales Talent 82

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. Implementing a successful sales transformation. A social sales organization could have prevented this.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The Accidental Negotiator

DECEMBER 23, 2022

When practicing the art of negotiation, you need to follow these three guidelines, which show how displays of anger can backfire on you if you are not careful in how you go about using it. A study was done that examined whether pretending to be angry has the same effect in negotiation as actual anger. What All Of This Means For You.

Negotiation 52

Negotiation Face-to-face Study Lead Rank 52

Repsly

APRIL 1, 2021

For many CPG brands and their field teams this, unfortunately, meant reducing headcount, following strict protocols and guidelines, and embracing uncertainty in a time of tumultuous change.

Retail 62

Retail Guidelines Company Field Sales 62

LeadFuze

MAY 24, 2021

What is Sales Enablement. For those out of the loop, sales enablement is when you provide your sales reps with all the information they need. They’ll also be able to answer any question their prospect throws at them, all while guiding them to the end goal (a sale!). 6 Most Common Sales Enablement Problems.

Sales Enablement 91

Sales Enablement How To Case Study Sales Qualified Lead 91

Apptivo

AUGUST 8, 2023

Step 1: Define Your Sales Process Step 2: Choose or Develop Custom Sales Automation Tool Step 3: Set Up and Customize Your Sales Automation Tool Step 4: Train Your Team Step 5: Monitor, Measure, and Adjust As an entrepreneur, you’ve probably heard the phrase ‘work smarter, not harder.’

Sales Automation 52

Sales Automation Hiring Lead Rank Software 52

The Digital Sales Institute

SEPTEMBER 23, 2020

Implementing sales best practices for successful selling should not only lead to higher levels of sales performance but also in more loyal customers. They are a set of guidelines baked into the DNA of the business to help the sales team run effectively and efficiently. The question is, do your sales team understand this?

Webinar Metrics 98

Webinar Metrics Lead Rank Lead Scoring Buyer 98