The Key to Terminating Sales Operations Stress

Sales Benchmark Index

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Same goes for sales organizations.

The Most Overlooked Job in Sales Operations

Sales Benchmark Index

Their recent shift to new finance systems and a sales restructure created added complexity. As a result, they''re considering adding the position of Data Steward to Sales Ops. World-class Sales Ops teams have access to reliable, timely data. Sales Urgency AND Data Understanding.

Trending Sources

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership.

How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). 4 Lenses to Optimize for Inside Sales Territories.

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

Tweet Sales-ready leads. Instead, I put forth the proposition that all of us – Sales, Management, everyone who is not in Marketing – are guilty of asking and expecting Marketing to do the wrong thing – to generate “sales-ready” leads.

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Changing Channel Dynamics, Driving Channel Success In The Face Of Changing Customers

Partners in Excellence

Simon Minett, Head of Global Sales Operations for Unify, has been leading their transition from a primarily direct field sales orientation to a channel deployed orientation. Channels have always been a critical part of most organizations’ Go To Customer strategies.

Thanksgiving and Gratitude, in our own Words

DiscoverOrg Sales

Jessica Williams, Inside Sales, Thales eSecurity. Melissa Warner, Senior Director, Global Sales Operations, CoreOS. CSMs and sales reps don’t always have the privilege of believing in their product. Ben Loria, Manager of Sales Training. Ben Loria, Manager of Sales Training, DiscoverOrg. Daniel Rich, Sales Development Rep. Daniel Rich, Sales Development Representative, DiscoverOrg. We love coming to work each morning.

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader.

Want to Grow Your Business with Bigger Deals and Bigger Customers?

Steven Rosen

In her book Barbara shares the four critical sales strategies to win global customers: Knowledge. But the way you structure your sales operation must arise from a deep understanding of your customer’s needs and preferences.

PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

Pointclear

TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year.

13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

“Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions. This post helps HR and Sales decide if it’s time to fix the underlying cause. She is the HR business partner to sales. Sales Rep vacations.

One Chart to Compel the CSO to Implement Your Sales Strategy

Sales Benchmark Index

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan.

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Is Anyone Leading Lead Management?

Pointclear

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

How HR Stops the Exit of Top Sales Talent Now and for the Future

Sales Benchmark Index

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

It happens to all sales organizations at one time or another. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. When sales are down there are only 4 levers leadership can pull to improve sales.

Don’t Just.

A Sales Guy

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. create a sales operations function. establish and inside sales team. build an outside sales team. ” or “Let’s just create and inside sales team.” When we set out to “just” hire a new sales person we end up hiring a farmer when we really need a hunter. You can’t just.

If Your Sales Strategies Don’t Include at Least One of These, You’re in Trouble

A Sales Guy

For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Unfortunately, for most sales organizations there is very little strategy and a whole lot of goals. If you’re head of sales and you’re responsible for growth goals you need strategies NOT just goals. At the end of the day growth strategies are going to be different based on the industry, the company, the sales organization, the products and more.

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Want to Grow Your Business with Bigger Deals and Bigger Customers?

Steven Rosen

In her book Barbara shares the four critical sales strategies to win global customers: Knowledge. But the way you structure your sales operation must arise from a deep understanding of your customer’s needs and preferences.

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze

DiscoverOrg Sales

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. Where do sales organizations focus?

Discovery, Demo, or Disconnect?

DiscoverOrg Sales

Sales people have been giving tech demos for a long time. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence. Top sales teams execute and quantify discovery data before a demo.

Performance Management Friday — CPOD

Partners in Excellence

I’m shifting gears a little, today I’m focusing on a key sales management metric. It’s important for sales people to understand this–it’s part of the way senior managers look at organizations and how they invest in the sales function, sales people should understand this. The other shift, is this metric is more of a trailing measure, like sales and order performance. Performance Metric Friday Sales Effectiveness Sales Management

Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting

Green Lead's B2B

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. How many sales reps are caught in the prospecting grind and not closing?

What Do Reductionism And Machine Design Have To Do With Selling And Buying?

Partners in Excellence

It’s probably hard to conceive of a sales guy, like me, using a multi-syllabic word like Reductionism. The theory that every complex phenomenon can be explained by analyzing the simplest, most basic physical mechanisms that are in operation during that phenomenon.