Sales and Marketing Management

JUNE 22, 2020

The next normal sales model. Signals from the survey indicate that B2B sales operations are at a digital inflection point. omnichannel selling, inside sales, tech-enabled selling, and e-commerce. The pandemic has accelerated previous trends?—?omnichannel

Trends 156

Trends B2B Decision Maker Transportation 156

Miller Heiman Group

MAY 25, 2018

When you think about who creates the content your salespeople and other customer-facing professionals use to engage prospects and customers, you probably think about your marketing team. For many leaders, marketing is synonymous with content. Whether it’s branding, demand generation or website creation, marketing is all about content.

Top of Funnel 68

Top of Funnel Sales Enablement Marketing Demand Generation Agencies 68

Allego

DECEMBER 28, 2022

The pandemic wreaked havoc everywhere, our dollars don’t go as far as they used to, and air travel has been a nightmare. While 2022 saw many people returning to pre-pandemic activities, attendance at events was still lighter than the “before times” due to continuing health concerns, economic uncertainty, and lagging travel budgets.

Conference 62

Conference Sales Enablement Biotechnology Insurance 62

Hubspot Sales

APRIL 5, 2023

Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products. Because travel is expected, you can anticipate greater compensation. Therefore, 89.9% billion by 2025.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

SBI Growth

OCTOBER 21, 2013

Your people will need new capabilities to thrive in a changing market. Sales Operations is responsible for creating that winning environment. The Sales Operations team moved to reorganize the group. This reduced the time spent traveling by more expensive sellers. There are very few ‘A’ players in the market.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Zoominfo

SEPTEMBER 24, 2021

“Early adopters of sales automation consistently report increases in customer-facing time, higher customer satisfaction, efficiency improvements of 10 to 15 percent, and sales uplift potential of up to 10 percent, ” management consulting firm McKinsey & Company reported in 2020. All sales essentially became inside sales.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Hubspot Sales

APRIL 1, 2020

That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Sales efficiency is, in large part, a measure of the speed of your sales operations. Sales efficiency can be tricky to calculate in some cases. 5 Ways to Improve Sales Efficiency.

Sales Qualified Lead 90

Sales Qualified Lead Construction Inside Sales Sales Operations 90

The Spiff Blog

JULY 28, 2022

Taylor Montero, Sales Operations Analyst. Patrick Shea, Mid-Market Account Executive. Connecting with people and helping them solve their problems led Pat into Sales. Patrick is a huge fan of his dog Ziggy, hockey, and traveling with his Wife. Sarah Hughes, Senior Product Marketing Manager.

Meeting 84

Meeting Sports Travel Engineering 84

The Spiff Blog

MARCH 2, 2023

After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations. However, she spent 7 years traveling throughout Asia in her 20s and has visited more than 20 countries. He was also drawn to the area’s outdoor paradise.

Meeting 75

Meeting Engineering Travel Face-to-face 75

The Spiff Blog

SEPTEMBER 16, 2022

Without further ado let’s jump into the latest edition and meet some of our favorite Spiffers: Rachel Cravit, Marketing Content Writer. Rachel is an experienced content writer/marketer, specializing exclusively in B2B SaaS for the past 4 years. She’s excited to join Spiff’s marketing team! What excites you most about your role?

Meeting 75

Meeting Top of Funnel Travel Engineering 75

SBI Growth

APRIL 6, 2013

When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. Step 1: Segment customer base and analyze market potential. Third party suspect database – How large is the market for your product or service?

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Hubspot Sales

JUNE 8, 2021

What's a typical sales career path? How do you get started in sales? Is the sales job market strong enough to support a career? By the end, you'll know what skills can help you break into sales, what jobs are available, and whether or not sales is a good career for you. Regional Sales Manager.

Hiring 104

Hiring Salary Top of Funnel Commission 104

The Spiff Blog

MAY 5, 2022

Out of college he accepted an IT role that was local to him, but happily moved over to his new position at Spiff as a Sales Engineer in mid September. Dan has many hobbies such as Hiking, Bouldering, Traveling, Photography, and practically anything DIY. Eugenia has an active lifestyle and loves traveling.

Meeting 81

Meeting Travel Engineering Hiring 81

Sales Hacker

JULY 22, 2019

We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid changes), and we’ll take a special deep-dive into how a data-driven approach can be made accessible to any style of manager. The importance of sales ops to any organization. What You’ll Learn.

Data 56

Data Revenue Company Scale 56

The Spiff Blog

MARCH 17, 2022

Dave started his career in sales and marketing prior to falling in love with the balanced left/right brain usage of product management. His passions include cooking, gaming, reading, investing, being a cat dad, and traveling with his wife, Stacy. Simon loves to travel, explore new places, and try new foods and music.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

Sales Hacker

MARCH 23, 2020

With a pandemic on our hands, most sales conferences scheduled for the early part of 2020 have either been rescheduled or, if you’re lucky, made virtual. Here are the top virtual sales conferences, events, and training you need to know about. The Best Virtual Sales Conferences & Events in 2020. Sales Hacker Growth Summit.

Conference 78

Conference Webinar Metrics Travel Industry 78

Partners in Excellence

SEPTEMBER 28, 2016

It seems Dreamforce has become the magnet for all the sales and marketing automation suppliers to trot out their shiny new toys and releases, enticing us to buy. I have dozens of people reaching out, wanting to introduce me to their latest greatest technologies oriented at helping sales and marketing professionals.

Marketing 48

Marketing Lead Gen System Tools 48

The Spiff Blog

JANUARY 27, 2022

Brittani Wynn, Social Media Marketing Associate. She also enjoys reading, drawing, painting, traveling, boating, and watching movies. Bariona loves to travel, especially to Europe but there are still many places on her bucket list. He has lived and traveled all over the world for work and play. in Computer Science.

Meeting 52

Meeting Travel Engineering 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. Regional Vice President of Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Showpad

MAY 7, 2021

Traditionally, sales has been an on-the-go profession, with reps often traveling between client meetings and pitches. 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.

Hiring 59

Hiring Survey Trade Show Webinar Metrics 59

Chorus.ai

NOVEMBER 22, 2019

After graduation, Anthony took a job in telesales, launching a sales career that took him from the mountains of Bogotá to the streets of Shanghai. After several years abroad, Anthony returned to the United States, taking on his new role as Director of Sales Operations at the marketing technology company, TapClicks. “I

Automotive 73

Automotive Cold Calling Sales Operations Distribution 73

InsightSquared

NOVEMBER 17, 2017

I had a chance to learn about topics that were as varied as our role (sales operations) – from the tactical sessions about project management and Salesforce automation, to the strategic sessions that covered revenue operations and go-to-market strategies for a scaling business.

SalesForce 54

SalesForce Sales Operations Scale Conference 54

Hubspot Sales

SEPTEMBER 16, 2020

The days of a sales, service, or marketing professional's responsibilities being confined to a physical office are long gone. They allow sales, service, and marketing professionals to leverage their company's CRM wherever and whenever. Again, Zoho CRM is for sales, above all else. Image Source: Pipedrive.

CRM 94

CRM SugarCRM Hubspot SalesForce 94

Miller Heiman Group

AUGUST 21, 2019

He’s in charge of the PPM division of Hexagon , the leading global provider of enterprise engineering software, enabling smarter design and operation of plants, ships and offshore facilities.

Travel 50

Travel Software Software Retention 50

Mereo

OCTOBER 1, 2020

The Beginnings of Sales Enablement Programs. Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference table, John Aiello and Drew Larsen strategized a new approach to sales operations and management. And let’s be clear that means sales reps but also front-line sales managers.

Sales Enablement 71

Sales Enablement Face-to-face Scale Travel 71

SalesLoft

FEBRUARY 9, 2018

Getting the conversation started was Head of Solutions Engineering at Salesloft, Don Otvos, and joining him, Erin Hill, Director of Sales Operations at Zipwhip. Special shoutout to our fearless traveling Field Marketer, Katie Barth, for the success of these events! Great minds, great stories, great solutions.

Conference 52

Conference Travel Engineering Trends 52

Richardson

MARCH 24, 2020

According to the Global Business Travel Association , annual global business travel spending totals approximately $1.5 This considerable expense suggests that selling organizations have operated under the idea that travel is a burdensome but inescapable cost. trillion and represents an estimated 55% of airline revenues.

Airlines 40

Airlines Benefit Travel Face-to-face 40

Anthony Iannarino

JANUARY 16, 2020

Your marketing department provides you with a slide deck outlining what is changing in your client’s world as a way to start a conversation with your dream client. Your marketing team’s depth of knowledge, experience, and business acumen cannot exceed yours. But your responsibility doesn’t end when you download the deck to your laptop.

eBook 77

eBook Trends B2B Government 77

Crunchbase

AUGUST 11, 2022

Sales or marketing lead scoring is a method by which companies place leads into a hierarchical order, designating them as hot, warm or cold based on a pre-set numbering system determined by assigning values to certain qualities and behaviors. Some of the benefits of lead scoring are: Aligning sales and marketing.

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Leads 52

Miller Heiman Group

MAY 13, 2019

CSO Insights Chief Research Officer Seleste Lunsford shared what’s driving the strongest sales results in today’s global markets in a preview of the 2019 World Class Sales Practices Study, which officially launches in June. Winning in an Age of Disruption.

Top of Funnel 82

Top of Funnel Hiring Trends Groups 82

Mereo

FEBRUARY 9, 2022

The tools have kept salespeople and buyers connected, while slashing buyers’ costs for travel. In a US Travel Association report, executives estimate that they would lose 28% of their business without meeting in-person. And, by now, sellers have become more sophisticated in selling and connecting to buyers through screens.

Buyer 41

Buyer Meeting Face-to-face Travel 41

Vengreso

DECEMBER 2, 2020

With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success. Contrary to popular belief, you don’t have to be a born leader to devise a master marketing plan or hit your sales objectives. plans to address market segmentation.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Hubspot Sales

DECEMBER 20, 2021

You’ll probably need to advertise or, at the very least, have business cards or other marketing materials to leave behind and make word-of-mouth easier. These operating expenses are essential to running your business, however, they will also take away from your bottom line. Advertising and marketing costs. Travel costs.

Course 92

Course Advertising Advertising Licensing 92

The Spiff Blog

APRIL 7, 2022

However, even though you’re referencing the same map as everyone else, your speed, efficiency, and ease of travel will vary greatly, depending on which vehicle you’ve chosen. As your organization rolls out more products or expands to new markets and territories, commission gets more complicated— and so does your expensing.

Commission 79

Commission Software Software Vendor 79

LeadBoxer

NOVEMBER 14, 2020

In this guide, we dive into post-pandemic sales to provide tangible actions your team can take to make sure your business comes out on top. Once you have an idea of what the post-pandemic world may look like, you can start planning effective methods of introducing these ideas into your content marketing plans. Content-Driven Sales.

Networking 66

Networking Sales Qualified Lead Conference Follow-up 66

Chorus.ai

JULY 9, 2020

This week, Jim was joined by Joe Booth , the VP of Sales Operations for SecureAuth to discuss how the security segment has adapted their sales process and strategy based on the changes in the market. Since then, there has been a slight return to normal, though there have been shifts in team sales processes.

Sales Process 62

Sales Process Data Segment Licensing 62

SalesLoft

MARCH 16, 2020

Travel restrictions, temporary hiring freezes, changes in market demand, and remote teams all create new challenges and make it harder to sell. Teams must realize that changes in market demand could mean changes in how customers are responding and how reps should be selling. We feel your pain because we’re feeling it, too. .

Analytics 129

Analytics SalesForce Hiring Call-back 129