Sales and Marketing Management

JANUARY 23, 2020

Author: Dave Gerry Building a winning sales organization is no small task. More than ever, that scenario calls for strong leadership and effective communication. When it comes to sales organizations specifically, those goals should include supporting and growing your customer base to increase revenue. Sales Takes the Lead.

Hiring 284

Hiring Ideal Customer Profile Scale Compensation 284

Steven Rosen

MARCH 4, 2021

Is a Lack of Business Acumen Impacting Your Sales? The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. The survey says…. Without training?

Territories 194

Territories Survey Coaching Sales Management 194

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. One group particularly prolific is sales professionals. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter. Top 18 LinkedIn Newsletters for Sales Leaders. Published weekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

SBI Growth

MAY 18, 2013

Measuring sales turnover as a percentage can be misleading. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric. Yet he has 3x the average territory potential in his patch.

Territories 303

Territories Hiring Quota Sales Leadership 303

The Pipeline

JULY 16, 2012

We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals. Failing this, all too often money is left on the table.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

SBI

MAY 10, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Jon Kondo , Co-Founder & CEO of OpsPanda.

Forecasting 139

Forecasting Sales Forecasts Hiring Territories 139

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Pipeline

NOVEMBER 25, 2011

The Pipeline Renbor Sales Solutions Inc.s Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Crunchbase

MAY 18, 2023

Sales teams are under immense pressure as businesses navigate economic uncertainty and mounting customer expectations. They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. A few years ago, sales teams could rely on inbound leads to meet their quotas. The result?

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment.

Compensation 118

Compensation Salary Commission Margin 118

The Pipeline

DECEMBER 10, 2012

Sports have trade deadlines, sales organizations have trade season, usually at the start of the year, just after bonuses are paid. What I never understand is why companies, and sales leaders participate in this silly ritual. In the end I think it comes down to a lack of conviction on the part of sales leadership.

Hiring 254

Hiring Wireless Sports Territories 254

SBI Growth

SEPTEMBER 5, 2012

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. But how do you know?

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

The Pipeline

FEBRUARY 3, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. Shrink Your Way To Success.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

JULY 29, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing lead generation tools follow this suit. March 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Sales Training Connection

APRIL 11, 2014

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel policies and territory designs to compensation structures and bonuses. Defining the sales turnover problem. Does it matter? So, yes it matters.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

The Pipeline

AUGUST 8, 2011

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. December 2007.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

APRIL 15, 2011

The Pipeline Renbor Sales Solutions Inc.s How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Guest Post – Jeff Erramouspe.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

MAY 22, 2013

In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule. NOTE: this is once the sales rep has been on-boarded, trained on your systems, and integrated into the process. Any way you slice it, the majority of the sales team is missing quota.

Hiring 287

Hiring Quota Territories Groups 287

The Pipeline

JULY 22, 2013

Seems some sales organizations are taking a page from other paraprofessional playbook, some effectively, others, maybe not. This has worked well in developing and maintaining the right talent, and the ability to identify skills in individuals who take a related path, such as field management, and complementary functions such as marketing.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. It defines your company’s go-to-market strategy and expected costs and returns. Processes: Are your sales territories balanced ?

Hiring 70

Hiring Territories Incentives Incentive 70

Crunchbase

NOVEMBER 18, 2021

Building out a sales organization has historically been an incremental process: Scale in a linear fashion by hiring one salesperson at a time. However, relying solely on employing full-time sales workers may soon become a restrictive and potentially detrimental model. More than one-third of global sales involve salespeople.

Trends 105

Trends Hiring Scale Compensation 105

SBI Growth

OCTOBER 24, 2013

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. Guidance: Understand market pay rates for SMs.

Hiring 292

Hiring Positioning Sales Management Compensation 292

Sales and Marketing Management

JUNE 13, 2018

Whether companies operate as innovators in their respective technology fields who drive the marketplace (technology leaders) or focus and develop in a specific niche market (focused players), tech organizations can get bogged down by these advantages without having defined sales processes, leading to struggles with conversion.

Epicor 180

Epicor Company Scale Lead Rank 180

SalesforLife

JUNE 27, 2019

Build a Total Addressable Market (TAM) for the event. If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory. This also applies to an event, where you’ll have a defined, set criteria, times, size of the room, set number of attendees, and geographic markets.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Vengreso

DECEMBER 2, 2020

A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives. 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. What is a Sales Plan ?

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

Your Sales Management Guru

APRIL 2, 2012

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Sales Management Board of Advisors. What can you do to improve on these two critical blind spots?

Sales Leadership 67

Sales Leadership Account Face-to-face Groups 67

Sales Hacker

MARCH 7, 2022

Sales is not an easy topic for academics to teach. He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary.

Banking 83

Banking Face-to-face Revenue Territories 83

Alice Heiman

SEPTEMBER 5, 2018

Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. Will be new sales to existing clients? . Will be new sales to new clients? . What were our sales last year? . How much: .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

The Spiff Blog

NOVEMBER 17, 2023

In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. As an incentive compensation manager, you manage or play a key role in the design of your sales commission plans. Build meaningful relationships with commissioned employees and sales leadership.

Incentives 81

Incentives Incentive Compensation Commission 81

Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. the sales manager?—?to

Journal 180

Journal Study Comparison Territories 180

Allego

OCTOBER 12, 2021

In episode 31, sales strategist Daniel Perry shares an insider’s look at the fast-paced world of private equity. Learn how he helps companies “sell quicker, sell for more, or sell for higher valuation” by enabling their sales organizations to increase productivity and accelerate revenue growth. What about marketing?

Ideal Customer Profile 118

Ideal Customer Profile Webinar Metrics Google Territories 118

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. They expect it will be GOOD.

Top of Funnel 128

Top of Funnel Sales Leadership Territories B2B 128

Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

Strategy 150

Strategy How To Competition Energy 150

The Pipeline

SEPTEMBER 30, 2011

The Pipeline Renbor Sales Solutions Inc.s 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Avoid Ad Hoc Marketing. April 2008.

Small Business 253

Small Business Small Business Pipeline Marketing 253