Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

Sales and Marketing Management

JUNE 29, 2020

This “agile onboarding” approach uses online content, eLearning, video and web conferencing to sequentially prepare new reps for various career milestones (first prospecting call, first discovery call, first presentation, etc.). How COVID-19 could reshape sales. Group travel is down, but not out. Are you digital-ready?

Construction 156

Construction Policies Travel Coaching 156

Janek Performance Group

SEPTEMBER 29, 2021

The evidence clearly shows that a gender-diverse sales team historically outperforms a non-diverse sales team. A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Keith Rosen

APRIL 17, 2019

ecting fast enough to recognize opportunities for their own development. ” While this manager has good intentions, when patience is lost, so is coaching and trust. Unfortunately, when managers collapse closing with coaching, the results can be catastrophic. Manipulative Management Tactics.

Coaching 117

Coaching Sales Management Intent Report 117

No More Cold Calling

MARCH 4, 2014

What do you do when prospects aren’t ready to move forward? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. Radio silence: You know, when a prospect doesn’t call you back or return your emails. Does this sound familiar?

Call-back 274

Call-back Small Business Small Business Cold Calling 274

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

PandaDoc

APRIL 3, 2023

As your company grows, you may find you have less resources available for closing each opportunity. Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. See also: How to speed up your sales cycle in 2023 2.

Pipeline 98

Pipeline Top of Funnel Sales Qualified Lead Sales Forecasts 98

Allego

DECEMBER 13, 2023

saying those types of events provide the best opportunity to learn about new products or services. In 2024, we’ll see plenty of top-notch conferences for professionals in all industries, especially sales enablement. Below is a list of the top sales enablement conferences for 2024. Music to my ears! But wait, there’s more.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Partners in Excellence

MAY 3, 2023

We used to be limited in the time we could spend with customers by the time it took to travel to meet with the customer. Mobile devices, email, Zoom, and so many other technologies help us reach prospect and customers more easily, eliminating travel time. Even some organizations have specialists in managing final negotiations.

Proposal 90

Proposal Travel Tools Up-Sell 90

Mindtickle

APRIL 9, 2024

Inside sales teams leverage technology to connect and engage with prospects. Some methods inside sales reps use to engage with prospects include: Phone calls Video conferencing Email Social media Other online channels Conversely, outside sales reps rely on face-to-face conversations. What do inside sales reps do?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Inside sales vs. outside sales . Outside sales reps, by contrast, sell on the road.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancellations have put quotas at risk. Sellers also face additional barriers to productivity when there’s less contact with prospects, colleagues, and their industry. A New Era of Sales Management.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Crunchbase

JUNE 28, 2021

Your sales team is the backbone of your company, and your employees are just as vital to business success as your customers. In today’s age of digital transformation, sales management teams must adapt their sales training strategies to evolving consumer trends and the global shift towards remote work.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. It''s a great opportunity to challenge yourself to grow, both personally and professionally. Every sales manager is time starved. Most don''t.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Understanding the Sales Force

SEPTEMBER 22, 2014

One wants to fly high and the other wants to travel. The seller connects with the contacts, by phone or email, and must overcome tremendous resistance, get their attention, get them engaged, qualify them as a potential prospect, and convert them to an opportunity in the pipeline. They are different skill sets and attitudes.

Inbound 205

Inbound Hiring Airlines Marketing 205

The Pipeline

MARCH 27, 2017

I recall reading Skip Miller’s “ProActive Sales Management”, where he states: “If you, as a sales manager, do not know if you are going to make the year after the first quarter, the battle is over. I should think we can include front line sales people. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Account Based Marketing 120

Account Based Marketing Quota Construction Pipeline 120

Allego

MARCH 24, 2020

And when it comes to sales teams, remote work presents a unique set of challenges for sales managers tasked with leading geographically dispersed teams. Sales teams are built on camaraderie and competition, which is difficult to manufacture remotely. Sales teams these days also face additional barriers to productivity.

Hiring 79

Hiring Face-to-face Cancellation Travel 79

Hubspot Sales

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Hiring 110

Hiring Salary Top of Funnel Commission 110

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. Call that… “Just add AI.”

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 movement harshly declare that proactive targeting and prospecting for new business is dead. Prospecting sets you up for everything else in sales.”.

Conference 124

Conference Outbound Social Media PointClear 124

MTD Sales Training

OCTOBER 28, 2015

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. You need to build your numbers and create more opportunities; talk to more people and follow-up your calls. During travel, think through the results you are seeking.

Face-to-face 145

Face-to-face Energy Call-back Travel 145

Salesmate

MARCH 31, 2020

Sadly, due to this infectious pandemic, the pressure has increased on the sales teams. Well, the difficulty level is even higher for sales managers. You need to stay strong, take control of the oars, and row the sales team in the right direction before the business sinks. They are not able to meet prospects.

Face-to-face 123

Face-to-face How To Pivotal Motivation 123

Xactly

JUNE 13, 2018

When your sales territories are poorly planned, it can result in: Drops in revenue earnings and failed quota achievement. Lower sales rep morale and decreased motivation. Higher frequencies of sales burnout. Unsatisfied prospects and customers. Perhaps the biggest effect your territory planning has is on your sales team.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JULY 18, 2018

Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. The objective is to create logical and travel-efficient territories that meet the needs of the business and generate revenue opportunities.

Territories 45

Territories Travel Hiring Guidelines 45

Zendesk Sell

DECEMBER 17, 2019

If you’re unsure where to begin, start with the 10 sales incentive ideas below. Travel vouchers. Your reps travel to the same office day after day, week after week. Help avoid burnout with travel vouchers such as these: Hotel vouchers Plane tickets Cruises Travel points (employees can choose their own adventure).

Incentives 83

Incentives Incentive Motivation Sports 83

Allego

APRIL 30, 2020

Today’s sales enablement managers need new tools and tactics to be successful. Prospects may have completed much of the buyer’s journey—some say as much as 60%—before speaking to a sales rep. Sales enablement professionals must be alert to these unfamiliar hurdles and work to support managers in new ways.

Training 83

Training Hiring Face-to-face Cancellation 83

Alice Heiman

FEBRUARY 12, 2020

Every good sales leader knows that attention must be paid to the way each sales rep works their opportunities through the pipeline. When selling is neglected because too many things get in the salesperson’s way, the sales leader must clear the path so that salespeople spend the majority of their time selling.

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Xactly

AUGUST 2, 2018

Without the use of sales mapping software, a territory may not be as well thought-out as it should be. . Sales managers cannot trust their gut instincts, or spreadsheets, about what makes a territory both fair and profitable. You can then get a visual representation of opportunities spread over a geographic region.

Territories 68

Territories Demographics Travel Distribution 68

No More Cold Calling

JULY 30, 2015

I checked email the first few days while I was traveling, but once vacation officially started, I turned off my devices and focused on the world in front of me. If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to keep hot new leads coming in. Too Busy to Get Referrals? Read more.)

Referrals 120

Referrals Hiring Cold Calling Call-back 120

MTD Sales Training

FEBRUARY 10, 2012

Sales people can find a plethora of tips and tricks on closing sales, and sales managers can easily locate information on how to find good sales people to work with. Yet, there is not a lot of information for the sales person on how to find a good company to work with. 4 – The Numbers.

Company 269

Company Commission How To Exercises 269

Xactly

JULY 12, 2018

Without the use of sales mapping software, a territory may not be as well thought-out as it should be. Sales managers cannot trust their gut instincts, or spreadsheets, about what makes a territory both fair and profitable. It’s imperative to know who your customers and prospects are and where they live.

Territories 50

Territories Demographics Travel Distribution 50

Salesmate

JUNE 12, 2020

Well, you might have been taught by sales managers in your induction program that closing sales deals is an art and it is really simple. You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up!

Closing 96

Closing Top of Funnel Ideal Customer Profile Face-to-face 96

SalesLatitude

AUGUST 2, 2018

Whenever I coach sales people and sales managers, I ask them specific questions to see how much they know about their customers and prospects, with an eye towards understanding the quality of their pipeline. Understand Your Customers and Prospects. But that’s not the whole picture. It’s your job. Why is that?

Pipeline 92

Pipeline Buyer Persona Compensation Account 92

Janek Performance Group

SEPTEMBER 7, 2021

In sales, one can never sit idle. The best salespeople are fueled by an insatiable need to do more for their prospects and clients. Without question, the top thing sales pros can do to boost productivity is to have a coach. That’s what keeps them moving, calling, listening. However, there is also a limit to how much one can do.

Lead Rank 62

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 62

Pipeliner

NOVEMBER 3, 2020

A frequent flyer, a customer who spends lots of money for travel on a particular airline, can check in a bit late and not be turned away. Evaluating Prospects. Pipeliner CRM has two interrelated features that are vital for account management: the Org Chart and the Buying Center. All of this means proper account management.

Account 52

Account CRM Policies Airlines 52

Xactly

JULY 12, 2018

Without the use of sales mapping software, a territory may not be as well thought-out as it should be. Sales managers cannot trust their gut instincts, or spreadsheets, about what makes a territory both fair and profitable. It’s imperative to know who your customers and prospects are and where they live.

Territories 45

Territories Software Software Benefit 45

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. It is a systematic way of navigating stages within a sales process.

Pipeline 143

Pipeline Buyer Persona Lead Rank Sales Qualified Lead 143