Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Emissary

JUNE 26, 2023

Make a last Sales push for new logos. New business has longer sales cycles, smaller ACV, and lower win rates than opportunities with existing clients. Do your homework to build out specific penetration plans for a narrow set of candidates. Sales leaders need data-based assessments to help them make those tough decisions.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. Bloomfire ToolSkool. CallidusCloud. CallidusCloud. ClearSlide.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. A Sales Guy Consulting offers a variety of tools to help salespeople plan their sales calls and strategies, including a prioritization worksheet, an account vision and penetration template, and an account/territory plan, among others.

Tools 116

Tools Closing Territories Hubspot 116

The Brooks Group

FEBRUARY 26, 2020

These are the things you need to be doing with regularity – things you can measure – that help you penetrate the armor of your sales target. Break the Habit: Remember, in order to activate your strategic account plan, you are counting on your consultative sales team members to execute the plan. DOWNLOAD NOW.

Hiring 52

Hiring Account Ideal Customer Profile How To 52

Cincom Smart Selling

FEBRUARY 16, 2018

Today, corporate sales management is more focused on how best to enable a selling process that both serves the customer effectively and delivers more revenue and higher margins. The individual hiring decisions and talent appraisals for sales-position candidates are being made at the local level by local managers.

Hiring 48

Hiring Margin Proposal Penetration 48

Partners in Excellence

JULY 9, 2013

Sales is the customer execution side of corporate strategy. How do we know whether we are achieving the strategic management goals of the company? For example, if we need to penetrate new customer segments, grow relationships with existing customers, grow select product or solution areas; how do we know how we are doing.

Penetration 92

Penetration Quota Proposal Outbound 92

HeavyHitter Sales

JULY 1, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Study 163

Study Lead Rank Lead Scoring Penetration 163

HeavyHitter Sales

DECEMBER 27, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. How to Hire a VP of Sales » December 27, 2010. Books For Heavy Hitters.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

Showpad

NOVEMBER 24, 2020

W : Areas in which your competitors outperform you, like stronger branding, greater market penetration or sustainable financials. In the context of sales acceleration, a SWOT analysis should generate new sales goals, be it more realistic quotas, prospecting in new regions or enhanced lead qualification systems, for example.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

CommercialTribe

NOVEMBER 13, 2019

Having been a frontline sales manager at Gartner years ago, this article is written to all of those currently in the role and hopefully reflects the sentiment and experience from all 2nd, 3rd, and beyond-line managers. . If you’re still reading (and I hope you are), becoming an effective sales manager takes time and discipline.

Forecasting 40

Forecasting Pipeline Top of Funnel Sales Methodology 40

LevelEleven

JULY 3, 2019

This is especially useful if your team is having trouble penetrating an account via the contacts you already have. Your sales department could deem a prospect a “sales accepted opportunity,” or SAO at the point when an opportunity is accepted and pursuit is owned by an account executive (AE).

Top of Funnel 48

Top of Funnel Penetration Quota Cancellation 48

The Pipeline

AUGUST 16, 2011

For example, if the line of questioning were around the quality and abilities of their front line sales managers. As with most things in sales, it is down to the execution. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Chorus.ai

JANUARY 28, 2020

Sales Sales converts those qualified leads from your business devs into transactions. In SaaS sales, your sales team will likely be the first ones to make contact with a prospect, via email or via cold calling , to initiate the sales cycle. Hire sales representatives with hunger and determination.

Hiring 65

Hiring Sales Qualified Lead Buyer Persona Scale 65

Xactly

AUGUST 30, 2018

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. It’s important for sales leaders to manage their teams effectively. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Xactly

OCTOBER 18, 2018

Longer periods average out random sales volatility and seasonal demand, but shorter periods encourage reps with short sales cycles to game the system. Manager control: Sales managers need the authority to adjust quotas after they are set to respond to major changes within a territory. Pick and choose.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « Four Critical Sales Kickoff Meeting Success Factors | Main. | August 2011.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

HeavyHitter Sales

SEPTEMBER 25, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Cycle Type Classification. Are Top Salespeople Born or Made?

Objections 104

Objections Hiring Vendor Sales Cycle 104

HeavyHitter Sales

NOVEMBER 3, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « If Sigmund Freud Was Your Sales Manager | Main. | February 2012.

Penetration 123

Penetration Ideal Customer Profile Software Software 123

Partners in Excellence

APRIL 16, 2012

Deal reviews are important–we want to look at what it takes to win, how we can maximize the deal profitability, how we can reduce the sales cycle. Are we maximizing our penetration of the territory? Each of the types of reviews is very important to managing our effectiveness, performance, and impact.

Territories 92

Territories Top of Funnel Maximizer Funnel 92

HeavyHitter Sales

NOVEMBER 5, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. The first step is to understand the people involved in the sale.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

HeavyHitter Sales

JANUARY 1, 2012

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Trends 121

Trends Decision Maker Study Analysis 121

A Sales Guy

SEPTEMBER 15, 2016

A lot has changed in the sales world in the last 13 years. Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated our sales vernacular. 4) Sales Manager Survival Guide – David Brock. Go get it.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

Partners in Excellence

FEBRUARY 17, 2014

Let’s say we have a 90 day sales cycle. Since we have a 90 day sales cycle, there is going to be a very long lag in the time it takes us to see consistent, systemic improvement in performance. We may have market penetration/share goals. It’s confusing, so let me give an example.

Quota 93

Quota Trends Churn Maximizer 93

HeavyHitter Sales

JUNE 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. They concentrate on the logical and procedural aspects of the sales cycle.

Training 90

Training Penetration Sales Cycle ROI 90

A Sales Guy

SEPTEMBER 15, 2016

A lot has changed in the sales world in the last 13 years. Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated our sales vernacular. 4) Sales Manager Survival Guide – David Brock. Go get it.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

MarketJoy

JULY 24, 2018

Here’s what amazing 10x quality sales content can do for your revenue: – Enables reps to succeed and boosts confidence! They are better equipped to handle objections (and counter them) therefore increasing win rates during the sales process. Company’s Sales Cycle. So where to start?

Sales Enablement 40

Sales Enablement Hiring Top of Funnel Quota 40

HeavyHitter Sales

NOVEMBER 7, 2007

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Webinar Metrics 60

Webinar Metrics Strategy Decision Maker Forecasting 60

Vengreso

MARCH 2, 2021

Each month, the RVP of Sales at Vengreso, develops a set of top 10 accounts they are targeting, plus a set of top 30 mid-market and low end enterprise accounts that their Market Development Managers will target to book appointments for them. This is done monthly and the sole focus each month is to penetrate each of those accounts.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Customer Centric Selling

DECEMBER 20, 2016

Existing Customers: What haven’t they purchased, why would they need it, and who do you need to speak with in order to initiate a sales cycle? 2017 Compensation Plan: What will your sales revenue requirement be in 2017? Were there Sales Ready Messages® that resonated with your prospects that you want to exploit?

Revenue 40

Revenue Territories How To InsideView 40

Your Sales Management Guru

MAY 25, 2010

The first scenario of holding firm for the long term assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Tony Hughes

FEBRUARY 22, 2018

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. Mike Weinberg's pithy hyper-concise book has managed to encapsulate the highest levels of new business development.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

HeavyHitter Sales

OCTOBER 23, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.  But terms such as Sales 1.5 and Sales 2.0 Books For Heavy Hitters.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

HeavyHitter Sales

AUGUST 29, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales strategy sessions based upon real-world win-loss studies and information.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

HeavyHitter Sales

SEPTEMBER 8, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Awards Presentations for top salespeople, managers, and sales support recognition.

Conference 68

Conference Call-back Sales Meeting Meeting 68

HeavyHitter Sales

MAY 15, 2007

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Customer 60

Customer Penetration Software Software 60

LeadFuze

JANUARY 1, 2022

If your goal is to make a statement in the market by penetrating it with new customers who are attracted by lower prices, then start out with higher-quality products at competitive rates. The sales cycle length, or how long it takes to close on an average sale, also has some bearing. LTV (customer lifetime value).

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52