Julie Hanson

APRIL 8, 2021

With a future that likely includes a hybrid of virtual and live selling with an increase in usage of video throughout the sales cycle, many sellers have resigned themselves to a bleak future of uncomfortable, unfulfilling, and frankly unsuccessful virtual sales interactions. Is this as good as it gets?!

Video 83

Video Up-Sell Report Tools 83

Showpad

JANUARY 15, 2021

The difference now is that recent, truly transformative events have pushed sales operations forward toward innovation and a fundamental rethinking of how best to communicate, collaborate, serve clients and drive revenue. Showpad Content, for example, uses AI to generate content recommendations to fuel buyer engagement and the sales cycle.

B2B 83

B2B Sales Enablement Analysis Sales Operations 83

Close.io

DECEMBER 17, 2019

CRM software gives you an overview of all your sales activities and helps you stay on top of your tasks. From monitoring deals and managing customer relationships to automation and better reporting, a CRM can bring a ton of value to your business. Instead, they rely on others who generate reports for them.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

Braveheart Sales

JANUARY 7, 2020

And establishing a sequential flow to any sales conversation is critical. These all make complete sense within the framework of a sales workshop or a sales kick-off. But, if success in sales was just about laying out an account map and telling sellers what to say, everyone would be crushing their sales goals.

Training 59

Training Sales Cycle Account Coaching 59

SalesLatitude

DECEMBER 27, 2018

Here are six things sales managers can do to focus on the right things and become a top performing sales manager. As a sales manager, you may have 8-10 or more direct reports coming at you all day asking questions and making you stop what you’re doing to answer them. Get involved earlier in the sales cycle.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

SBI

MARCH 8, 2018

Here is what we accomplish in the first 30 days: Tenant Set Up & Configuration – SAVO turns on a unique environment for the client, does initial configuration, and loads best practice templates based on information obtained in the sales cycle. Nancy: How have companies determined the ROI of your solution?

Government 139

Government Sales Methodology Sales Enablement ROI 139

Sales Hacker

AUGUST 28, 2018

B2B buyers reported a significant need for improved engagement with seller companies. In fact, 84% of surveyed professional buyers reported that they “Always” or “Frequently” do not receive responses to their questions related to a purchase. Post-sale, the numbers were equally stark. Post-sale, the numbers were equally stark.

Buyer 79

Buyer B2B B2C Survey 79

The Pipeline

MARCH 6, 2012

Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

OCTOBER 14, 2011

With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

APRIL 27, 2011

Do you dread the weekly sales team meeting? Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Customer Centric Selling

OCTOBER 31, 2016

Here are telltale symptoms you may have further to go in your journey to become customer-centric: The person driving Sales Enablement* does not report directly to a CEO, COO or CFO. Sellers refer to sales cycles rather than buying cycles. Need some help to increase sales? It takes more than lip service.

Customer 40

Customer Buying Cycle Promotion Sales Cycle 40

Openview

MAY 22, 2018

For any sales organization, ramp-up time for new team hires is always a big concern. The length of the ramp-up period is influenced by building up the pipeline, average sales cycle, but onboarding and access to the right knowledge is another huge contributing factor. Image source: State of Sales report , Salesforce.

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71

Highspot

JANUARY 19, 2022

(And notably, when the median salesperson fails to reach the goal, at least 50% of the sales team doesn’t either.). Sales Training Programs for Beginners. Onboarding new hires should involve some level of training to ensure all members of the sales team have the same baseline knowledge and skills. or a 353% ROI. Challenger.

Training 92

Training Lead Rank Hiring Course 92

The Brooks Group

FEBRUARY 3, 2017

The length of your sales cycle will vary, and so will the number of touchpoints necessary to close a deal. But sometimes the process is dragged out longer than necessary simply because your salesperson lacks the confidence to ask for the sale. NOTE: Our sales training tools are designed to make your life easier.

Hiring 63

Hiring Sales Qualified Lead Sales Cycle CRM 63

The Pipeline

AUGUST 5, 2011

You can run reports, set up meetings, manage cases and contact information all from your mobile device. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Pipeline 275

Pipeline Hiring Travel Top of Funnel 275

Costello

APRIL 16, 2019

When Mavis Norwich was at TinyPulse, she reported how it helped her not just train new reps, but assist reps in developing their career paths, “Costello has become not only a place to understand the sales process and to make improvements, but to improve our SDR’s career paths and development at the same time.”.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

Highspot

JANUARY 9, 2024

Here’s what the B2B sales cycle looks like: Prospecting: This business development is where the sales process begins, as sales reps search for potential clients who might need their products or services. The value of an effective training program is clear, with businesses seeing over 350% ROI , as reported by Accenture.

B2B 52

B2B Training Top of Funnel B2C 52

Customer Centric Selling

SEPTEMBER 17, 2014

A Sales Benchmark Index (SBI) study showed over 50% of sales cycles that end with sellers involved, result in buyers making “no decision.” When trying to justify expenditures, a seller’s challenge in complex sales is to provide an enterprise view of value. Need some help to increase sales?

Enterprise 65

Enterprise Enterprise Benefit Proposal 65

DiscoverOrg Sales

MARCH 27, 2017

The longer the sales cycle and the more complex the deal, will increase the the need for more metrics that lend insights into an account’s progress through the funnel. And in context with the shift in sales cycles, “You can’t wait a year to see results [in ABE].”. Start with an alignment workshop.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success.

Training 84

Training Hiring Discount Hotels 84

The Pipeline

SEPTEMBER 9, 2011

It was with this lesson in mind that I had to laugh at a blog post I read earlier this week lamenting the extremely low number of sales organizations having a formal approach for engagement through social media. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Customer Centric Selling

MAY 4, 2016

Sales Tips: WHY Do Sellers Lose? Often times after a painful loss (large transaction/long sales cycle), sellers will be asked to find out why they lost in hopes of getting smarter about things to do or avoid. My view is that many sellers file loss reports and are relieved to be able to pass along features as reasons for losses.

Vendor 40

Vendor Fashion Face-to-face Report 40

Customer Centric Selling

DECEMBER 20, 2016

When sellers proactively initiate buying cycles with Key Players: Sales cycles can be shorter. Higher levels have fewer, more important objectives than levels that report to them. A seller’s entry point into an organization goes a long way toward determining success or failure in buying cycles. Transactions larger.

Buying Cycle 40

Buying Cycle Sage Inbound Vendor 40

Customer Centric Selling

DECEMBER 20, 2016

It can be minimized - even eliminated - once you understand the obstacles that are preventing a prospect from making an informed selection decision after a long and expensive sales cycle. You ARE going to correct an underperforming sales team. Dramatically shorten the sales cycle. Need some help to increase sales?

Decision Maker 40

Decision Maker Sales Cycle Negotiation Sales Qualified Lead 40

The Pipeline

MAY 20, 2011

For a free copy of his Client Breakthrough report and training videos head over to [link]. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The ROI Guy

AUGUST 13, 2013

If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. According to a new research report, IT buyers have dramatically changed. IT Sales Value Marketing Why Change?

Buyer 90

Buyer Lead Rank Strategy Marketing 90

Mindtickle

JANUARY 1, 2017

The following month is a blur of job-specific training workshops and e-learning, as your new reps try to get up-to-speed on your product, target customers, and industry intel. Average sales cycle (time to close deals) – In my experience, the time spent to close a deal is the best proxy for productivity.

Hiring 52

Hiring Quota Sales Qualified Lead Follow-up 52

Mindtickle

DECEMBER 31, 2016

The following month is a blur of job-specific training workshops and e-learning, as your new reps try to get up-to-speed on your product, target customers, and industry intel. Average sales cycle (time to close deals) – In my experience, the time spent to close a deal is the best proxy for productivity.

Hiring 52

Hiring Quota Sales Qualified Lead Follow-up 52

Customer Centric Selling

MARCH 4, 2016

For example, capturing historical close rates and applying them to current pipelines can allow sellers to project a sales cycle to determine if they have enough activity to be ahead of quota year-to-date. This amounts to creating roadmaps of how sales cycles should progress. Need some help to increase sales?

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

The Pipeline

APRIL 29, 2011

world, we get so-called leads from blogging, social media, videos, eBooks, free reports, press releases, eZines, affiliate traffic, RSS feeds, and email lists. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

APRIL 8, 2011

We went from a sweep and report fighting force, to one that had to watch the way we act, make sure we have a friendly appearance, and present a message of peace and support to the native Iraqi people. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Customer Centric Selling

APRIL 3, 2013

One of the reasons this happens is that sales managers want to believe. When you think about it, their forecast is a roll up of their direct reports. Project a sales cycle ahead to determine if each seller has sufficient pipeline to yield quota over that period of time. Need some help with your sales performance?

Pipeline 45

Pipeline Training Face-to-face Quota 45

Cience

AUGUST 31, 2020

Let’s take sales development, for instance, the part of your business that sits at the front-end of your sales cycle, waiting with bated breath for a little TLC from a dedicated sales development rep, which you likely don’t have in-house. Looking to build a new normal in your sales funnel? outsourcing. Let’s Talk.

Outsourcing Services 52

Outsourcing Services Hiring Outbound Top of Funnel 52

Customer Centric Selling

MARCH 28, 2016

The admission of a goal by a prospect is the catalyst, the launching pad, the beginning of the sales cycle. As I work with salespeople, sales managers, reviewing loss reports and editing Champion Letters, there is a theme that has been emerging. Make pre-call preparation part of your sales process.

Sales Cycle 40

Sales Cycle Proposal Conversion Maximizer 40

Customer Centric Selling

JULY 29, 2013

By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. On April 18th 2011, BMW CEO Jim O''Donnell told a group of reporters: "Electric Vehicles won''t work for most people.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

The Pipeline

SEPTEMBER 16, 2011

This special report may be copied only with permission of the author. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

The Pipeline

APRIL 15, 2011

Recent research by Demand Gen Report found that, “…58 percent of B2B marketers believe the role of a marketer ‘never ends’ even when the lead has been transitioned to sales…” Marketing automation helps marketers add value to buyer relationships even after those prospects have begun to interact with salespeople. Sales Bloggers Union.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217