Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Allego

FEBRUARY 2, 2021

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. Get Present: The Power of Showing Up.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

The Pipeline

MARCH 10, 2014

Two guys talking about eating out a lot, could even have been road warrior sales types. They also sell and upsell you from wine to desert and everything between, helping their restaurant sell more profitable items, increasing the size of the bill, their tip, and your experience. Sales person, really?

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

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

Close.io

MAY 23, 2018

Here's the recording of today's webinar about how GDPR is going to affect sales teams (hint: the answer is, it's impacting sales teams in a lot of ways). Now that we've gotten that out of the way, here are the resources Chas mentioned on today's webinar: What is GDPR? Still have sales-related GDPR questions?

Webinar Metrics 51

Webinar Metrics Territories Resources B2B 51

criteria for success

AUGUST 4, 2021

We often write with the assumption that our readers are invested in sales team-building. You might think: if my sales team is made up of individuals based in their territories, do I really need to worry about team-building? Sales Team-Building Enables Best Practice Sharing. Watch Now. Have you ever tried this?

Scale 98

Scale Webinar Metrics Territories eBook 98

The Pipeline

FEBRUARY 3, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

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. How do you pay them?

Ideal Customer Profile 118

Ideal Customer Profile Webinar Metrics Google Territories 118

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Who are they? Where can they be found?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Here they are.

Sales Process 142

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 142

Sales Hacker

JUNE 8, 2022

Like most sales teams I’ve been on, you’d find the Navy SEAL adage to be true: Slow is smooth and smooth is fast. We can slow down to orient everything about our deal cycles to find the sales signals that make them sticky. Related reading: Your Sales Cycle is (Probably) Too Long. What’s a sales signal? Try This Instead.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

The Pipeline

AUGUST 10, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s In Conversation – How to Shorten the Sales Cycle. Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

The Pipeline

AUGUST 8, 2011

Sign up for our Email Newsletter. 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. Free Resources.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. View Webinar. Know Your Employees — And What Motivates Them .

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Pointclear

JULY 17, 2013

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here. Or just go with inside sales? Good question.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Zoominfo

JANUARY 11, 2021

Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. These detailed descriptors give a framework for marketers (and sales reps) to address specific challenges from prospects, attract them to your brand, and craft tailored messages. What’s Included in a B2B Customer Profile?

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

The Pipeline

NOVEMBER 25, 2011

Sign up for our Email Newsletter. 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. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Corporate Visions

JULY 2, 2020

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Mindtickle

SEPTEMBER 4, 2020

Enablement has been hard at work helping organizations and their sales teams accomplish change for a while now, but never at the pace we’ve seen over the past few months. Yes, enablement — along with operations — has facilitated the change needed so newly digital-first sales teams can continue with business as usual.

Hiring 96

Hiring Distribution Coaching Webinar Metrics 96

OpenSymmetry

JULY 23, 2015

Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar. How does your organization stack up?

Webinar Metrics 40

Webinar Metrics Leads Marketing Qualified Lead Incentives 40

The Pipeline

JULY 25, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Removing The Barrier From Sales – Sales eXchange – 107. Stored in Attitude , Listening , Proactive , Proactivity , Review , Sales eXchange , Success , execution. A Random Walk Up Sales Street. EDGE Sales Process.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

FEBRUARY 15, 2012

Sign up for our Email Newsletter. 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

Jeffrey Gitomer

MARCH 8, 2011

Things Sales Professionals Whine About | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. things that sales professionals whine about? Are your sales people whiners? You KISS’d it & managed to cover a LOT of territory very clearly. Get Sales Blog Updates. Jeffrey Webinar.

Hiring 207

Hiring Social Media Loyalty Cancellation 207

DiscoverOrg Sales

AUGUST 31, 2017

But how many emails do you get that are paired up with a voicemail? While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. Probably very few.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Allego

DECEMBER 14, 2021

At a recent Allego webinar, Josh Bersin , global HR industry analyst, and Kathi Enderes , Vice President Research at The Josh Bersin Company, and I discussed the findings from a recent report: The Sales Employee Experience: Driving Collaboration, Community, and Outcomes. The Power of Sales Enablement in Employee Experience.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

The Pipeline

JANUARY 17, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Sales Success , Tibor Shanto.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

MARCH 28, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Senior Personitis – Sales eXchange – 90. Stored in Attitude , Business Acumen , Proactivity , Productivity , Sales eXchange , execution. there is still a condition that plagues sales, causing grief and lost revenues to companies across the planet.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

OCTOBER 31, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Stored in Attitude , Business Acumen , Proactivity , Productivity , Sales Leadership , Sales Success , Sales eXchange , execution. Home About The Pipeline.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

MARCH 6, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. A Random Walk Up Sales Street.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 23, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Take Time Out To Get Ahead – Sales eXchange – 133. This same time of scenario plays out in sales daily. Sales reps are given their targets or goals, and off they go heading straight for the end of their month, quarter or year. January 2012.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

Closer's Coffee

APRIL 23, 2020

Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. As companies seek to grow their sales numbers it’s not always clear which sales approach to take.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

The Pipeline

JANUARY 6, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Sales & Consequences. As you have heard me say, sales is all about execution, everything else is just talk, and frankly with all the demands on sales professionals these days, there is little time for talk. Home About The Pipeline.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

FEBRUARY 24, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Sales Roulette – Are You A Player? Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240