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? Sounds a little scary right? Please ask in the comments below!

Webinar Metrics 51

Webinar Metrics Territories Resources B2B 51

Allego

OCTOBER 12, 2021

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. Episode 31: Revving Up Revenue Growth | Daniel Perry. Do you have a campaign strategy, not just running webinars? From This Episode.

Ideal Customer Profile 118

Ideal Customer Profile Webinar Metrics Google Territories 118

Corporate Visions

JULY 2, 2020

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. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Don’t do a territory redesign project without knowing exactly who you’re targeting. Messaging is focused, content is relevant, closing rates go up.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Understanding the Sales Force

JANUARY 27, 2014

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. 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. How do I want to show up?

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

The Pipeline

MARCH 10, 2014

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 people are not standing at the checkout counter waiting for the next buyer to walk up. Join me - Return On Objectives #Webinar.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

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. Our post, “What is Buyer Intent Data?

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

criteria for success

AUGUST 4, 2021

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? If they don't know each other well, your sales team is unlikely to speak up and share their best practices. This webinar is presented by Criteria for Success & Narativ. Watch Now.

Scale 98

Scale Webinar Metrics Territories eBook 98

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

Zoominfo

JANUARY 11, 2021

This is done by gathering firmographic data which typically includes: Job title Industry Current tech stack Location (headquarters and branches) Territory map(s) Employee size Sales cycle length Revenue (annually and quarterly) Seniority hierarchy. Here’s a sure way to mess up a customer profile—guessing. Identify your best customers.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

The Pipeline

AUGUST 10, 2011

Sign up for our Email Newsletter. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. We wanted to avoid the predictable trappings of yet another webinar, while providing our audience with relevant ideas and practices to improve their prospecting and sales.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Xactly

OCTOBER 18, 2018

Several MIT researchers in Selling Power Magazine reveal why there are plans that work in some settings but don’t in others: Strong vs. weak incentives: Weak incentives provide small rewards as a portion of potential earnings and can discourage high performance and drive stars to competitors. View Webinar. View Webinar.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

The Pipeline

AUGUST 8, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Buying Process , Communication , EDGE Sales Process , Funnel management , Interactive Selling , Proactive , Proactivity , Sales Leadership , Sales Success , Sales eXchange , Sell Better , Shorter sales cycle , execution. A Random Walk Up Sales Street.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

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. Perform-ication.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

DiscoverOrg Sales

AUGUST 31, 2017

But how many emails do you get that are paired up with a voicemail? Watch now: On-demand webinar – Purposeful Voicemails. Keep these tips in mind if you are struggling to get your demo numbers up, or if you are simply having a difficult time getting a foot in the door with a prospect. Probably very few.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

The Pipeline

NOVEMBER 10, 2011

Sign up for our Email Newsletter. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. A Random Walk Up Sales Street. EDGE Selling. Gap Selling.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Sales Hacker

JUNE 8, 2022

By reaching out when you see a role posted that’s relevant to what you sell, you open up a host of new opportunities. Related reading: 12 Ways to Speed Up Your Sales Cycle. Related reading: Selling to Executives: 10 Essential Sales Presentation Tips (Sales Deck Ideas Included!). See a competitor’s tool? Funding rounds.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

Steven Rosen

JANUARY 22, 2018

Sales management training with no follow-up or reinforcement is just an event, nothing more nothing less. All successful sales organizations have been able to develop and train their sales reps on a formal selling process. The best-selling method is the one that is used and understood by a majority of your salespeople.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Understanding the Sales Force

JANUARY 28, 2014

Revenue - Next, the model should identify what a typical customer would spend in the course of a year, as well as the product make-up on which they would typically spend it. On the other hand, a new salesperson in a new territory might have to make cold calls in order to quickly make progress. In what vertical can they be found?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Corporate Visions

JULY 2, 2020

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. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Xactly

JANUARY 18, 2019

Often, it includes a pay mix , made up of a base salary and variable commission pay. To help ensure you set your sales team up for success, here are six steps to setup a commission plan. It identifies your capacity needs, quota allocations, and sales territory design. This, in turn, informs how much each rep needs to sell (i.e.,

Commission 81

Commission Incentives Incentive Compensation 81

Steven Rosen

JANUARY 22, 2018

Sales management training with no follow-up or reinforcement is just an event, nothing more nothing less. All successful sales organizations have been able to develop and train their sales reps on a formal selling process. The best-selling method is the one that is used and understood by a majority of your salespeople.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

The Pipeline

NOVEMBER 25, 2011

Sign up for our Email Newsletter. Changing mediums, my webinar Leveraging Trigger Events for Sales Success , a jolly romp of triggers triggered and dodging bullets; is up for Top Sales & Marketing Webinar. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Mindtickle

SEPTEMBER 4, 2020

In a recent webinar, sales enablement experts from TOPO and SecureAuth outlined three things they’ve learned over the past few months that are essential to enabling the success of digital-first sales teams. Enablement also must develop virtual selling and tools programs that teach sellers about all the tech tools available to engage buyers.

Hiring 96

Hiring Distribution Coaching Webinar Metrics 96

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 listen to a webinar on this topic, click here. To read an excerpt from her latest book, Smart Sales Manager , click here. They will be calling from home or another wired office.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Sales and Marketing Management

JUNE 4, 2017

Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. The management team then cascades content via district meetings, webinars and/or conference calls – or a combination. They are entrepreneurial, self-motivated, curious and persistent.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Sales Hacker

MAY 5, 2020

We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. Pivot with Pressure-Free Follow-Ups. In a recent webinar, I worked with our sales team to share winning COVID-19 cold email templates SDRs can use. You’re selling me on the value of a price.”.

Face-to-face 88

Face-to-face Discount Webinar Metrics Decision Maker 88

Sales Hacker

JULY 11, 2022

We have our prescribed lists and territories. Long term opportunities (what am I setting up for next quarter?). If this happens to you, I ask that you don’t give up hope on ever winning their business. Read: How to Write Follow-Up Emails Buyers Can’t Wait to Share. Win your dream customers: Playing the long game.

Account 98

Account Hiring Intent Signal Conference 98

The Pipeline

SEPTEMBER 9, 2011

Sign up for our Email Newsletter. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Specifically SMB, which makes up the vast majority of businesses in the USA. January 2012.

Pipeline 226

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

Xactly

OCTOBER 10, 2018

When you wait until the end, you end up just running last year’s plan without any insights. Watch the webinar, "Put the Darts Away: The Importance of Benchmarking Data in Sales Planning," to discover the importance of current benchmarking data for effective compensation plan design. Watch Webinar. Watch Webinar.

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

The Pipeline

DECEMBER 7, 2011

Sign up for our Email Newsletter. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Sign up for our Email Newsletter. As always the goal is to provide a couple of actionable things you can implement in your selling. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling. Sell Better. Selling to Executives. Social Selling. Territory Alignment.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Sell Better.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

NOVEMBER 16, 2011

Sign up for our Email Newsletter. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling. Sell Better. Selling to Executives. Social Selling. Territory Alignment. Zone Based Selling. Zone Selling. Karl Goldfield’s Start-Up Sales Mentor.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

SBI

OCTOBER 4, 2018

In the meantime, I wanted to share a Dreamforce wrap-up from the last day of the Expo floor. First up… A quick chat with Luke Perritt, Account Executive of Conversica. Next up was LevelJump. Next up was a chat with Greg Dette, Regional Sales Manager for TerrAlign. Go to Aviso.com and sign up for the challenge.

Report 138

Report SalesForce Video Distribution 138

Zoominfo

JANUARY 11, 2021

5 Steps to the Customer Profiling Process Here’s a sure way to mess up a customer profile—guessing. Even if you don’t have much to go off of current or past customers, there’s analytics to gather from such as website visitors, social media interactors, content downloaders, webinar attendees, and more.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100