Sales and Marketing Management

JANUARY 31, 2021

Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster. But, many organizations tend to rely on these programs and miss the golden opportunity to continue upskilling sales reps throughout their time at the company. That’s where sales coaching comes in.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement.

Strategy 130

Strategy Customer Hiring How To 130

BuzzBoard

APRIL 9, 2024

Introduction to Account-Based Marketing (ABM) for Digital Marketing Agencies Digital marketing agencies aiming to streamline their sales efforts should consider implementing account-based marketing (ABM). ABM pivots on the concept of relationship marketing, which involves creating and nurturing long-term relationships with clients.

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

Pipeliner

FEBRUARY 20, 2024

I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. He emphasized that for success in sales.

Customer 64

Customer Lead Rank Lead Scoring Pivotal 64

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Industry Face-to-face Education 52

Emissary

SEPTEMBER 27, 2021

But just a few years ago they—and for that matter, the whole customer success function—were the new kid on the block. These days, customer success motions benefit from better, and more plentiful, data, from more sophisticated customer success platforms and from past lessons learned. And they were difficult to pull off.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Sales and Marketing Management

JULY 28, 2019

Here’s another: Rule One in sales is: “Did you ask for the order?”. If you follow this up with, “Role play with me exactly how you asked for the order,” what are the odds that the role play will meet your expectations? Losing sales. Longer sales cycles. To move to the next step in the sales process.

Exact 207

Exact Referrals Proposal Engineering 207

Alice Heiman

MARCH 21, 2022

It’s more important now than ever that CEOs lead sales. I have a sales leader in place to lead sales.” ” If you are of the mindset that sales is about sellers , your sales leaders should be leading that effort, but even then, you have a role to play in sales. .”

Lead Rank 150

Lead Rank Lead Scoring Top of Funnel Leads 150

Pipeliner

JANUARY 8, 2024

John Golden from Sales POP Online Sales Magazine and Pipeline CRM interviews Lenya McGrath. She is a seasoned marketing leader with nearly two decades of experience. This is where the role of her company comes into play. They can be as simple as a commitment to excellent customer service.

Video 59

Video Distribution CRM Pipeline 59

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Customize Training for Individuals.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

Pipeliner

OCTOBER 24, 2023

The Power of Sales Leadership and Emotion in Sales Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. We also touched on the fact that many sales leaders are promoted based on their sales performance without receiving any leadership or coaching training.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. To answer even your first question:” Are you interested in Sales?”

Lead Rank 107

Lead Rank Lead Scoring Ideal Customer Profile Customer 107

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Hiring 108

Hiring Salary How To Ideal Customer Profile 108

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme.

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Hubspot Sales

JUNE 26, 2023

Lead generation specialists play a crucial role in the sales process. Not only do they prospect for new business, but they help bring them into the sales funnel during the early stages. These can be new sales leads or existing leads that can be re-engaged. Table of Contents What is a lead generation specialist?

Lead Generation 95

Lead Generation Sales Qualified Lead Hiring Leads 95

Allego

APRIL 30, 2024

In the competitive landscape of modern business, staying ahead requires more than just traditional sales tactics. With the advent of artificial intelligence (AI), sales enablement has undergone a remarkable transformation, empowering businesses to boost productivity, enhance customer engagement, and drive revenue growth like never before.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. Interested to learn more?

Revenue 52

Revenue Face-to-face Hiring Sales Enablement 52

Pipeliner

OCTOBER 20, 2023

Our conversation revolved around his new book, “Iceberg Selling,” and the importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced us to the concept of “Iceberg Selling,” a sales approach that goes beyond the surface-level understanding of customers.

Lead Rank 64

Lead Rank Lead Scoring Leads Marketing Qualified Lead 64

Showpad

MARCH 7, 2024

Marketing teams are not making the most of their relationship with sales. The sales team is a critical driver of revenue growth — and a key channel for marketing messaging. In order for marketing teams to realize the full potential of their sales team, they must have strong alignment.

Revenue 52

Revenue Marketing ACT Groups 52

Mindtickle

APRIL 15, 2024

It’s no secret that sales reps are critical in driving revenue growth. Winning organizations understand that sales is a team effort, and sales teams need the right support to be successful. Of course, many teams support sellers throughout the sales cycle. What is sales enablement? What is sales operations?

Sales Operations 52

Sales Operations Sales Enablement Scale Quota 52

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. It relies on human intuition, persuasion, and relationship-building. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results.

Prospecting 100

Prospecting Buyer Intent How To Intent 100

Smooth Sale

APRIL 24, 2024

A few best practices can improve your onboarding process to begin your new employee relationships on the right foot. HR’s Key Role in All-Star Onboarding Ensuring a great first impression is HR’s challenge—and opportunity—to shine. But have you thought about how those new hires might also evaluate you?

Hiring 110

Hiring Examples Outsourcing Services Infusion 110

Alice Heiman

SEPTEMBER 20, 2023

If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say? Harder these days than ever and leaders are still teaching and depending on old methods that don’t work. Spencer’s attention to the emotional and motivational pulse of sales teams.

Hiring 84

Hiring Groups Demographics Lead Rank 84

Partners in Excellence

MARCH 5, 2024

He was talking to a very difficult customer. I was naive and thought you couldn’t push the customer or disagree with them. I was naive and thought you couldn’t push the customer or disagree with them. Preface : Gus Maikish is one of the first people I met when I started my selling career.

Banking 77

Banking Hiring Lead Rank Lead Scoring 77

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. 76% of sales leaders have too many demands on their time.

Positioning 113

Positioning Hiring Strategy Scale 113

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Vengreso

JULY 12, 2022

The past three years have seen radical shifts in the B2B sales landscape. From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. Subscribe to Modern Selling on the app of your choice!

Churn 132

Churn SugarCRM Customer Epicor 132

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. You’ll have to read on.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Smooth Sale

FEBRUARY 14, 2024

Provide Excellent Service Making your customers a top priority is vital for your business to thrive. Utilize CRM software to keep track of your customers’ essential communications, stay on top of target dates, and maintain all the critical information in one place. There are also numerous moving parts that you must manage daily.

Company 117

Company Hiring How To Face-to-face 117

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below.

Sales Leadership 63

Sales Leadership Hiring Ideal Customer Profile Scale 63

The Spiff Blog

MARCH 2, 2023

At Spiff, we believe in the power of relationships, and we place a strong emphasis on treating people with respect and building lasting connections. At Spiff, we believe in the power of relationships, and we place a strong emphasis on treating people with respect and building lasting connections.

Meeting 75

Meeting Engineering Travel Face-to-face 75

BuzzBoard

APRIL 16, 2024

They act as the linchpin for agency growth, enhancing sales and cultivating an increasing client base. As sales professionals, understanding and utilizing these tactics can foster new opportunities and propel your agency’s success. This confidence can inch potential clients toward a symbiotic relationship with your agency.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. The Five Types of Involvement.

Study 84

Study Face-to-face Policies Sales 84

Pipeliner

AUGUST 7, 2020

How do you get sales viewed more as a strategic asset than a flogger of wares? My experience is that most organizations underutilize sales because they treat it as a traditional tactical tool rather than as a strategic asset. Sales efficiency tactics. Sales efficiency tactics. Sales strategic tactics.

How To 98

How To Face-to-face Top of Funnel Lead Rank 98

Hubspot Sales

OCTOBER 18, 2023

Dan Tyre has gotten upset with me exactly one time over the course of our three-plus-year-long working relationship. It was around Christmas time — he and I were on a Zoom call with some other writers for the HubSpot Blog, discussing our holiday plans. And five days away from his ham-distribution deadline, Dan said he didn't have a plan yet.

Hubspot 99

Hubspot Ideal Customer Profile Scale Distribution 99