Steven Rosen

MAY 13, 2024

Understanding the Impact of Self-Care Self-care encompasses various practices to maintain and improve one’s overall well-being, including physical, mental, and emotional health. In the high-pressure sales world, where targets, metrics, and performance drive every decision, it’s easy for leaders to not focus on self-care.

Exercises 120

Exercises Webinar Metrics Sales Leadership Networking 120

Partners in Excellence

JANUARY 9, 2024

We don’t try to understand who they are, what they face, what they stand for, or their dreams. We don’t engage them in the specific problems, situations, challenges, issues they are facing, we don’t understand the fears, concerns, dreams, aspirations they have. These are uniquely human attributes.

Face-to-face 123

Face-to-face Analysis Intent Coaching 123

Steven Rosen

APRIL 14, 2024

Understanding Motivation & Closing Techniques: Gaining insights into what drives a candidate and how they close deals. They provide a deeper, data-driven understanding of a candidate’s potential, enhancing the decision-making process and help to eliminate biases and mistakes that can occur with traditional methods alone.

Hiring 156

Hiring Forecasting Exercises Retention 156

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Should marketing understand what salespeople really do? Should salespeople understand what marketing does? Some are written by sales experts. Some are written by marketing experts.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. Additionally, many sales managers lack proper training in coaching and understanding of their role as developers of people.

Revenue 156

Revenue Journal Coaching Sales Leadership 156

The Pipeline

NOVEMBER 16, 2021

A simple question, it should natural, like an athlete know their number, the chef knows the recipe, etc. Yet a surprising number of salespeople I ask the question, really can’t answer directly or with confidence. Understanding why Active Prospects become Inactive? Pipeline reviews involve flows and paths to success, quota.

Pipeline 308

Pipeline Quota Video Resources 308

Understanding the Sales Force

JUNE 1, 2021

It seemed odd that the masked and maskless numbers flipped in twenty-four hours but I loved it. My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients). How liberating! Or so I thought.

Travel 323

Travel Survey Groups Objections 323

Sales and Marketing Management

MARCH 3, 2021

Recent increases in overdose rates strongly suggest these numbers underestimate the damaging emotional costs related to Covid-19. These mind-boggling numbers do not include the cost of diverting company resources to addressing the effects of substance misuse. Unfortunately, struggling individuals do not operate in a bubble.

Coaching 317

Coaching Cost Per Click Insurance Insurance 317

Zoominfo

NOVEMBER 17, 2020

To better understand the tools that shape us, ZoomInfo ran an analysis of the number of technologies at companies based on employee size. This helps us better understand how companies adopt technology as they scale. Change management limits the number of tools a company can absorb. He postulates two answers.

Scale 246

Scale Google Analytics Hiring Analytics 246

Partners in Excellence

JANUARY 23, 2024

Understanding the impact of these disruptions, developing strategies to leverage them impact our priorities, strategies, and time. We don’t understand our priorities. We don’t understand our priorities. It keeps us from understanding the most critical things we (individually and organizationally need to focus on).

Face-to-face 109

Face-to-face Coaching Strategy Consumer 109

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. Yet there are so many challenges and barriers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. We are reaping the results of what we have sowed.

Top of Funnel 116

Top of Funnel Face-to-face Data Buying Cycle 116

Partners in Excellence

APRIL 17, 2024

If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change. Without some sort of change, we never get a purchase order.

Lead Rank 119

Lead Rank Analysis Incentives Incentive 119

Zoominfo

MARCH 2, 2021

From the view of a business, big data is the vast amount of information that the company amasses every day: Email addresses Number and type of ads that are clicked Number and method of web page visits. Most importantly, not making use of big data can mean failure to understand who your customers are and what they need.

Email Marketing 272

Email Marketing Campaigns Data Marketing 272

Partners in Excellence

NOVEMBER 2, 2023

Endless discussion on “the numbers” and the challenges of achieving them. Endless discussion on “the numbers” and the challenges of achieving them. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!”

Coaching 110

Coaching Lead Rank Pipeline Data 110

Membrain

JUNE 14, 2023

From prospecting more effectively to understanding your pipeline and seeing where your greatest account opportunities lie, the ability to take bare numbers and make them visual can make the difference between stagnant results and continually improving performance.

Analysis 131

Analysis Data Pipeline Account 131

Zoominfo

FEBRUARY 10, 2021

And like revenue, the bigger the number, the better. Average purchase frequency is your total number of orders placed by all or multiple accounts, divided by the number of unique accounts. Gaining new customers isn’t the only way to improve your business — your existing clients are an underrated revenue source.

Lead Rank 246

Lead Rank Lead Scoring Revenue Customer 246

Zoominfo

JANUARY 12, 2023

If you’re operating in the UK or looking to expand into this territory, you need to understand three key privacy laws. Countries around the globe are implementing stricter regulations and larger fines in order to protect the rights of the individuals whose data is being collected. UK GDPR The EU’s GDPR is the global standard for data privacy.

Data 130

Data B2B Government ACT 130

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools.

Revelation 114

Revelation Lead Gen Scale Face-to-face 114

Partners in Excellence

JANUARY 12, 2024

As the outreach data shows, every year the number of people that are interested in hearing our pitch is plummeting. The number of people wanting to talk about themselves, their jobs, their dreams, their challenges was stunning! So I focused only on a very small number of companies and people. Now less than 40% are doing this.

Face-to-face 114

Face-to-face Commission Up-Sell Discount 114

The Center for Sales Strategy

MARCH 29, 2023

If you’re trying to maximize your company’s revenue performance, having a clear understanding of the numbers is essential. With the right strategy in place, you can easily stay on top of the numbers and make the most of your income. Fortunately, tracking your revenue performance doesn’t have to be complicated.

Revenue 95

Revenue How To Maximizer Exact 95

Alice Heiman

MAY 10, 2022

It’s not uncommon for company leaders to start a sales strategy with a big sales number. It’s usually a number that is larger than the year before and a percent of growth they or the investors deem attainable (not always within reason). . Sales strategy doesn’t start with a number—it ends with it. Click to tweet.

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

Partners in Excellence

JANUARY 16, 2024

The majority of sellers don’t understand value. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.

Enterprise 117

Enterprise Enterprise Buying Cycle ROI 117

Highspot

MARCH 21, 2024

A recent McKinsey & Co. survey highlights a significant trend: today’s buyers have clear digital purchasing experience expectations, with a strong preference for personalization and immediacy. Despite this, many sales emails find their resting place in the trash, unopened and unread. This guide is here to change that.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. If we understand our ICPs, we already should understand: (If you don’t, reassess your sales enablement strategies.) For those roles, we understand the responsibilities of their jobs, how they are measured, etc.

Ideal Customer Profile 116

Ideal Customer Profile Face-to-face Engineering Industry 116

Partners in Excellence

APRIL 24, 2023

Listening to sales executives, the focus is, constantly, making your numbers. ” The reaction, when I start talking about being helpful and creating value is an understandable, “Dave, you don’t understand, I have to make my quota! “Yeah, yeah Dave, but I still have to make my numbers!!!!

Quota 109

Quota Ideal Customer Profile Face-to-face Commission 109

Lead411

MAY 9, 2024

Show That You Understand: If you’ve done your research, you’ll know to focus on the customer’s problems and difficulties. Imagine yourself in the middle of a conference room full of people who are eagerly anticipating the announcement of a solution that might have a profound impact on their lives or companies.

Customer 52

Customer Conference Intent Data Consumer 52

Partners in Excellence

MARCH 29, 2021

The problems will recur, perhaps in worse forms, until we begin to understand what’s causing the symptoms to occur. Until we address root causes, until we understand what is causing the problems or challenges we and our customers face, we will continue to face them. There are any number of miracle cures on the markets.

Face-to-face 155

Face-to-face Cold Calling Coaching Relationals 155

Partners in Excellence

MAY 3, 2022

Over the years, I’ve acquired a number of his pieces. How do I find it… ”” They reply, “I don’t know how to get that report, I’ll have to ask someone to get it for you……” Then, I dive in deeper, “How do you use this data to understand performance?

Data 98

Data Report Quota Pipeline 98

Hubspot Sales

SEPTEMBER 6, 2023

Knowledge is power — by uncovering the reasons why your phone’s ringing, you can better understand how your company’s inbound marketing or advertising campaigns lead to your sales team’s success. But, it can also be useful to sales teams aiming to better align with or understand marketing. Price: Free trial is available.

Software 89

Software Software Hubspot Inbound 89

Partners in Excellence

JANUARY 22, 2024

But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. I ask: “How does your customer make money?”

Customer 108

Customer Face-to-face Enterprise Enterprise 108

Partners in Excellence

JANUARY 30, 2024

They need to understand the problem before they can even think about the solution. They need to understand: What is the problem, precisely? How do we understand who in the organization is impacted by the problem? Who needs to be involved in understanding the problem and mapping a course forward? How does it impact us?

Face-to-face 98

Face-to-face Buying Cycle Outbound B2B 98

Smooth Sale

APRIL 23, 2024

Understand Your Audience The first rule of the business club is to know your audience. Build A Compelling Narrative Your business isn’t just numbers and charts—it’s a living, breathing story. Getting investors on board is like turbo-charging your business. It’s not just about the cash—though let’s be honest, that part is significant.

How To 122

How To Hiring Networking Infusion 122