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  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 3, 2013
    [Sales] Sales Leaders, Bring Out Your Inner Cowboy
    Sales Prospecting Perspectives is pleased to bring you a guest post from Jamie Shanks, Social Selling Expert at Sales for Life. After my training, I thought about my conversations with similar “Status Quo” VPs of Sales. It boggles my mind that a VP of Sales can also be caught in the limbo of indecision.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, MARCH 24, 2016
    [Sales] Sales Leadership: Why Winners Win!
    Sales Leadership Thoughts:  Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, APRIL 22, 2012
    [Sales] Using Klout and social scoring for sales and marketing teams
    It was illustrative that 80% of the top influencers where in no way associated with PR, sales, service, or marketing. This led to a lively discussion about further training and how some of the key ideas from Return On Influence could be incorporated into basic sales best practices. You mean they are representing our company?”
  • DISCOVERORG  |  FRIDAY, JULY 15, 2016
    [Sales] The Human Element of Sales and Marketing
    This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken.  In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 12, 2015
    [Sales] How to Effectively Work From Home as a B2B Inside Sales Manager
    hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager! As an inside sales manager with an open-door policy, there can be days when it seems like people are constantly stopping in to ask questions, sometimes taking you away from time-consuming administrative tasks. Happy New Year!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 12, 2016
    [Sales] Ten 2017 Sales Kick-Off Meeting Ideas
    Ten 2017 Sales Kick-off Meeting Ideas.  . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. Need more sales management resources?
  • VIDYARD  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] 3 Reasons Video is a Phenomenal Sales Tool [Infographic]
    It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Using video in sales emails has boosted open-to-reply rates by 8x ( Click-to-tweet! ). Video!
  • DISCOVERORG  |  FRIDAY, FEBRUARY 12, 2016
    [Sales] Why Sales Is Like a Taco
    But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this. The Taco Sales Cycle. If Acme Inc.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, SEPTEMBER 4, 2014
    [Sales] #ProspectingChat: Sales Training with Josiane Feigon!
    We will welcome best-selling author Josiane Feigon as a special guest to discuss sales training tips. Here are some details about today''s Twitter Chat: Date: Thursday, September 4, 2014 Time: 1:30 PM EST / 10:30 PM PST Hashtag: #ProspectingChat Topic: Sales Training Special Guest: Josiane Feigon. Here are today’s questions.
  • TONY ZAMBITO  |  WEDNESDAY, JANUARY 4, 2012
    [Sales] 5 Ways New Buyer Behaviors Are Impacting B2B Sales
    For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time.  If you follow conventional and social media closely, the storied demise of sales has been told many times. 
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 19, 2014
    [Sales] 4 Reasons to Switch to an Inside Sales Model
    Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps. Inside Sales Reps Can Reach More Prospects.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 2, 2011
    [Sales] What Sales Really Needs from Marketing
    B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Sales is poorly equipped to deal with this reality. What does Sales really need to be effective? Why does sales need help from marketing? Sales tools.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 6, 2015
    [Sales] B2B Sales and Marketing Trends for 2015
    At the beginning of each year, my team and I publish a report on significant trends in B2B sales and marketing. We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. Combines marketing and sales reporting in a dashboard view.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, JUNE 1, 2016
    [Sales] Industrial Content Marketing Boosts Sales for Distributors
    My conversations with distributors about industrial content marketing almost always start with them needing help in growing their sales. Most distributors define their problem as “lack of sales.” Content Marketing Industrial content marketing Industrial Marketing Industrial salesThat should come as no surprise.
  • DIGITAL B2B MARKETING  |  SUNDAY, APRIL 22, 2012
    [Sales] B2B Sales and Marketing Integration
    Danny lined up a great set of provocative questions for the group on aligning B2B sales and marketing. As always, the #B2Bchat participants shared a range of perspectives from both sales and marketing experiences. Business #B2Bchat Alignment danny hanssel Marketing SalesFollow @B2B_chat for announcements of the topic each week.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 3, 2013
    [Sales] Sales On-Boarding Programs
    Sales On-Boarding:  New Hire Success or Failure. Normally each new hire must listen to the president sell the company, listen to other salespeople sell the company, make a few “ride along” sales calls, practice selling the company to  other salespeople before having to make a formal presentation during the third week to the president.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 3, 2012
    [Sales] Your 2012 Sales Plan
      Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  I have included below the various “categories” you should consider in building a plan. Sales Goals. Sales Strategy.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 21, 2013
    [Sales] Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings
    Sales Leadership:  Bringing a Sharp Focus to Your. Sales Meetings. Second , you then ask each salesperson to forecast each account and dollar value on all sales opportunities greater than 75% probability of closure. Write each entry underneath your sales goal. For example $250,000. The 50% list becomes your “upside” list.
  • VIEWPOINT  |  THURSDAY, MAY 21, 2015
    [Sales] Changing the Sales Conversation [PowerViews LIVE Highlights]
    On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. They’ve already advanced far into the buying cycle by the time they engage with sales. Truncated sales time.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 14, 2016
    [Sales] Sales Management: What is your goal–today?
    Sales Management: What is your goal—today?  . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.  It is because of these numerous aspects that many sales managers get distracted or lose focus. How about you?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 9, 2015
    [Sales] Is Marketing the new Sales?
    You probably all heard this in one way or the other: in our digital era, buyers are 2/3 through the decision process before they engage with the first sales person. Looks like there’s an elephant in the room: now dominating the funnel, is marketing the new sales (system)? We believe the answer is all about orchestration.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 12, 2012
    [Sales] 8 Ways to Increase Sales
    How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. Prospecting Sales 2.0 Listening is key. It works!
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, MARCH 3, 2013
    [Sales] Sales Management: Understanding “Setting the Hook”
    Sales Mgmt:  Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Exceeding monthly sales objectives are the goals of the sales organization, especially the sales manager. Are they early? What to do?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 10, 2013
    [Sales] How Marketing Teams Can Support Their Sales Reps’ Good Habits [Infographic]
    But let’s take a moment to honor the sales rep: The deal closer; the revenue generator — without whom we wouldn’t have customers to serve and enable. One of the many hats marketers should be wearing is the enabler to the sales rep. Brainshark broke the habits of a sales rep down in its 2013 State of the Sales Rep report.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 27, 2012
    [Sales] Sales Management & The Impact of Social Media
    Sales Management and the Impact of Social Media. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   [link]. What changes do you believe will occur with more “business social media” solutions?   The world continues to change, are you?  Is your sales process? Ken Thoreson.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 5, 2014
    [Sales] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
    AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. For Workers.
  • TONY ZAMBITO  |  THURSDAY, MAY 12, 2011
    [Sales] Reinvent B2B Sales With Buyer Personas
    Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    Buyer Persona Development can be a process and means for B2B Sales to reinvent itself. 
  • DISCOVERORG  |  FRIDAY, SEPTEMBER 2, 2016
    [Sales] Selling to Sales – Like Cooking for Chefs
    For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Crazy right?
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, AUGUST 18, 2016
    [Sales] 3 Magic Questions a Sales Manager Must Know
    Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Why now?
  • THE POINT  |  TUESDAY, JUNE 18, 2013
    [Sales] Content Selling: How Sales Can Better Leverage Marketing Content
    Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. B2B Marketing Sales 2.0 Secondly: measurement.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 12, 2014
    [Sales] Raise Prices for B2B Sales Without Losing Your Regular Customers
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, After three years of selling products and services at the same prices, your company decides a change is in order. Pricing surprises are never a good thing in sales! Sales Process B2B Inside Sales Client Management B2B Sales Success
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, APRIL 20, 2011
    [Sales] A process to connect social media, content marketing and sales
    How do these two trends fit together in your sales and marketing plan? Here’s a method you can use to determine where content and social media fit into your online sales strategy.  Let’s start with your good ol’ sales funnel.  Now you know where the different elements can contribute to the sales process.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 3, 2012
    [Sales] Sales Leadership: 2013 Sales Theme
    Sales Leadership:  2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Ken’s latest book is: “Leading High Performance Sales Teams”.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 9, 2015
    [Sales] Efficient Effectiveness: Sales Leadership
    Sales Management Thought Leadership:  efficient effectiveness. What does this have to do with sales management?  As a manager you must be prepared-at all times for almost any event.  If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 2, 2014
    [Sales] 5 Sales Prospecting Strategies for Overcoming Call Reluctance
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Many inside sales reps are bogged down and can become overwhelmed by their sales calls.
  • SALESFUSION  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Why Sales Development Representatives should live in sales
    The post Why Sales Development Representatives should live in sales appeared first on Salesfusion. Sales Blog
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] Building an Inside Sales Lab: 10 Essential Tips for Success
    Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. Inside Sales He’s got some tips you’ll want to know about.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, SEPTEMBER 5, 2014
    [Sales] The A to Z of Inside Sales Training [Infographic]
    With inside sales training tactics advancing every day, it’s important for managers to stay up to date on the latest training news. After all, great sales leaders are not born from apathy. Sales training statistics applicable to strategies for better training and coaching. But they can’t do this all alone. Happy training!
  • SALES ENGINE  |  THURSDAY, APRIL 7, 2016
    [Sales] Is sales and marketing alignment just a buzzword?
    Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword. Sales Enablement
  • ANNUITAS  |  TUESDAY, JUNE 3, 2014
    [Sales] Trying to Align with Sales? Marketing, You Are the Problem
    One of the more obvious standouts in the early data is the continual struggle of marketing and sales alignment.  Time and time again when I speak with clients, prospects and other organizations at conferences I am asked the same question: how can we get sales to buy into what we are doing? 
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 6, 2014
    [Sales] The Big List of Inside Sales Messaging Statistics
    Sales managers, how often are you evaluating your inside sales team’s messaging techniques? Just the other day, I sat down with our sales team for a role play. You see, most sales and marketing professionals just don’t have time. “No, I don’t want to tell you the challenges in my environment and what my company does.
  • VIEWPOINT  |  TUESDAY, JULY 15, 2014
    [Sales] 5 Keys to Becoming a Sales First Company
    We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Sales Process Sales & Marketing Management
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 7, 2014
    [Sales] Top 7 Reasons Why Inside Sales Reps Fail
    Let’s just get this out of the way first and foremost: You don’t really need a college degree to get into sales. It absolutely goes a long way if you have one but I know plenty of people who don’t have degrees and are in sales. But yet, there are millions of sales people in this world who never went to school for sales or business.
  • DISCOVERORG  |  SUNDAY, OCTOBER 23, 2016
    [Sales] Fast Track Your Sales with New Tools
    The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start.
  • GREAT B2B MARKETING  |  WEDNESDAY, NOVEMBER 29, 0002
    [Sales] Top 6 Ways that Marketing Supports B2B Sales and Revenue
    Since the early days of B2B marketing and sales, marketing VPs have been asking that puzzling but oh-so-important question: “What […]. The post Top 6 Ways that Marketing Supports B2B Sales and Revenue appeared first on Great B2B Marketing. B2B Sales Revenue Sales and Marketing
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, SEPTEMBER 11, 2014
    [Sales] 3 Tips for Nurturing Prospects in Inside Sales
    Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. In inside sales, potential customers can also be nurtured. Some Leads Aren’t Sales-Ready. Some inside sales reps may pass leads that aren''t ready for the next sales step.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JULY 20, 2011
    [Sales] Gamification of the Sales Process
    In the world of sales, connections and engagement is key to driving pipeline growth and creating new opportunities. A few definitions of gamification: A game is structured play, usually for fun. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. Game On for B2B Sales.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [Sales] 12 Tips for Building and Managing a Bigger Sales Pipeline
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. for you. You simply execute.
  • ANNUITAS  |  TUESDAY, NOVEMBER 10, 2015
    [Sales] 3 Steps to Improve Marketing and Sales Alignment
    Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. MQL, SAL, SQL, OMY (OK, I made that last one up) are just some of the acronyms you may be using in conversations with sales. Poor application of what determines a sales-ready lead.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JUNE 18, 2014
    [Sales] Timeliness Matters: 3 Ways to Stay Ahead in Sales
    Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. Simply put, whether prospecting a lead from an inbound program or from your website, sales needs to be proactive and follow up in a timely manner. One hour. Ensure Tight Alignment with Marketing.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Sales] Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
    Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader  Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. Quality  sales leads matter. If you wish to do  sales lead generation online , contact the  B2B lead generation experts at Find New Customers. Jeff Ogden.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 30, 2014
    [Sales] 5 Most Frequently Asked Questions About Outsourcing Inside Sales
    I have the opportunity to join calls with our inside sales team during the sales process frequently. It is exciting to speak with executives at companies who are in the beginning stages of creating an inside sales team themselves or are entertaining the idea of outsourcing. How do I know where to buy my list from? be shared?
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JANUARY 9, 2014
    [Sales] Inside Sales Reps: First Impressions are the Most Important
    In sales, it is crucial to not only sell but to leave a good first impression, sale or no sale. I''ve had interactions with sales professionals ranging from ignoring their insistent calls when I''ve already told them I''m not interested, to becoming best friends with someone who prospected me over six years ago. Really.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, JUNE 16, 2013
    [Sales] July Sales Training Tip: YouTube.com
    Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans.  Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. Industrial Lead Generation BANT Industrial Marketing leads for industrial salesThis is only a content summary.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JULY 16, 2013
    [Sales] 5 ways to use social media in sales even if your customer isn’t on Facebook
    When I talk to B2B sales teams, one of the biggest concerns I hear is: “but my customer isn’t on Twitter.” Here’s a simple idea to give your sales team a little edge: Unify your company and product descriptions so that every employee becomes a potential beacon for your brand. Follow all these people! Thank you.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 7, 2013
    [Sales] Industrial Content Marketing for Accelerating Sales Pipelines
    However, most of the success is at the beginning of the sales pipeline or [.]. Content Marketing Sales Strategies champion content Industrial Marketing pipeline acceleration sales pipelines Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 25, 2016
    [Sales] The Data-Driven Sales Team: Why Social Selling Works
    once had a sales person in Europe challenge me about the use of data and technology in sales: “My customer wants to see me EYE TO EYE,” he exclaimed. Why is data relevant in a relationship business like sales? His main points included: Data Mean Sales. Sales Needs to Adjust to Compete. Social Selling Works.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Look For The 3 C's When Hiring Inside Sales Reps
    Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Over a decade, I''ve learned that getting to the bottom of these questions is absolutely essential for inside sales candidates. Are they articulate?
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Sales] Sales without Marketing is a huge blunder
    Lead Generation Companies | The importance of Sales WITH Marketing. Hiring sales without strong marketing is a massive mistake. Most of what was once Sales, now lives in Marketing. Companies who invest in sales but fail to invest in marketing are bound to struggle. Look at this image which illustrates a sales cycle.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MARCH 11, 2016
    [Sales] Industrial Content Marketing’s Role in Sales
    Here’s a reality check—only […] The post Industrial Content Marketing’s Role in Sales by Achinta Mitra appeared first on Industrial Marketing Today. You’ve probably read all the buzz surrounding industrial content marketing. You are in good company if you are already doing it. This is only a content summary.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 30, 2014
    [Sales] Supercharge Your Sales and Marketing Vocabulary
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. You should never allow price to be a valid objection to any sales development call. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. not you.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Sales] Can You Really Use Marketing to Shrink the B2B Sales Cycle?
    It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 1, 2013
    [Sales] Sales Mgmt: Mowing Your Lawn
    Sales Management and Mowing Your Lawn. The same view of your sales team should also be considered, evaluate your team, determine who needs to be “groomed” or “cut” and what treatments must you begin to accelerate your growth during the second quarter. Resources : Top Sales World web site and magazine for April! What didn’t work?
  • CAPTORA  |  MONDAY, NOVEMBER 9, 2015
    [Sales] Why Marketing—Not Sales—Is the Best Sales Forecasting Engine
    With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close. The nature of demand generation means marketing has an impact higher up the funnel than sales.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 20, 2014
    [Sales] Don’t Let Negative Past Sales Experiences Ruin New Opportunities
    There’s an old adage in sales about sales encounters. It goes something like this: You should always go into a sales situation prepared for a no but hoping for a yes. Though it’s hard to stay optimistic when objections crop up, bringing baggage from one sales call to another will not help you close. We’ve all done it.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JULY 1, 2015
    [Sales] 30 LinkedIn Sales Triggers
    Many sales meetings are full of fish tales about the one that got away. There are customers willing to engage, or bite on an intelligent insight, but many sales professionals do not understand the social sellings signals. Do you know an under-performing sales person who misunderstands what those ‘nibbles’ look like?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 19, 2015
    [Sales] The B2B Sales Development Rep's Guide to Data Management
    One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. After all, quality data is the key to success in inside sales. Happy sales prospecting! CRM Sales Tools Data Management List Development Create a process and stick with it.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 17, 2013
    [Sales] 5 Ways to Be a Better Inside Sales Rep
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. When I was an inside sales rep, I was always concerned about who I thought was performing better than I was. Your sales career is similar. The best inside sales reps do this, and you should, too.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 28, 2013
    [Sales] Ashton “Chris” Kutcher and His Advice for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. For inside sales reps, the correlation is that sales is hard work, and if you’re going to be successful finding sales “opportunities,” you’ve got to work for it. Mr. Demi Moore? Be sexy, friends!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 7, 2014
    [Sales] 4 Ways Inside Sales Reps Are Like Hunger Games Tributes
    Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. I’ve seen inside sales described using many analogies. Both inside sales reps and Hunger Games tributes possess drive. The same concept applies for inside sales reps.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 4, 2012
    [Sales] Sales Leadership: Salesperson Business Plans
    Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. Training needs: sales, industry, product/service, operations. Personal income goals. link].
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Is There a Perfect Personality Trait for Inside Sales Reps?
    Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. Does Your Sales and Marketing Management Contribute to the Company?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 31, 2013
    [Sales] Integrating Social Media Listening Into The Sales Process
    Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 20, 2017
    [Sales] Six Ways Marketing Can Shrink the Sales Cycle
    I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle
  • INFLUITIVE B2B  |  THURSDAY, AUGUST 25, 2016
    [Sales] Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages
    In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, APRIL 16, 2013
    [Sales] Sales Mgmt: Achieving Balance: Fear vs Respect
    Achieving the Balance Between Having Your Sales Team Respect You But Not Fear You. The topic is extremely important for all levels of sales leadership, especially in challenging situations/times. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Sales] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here’s what the study authors had to say: THINGS TO THINK ABOUT: Creating Opportunity Smart organizations realize that the job of a Sales Rep is not to just “follow up on leads,” but rather to “create opportunity.”. It’s no fun being a B2B salesperson today. It gets worse.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 22, 2014
    [Sales] 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting
    The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. Many generalists only see a 20-30% conversion rate to next steps in the sales process. Interested in reading more about outsourcing inside sales functions?
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 6, 2016
    [Sales] Are You Practicing Sales Enablement or Sales Disablement?
    Sales Enablement Service Level AgreementWe marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […].
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, SEPTEMBER 23, 2012
    [Sales] Sales Leadership: The Impact of Creating a Sales Process
     Sales Leadership: The Impact of a Creating a Sales Process  . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Let me know your thoughts on creating a sales process.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] The Best Sales Prospecting Qualification Questions to Ask
    When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Will I scare prospects away asking too much too fast?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 5, 2012
    [Sales] How Marketing Should Approach Sales Reps
    by Michael Martin | Tweet this Sales enablement is one of the most important aspects of many marketers’ jobs. But, all too often, the way marketers approach sales reps is lacking in strategy and preparation. Marketing continues to feel frustrated and the sales team unimpressed. Sales reps come in all sizes and shapes.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 11, 2013
    [Sales] Quality Data is the Key to Success for Inside Sales
    As with any growing organization, we often debate different ideas that will allow us to scale. A big challenge is attempting to maintain a consistent lead volume from each new inside sales rep as we add to the team. Many inside sales teams figure a big change is necessary in order to affect the positive output they’re hoping to see.
  • VIEWPOINT  |  WEDNESDAY, DECEMBER 17, 2014
    [Sales] Stunning Study Reveals How to Increase Sales by 29-49%
    Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Voicemail Tips Every Sales Development Rep Should Be Using
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. Be Intriguing.
  • BUYER INSIGHTS  |  FRIDAY, MARCH 28, 2014
    [Sales] How Healthy Is Your Sales Organization?
    Sales managers often think about the effectiveness of the sales team, sales strategy or sales process.  However, there is one vital ingredient of sales success that is generally overlooked.  That is the health of the sales organization.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Sales] Time Management Tips for Cold Calling Inside Sales Reps
    know when I wasn’t in “the flow,” I typically would find any excuse not to make a call, but any good inside sales rep understands that, as much as we try to put cold calling off for later, it''s always going to be a requirement of the job. Most of the outside sales reps I''ve supported in the past never really had a call plan.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 17, 2015
    [Sales] Ignite Your Sales Team: Sales Management on Fire!
    Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. Expect the Best!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 3, 2014
    [Sales] Being a Millennial in Inside Sales
    For instance, as a 24-year-old woman, I need to be aware of my surroundings working in a male-dominated industry: sales. I’m going to say a word. And immediately you are going to form an assumption, positive or negative, about this word. You can’t help it, because that’s how we react as humans. The word is: Millennial. It’s in our nature.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 13, 2014
    [Sales] How Marketing Can Collaborate with Sales to Create Engaging Content
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. An organization''s marketing team is usually responsible for creating sales content, and communication and collaboration between the two departments can be rare. Let sales take the lead.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 15, 2014
    [Sales] How to Increase Employee Retention in Inside Sales
    Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. While I have my own thoughts as to why we''ve managed to retain our inside sales reps, I was curious to hear my team''s thoughts as well. No one should be OK with that.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 18, 2013
    [Sales] Sales Prospecting In The New Year With A Data Scientist
    Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. With a handful of days left to impact sales goals, it’s no wonder that some sales professionals are feeling the heat and starting to sweat. And sadly, less than two-thirds are making quota.
  • VIEWPOINT  |  THURSDAY, AUGUST 14, 2014
    [Sales] Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"
    But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 1, 2014
    [Sales] Are You Too Accommodating As An Inside Sales Manager?
    So recently, I''ve made a specific effort to balance both my assertiveness and my accommodation as an inside sales manager. This was an excellent resource for me as an inside sales manager. I was able to narrow down my leadership efforts. Since then, I''ve really made a point to consider alternatives to proactively manage conflict.
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