Top Sales KPIs for Your B2B Sales Reps

Zoominfo

Unclear sales goals are costly. vague or hard-to-define objectives can be the biggest barriers to a rep’s success. KPIs should match the specific needs of your sales team. The Sales KPIs You Need to Know. Sales Rep Activity. Sales Development.

Top 14 Sales Skills Every Sales Rep Must Master

InsightSquared

The best sales teams consistently deliver for their organizations, plain and simple. This is no mistake, as the elite teams are relentless in their development of sales skills. Superb sales skills do not come naturally to every young rep. Time Management.

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The Ultimate Prospecting Tool for Sales Reps: Your Network

InsightSquared

The sales process is a race against numbers and time. . Reps are racing to hit quota within an allotted time frame. Sales ops is racing to capture sales data in real-time to enable data-driven decision making. This research process is common for most reps.

Deepening B2B customer relationships with “the funnel beyond the funnel”

Biznology

You’ve been developing a fresh idea for B2B marketers that you call “the funnel beyond the. funnel.” For years, B2B marketers have focused on demand generation, or top-of-the-funnel activities. But I argue that we can create a durable competitive advantage by focusing on the customer in the funnel beyond the funnel; that is, the set of systems, processes, and technologies to drive value after the customer has signed the deal and continues along their journey with you.

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

How AI is Changing the Sales Process

InsightSquared

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. In fact, Gartner reported by the year 2020, AI will become a more integral part of the sales process for up to 30% of companies around the world. Strengthens Communication With Sales Leads.

A Sales Management System

InsightSquared

“There’s no stronger time than now, where a sales executive needs a really strong partnership with business ops or sales ops or revenue ops,” said Todd Abbott, as he opened his presentation at Ramp 2019, the revenue ops event of the year hosted by InsightSquared. When forecasts are missed, confidence is lost and job security for the sales executive, and in turn the CEO, can be in jeopardy. That strategic framework starts with documenting the sales process.

Chief Revenue Regrets – The Sales Leader Blindspot: Early Stage Funnel

InsightSquared

Yet, we are still running forecast and funnel reviews just as we did decades ago … interrogating and inspecting deals to assess the quality of the funnel to meet the number. Forecast vs Funnel Review. Neglecting the Early Funnel. Improving Funnel Throughput.

How to systemize the way your sales reps generate, manage and close opportunities

InsightSquared

We recently spoke with Joe Flynn , Senior Vice President of Global Sales at Amadeus Hospitality about how he uses InsightSquared to help his reps better focus, drive the right behaviors and generate more results. Q: How does your team use InsightSquared to make sure that your reps are keeping on top of every opportunity? Joe: I suggest reps use InsightSquared to look at their in-month opportunities that are late-stage. Q: When do reps see the Momentum score?

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The Top Sales Coaching Tactics, According to 500+ Sales Professionals

Hubspot

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

How Marketers Can Help Reps Use Sales Content Effectively

Marketing Interactions

Most marketers treat content like a tactic, not a product offering. Links to the next part of the story, process, or thinking about how to solve the problem or, in the case of customers, what to do now that they’ve solved the original problem. The Job of Sales Content.

Five ways to make your reps more productive

InsightSquared

As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward. They can run a one-time clean-up of that data, and establish processes to keep the data clean.

Ultimate Guide to the Data-Driven Sales Funnel

Zoominfo

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels?

Sales Operations Manager Job Description

InsightSquared

Sales operations managers play a crucial role in making sure sales teams are firing on all cylinders. They tackle much of the heavy lifting in Salesforce.com (or other CRM systems) and continuously optimize processes to make lives easier for sales reps and managers, giving them more time to focus on what they do best – sell. Click here to get a free sales operations manager job description template. ).

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Sales Kickoff Beyond the Meeting: How to Plan & Execute a Successful SKO

Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan

Join Bigtincan's Director of Sales Enablement, Beverlie Heyman, and Sr. Sales Enablement Manager Jared Hibbs for a discussion on strategies to ensure your SKO is as efficient and effective as possible.

How Do You Build A Sales Rep Scorecard?

Zoominfo

When you don’t give a sales team, or individual representatives, metrics to base their success off of, success is rendered arbitrary. But if you don’t look for context around what’s happening, hold reps accountable, nor can you find blind spots in your sales process. When you ask sales leaders about their best sales rep, the answer is usually the person with the most closed deals. What Is A Sales Rep Scorecard And Why Do You Need One?

Chief Revenue Regrets: Relying on Reps to Provide Forecasting Deal Data

InsightSquared

Fact: Your sales reps, regardless of how great they are, will never deliver the level of hygiene required to give you confidence in your CRM data. That made it difficult to assess the health of my funnel and have confidence in the forecast that I was accountable to deliver. .

How to Synch Marketing and Sales to Achieve Growth

Vision Edge Marketing

One of the primary reasons is that Marketing and Sales are not in synch. HubSpot found that in one in four companies, the Sales and Marketing teams are misaligned or rarely aligned. How to Evaluate Your Sales and Marketing Alignment.

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15 Indispensable Company Research Tools for B2B Sales Reps

Zoominfo

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. Final Thoughts Regarding Research Tools for Sales Reps.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

Sales Account Management: Your Go-To Guide for Greater Growth

Zoominfo

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. Define Your Account Management Responsibilities.

Tactical video for technology sales and marketing

Biznology

They need tactical videos that support their sales and marketing content strategy. Tactical videos have specific objectives: establish a value proposition in the prospect’s mind, put across a memorable product differentiator, describe a new use case. Different kinds of tactical video. I’ve adapted this model to show how different kinds of tactical video might serve to advance the kind of buyer’s journey typically encountered in technology businesses.

6 Steps To Optimizing Your Sales Process

Zoominfo

So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Even the most evergreen processes need some upkeep once in a while. B2B Sales

4 Free Tools to Streamline Your Remote Sales Force

InsightSquared

For those of us in the sales profession, we are fortunate to have a remote work option (in most cases) that allows us to continue working. While we cannot impact the behavior of your buyers, we can ensure that you and your sales organization do not skip a beat during this time of uncertainty.

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The Ultimate Buyer’s Guide for Sales Enablement Platforms

According to Gartner, 15% of all technology spending in 2021 is predicted to go toward sales enablement technology. When identifying a platform that bridges the gap between sales, marketing and customers while staying within budget, the selection process quickly becomes overwhelming. So, what features do you need to consider? What questions should you ask? Our buyer’s guide will help you evaluate your options and find the sales enablement solution best suited to your needs.

Understanding Click Funnels vs. Sales Funnels

Sharpspring

Creating an effective sales strategy requires you to know your customer journey inside and out. Using models like sales funnels and click funnels can help you build the path you want your customers to take on their way from prospect to buyer. What is a Click Funnel?

Map Your Sales Funnel for a Smoother Sales Journey

Zoominfo

Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. What is Funnel Mapping?

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How to Build a B2B Sales Funnel That Rakes in Dream Customers

Zoominfo

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep.

Triple Touch: A Stealth Sales Tactic for Rapid Prospect Responses

Zoominfo

It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. Here’s the thing, if you’re in sales, you know that getting B2B prospects’ attention is tough.

Build a Successful and Results-Driven Sales Culture

Speaker: Gary Galvin, CEO, Galvin Technologies

Every business asks the same question: How can we increase revenue? Gary Galvin is here to answer that question. He will help you define metrics to drive success, empower your sales team, and create a culture driven by results and accountability; because when your team clearly understands what path they’re on and why they’re on it, they are that much more likely to achieve results.

Using Data to Run Your Sales Development Team

InsightSquared

Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. Running the sales development team at InsightSquared has afforded me the opportunity to create such an environment and keep our team motivated by exposing a clear path to improvement. Last week, I talked about how to use data to run your sales development team and drive results during a live webinar.

Five Sales Enablement Tactics B2B Marketers Need to Master

Webbiquity

Sales enablement significantly drives higher conversion rates and revenue. Nearly 75 percent of organizations using sales enablement tools say it greatly influenced sales growth over the past 12 months. Even though it’s been around for a while, sales enablement has undergone several improvements, with dozens of tools for sales professionals , solutions, and software platforms to make it easier and faster for reps to do their job. Guest post by Mary Ade.

A Content Marketer’s Guide to the Sales Process

DivvyHQ

If your company is trying to grow, your content marketing and sales teams can't stay snuggled in their comfy silos. Instead, they need to support each other through every step of the sales process. But what does that process look like, and how can content support it?

How to Create an Effective Social Media Sales Funnel

Sharpspring

And both loyalty and brand recognition hugely contribute to your company’s sales funnel. In fact, social media marketing can boost any part of your conversion funnel, from awareness to brand advocacy.

16 Go-to-Market Plays for Your Entire Sales Funnel

After gathering some of the best go-to-market plays from our own B2B sales and marketing pros, we've package them here for you. Try one of these 16 plays in your next salesflow or as inspiration for your next winning sales engagement strategy.

How to Get Past the Gatekeeper, According to Sales Reps

Hubspot

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. How to Get Past the Gatekeeper in Medical Sales.

Introduction to Lead Management

B2B Lead Generation

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI. I think the major cause for poor lead conversion and ROI is the lack of lead management, also known as passing unqualified leads, or marketing qualified leads (MQLs), directly to sales reps.

4 Ways to Optimize the Middle of the Funnel | Lead Management

Marketo

The middle of the demand generation funnel receives way less attention than it deserves. At the top of the funnel, marketing increases traffic and fills the database with new leads through paid ads, social media, search, referral programs, and a variety of other channels.

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When Does It Make Sense to Hire Sales Reps for Your Business?

Single Grain

Many people think that the fastest way to grow a profitable business is to bring in sales reps early in the process to start closing deals and getting customers. For this reason, a lot of startups jump the gun on building a sales team, which can be a costly mistake. Some startups have the opposite problem, and they wait too long to hire sales reps. I'm a big believer that you shouldn't hire a sales rep without testing out sales yourself.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.