Highspot

JUNE 11, 2024

B2B sales reps forget 87% of what they learn within 30 days of training. No matter how solid your sales training program is, it won’t make a lasting impact without coaching. The problem is, many organizations still don’t know what good sales coaching looks like.

Sales 96

Sales Meeting Conversion B2B 96

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

STAR Results

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Facilitating peak performance. So how do we overcome this biased assertion?

Sales 336

Sales Networking Campaign Product 336

Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Veloxy

JUNE 15, 2023

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

STAR Results

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Territory 274

Territory Sales Relationship building Account management 274

Veloxy

NOVEMBER 6, 2023

Have you ever felt overwhelmed by the sheer number of tools and software at your disposal? Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle.

Sales 289

Sales Strategize Gaming Up-sell 289

Force Management

APRIL 18, 2024

Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. The best organizations know how to retain sellers with the most potential and ensure they’re positioned to perform and excel as they advance up the ranks. Making the move from sales rep to manager is a common career pathway.

Promote 129

Promote Follow-up Sales 129

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” The CRO and much of the top management staff would be gone, actually, that would have happened as win rates dipped below 30%. One gets the sense it’s par for the course in today’s sales world. Why would marketing or sales do anything other than this?

SQL 117

SQL Quota Presentation Prospecting 117

Partners in Excellence

MAY 14, 2024

We were talking about organizational design, performance, and a number of issues. We were talking about this in the context of organizational performance. But we can look at similar block diagrams we use to represent systems, organizational models, how we allocate our time, and any other thing.

GTM 109

GTM Represent Education Presentation 109

Martech

JUNE 14, 2024

The creatives included campaign management, graphics and copywriting, with a focus on content creation, campaign ideation, branding and storytelling. Analysts were after-the-fact people, reporting on performance, pulling together market research and collecting data. Are you getting the most from your stack?

Campaign 97

Campaign Launch Retail Technology 97

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 114

Sell Territory Consult Contract 114

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” They were probably top performers as sellers. Many sales leaders behave as though they have a big “S” painted on their chests. Then, the manager starts failing.

Closing 128

Closing Sell Sales 128

Salesforce

APRIL 24, 2024

Remember the last time you moved? You probably had to pack up too much stuff, transport it in a truck and unpack it in the new location – hoping it survived the trip. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. They don’t have to.

Customers 124

Customers Transportation Government UX 124

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel?

Pipeline 112

Pipeline Prospecting Closing Process 112

Search Engine Land

JUNE 4, 2024

While auditing PPC accounts from agencies, freelancers and in-house teams, I’ve found that Performance Max campaigns typically fall into one of four categories. Below, I’ll break down each category, discuss their pros and cons and share some insider tips on how we run our accounts.

Non-Profits 92

Non-Profits Campaign Cross-sell Retail 92

Partners in Excellence

APRIL 17, 2024

We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. But how many sellers have been trained on “change?” ” How many enablement programs include comprehensive training around change and change management?

High impact 119

High impact Service Growth Conversion 119

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?

Cross-sell 93

Cross-sell GTM Technology Technology 93

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people. And they don’t know how to coach.

Pipeline 110

Pipeline Meeting Technology Technology 110

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. I contribute my fair share to the clutter.)

Cross-sell 112

Cross-sell Pipeline Meeting Presentation 112

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. It comes down to regular examination of resources, performance, and potential. But will they?

Quota 116

Quota Territory Pipeline Sales 116

Search Engine Land

APRIL 19, 2024

Have you ever been in a situation where not everyone was on the same page? Here are some ways to set and manage expectations for PPC clients and agency teams. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success. Be detailed.

Contract 108

Contract Clients CRM Meeting 108

Martech

MAY 14, 2024

In essence, many marketing leaders know how to drive marketing results. However, they do not focus on or do not know how to market internally. Even if you achieve perfect sales attribution (direct and indirect), it still is not earnings or profit and not all marketing exposures are trackable.

Click Through Rate 110

Click Through Rate Promote Finance Technology 110

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on. Manages press.

Quota 92

Quota Pipeline Follow-up Start-ups 92

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Martech

JUNE 3, 2024

As companies prioritize “efficient growth,” vertical software has gained prominence due to its lower customer acquisition costs, higher expansion sales and stronger gross retention than its horizontal counterparts. Vertical software companies have lower acquisition costs, higher expansion sales and stronger gross retention.

Growth 116

Growth Pharmaceutical B2C Construction 116

Partners in Excellence

APRIL 10, 2024

For those of you scratching your heads, let me describe the tolerance tack up error. When we are designing a machine, we specify the dimensions and performance characteristics of each part in the assembly. You can imagine all the scenarios, where the variations that are within acceptable tolerances, when put together fail.

GTM 92

GTM Manufacturing Meeting Quota 92

Salesforce

MAY 20, 2024

We asked more than 4,800 marketers about how they’re using new data and AI tools. No matter which camp you find yourself in, we’re all trying to build better relationships that move our business forward. We surveyed marketers about how they are tackling this new era. Curious about how to create engaging content quickly?

Territory 126

Territory Follow-up Trust Start-ups 126

Search Engine Land

FEBRUARY 27, 2024

How many total paid search clients does the agency have and what is the average annual spend of their clients? What percentage of the company’s revenue does paid media management represent? Will you own your accounts or would they? It’s important that you always retain ownership of your account.

Retail 106

Retail Clients Contract Campaign 106

Partners in Excellence

NOVEMBER 6, 2023

I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals. The markets were very similar, the TAMs were similar, everything we looked at showed each region should be performing at roughly the same levels. What can we change that would dramatically improve performance?”

Territory 142

Territory Growth Presentation Meeting 142

Search Engine Land

MARCH 19, 2024

Performance Max ads have been touted as an efficient way to manage Google Ads across multiple Google-owned channels, making campaign management simpler for PPC advertisers. On the surface, I’ve seen great results from our clients’ Performance Max campaigns, but it’s certainly left me wondering which channels performed best.

Campaign 106

Campaign CTR Retail Networking 106

Search Engine Land

APRIL 1, 2024

These new capabilities allow you to generate reporting breakdowns of your audience and target individuals interested in your products or services who haven’t yet made a purchase. Meta now offers a new segment to analyze results in Ads Manager. Why we care. Report breakdown. Get the daily newsletter search marketers rely on.

Campaign 106

Campaign Launch Service Conversion 106

Search Engine Land

FEBRUARY 23, 2024

LinkedIn released a new guide detailing actionable steps and tactics you can take now to maximize campaign performance in the absence of third-party cookies. Amid regulatory changes and reduced identifiers, the playbook offers advice on how to meet the demand for personalized ad experiences in a cookieless world. Why we care.

A/B testing 122

A/B testing Finance Campaign CRM 122

Search Engine Land

MARCH 12, 2024

Earlier this year, Google announced the expansion of its Gemini generative AI model to support more products, including ad campaigns such as Search and Performance Max. All you need to start is your website URL and Google AI will help you create optimized Search campaigns by generating relevant ad content, including creatives and keywords.”

Campaign 126

Campaign Conversion Clients Technology 126

Partners in Excellence

MAY 17, 2022

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.

Sales 127

Sales High impact Conversion Process 127

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” You don’t want to be wasting your leads! Inevitably, even for our very best performers, their performance declines.

Start-ups 108

Start-ups Up-sell Sell Product 108