Veloxy

MARCH 23, 2023

We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before. We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before. Yet, the sales organization is failing to crush their quota, let alone hit it.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

SalesLoft

MAY 3, 2024

If you’re struggling to maintain productivity and close deals with a leaner revenue team, you’re not alone. Hard Choices: Lean Revenue Team Options When revenue teams shrink, it feels like you have two choices: Work fewer deals, or Work the same number of deals but see sales cycle times increase. Smoother handoffs.

Engineering 52

Engineering Closing Account management Represent 52

SalesLoft

MAY 14, 2024

each interaction is a critical point in time to capture valuable insights that sellers can act on to move a deal forward. all of your sales conversations – making it easier to walk in your buyers’ shoes and provide value with every interaction. Buyers and sellers are constantly engaging across a variety of channels.

Conversion 52

Conversion Quota Meeting Up-sell 52

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. See how it works What are sales targets? See how it works What are sales targets? Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But do they really want to buy, or are they just window shopping?

Contract 119

Contract Negotiate Follow-up Contact 119

SaaStr

NOVEMBER 27, 2023

​Accurate sales forecasting is more critical to business success than most realize. During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.

Territory 96

Territory Process Sports Pipeline 96

Tibor Shanto

JANUARY 18, 2022

Last week I started these two parts look at planning for a successful sales year. One thing that may not have come across is that planning is an ongoing process, rather than a periodic thing. Like training or coaching, it is not a thing but a companion, one that must be constantly cared for. That Looks Like Success.

Sell 157

Sell Process Sales Prospecting 157

Veloxy

JULY 19, 2023

Are you struggling to optimize your sales territories and boost your sales team’s productivity? In this blog post, we will guide you through the essential steps to create an effective sales territory management plan that will lead your team to success. Get ready to unlock your sales potential and achieve maximum results!

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

Martech

DECEMBER 15, 2023

HubSpot’s November releases include deal pipeline rules, improved funnel reporting, allowing prospects to add guests to meetings on the scheduling page and more. Note : Reports created in the legacy custom funnel report builder will be available until February 2024.

CRM 112

CRM Pipeline Contact Meeting 112

Partners in Excellence

MAY 6, 2021

Mostly, if managers are coaching performance at all, it’s tactically oriented; how do we win this deal, how do we fill the pipeline, what are you doing in this next call… ? When I was responsible for major accounts, I would make my account planning process a collaborative process with my customers.

Territory 164

Territory Growth Pipeline Process 164

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.

Sales 52

Sales Technique Objection handling Pitch 52

Partners in Excellence

JUNE 22, 2020

Deal review after deal review, I see the same thing. Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). ” It is the customer’s buying process. We can help them with the process. They try to send more content.

Process 146

Process Pitch Meeting Customers 146

SalesLoft

NOVEMBER 16, 2023

Each time your team records a sales call, you gain access to critical insights that improve handoffs, progress deals faster, and upskill reps. A better way to use conversation intelligence across each stage of the sales process is to integrate the data with your team’s existing workflow. It improves sales outcomes.

Conversion 52

Conversion Process Sales Strategize 52

SalesLoft

MAY 14, 2024

Sales forecasts are a critical business tool but many sales teams find them difficult to produce. The good news is that as a RevOps, sales professional or sales leader, you have lots of help waiting to be tapped when it comes to creating and delivering accurate sales forecasts. Finally, the GM sends it to the CRO.

Sports 52

Sports X-functional Pipeline Sales 52

Sales Hacker

JUNE 16, 2022

Successful sales leaders were once great salespeople. They know how to identify and qualify opportunities, progress them, maximize the revenue, forecast accurately and close the deal. Today’s sales leaders require more than the above. Coach your team to success.

Territory 82

Territory Objectives and Key Results Pipeline Sales 82

Partners in Excellence

MARCH 11, 2021

Who in the sales organization owns the responsibility for a deal? Who is responsible for leading the development and execution of the deal strategy? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” Managers play a critical role in the process.

Promote 139

Promote B2B Start-ups Meeting 139

SalesLoft

MARCH 16, 2020

Check out these pro tips and best practices for SDRs all the way to sales leaders, broken out by role below. For Sales Managers . Use Live Call Studio for Coaching & Conversation Intelligence for Call Review. Valuable coaching opportunities aren’t limited to the sales floor. For SDRs & AEs.

Sell 129

Sell Pipeline Contact Inside sales 129

Sales Pop!

DECEMBER 22, 2023

In the competitive world of sales, transforming “maybes” into closed deals is the ultimate goal. But how do you achieve this consistently and create a predictable sales process? This data can be used to identify areas for improvement and optimize the process over time.

Process 59

Process Pipeline Sales Closing 59

Adaptive Business Services

MAY 3, 2023

What are my/our sales for the month? Certainly I think it does for salespeople, solopreneurs, and small sales teams. Certainly I think it does for salespeople, solopreneurs, and small sales teams. All of this comes via coaching. Nor have I ever required extensive reporting from my salespeople. Serious as a heart attack.

CRM 122

CRM Pipeline Consult Business Services 122

InsightSquared

JUNE 23, 2020

Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process. As a team leader, you hold weekly or biweekly pipeline reviews with every rep to gauge the health of their active deals. It’s easier than you think.

Pipeline 118

Pipeline CRM Strategize Trust 118

Salesforce

APRIL 18, 2023

Welcome to #Salesblazer Q&A, a column by sales pros, for sales pros. Dear Salesblazer: What is generative AI and how will it affect sales reps’ jobs over the next year? Get deals done, make customers successful, and help your company grow. Get started What is generative AI for sales? Have a question?

CRM 98

CRM Pitch Territory Presentation 98

Gong.io

MARCH 16, 2020

1 Make Pipeline Reviews Strategic. 1 Make Pipeline Reviews Strategic. If you’re going to get this whole remote thing right, step one is making sure everyone on the team has visibility on what’s happening in deals. . Getting information to flow in your team will allow you to start the week strong with *actual* pipeline reviews.

Pipeline 145

Pipeline Quota Sales Strategize 145

Highspot

MAY 30, 2024

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. This lets you customize your sales approach for each customer segment.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Gong.io

SEPTEMBER 30, 2022

Need to up-level your Gong Deals game? We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. Let’s start with 6 suggestions from Sales Directors. 6 Gong Deals best practices from Sales Directors. Deal warnings help you surface risk from the start. No surprises.

Angle 62

Angle Start-ups Territory Gaming 62

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

CRM 118

CRM Pipeline Sales Strategize 118

SalesLoft

JANUARY 24, 2024

As a sales manager or revenue leader, the dilemma is not in establishing the goal, but in the setting, checking and adjusting them to ensure success. The goal management process can often be more challenging than the goal itself. With so much experience it’s surprising that we are all not experts in achieving them.

Objectives and Key Results 59

Objectives and Key Results Sales Meeting Represent 59

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard?

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

The 5% Institute

JULY 4, 2023

In today’s competitive business landscape, reviewing sales performance is crucial for companies aiming to achieve sustainable growth. By analysing sales data and evaluating key metrics, businesses can identify strengths, weaknesses, and opportunities, enabling them to make informed decisions and drive revenue.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

Sales Hacker

NOVEMBER 23, 2020

Finish strong with deal reviews. Holding effective deal reviews is one way you can play an active role in helping your team achieve a strong finish to the year. Holding effective deal reviews is one way you can play an active role in helping your team achieve a strong finish to the year. Teams are tired.

Closing 120

Closing Cross-sell Contact CRM 120

SalesLoft

DECEMBER 8, 2023

Everyday, the alarm bells are loudly ringing regarding the current state of outbound Sales. Our Commercial Sales organization just increased our AE-sourced Closed Won ARR by a whopping 51% per AE in Q3. ” — Our sage VP of Sales in EMEA, Marcus Oulds. Don’t believe the hype. Effective modern outbound is alive and well.

Sales 52

Sales Pipeline Negotiate Prospecting 52

SaaStr

DECEMBER 16, 2022

Starting with inbound leads, Chief Marketing Officer at SalesLoft, Lauren Vaccarello, shares secrets for optimizing your process, nailing handoffs, and increasing efficiency all the way through implementation. Let’s begin with the understatement of the century — sales is really hard! The same is true for sales. Automate it.

Follow-up 89

Follow-up Closing Start-ups Pitch 89

Partners in Excellence

AUGUST 10, 2023

We (including me) spend a lot of time talking about the importance of coaching/developing our people. Unfortunately, high impact coaching is rarely done. If we “coach,” too often, it isn’t a collaborative discovery/learning process. Their own managers aren’t great role models, as coaches.

Territory 62

Territory High impact Pipeline Strategize 62

Sales Hacker

OCTOBER 27, 2021

Artificial intelligence (AI) for sales – buzzword or solution? AI-driven sales tech is emerging as a practical answer for many of the challenges facing sales leaders, trainers, managers, coaches, and sales enablement pros. B2B sales is evolving, and the Zoom boom of 2020 has only accelerated those changes.

Sales 104

Sales Education Inside sales Quota 104

Sales Hacker

APRIL 10, 2023

Too often, I see sales teams thinking of their “ sales process ” as a set of stages in their pipeline and maybe a bunch of fields to complete at each stage. I’ll walk you through it — and how to change your processes to win your deals by focusing on the actions you control. Price gap We were too expensive.

Process 92

Process Sales Price Drivers/motivators 92

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Why Analyze Your Sales Performance?

Objectives and Key Results 59

Objectives and Key Results Quota Sales Promote 59

Gong.io

JANUARY 1, 2021

All sales organizations are masters of sales tactics. . And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118

The 5% Institute

MAY 16, 2023

Sales is the lifeblood of any business, driving revenue and growth. However, achieving consistent sales success can be challenging, even for experienced professionals. That’s where sales coaches come in. What is a Sales Coach? What is a Sales Coach?

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52