Veloxy

MARCH 15, 2023

As forward-thinking companies transition from traditional sales enablement to revenue enablement, it’s important to understand that 42% of businesses still don’t have a sales enablement program. That’s a HUGE problem. Let’s get started. What is revenue enablement? Why is revenue enablement important?

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

STAR Results

APRIL 20, 2021

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Given limited budgets, you need to figure out how to maximize your ROI?

Sales 271

Sales Sales Support CRM Networking 271

STAR Results

AUGUST 26, 2021

Sales Manager’s Success Checklist. How can you assess if you are on track? It is far too early to look at sales early. Go through the checklist below and see how many items you have completed ensuring that you are on track. Have you identified and communicated your key success factors to your team?

Quota 279

Quota Sales Represent Start-ups 279

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

JANUARY 23, 2024

Wondering how to leave a lasting impression on your customers? This guide cuts through the jargon, outlining how field marketing works, why it’s critical for your brand, and the steps to deploy these strategies effectively. Field marketing might be the answer. Grab a warm coffee or tea and let’s get started!

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

STAR Results

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” Tap into the WHY! ” As we all know, the answer is not so easy.

Drivers/motivators 206

Drivers/motivators Objectives and Key Results Commission Sales 206

Tibor Shanto

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit. Hear me out.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow.

Product 130

Product Quota Objectives and Key Results CRM 130

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. As a leader, it’s likely that your team has a mix of both. As a leader, it’s likely that your team has a mix of both. This was my first year going through a year-end managing a team.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Veloxy

DECEMBER 7, 2022

AI sales assistant software programs play an increasingly important role for sales teams. So, choosing the best AI sales assistant is crucial. There are many different AI for sales programs now available. In this post, we will explain what AI sales assistant software is and how it works.

Sales 246

Sales Entertainment Pipeline Follow-up 246

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Veloxy

NOVEMBER 15, 2022

Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. What are the benefits of account based sales strategies? How can your organization embrace account based selling models? It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Salesforce

APRIL 24, 2024

It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. It can be a useful and even necessary step in managing enterprise data.

Customers 124

Customers Transportation Government UX 124

Partners in Excellence

MARCH 26, 2024

But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully. I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.”

Sell 97

Sell Cross-sell Finance B2C 97

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. Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play.

Commission 104

Commission Territory Quota Drivers/motivators 104

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Cold Call 78

Cold Call Territory Prospecting Sales 78

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs.

Quota 109

Quota Finance Drivers/motivators GTM 109

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 121

Sales High impact Conversion Process 121

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!” ” They go on to say, “The easiest way to hit your goals is to give all the best opportunities to your top performers.!”

Start-ups 103

Start-ups Up-sell Sell Product 103

Search Engine Land

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. How are companies succeeding in this new era of marketing?

Government 114

Government Campaign Follow-up Conversion 114

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 105

Customers Contract Consult Electrical Engineering 105

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

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. 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!”

Pipeline 106

Pipeline Meeting Technology Technology 106

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. Avoid premature AE expansion.

GTM 105

GTM Pipeline Strategize Strategic planning 105

Heinz Marketing

MAY 13, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. Here, we’ll go over what that means, how to measure it and provide steps you can take to improve your sales process. Great Sellers are Great Researchers.

B2B 102

B2B Sales Drivers/motivators Up-sell 102

Salesforce

NOVEMBER 21, 2023

Most likely, your mobile team is already doing this without much guidance or forethought. But the question is, how can you reach this audience at the right time, with the right message, in a way that doesn’t make them feel like they’re being sold to during a service visit? They also know that customer trust can lead to more sales.

Service 105

Service Growth Cross-sell Appointment 105

Salesforce

AUGUST 24, 2023

I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue. See how it works What is a sales dashboard?

Pipeline 98

Pipeline Quota Lead generation CRM 98

Martech

MARCH 20, 2024

Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. Don’t default to talking about the products or services your company provides or how it delivers them. However, the ROI can be enormous.

Strategize 105

Strategize B2B Legal Launch 105

Sales Pop!

MAY 9, 2023

In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. Building a successful sales team requires the right talent, strategy, and leadership.

Drivers/motivators 98

Drivers/motivators Sales Follow-up Pipeline 98

SaaStr

FEBRUARY 20, 2024

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same.

Go To Market 92

Go To Market Territory Technique A/B testing 92

Search Engine Land

OCTOBER 24, 2023

Managing an SEO team usually means that you’re taking on the world with some talented people. So, how can you lead an SEO team effectively, helping to grow their skill sets in the right direction? And, critically, how can you keep your team motivated in a world (wide web) of smoke and mirrors?

Drivers/motivators 107

Drivers/motivators Intrinsic SQL Education 107

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. See also What is a sales pipeline — and how can you build and optimize yours?

Process 52

Process Non-Profits Negotiate Legal 52

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.”

Sell 105

Sell Education Territory Engineering 105

Salesforce

SEPTEMBER 25, 2023

High performers, on the other hand, are past that phase. We’ll highlight some of these high performers, including Schneider Electric , Rossignol , and General Mills. They’re more likely to use AI in product and service development, risk modeling, performance management, and more. Here are their stories.

Electricity 133

Electricity Appointment Sports CRM 133

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

Highspot

NOVEMBER 21, 2023

Explore how they drive their team to achieve immediate goals while building loyalty for long-term business growth. This guide reveals how to lead with unparalleled skill. What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? What Sets Great Sales Managers Apart?

Objectives and Key Results 52

Objectives and Key Results Teamwork Sales Quota 52