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

Veloxy

NOVEMBER 22, 2022

Sales managers. Are you experiencing these Salesforce challenges? These are BIG challenges—ones that could affect your chances of demonstrating Salesforce’s return on investment to the C-suite. Salesforce is the number one CRM in the world with over 150,000 sales org installments. If you are, you should be aware.

Non-Profits 264

Non-Profits CRM Contact Consult 264

Iannarino

DECEMBER 15, 2022

Forecasting is one of the more difficult tasks for sales leaders and sales managers. In times of uncertainty or instability, it can be even more challenging to predict the future. Add to this the 10 sales challenges we face, and forecasting is even more difficult.

Sales 275

Sales 275

Iannarino

FEBRUARY 26, 2023

Most sales organizations train their sales teams. Fewer train their sales leaders, even though the evidence suggests training sales managers improves their team's results. Five areas improve sales performance and solve the challenges of leading sales professionals.

Sales 292

Sales 292

Iannarino

FEBRUARY 6, 2023

Sales leaders and sales managers spend a lot of their time worrying about new opportunities. At the same time, they claim to want their sales pipeline to have integrity. One of the challenges with this approach to sales is that it doesn’t address the real issue: low sales effectiveness.

Pipeline 278

Pipeline B2B CRM Sales 278

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?

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Iannarino

AUGUST 17, 2022

Whether you call it a funnel, a pipeline, or deals in stages, it's crucial for sales leaders and sales managers to know that their sales team is creating and pursuing the opportunities that ensure they can reach their targets.

Pipeline 266

Pipeline Sales Presentation 266

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Iannarino

OCTOBER 12, 2022

There are two ways to describe what a sales manager does. There are several things that make it difficult for sales managers to reach their goals, and much of their work aims to overcome these challenges. One is to look at the outcomes they are responsible for creating.

Sales 260

Sales 260

Selling Power

AUGUST 25, 2020

Today's post is by Brian Trautschold, co-founder and COO at Ambition, the leading sales coaching and gamification software used by in-house and remote sales teams across the globe. You’ve heard it time and time again: Sales coaching is the number one thing sales managers can do to improve the performance of their reps.

Sales 56

Sales 56

Partners in Excellence

APRIL 5, 2024

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. As I mention, whatever your role (CEO; General Manager; CRO etc.)

Sell 110

Sell Territory Consult Contract 110

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. Annually spending by companies: Sales training $20 billion on sales training.

Sales 271

Sales Sales Support CRM Networking 271

Partners in Excellence

MARCH 26, 2024

One of the comments I find most striking is Bill’s focus on the future of selling: “Looking back, I have thoroughly enjoyed the challenges of selling, growing companies, and all the great people along the way. Initially, I provided the models to sales teams. Like most salespeople, I started ‘carrying a bag.’

Sell 99

Sell Cross-sell Finance B2C 99

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

Heinz Marketing

APRIL 18, 2024

By Tom Swanson , Engagement Manager at Heinz Marketing Last time we found out that ChatGPT struggles to make a visualized workflow. Challenges in Workflow Optimization : Workflow simplicity is key, but bespoke workflows tailored to teams are essential. word clouds, team-specific challenges). Enjoy the video below!

Process 99

Process Product Sales 99

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency.

Product 130

Product Quota Objectives and Key Results CRM 130

Martech

FEBRUARY 12, 2024

She couldn’t keep spending money on search words, emails, and sales events that didn’t produce revenue. The content for the new product line needed revamping, and sales were carping about the lack of leads. She also knew her management wanted to reduce her staff by 20%. Prompt: What are the challenges for marketing ops in 2024?

Lead generation 114

Lead generation A/B testing Government Customer Relationship Management 114

SaaStr

APRIL 20, 2024

Marketing hackers, sales hackers, product hackers. Will AI let ICs do more, with fewer managers? AI in Sales and Marketing AI is disrupting sales and marketing, particularly in support and SDR /BDR functions, due to the shortage of skilled workers and the potential for increased efficiency and cost savings.

Drivers/motivators 111

Drivers/motivators Growth Product Technology 111

Understanding the Sales Force

APRIL 29, 2013

Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. I am certainly not the only one scratching my head about why The Challenger Sale is getting so much attention. One of the premises of the Challenger Sale is that Relationship Selling and Solution Selling are dead.

Consult 78

Consult Sales Up-sell Drivers/motivators 78

Force Management

MARCH 19, 2024

Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively.

Territory 121

Territory Manufacturing Finance Process 121

SaaStr

MARCH 1, 2024

Dear SaaStr: What’s The Number One Challenge for Scale-Up Stage Founders? In SaaS, once you have even a few million in ARR, the #1 challenge is recruiting top-tier VPs and building a truly top-tier management team: SaaS products mostly don’t sell themselves. More here: What Order Should You Hire Your Management Team In?

Cold Call 105

Cold Call Engineering Gaming Up-sell 105

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.

Sales 133

Sales Represent Pipeline Strategize 133

Heinz Marketing

JANUARY 24, 2024

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Introduction Customer Relationship Management (CRM) tools have evolved significantly since their inception. Initially, it was about managing customer interactions and data, a practice crucial for businesses to understand and serve their clients efficiently.

CRM 93

CRM Customer Relationship Management Technique Technology 93

Search Engine Land

FEBRUARY 5, 2024

Reports of a coming sale emerged in November. The sale still will need regulatory and shareholder approval. About the sale. the Dutch parent company of the Yandex Group, agreed to sell all of its Russia-based assets, including Search, to a consortium made up of: Members of the senior management team of its Russian businesses.

Engineering 135

Engineering Government Up-sell Sell 135

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? Which approach and tools should you implement to make the most of this potential?

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

Search Engine Land

MARCH 27, 2024

In B2B marketing, the traditional approach of casting a wide net is increasingly being challenged by a more targeted and personalized strategy: account-based marketing (ABM). Increased sales and revenue: By concentrating efforts on high-value accounts, ABM can lead to higher conversion rates and increased revenue.

B2B 116

B2B Objectives and Key Results Strategize CRM 116

Martech

MARCH 27, 2024

In B2B marketing, the traditional approach of casting a wide net is increasingly being challenged by a more targeted and personalized strategy: account-based marketing (ABM). Increased sales and revenue: By concentrating efforts on high-value accounts, ABM can lead to higher conversion rates and increased revenue.

B2B 117

B2B Objectives and Key Results Strategize CRM 117

Heinz Marketing

MARCH 15, 2024

Only companies who genuinely grasp their customers’ challenges, goals, and buying journeys can tailor solutions and deliver tangible value. The key to unlocking value lies in alignment between your sales, marketing, and customer success teams—an alignment that comes from a singular, unifying force: customer understanding.

Growth 105

Growth Customers Objectives and Key Results Teamwork 105

Search Engine Land

JANUARY 24, 2024

Managing tens or hundreds of thousands of SKUs poses a challenge for advertisers, making it hard to focus on individual products. Using product scoring, you can systematically choose which products to emphasize in your marketing and sales efforts, focusing on those with the strongest potential for advertising success.

Campaign 120

Campaign Profit margin Product Construction 120

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales 86

Sales Strategize Conversion Sell 86

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales.

GTM 90

GTM Customers Contract Go To Market 90

Sales Gravy

FEBRUARY 25, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked.

Growth 95

Growth Strategize Technology Technology 95

Martech

APRIL 9, 2024

Effective search is the foundation of a successful digital asset management (DAM) system. The role of metadata in digital asset management DAM is more than a technology; it is a people- and process-driven experience. And, if you thought finding an image was challenging, finding a video is also challenging because it is moving.

Government 120

Government Represent Trust Technology 120

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. It's about guiding teams through challenges and inspiring them to achieve collective success.

Technique 81

Technique Technology Technology Trust 81

RAIN Group

DECEMBER 20, 2023

2023 has seen sellers and sales organizations adapting to longer sales cycles and more deals lost to no decision. More than ever, sellers were challenged to be resilient while maintaining a tight focus on value, building relationships, and being responsive to buyers’ changing needs.

Sales 107

Sales Product 107

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Non-Profits 52

Non-Profits CRM Teamwork Sales 52

Force Management

OCTOBER 26, 2023

In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. This can lead to disorganized sales behavior and increased discounts, creating unnecessary stress for managers and sales representatives alike as they try to close deals that are not yet fully developed.

Cross-sell 112

Cross-sell Sell Represent Sales 112