Veloxy

MARCH 23, 2023

In 2018, Salesforce found that only 57% of salespeople expected to hit their quota. Jump to 2022, and Salesforce found that a staggering 72% of salespeople expected their team to miss annual quota. We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

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

JULY 16, 2021

The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The stereotype that defines salespeople as pushy, smarmy, lazy, high-pressure, self-oriented, entitled, and willing to do absolutely anything to win a deal hasn’t been true for decades. Lazy, Sloppy Poseurs.

Prospecting 304

Prospecting Cold Call Pitch Negotiate 304

Veloxy

AUGUST 25, 2022

There are many factors that cause sales stress. Sales is commonly ranked as one of the most stressful professions in the country. In addition to the intense and competitive work environment, sales reps and managers also have to juggle their work life balance and other commitments. Pressure to hit quota.

Sales 182

Sales Quota Contact Clients 182

Partners in Excellence

MARCH 12, 2024

” Another thing struck me: “And I love what professional selling is not. Why I Love Sales Dave, I found your question very thought provoking. As I pondered my response, I arrived at several reasons why I love Sales. Sales IS business. Preface : Don Mulhern is a great friend and colleague.

Sell 122

Sell Assembly Line Territory Sports 122

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 80

Cold Call Territory Prospecting Sales 80

Partners in Excellence

MARCH 17, 2024

One line stood out, “But the most powerful reason is because sales make me feel useful.” ” This is the question David Brock has asked a few salespeople… I also respond to the invitation. I’m afraid that to answer the question, I have to first give a long explanation of how I came into the world of sales.

Sell 73

Sell Consult Management Consulting Clients 73

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. What is a Field Sales Route Planner? Maximizing your time on the road is at the center of a worthy route planner. Here’s why.

Territory 221

Territory Gambling Commission Quota 221

Veloxy

MARCH 7, 2022

We were named to G2’s 2022 Best Sales Software Awards for the first time ever. “This award reaffirms our dedication to supporting our end users, and their sales goals and overall pursuit for happiness.” ” Would you like to know why else Veloxy ranked #41 in G2’s Sales Sofware list? ” . .

Sales 217

Sales Trust Growth Technology 217

Iannarino

AUGUST 2, 2021

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a repeatable process for salespeople is supposed to ensure success, but it rarely creates value for clients. You need to make sales. You need help now. A Process Past Its Prime.

Process 329

Process Sales Clients Conversion 329

Iannarino

JULY 20, 2021

The new sales conversation has shifted to new areas where buyers need greater help. While some decision-makers and decision-shapers still have “ legacy expectations ,” more and more, they are left unimpressed and unsatisfied by their conversations with salespeople. What They Should Do. There are two common scenarios here.

Clients 319

Clients B2B Up-sell Gaming 319

Partners in Excellence

MARCH 26, 2024

I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.” ” Why I’m So Interested In Selling I worked as a finance manager for a large tech company early in my professional career. .” Initially, I provided the models to sales teams.

Sell 103

Sell Cross-sell Finance B2C 103

Iannarino

JULY 24, 2021

There are (still) only two things we do in sales: we create opportunities and we pursue them. Build your sales workday around the outcomes you need to create, working in the order that enables the next outcome. There is an order of importance in sales, prioritizing certain tasks over others. In Order of Unimportance.

Sales 302

Sales Clients Prospecting Meeting 302

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Sell 74

Sell Gaming Clients Sales 74

Iannarino

JULY 31, 2021

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. Grove had an admirable penchant to treat his sales force as the best source for figuring what was going on with Intel’s clients. Here’s how an OKR breakdown might look for a professional sales force. The First OKR: Opportunity Creation.

Objectives and Key Results 343

Objectives and Key Results Contract Sales Clients 343

Understanding the Sales Force

APRIL 3, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. When it comes to coaching up salespeople, there are many conditions that must be met. Next, let’s look at the salespeople.

Construction 52

Construction Relationship building Up-sell Follow-up 52

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. We know that 50% of all salespeople suck, but with one huge difference from my baking. Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like.

Territory 77

Territory Objectives and Key Results Account management Sales 77

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

GTM 81

GTM Sales Manufacturing Lead generation 81

Partners in Excellence

MARCH 22, 2024

His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. I grew up in a family of professionals.

Sell 73

Sell Retail Cold Call Commission 73

Partners in Excellence

APRIL 16, 2024

It involved interviews of senior sales executives. Each was a senior sales executive responsible for $100s of millions to billions in revenue. As I look to the future of our profession, with people like Inshal moving into sales careers, I have nothing but confidence about the future of our profession. Marketing, sure.

Sell 113

Sell Pitch Account management Up-sell 113

Sales Gravy

AUGUST 11, 2023

Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience in building and leading a successful sales team.

Healthcare 71

Healthcare Trust Growth Technology 71

Hubspot

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Objectives and Key Results 76

Objectives and Key Results Objection handling Construction Represent 76

Force Management

MARCH 23, 2022

Sales managers are charged with training, motivating and coaching sales professionals on a daily basis. Your salespeople look to your front-line managers for professional development and expect to be provided the necessary resources, guidance and knowledge to be successful in their role.

Drivers/motivators 93

Drivers/motivators Sales 93

Sales Pop!

FEBRUARY 26, 2024

We discussed the huge impact emotions and coaching have on sales teams. Sales Leaders Set the Tone John and I talked about how sales managers shape team engagement and performance. Many sales leaders get promoted for sales skills without leadership training. But managing and coaching are very different.

Healthcare 59

Healthcare Relationship building Pitch Trust 59

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

Understanding the Sales Force

APRIL 1, 2024

Well was the sermon about salespeople? I don’t want to be dismissive of the true meaning of Easter but at the same time, is anything I wrote above applicable to salespeople? They should be reading about sales. No, of course it wasn’t. But it sure as heck could have been. Some take this membership very seriously.

Consult 62

Consult Up-sell Service Sell 62

Understanding the Sales Force

NOVEMBER 14, 2023

This article was easy to write because the movie contrasts the best and worst salespeople. This makes two movie posts in a row as I used Sound of Freedom to illustrate that companies don’t know what they don’t know about sales. It was Amateur versus Professional. It was David versus Goliath. They were consistent.

Objectives and Key Results 77

Objectives and Key Results Entertainment Drivers/motivators Quota 77

Sales Gravy

JULY 21, 2023

Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. teaches coursework around innovative marketing and sales messaging.

Consult 82

Consult B2B Education Sales 82

Highspot

JUNE 1, 2023

Major advances include: generative AI for sales enablement, enterprise-class training and coaching, and ​​services and success resources that empower revenue teams to scale what good looks like in business-to-business (B2B) selling. Companies everywhere are intent on increasing efficiency, which requires running programs with rigor.

Launch 98

Launch Education Strategize Pitch 98

Hubspot

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units.

Non-Profits 85

Non-Profits Drivers/motivators Quota Represent 85

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". To Sell, You Have to Take Action As a sales professional, you face a simple choice.

Prospecting 85

Prospecting Strategic planning Referrals Strategize 85

The 5% Institute

JUNE 18, 2023

In today’s highly competitive business landscape, effectively managing a sales force is crucial for the success of any organization. A well-managed sales team can drive revenue growth, build strong customer relationships, and contribute to the overall success of the company.

Construction 52

Construction Customer Relationship Management Teamwork Drivers/motivators 52

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

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

criteria for success

JULY 26, 2022

Sales communication is a vital skill for salespeople. If you are wondering how your team stacks up, use this tool to score your team’s sales communication skills. Sales Communication with… 1. Do your salespeople send clear, actionable follow-ups after meetings? Let's Talk Sales! Management.

Construction 98

Construction Referrals Represent Sales 98

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales 82

Sales Presentation Technology Technology 82

Salesforce

MARCH 7, 2023

People around the world rely on our Customer Relationship Management (CRM) platform to keep business running. Core responsibilities include supporting users, managing data, maintaining security standards, and delivering actionable analytics. Take, for example, your sales team. What does a Salesforce Administrator do?

Healthcare 98

Healthcare Technology Technology CRM 98