Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Can sales and marketing work together to identify our target accounts? Marketing’s idea of what is a high-priority account needs to match sales’ idea of a high-priority account, or your ABM strategy won’t work.

Cross-sell 118

Cross-sell Territory B2B Technology 118

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. As a result, data silos emerge.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Sales Hacker

OCTOBER 27, 2022

Moody, Men Who Sell Things, 1907. Sales cycle lengths extending? However, I’ve also failed to see a sales environment where learning from mistakes is prioritized. In most sales organizations: Wins are celebrated. As a sales leader, merely telling the team, “It’s ok to lose” isn’t enough. 3 ways to embrace losing.

Pipeline 88

Pipeline Territory Referrals Quota 88

Anthony Cole Training

JANUARY 19, 2015

Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Sales taking too long. As a senior sales executive, your job is to get to the root of the problem and then begin the process of addressing/fixing the problem.

Pipeline 208

Pipeline Drivers/motivators Sales Consult 208

Salesforce

OCTOBER 11, 2022

“Our selling motions may never be the same.” ” Those are among a handful of common refrains I hear from sales leaders these days — many of whom are on the hook for promoting efficient growth, even as we face an economic recession. .” Example of a sales account prioritization matrix.

Promote 98

Promote Growth Objectives and Key Results Up-sell 98

Sales Hacker

APRIL 16, 2020

Looking at the sales space, we are facing a few very specific challenges. As a result, all selling approaches that focus on selling a product or taking an order will fail. The same is true for sales enablement. In critical times, only sales enablement that’s been proven to move the needle will survive.

Growth 69

Growth Objectives and Key Results Cross-sell Quota 69

Women Sales Pros

JANUARY 24, 2019

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick-start sales for the year. We didn’t even mention the fact that your sellers may sell different products and services.

Entertainment 107

Entertainment Strategize Inside sales Consult 107

Highspot

NOVEMBER 24, 2021

Peer-to-peer insights are important in any category, but especially so in sales enablement. Oftentimes, it can feel as if you are building the plane while you’re flying it, especially if you are building your organization’s first formal enablement program. Is Your Strategy Ready for the New World of Sales?

Cross-sell 52

Cross-sell High impact Go To Market Strategize 52

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

B2C 95

B2C Pipeline SQL Strategize 95

The 5% Institute

JUNE 12, 2023

What is an account executive; what do they do, and how they contribute to the success of a company? In this article, we will explore the role of an account executive, their responsibilities, skills required, and the impact they have on businesses. So, let’s dive in and uncover the world surrounding executives.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

Highspot

JULY 2, 2021

Over the last year, many companies pivoted to focus on nurturing existing customers, making it more important than ever to enable your post-sales teams, from customer success to services. As innovation never stops, product enablement requires rigor and agility to effectively train and support sales teams with the latest information.

Customers 98

Customers Cross-sell Up-sell Service 98

Lead Fuze

NOVEMBER 2, 2021

Build Your Successful Sales Enablement Initiatives in Just 5 Steps. We are facing a few very specific challenges in the sales space. If you’re trying to sell a product or take an order, your approach will fail. If you’re trying to sell a product or take an order, your approach will fail.

Objectives and Key Results 52

Objectives and Key Results Quota Cross-sell Sales 52

SalesLoft

FEBRUARY 25, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. If “ops” is in your job title, then this track is for you: Revenue Ops, Sales Ops, Marketing Ops, Success Ops, or Business Ops. Executives were excited. Who Should Attend Operations & Systems sessions?

GTM 89

GTM Retail Technology Technology 89

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Territory 100

Territory Sales Finance Drivers/motivators 100

Miller Heiman Group

MARCH 6, 2018

A majority of sales and service organizations now have dedicated staff and programs for sales enablement. But CSO Insights research shows that despite increased adoption, many organizations still aren’t seeing optimal results from their sales enablement investments. Sales Enablement Goes Mainstream.

Cross-sell 72

Cross-sell Launch Sales Service 72

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Why is sales operations important? What is the difference between sales enablement and sales operations? Sales operations roles.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Anthony Cole Training

OCTOBER 15, 2012

I just returned from a sales development program. There were 3 lessons to complete before attending, several exercises to execute and 2 items to bring to the meeting so that our valuable time together would be spent on practicing, executing and implementing the sales strategies. That is a lot for 2.5

Sales 186

Sales Pipeline Drivers/motivators Prospecting 186

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Commission 77

Commission Territory Finance Inside sales 77

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization. In other words, to use an old cliché, "selling is selling."

Education 190

Education Manufacturing Sales Presentation 190

Sales Hacker

JANUARY 5, 2021

Subscribe to the Sales Hacker Podcast. How the role of sales development has changed [13:10]. Keeping new sales professionals focused on the mission [18:44]. Sam Jacobs: This week on the show, we’ve got Kata Nyitrai , head of global sales development for Meero, a fast-growing company in Europe. We’re on iTunes.

Cold Call 94

Cold Call Start-ups Finance Up-sell 94

Partners in Excellence

AUGUST 22, 2019

Too often, as executives look to improve sales performance, they look to doing something new or different. Any of these can improve sales performance, but the come with their costs. As in (1), these opportunities are low probability, but consume lots of sales time. Hyperfocus on your ICP.

Sell 91

Sell Pipeline Represent Sales 91

Anthony Cole Training

OCTOBER 15, 2012

I just returned from a sales development program. There were 3 lessons to complete before attending, several exercises to execute to and 2 items to bring to the meeting so that our time together would be spent on practicing, executing and implementing sales strategies. They have had the coaching and the training.

Sales 171

Sales Pipeline Drivers/motivators Prospecting 171

Anthony Cole Training

AUGUST 6, 2012

The topic will be on recruiting and upgrading your current sales team. In our Sales Management Environment Program we focus on 5 primary components: Setting Standards and Accountability, Coching for Success, Motivation that Works, Growing by the Numbers and Upgrading Your Sales Staff. Because it's do damn hard.

Cross-sell 159

Cross-sell Drivers/motivators Sales Up-sell 159

Hubspot

SEPTEMBER 6, 2021

Certifications and designations are fundamentally similar in that they require some degree of training and scrutiny to attain. A successful career in real estate is rooted in trust — developing a reputation as a knowledgeable, experienced, adept, and attentive advisor and advocate. How can they know for sure you know what you're doing?

Real Estate 72

Real Estate Represent Agriculture Education 72

Partners in Excellence

DECEMBER 13, 2022

Everyday, I have conversations with a wide variety of people, whether senior corporate executives, sales/marketing leaders, sales enablement/sales ops, front line sales managers, sellers, marketers. Our training programs, our tools, our sales/marketing programs are no longer as impactful as they used to be.

Prospecting 48

Prospecting Pipeline Conversion Start-ups 48

Partners in Excellence

JUNE 25, 2018

The obvious answer is, “Duuugggh Dave, it’s Sales Enablement……” But if you think about it, sales enablement is about helping our sales people achieve the highest levels of performance/productivity in executing our business strategies in the face of the customer. So who else is involved?

Manufacturing 63

Manufacturing Legal Finance Sales 63

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average sales cycle duration.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Sales Hacker

OCTOBER 6, 2020

Today on the show, we’ve got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may not be as aware of it. Subscribe to the Sales Hacker Podcast.

Sales 63

Sales Pipeline Up-sell Start-ups 63

InsightSquared

NOVEMBER 19, 2018

December around the corner also means your sales year is coming to an end. So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist. Tis’ the season!

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Anthony Cole Training

FEBRUARY 27, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies.

Objectives and Key Results 159

Objectives and Key Results Sales Drivers/motivators Up-sell 159

Martech

OCTOBER 11, 2021

” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. ” Joining Chili Piper, she found a few people doing a mixture of reactive support tickets and proactive onboarding and training. .”

Customers 90

Customers Account management Real Estate Contract 90

Hubspot

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team.

Education 86

Education Prospecting Cold Call Start-ups 86

Partners in Excellence

JULY 21, 2017

This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement.

Manufacturing 59

Manufacturing Sales Finance Sell 59

SBI

OCTOBER 17, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? The Art of Selling eBook. Revenue retention.

Gaming 55

Gaming Account management Clients Sell 55

Miller Heiman Group

NOVEMBER 14, 2019

Alignment is a key pillar of a sales effectiveness framework. For a sales organization to succeed, alignment needs to exist on many levels: between sellers and customer service, between salespeople’s skills and sales methodology and between sales enablement strategies and the customer’s path. higher) and win rates (17.9%

Sales 60

Sales Quota Service Strategize 60

Gong.io

DECEMBER 9, 2019

Why is research on decision-making psychology critical to your sales messaging? Tim has more than 20 years of experience in marketing and sales, is the author of multiple books, and is Chief Strategy Officer at Corporate Visions. . How do you make the customer feel like the hero of the story? The Customer is the Hero. Not so fast!”

Sales 106

Sales Prospecting Inside sales Up-sell 106