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. This shift requires not only a change in skills but also a fundamental shift in mindset.

Technique 81

Technique Technology Technology Trust 81

Partners in Excellence

MARCH 10, 2024

She’s been in sales for less than a year. It’s her first real sales role. Then she sent me a note: I finished my story behind my interest in sales, but it’s very different from most of the ones you’ve posted. That I was unable to perform at such an outward facing, tedious role. Chloe Wold is different.

Sell 120

Sell Up-sell Start-ups Growth 120

Salesmate

AUGUST 4, 2020

Suddenly everything changed; death rate surged, sales plummet, and the global economy plunged into severe contraction. The 2020 crisis decimated businesses globally. If looked through an optimistic lens, even sales professionals can find opportunities during the crisis and contribute to the business revenue.

Sell 102

Sell CRM Pipeline Finance 102

Highspot

JANUARY 4, 2024

From the data-rich ‘2023 Sales Enablement Analytics Report’ to actionable advice like ‘5 Tips to Go Beyond What Good Looks Like With Enablement,’ this curated selection covers a range of essential topics crucial for success in sales.

Sales 52

Sales Strategize Growth Product 52

Partners in Excellence

MAY 6, 2021

He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” We have to have a plan, with our people, to grow them and maximize their performance. ” The question caused me to pause and reflect.

Territory 164

Territory Growth Pipeline Process 164

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization.

Sales 90

Sales Drivers/motivators Trust Strategize 90

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. There are review meetings-ideally to help improve their selling performance. And, there is a certain amount of idle/ad-hoc time that is actually important to sales performance. Constantly doing email and social outreach, is unrealistic and unreasonable.

Sell 139

Sell CRM Technique Territory 139

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. The financial crisis of the late 2000s reinforced, countered, or updated many lessons gleaned from previous turmoils. The study focused on what happened during the recession that affected performance after the recession.

Growth 121

Growth Non-Profits Price Promote 121

Miller Heiman Group

MARCH 19, 2020

In a crisis—whether it’s a health pandemic like COVID-19 , a natural disaster or another unforeseen emergency—those on the front lines make a difference. For sales organizations, that means sellers and customer service reps will take the brunt of the customer onslaught brought on by fear, uncertainty and doubt.

Customers 84

Customers Service Clients Process 84

Heinz Marketing

DECEMBER 25, 2021

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. How To Thrive In Uncertainty: Separate Crisis From Predicament. Crises are things that usually rally people to find solutions. Predicaments are a little more difficult.

B2B 111

B2B Campaign Technology Technology 111

Salesforce

JULY 6, 2022

In a global trust crisis , this is harder and more important than ever. These are bottom line metrics that connect people, shape culture, and boost performance. How to solve the trust crisis. The job of every leader is to build and maintain trust with their teams, customers, and other stakeholders. So how can you do it?

Trust 98

Trust Drivers/motivators Intrinsic Government 98

Sales Pop!

AUGUST 6, 2022

In times of crisis, Pipeliner is vital. Pipeliner CRM is an essential part of that correct structure, being vital support and empowerment for a sales force. The first of these is that we have not taken a mechanical approach to sales as others have, but a human-centric approach, as we have recently covered in-depth.

CRM 98

CRM Pipeline Objectives and Key Results Account management 98

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. They can’t thrive and grow if everything is a crisis. Too often, I encounter executives and organizations operating in crisis mode constantly. Don’t mistake the “non-crisis” mode of operation as not changing or being complacent.

Pipeline 70

Pipeline Consult Clients Growth 70

Partners in Excellence

MARCH 20, 2020

The COVID 19 crisis is forcing all of us to deal with issues few of us have ever faced. Here are some lessons I’m learning (relearning) that have tremendous power not just in the crisis, but in how we live and conduct business in the future. The risk, complexity, uncertainties, fear are profound.

Trust 102

Trust Presentation Customers Sales 102

Sales Hacker

APRIL 1, 2021

A global crisis can feel like a smart time to pull in and close down anything not central to a business’ operations. It’s a driving factor for how the world gets work done and where future sales potential lies. Markets most negatively impacted by the black swan event could no longer be viable if the crisis inhibits stability.

E-commerce 67

E-commerce Territory Transportation B2C 67

Partners in Excellence

OCTOBER 30, 2018

On the surface, each seemed to have a very disciplined approach to developing their teams and driving performance. Inevitably, something came up forcing the managers (mostly) and the sales people to cancel the reviews. Neither the managers nor the sales people really took the reviews very seriously.

Sales 86

Sales Pipeline Meeting Start-ups 86

Sales Hacker

MAY 7, 2020

A crisis can arise from anywhere… A manufacturing error, a complaint that goes viral… or a global health crisis. Unfortunately, regardless of how strong or established your business, there’s no guarantee it’s immune to crisis. Then we’ll look at how to respond during the crisis. Let’s get into it.

Objectives and Key Results 81

Objectives and Key Results Manufacturing Legal Retail 81

Partners in Excellence

APRIL 30, 2021

And when a crisis occurred, everything was abandoned. ” It should not be a surprise, the organization consistently missed all their performance goals—which drove more meetings on why. ” It should not be a surprise, the organization consistently missed all their performance goals—which drove more meetings on why.

Meeting 100

Meeting Up-sell Start-ups Prospecting 100

Miller Heiman Group

OCTOBER 7, 2020

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. The sales world is changing, but not everything is changing at once. The sales talent you need. The sales talent you have. How to close the gaps.

Sales 104

Sales Closing 104

Partners in Excellence

OCTOBER 7, 2019

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation!

Sales 78

Sales Sell Product 78

Miller Heiman Group

DECEMBER 16, 2020

Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Accurate forecasting is even more significant when each sale counts. Working in a remote environment has changed sales manager engagement levels with sellers.

Cross-sell 109

Cross-sell Pipeline Sales Up-sell 109

Partners in Excellence

MARCH 2, 2024

She is currently Vice President of Executive Partner Sales at Gartner. While this particular tech service role was a feeder pattern for sales, I was already “advised” not to pursue that path because I didn’t fit the pattern. So I found a particularly technical sales role and evolved my way into it.

Sell 73

Sell Manufacturing Technical Sales Engineering 73

Selling Power

JUNE 29, 2020

Today’s post is by Justin Zappulla, managing partner at Janek Performance Group. While many states and countries are gradually in the process of re-opening, there remain restrictions and a need to navigate a new sales normal. Additionally, an economic crisis is clearly part of the COVID-19 fallout. Adapt your.

Sales 83

Sales Process Sell 83

Search Engine Land

MARCH 22, 2023

3 ways to stay on top of PPC performance covered how to monitor your paid search performance comprehensively. This article will demonstrate how to set up monitoring and analysis processes for macro-level events that impact your overall PPC performance and business.

Territory 87

Territory Campaign Click Through Rate Strategic planning 87

Partners in Excellence

SEPTEMBER 5, 2019

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. But there is one area that costs us millions a year, that can drive huge leaps in performance. They view people as replaceable widgets.

Sales 91

Sales Quota Clients Growth 91

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. Rebranding is a major strategic undertaking for any organization. However, the ROI can be enormous. A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential.

Strategize 115

Strategize B2B Legal Launch 115

Sales Hacker

MARCH 18, 2020

In sales, it’s normal to deal with slow seasons, bad seasons, and horrible seasons. Is there a future for your sales and company? We decided to address these concerns and provide you with some tips on adapting your sales and workflow to the current conditions. The crisis ends during Q1. What to expect? What to expect?

B2B 135

B2B Healthcare Hospitality Cross-sell 135

Partners in Excellence

MARCH 22, 2020

There are endless articles about what we should stop doing, as sales and marketing professionals, as a result of COVID-19. But the problem I have is that we shouldn’t stop these things just because of the current crisis. But isn’t that what we should have been doing before this crisis? We have to be customer focused.

Represent 77

Represent Consult Technology Technology 77

Partners in Excellence

MARCH 25, 2020

We are facing a global health and economic crisis few have ever experienced before. Over the past few weeks, I’ve had hundreds of calls and emails from sales managers struggling to figure things out. I have thought a lot about how I can best help sales managers step up their game in these difficult times.

Territory 111

Territory Sales Gaming Price 111

Partners in Excellence

MARCH 23, 2020

I’ve written a lot about how we should be selling and engaging our customers through the current crisis. Let me shift my attention to taking care of our own teams through the crisis. Like our customers, each of us and our people are facing things we may have never experienced before. So what do we do? are critical.

Trust 110

Trust Represent Start-ups Meeting 110

Lead Fuze

JUNE 27, 2023

Furthermore, we provide insights into managing business operations during crisis times including decision-making strategies, financial management techniques, performance metrics monitoring. This post will guide you through a comprehensive roadmap to establish your own successful social media marketing agency.

Niche 52

Niche Pitch Objectives and Key Results Clients 52

Sales Pop!

OCTOBER 19, 2021

Even if your sales team was not immediately or directly affected by the COVID-19 pandemic, even if no one on your team was touched by the illness and you were able to keep your team up and running through those long months of lockdown, your team has still been impacted. Motivating Beyond Money. But many employees today need more.

Commission 97

Commission Drivers/motivators Sales Education 97

Hubspot

DECEMBER 21, 2020

As you're drafting your copy, consider how your email will encourage the reader to take a desired action, like clicking a link to purchase or scheduling a call with a sales rep to learn more about your services. Featured Resource: 15 Email Templates for Marketing and Sales. At HubSpot, we know the struggle. Let's dive in. Introduction.

Contact 101

Contact Follow-up Service Closing 101

SalesPop

JANUARY 28, 2022

In this Expert Insight Interview, Andy Gole discusses how to develop sales heroes when there aren’t any dragons attacking the village. Andy Gole is the creator of the Urgency Based Selling system , a consultant, strategic growth catalyst, sales educator, practitioner, and author of Innovate Now and The Biggest Pitch of Your Life.

Pitch 52

Pitch Education CRM Pipeline 52

Heinz Marketing

APRIL 18, 2022

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. As an impact from this global crisis, we are experiencing the “Great Re-evaluation” where people take the time to reset their expectations and ambitions.

B2B 102

B2B Teamwork Strategic planning Sports 102

Miller Heiman Group

MAY 12, 2020

Two out of three sales reps are more concerned about their paycheck than catching the coronavirus, according to a recent survey that we conducted. Survey the sales landscape in your organization. What’s happening with various accounts and in your sales funnel? Be careful if you’re considering furloughs or layoffs.

Quota 75

Quota Finance Sales Represent 75

Search Engine Land

NOVEMBER 16, 2022

In particular, B2B marketers face a unique challenge in identifying a downturn – with sales cycles expanding beyond 6, 12 or more months into the future and lacking evident shifts. In 2007–2009, we experienced the Great Recession in which the mortgage crisis led to the collapse of the housing market bubble. Make the move to video.

B2B 94

B2B B2C A/B testing Healthcare 94