Salesforce

FEBRUARY 13, 2024

According to the State of Sales report, reps spend only 28% of their week selling. Ideally, reps would spend more time with prospects and customers, but unless they have sales support to handle the 72% of non-direct-selling work, that face time won’t happen. 5 functions of sales support Why is sales support important?

Sales Support 59

Sales Support CRM Represent Strategize 59

Martech

OCTOBER 21, 2024

Sales and events aren’t even on the same page. Dig deeper: How small companies make a big splash with event content Real-world results: Customer success and field sales Here’s how this framework transformed one company’s approach to events. And field sales? It’s crunch time: eight weeks until your flagship conference.

Strategize 113

Strategize Angle Territory Sports 113

Martech

OCTOBER 24, 2024

For instance, AlgoOps helps automate predictive lead scoring, freeing sales and marketing teams from manual analysis. Sales reps might save time on creating presentations with SlidesAI and spend more time on customer visits. EgoBooster writes personalized intro lines for sales reps. Compelling.ai

Niche 122

Niche Pipeline Growth CRM 122

Hubspot

MARCH 16, 2012

As a marketer, I’m sure you’ve heard the gamut of complaints from Sales about leads -- whether it's that they don't have enough, or that the leads, well. An SLA will keep Sales off your back and provide you with real-time feedback on your lead generation progress against your goals.

Sales Support 73

Sales Support CRM Sales Closing 73

Cerebral Selling

AUGUST 16, 2021

Some of the greatest sales lessons of the pandemic era have come from governments and medical professionals trying to get the general public to comply with their public health measures. We believe when it comes to your investment, the experience is the product, so we focus just as much on post-sale support as we do on our solutions.”

Customers 260

Customers Government Sales Support Education 260

Anthony Cole Training

JUNE 21, 2013

What does sales experience have to do with sales success? "It If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.

Sell 167

Sell Sales Up-sell Sales Experience 167

Tibor Shanto

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

GTM 167

GTM Sales Consult Quota 167

A Sales Guy

JANUARY 2, 2012

The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Sales leaders, pull out your 2012 sales strategy right now. How much of the budget is allocated to sales improvement or support tools?

Sales Support 105

Sales Support Quota Sales Pipeline 105

Partners in Excellence

AUGUST 12, 2021

Usually, there’s a whole bunch of data to support why this is important. For example, sales people can make back to back sales calls through the whole day. Customers are buying differently–and they are reducing their need/preference to use sales people in that process.

Sell 154

Sell Sales Up-sell Sales Support 154

Anthony Cole Training

JUNE 21, 2013

What does sales experience have to do with sales success? "It If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.

Sell 154

Sell Sales Up-sell Sales Experience 154

Partners in Excellence

APRIL 16, 2021

We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.

Process 138

Process Sales Sell Sales Support 138

A Sales Guy

DECEMBER 16, 2011

Sales people are gladiators. Like gladiators, sales people are expected to win. Sales people, like gladiators, are expected to just get it done. This independent, capable, accomplished, solo sales warrior ideal, however romantic, is a common notion. Sales people, like gladiators, are expected to just get it done.

Commission 128

Commission Cross-sell Sales Up-sell 128

SaaStr

JUNE 10, 2024

So in the earlier days especially, you’ll be tempted to lean on the sales team to do more than just … sell. It has some positives, the more you ask sales to do. Renewals, if they are tough, are sometimes better handled by sales who at least isn’t a brand-new name Customers like continuity.

Sell 130

Sell Commission Referrals Sales 130

Anthony Cole Training

JANUARY 5, 2018

Of course you have sales problems. If It’s not a service problem, it’s a sales/sales support turnover problem. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem. In the words of Rosanne Rosannadana, “It’s Always Something”.

Pipeline 121

Pipeline Growth Sales Support Sales 121

SaaStr

JUNE 25, 2020

One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. We did an update of that classic post below together with this brand new video on the topic: Use this script for hiring that first VP of Sales. Ready to hire your first VP Sales? But haven’t done it before? Where The Magic Is.

Sales 141

Sales Lead generation Sales Support Engineering 141

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. They expect it will be GOOD.

Territory 128

Territory Commission Objectives and Key Results B2B 128

Anthony Cole Training

JANUARY 6, 2014

It also applies sales professionals who have developed great friendships with clients that are no longer additive to their book of business. If you are a sales manager, find the best sales and sales support people. For an additional resource, read Perry Marshall’s The 80/20 of Sales and Marketing.'

Sell 184

Sell Sales Support Clients Sales 184

Salesforce

MARCH 12, 2025

Examples of assistive agents in action Customer service chatbots: These AI systems support representatives by providing real-time information and suggesting responses during customer interactions, allowing for quicker resolutions. Assistive agents help and support teams to engage more personally and meaningfully with customers.

Represent 98

Represent CRM Customer Relationship Management Relationship Management 98

A Sales Guy

JULY 24, 2012

When quotas are not perceived as achievable, sales people just give up and don’t even try. The sales team freaks out. Management doesn’t budge arguing the sales team is sandbagging, and the quotas are more than achievable. Middle managers then try to “sell” the sales teams on the quotas.

Quota 113

Quota Commission Territory Government 113

A Sales Guy

APRIL 29, 2014

Yesterday, I talked about why sales people fail themselves. Today, I’m breaking down why sales people fail because of the company. Sales people fail because their company fails them. Sales people are only part of a two part system to drive sales. They aren’t providing solid sales support (enablement).

Quota 121

Quota Territory Legal Sales 121

Hubspot

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish.

B2B 81

B2B B2C Tradeshows Contract 81

SaaStr

JUNE 7, 2021

If a sales rep closed a deal, A customer success manager should take it over. I’d suggest a few basic thoughts and rules: If you have sales involved, then you need customer success, too. And they almost all have both customer success and post-sales support. Find a way to fund both, even with SMBs.

Customers 141

Customers Sales Up-sell Service 141

Sales Pop!

DECEMBER 17, 2021

Chatbots are now widely used as both customer service and sales automation channels. This guide will walk you through a few ways businesses use chatbots to automate their sales processes. Moreover, chatbots are increasingly being used to automate sales processes. As Proxy Sales Agents. What is a Chatbot? In Closing.

A/B testing 130

A/B testing Sales Contact Relationship Management 130

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Contract 119

Contract CRM Territory Sales 119

APACSMA

DECEMBER 22, 2020

The Digital Sales Support Specialist role is responsible for meeting new business development goals as well as acting as a resource to the sales department in developing, selling, and maintaining digital marketing initiatives.

Education 98

Education Consult Sales Sales Support 98

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. To be successful in sales, you need to track specific sales pipeline metrics.

Pipeline 121

Pipeline Contract Sales Territory 121

Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” And so he presented me with a detailed guide on how one can leverage Enterprise Sales to grow their business and scale it. What is Enterprise Sales?

Represent 124

Represent Referrals Clients CRM 124

A Sales Guy

OCTOBER 18, 2011

I suppose, to expect the act of selling to be at a minimum during this weeks Sales and Marketing 2.0 What should I have expected from conference attended by a few hundred sales and marketing people? This was my first Sales 2.0 Making things worse, many of the presenters broke every sales and pitching rule possible.

Sell 92

Sell Pitch Technique Sales 92

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! COST : Nada.

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

Partners in Excellence

JULY 8, 2013

The role of the sales person is changing–we all know that. My posts, Sales Role Agility and Separating The Challenger Sales Person From Insight Deliv ery, stimulated many comments and conversations. Expecting the sales person to have personal credibility in each area is unrealistic.

Territory 115

Territory Account management Cross-sell Sales 115

A Sales Guy

JULY 23, 2014

Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Are your sales goals orders- or bookings-based? Understanding Cost of Sales.

Commission 120

Commission Quota Cold Call Sales 120

Membrain

NOVEMBER 14, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported.

Represent 139

Represent Sales Support Customers Sales 139

A Sales Guy

MARCH 17, 2012

It’s not uncommon for people to ask me what’s the best way to motivate sales people to sell more. If you are using money to incent sales people to sell MORE, you have a big problem. I participated in this sales webinar yesterday; Best Practices in Modern Day Selling. A few obvious things: A shitty sales team.

Drivers/motivators 106

Drivers/motivators Closing Commission Sales 106

Partners in Excellence

AUGUST 16, 2023

Virtually every organization I work with has a real misunderstanding of Selling Processes and Sales Methodologies. A Sales Methodology focuses on “how” we execute our Selling Process. For example, most of our Selling Processes are based on a sales led, digitally supported strategy. It is, but not THEIRS.

Process 118

Process Sell Sales B2C 118

Partners in Excellence

JULY 5, 2013

Or actually, I’ve been thinking, “Does the Challenger sales person have to be the provider/teacher of the insights, or is she the orchestrator and manager of the process?” The problem is, the customer started challenging the sales person, asking questions, drilling down, trying to learn more.

Pitch 115

Pitch Sales Manufacturing Represent 115

Sales Pop!

NOVEMBER 19, 2021

That data is used to service the customer from any point in the organization, and the customer doesn’t care if that point is customer success, sales, support, accounts receivable or anywhere else. In reality, company data doesn’t exist in silos—it must flow all throughout the company like a river.

CRM 243

CRM Manufacturing Technology Technology 243

A Sales Guy

MAY 14, 2012

Sales training, we’ve all been through it. I’m a fan of sales training because I’m a fan of learning. Despite my fondness of “good” sales training, sales training operates from an interesting premise. I call teaching us something new, sales education, not sales training.

Cross-sell 116

Cross-sell Sports Education Pitch 116