Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

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Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

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Steven Rosen

MAY 1, 2015

Congratulations you have been promoted and you are now the sales manager! What if you are left to sink or swim because your organization is going to send you out in the field without any formal training? Sales organizations tend to promote their top sales reps into sales manager jobs. Unheard of?

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Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? That is when the problems started.

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Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople.

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Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Most don''t.

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Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

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No More Cold Calling

AUGUST 18, 2015

Check out Richard’s advice for sales leadership: “Sales managers have a tendency not to focus on their top performers. There are many reasons: Top sales performers don’t demand as much from their sales managers, and sales managers believe their superstars can handle whatever on their own.

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Sales Training Connection

JULY 14, 2014

It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Sometimes companies put in place formal sales rep mentoring programs. Develop a plan. Don’t forget closure.

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Increase Sales

JANUARY 10, 2017

.” For those in sales leadership including sales management roles, results happen through consistent goal achievement. Yet sales research continues to reveal consistently achieving quotas is not the current reality. Back in 2011, Inc magazine suggested 50% of salespeople miss their sales goals.

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Sales Training Connection

MAY 30, 2014

Articles on “wearable technology” like Apple’s much-hyped iWatch are easy to find. Likewise in sales most of discussion related to innovation is about technology. Lots of interest and dialogue on empowering your sales force through technology or the ten new mobile apps for igniting sales. ©2014 Sales Momentum, LLC.

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Sales Training Connection

JULY 11, 2014

As reported in a New York Times article , upon entering the cadets rated how much a set of motives influenced their decisions to attend the academy. What are the implications for how we train , manage and coach , and compensate salespeople? ©2014 Sales Momentum, LLC. Two types of motives were studied.

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Customer Centric Selling

SEPTEMBER 9, 2013

Sales Training Article: 11 Traits of a High Performing Sales Culture. By Steve Loftness, Sales Benchmark Index How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. It lists 11 traits of high performance sales cultures.

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Sales Training Connection

OCTOBER 7, 2014

Mark Roberge – Chief Revenue Officer of Inbound Sales Products for HubSpot – published an interesting article answering this question in the SMM Monitor. Roberge ends the article with this point: “The criteria for hiring salespeople have changed dramatically over the past decade. ©2014 Sales Momentum, LLC.

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Fill the Funnel

APRIL 29, 2014

Other than the overall topic, the conversation is unscripted, flowing back and forth between a group that shares a passion for the sales profession. Each registrant will also receive a personal copy of the 2014 Sales Management Survey conducted by Enkata.com. Events Sales News Training event Webinar'

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Closing Webinar Metrics Top of Funnel Social Media 121

No More Cold Calling

JANUARY 6, 2015

Thanks to readers like you, 2014 was a great year. So I’m starting this New Year with a great sense of gratitude and purpose because of the sales professionals I reach, and who reach out to me. Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening.

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Sales Training Connection

MAY 12, 2014

Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . We suggest there is one additional often under used yet effective and affordable strategy – get serious about freeing up the sales team so they have more time for selling.

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Sales Training Connection

NOVEMBER 14, 2014

In a New York Times article Tara Mohr suggests: “the fundamental shift for women happens when they internalize the fact that all substantive work brings both praise and criticism … there will be supporters and critics.”. And one other point – what could sales managers do or stop doing something that would address this issue?

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Partners in Excellence

OCTOBER 27, 2014

But every time I read these articles and start discussing the big issues for the coming year, I get this overwhelming sense of “Deja Vu All Over Again.” While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

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Fashion Face-to-face Analytics Social Media 90

Customer Centric Selling

MAY 30, 2016

However, other factors also come into play, such as sales rep performance, company reputation, service and support, and pricing. Product Managers look for feedback about product and service effectiveness. As Figure 1 shows, nearly 50% of Win Loss executives saw “more competitors” in 2015 compared to 2014.

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Fashion Competition Analysis Vendor 40

Pipeliner

JUNE 13, 2018

He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the Social Selling Era , which garnered a significant amount of views considering the magazine’s infancy. His contributions date back to SalesPOP!’s

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LeadFuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. We talk about optimal sales organixation structures of teams in your company. Sales representatives will know a lot about their industry by the time they’re done with training. POD Modeling.

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Sales Hacker

JUNE 9, 2020

Taking the right approach to training and coaching. Subscribe to the Sales Hacker Podcast. Taking the right approach to training and coaching [28:46]. We went public in 2014. Joined IBM as a sales rep, and then it was a sales manager, sales executive. What You’ll Learn. We’re on iTunes.

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Sales Hacker

AUGUST 2, 2019

But studies are showing that the old B2B sales and marketing mix isn’t working anymore. In fact, BrightFunnel report found that from 2014 to 2015: It took 52% more marketing touches to close a deal. The total number of touches were evenly split between pre-sales (53%) and the sales cycle (47%). As it worked. For a time.

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Sales Training Connection

NOVEMBER 10, 2014

Sales Directors. Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. Management Experience. What does it take?

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Sales Hacker

APRIL 22, 2019

Why training is so important. Don’t Be Afraid to Re-Train [35:33]. Showpad is the leading sales enablement platform for the modern seller. Using the most comprehensive data on successful sales interactions, Showpad fuels AI to discover, replicate, and automate what works for top performers. What You’ll Learn.

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Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales.

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Cience

MAY 7, 2019

This term, however, doesn’t have a strict definition or boundaries, and most sales experts understand it differently. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. Sales Lead Quantity.

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Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Cience

MAY 7, 2019

This term, however, doesn’t have a strict definition or boundaries, and most sales experts understand it differently. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. Sales Lead Quantity.

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Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

LeadFuze

AUGUST 5, 2021

We plan on doing the best sales blogs punchy, to the point, easy-to-implement tactics, drenched with useful visuals. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 24 Examples of Sales Follow Up Email Subject Line. 46 Best Sales Questions to Ask on a Sales Call. A Post Worth Your Time .

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