Platinum Rules for Success

DECEMBER 27, 2017

So this week on Platinum Rules for Success, we look back at our 2015 conference with a very special video presentation of sales speaker Jim Cathcart ‘s keynote “Increase Your Sales Velocity” Jim explains that successful sales is predicated on goal-setting, focus and momentum. Learn more!

Video 66

Video Conference Coaching Sales Coaching 66

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Study Sales Management 261

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Vendor Neutral

JULY 30, 2021

Learn How to: How RevOps fits into today’s overall sales strategy. Which sales technology tools and solutions can arm RevOps with everything they need for success. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Do I have to alter the sales compensation plan to help achieve the new goals?

Sales Management 85

Sales Management Hiring Compensation Quota 85

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Customer Centric Selling

OCTOBER 5, 2016

Sales Tips: How Deep Is Your Sales Bench? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Darrelle Revis, recognized as the best lock-down cornerback in the game, chose to leave the Pats and return to the Jets prior to the 2015 season. Need some help to increase sales?

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Data 80

Data Hiring Guidelines Lead Rank 80

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 122

ROI Sales Tools Tools How To 122

Fill the Funnel

DECEMBER 24, 2014

The first course I am taking is on video production. I want to learn more about the use of “green-screen” techniques, lighting and audio to create more effective videos. Video and visuals are going to become even more important in sales and marketing in the months ahead. Just want to make sure you are aware.

Top of Funnel 110

Top of Funnel Funnel Data Video 110

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Score More Sales

OCTOBER 24, 2014

Click here to view the embedded video. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere. Think of the questions sales and marketing needs to get answers to in order to better serve buyers in 2015 and beyond. Close More Deals.

Analytics 221

Analytics Analysis Compensation Data 221

SBI

JULY 12, 2015

Get to know your sales tools in just 2 minutes a week. Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that helps your new reps be productive up to 50% faster. WAGmob is a sales learning platform that takes care of the 3 elements that are critical to on-boarding success.

Hiring 50

Hiring SalesForce Ideal Customer Profile System 50

Anthony Cole Training

JANUARY 5, 2015

I find ways to relate events in my life to my primary professional focus – Developing Highly Successful Sales Organizations. At Anthony Cole Training Group, we do this by focusing on 1 VERY important CEO/President question – How do I grow sales? We have a program called SME – Sales Managed Environment.

Hiring 120

Hiring SME eBook Call-back 120

Sales Evangelist

JULY 2, 2021

Donald is remote on today’s episode of The Sales Evangelist, as he’s speaking at the sales conference Outbound. Donald quit his job in July of 2015, and The Sales Evangelist became his full-time gig. because we just love delivering sales content to all of our amazing listeners.) A brief TSE history.

Conference 40

Conference Outbound Call-back Survey 40

Sales Evangelist

JULY 2, 2021

Donald is remote on today’s episode of The Sales Evangelist, as he’s speaking at the sales conference Outbound. Donald quit his job in July of 2015, and The Sales Evangelist became his full-time gig. because we just love delivering sales content to all of our amazing listeners.) A brief TSE history.

Conference 40

Conference Call-back Survey Outbound 40

Sales Evangelist

JULY 2, 2021

Donald is remote on today’s episode of The Sales Evangelist, as he’s speaking at the sales conference Outbound. Donald quit his job in July of 2015, and The Sales Evangelist became his full-time gig. because we just love delivering sales content to all of our amazing listeners.) A brief TSE history.

Conference 40

Conference Call-back Survey Outbound 40

Allego

APRIL 27, 2018

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? Top sales reps get all the glory—they sweep awards ceremonies, they snag bonuses, etc.

Video 48

Video Retail Banking Report 48

Alice Heiman

JUNE 12, 2019

Do ing nothing seems to be the most frequent reason for losing a complex sale these days. I was talking to the founder of a company that was concerned about sales. He felt that his salespeople had adequate training in the product and were able to clearly articulate the value proposition, so he couldn’t understand the low close ratio.

Lead Rank 117

Lead Rank Lead Scoring Decision Maker Leads 117

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). Create an initial team of 5 of your best sales people. Here is how it can work. This Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Your Sales Management Guru

AUGUST 17, 2015

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. Pay the Best!

Sales Management 40

Sales Management Hiring Lead Rank Lead Scoring 40

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Virtual sales include integrating all the virtual communication tools, both the synchronous and asynchronous.

Tools 52

Tools Face-to-face Video Channels 52

Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Did the quarterly sales training plans work?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

OCTOBER 3, 2016

Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine. As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level.

Hiring 92

Hiring Travel Compensation Coaching 92

Your Sales Management Guru

APRIL 5, 2016

Emotional Sales Leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. Create an atmosphere of fun : make sure the sales team enjoys their job. HINT: Run an annual sales trip contest.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Training 40

Sales Hacker

FEBRUARY 8, 2019

The remote sales force and customer service team is officially here. employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. Sales and customer service teams are not immune to these larger trends. Coordination.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

Your Sales Management Guru

MARCH 14, 2016

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. It is because of these numerous aspects that many sales managers get distracted or lose focus. How about you?

Sales Management 40

Sales Management Sales Leadership ACT Revenue 40

Allego

MAY 11, 2018

On April 31st – May 1st, Allego held its second annual Sales Success Summit (S3) customer conference at the Revere Hotel in Boston, Massachusetts. Allego customers and partners came from all over the country to share ideas on how to best train and enable their sales teams. The State of Sales Learning.

Hotels 54

Hotels Commence Conference Consumer 54

Your Sales Management Guru

JUNE 27, 2016

This book should be scheduled for your next Acumen Sales Book Club. Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. I felt that a senior salesperson and especially a younger sales team will sit back and reassess their sales approach after reading this book.

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Your Sales Management Guru

NOVEMBER 16, 2015

Sales Compensation Planning for 2016. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you. Once that exercise is completed then all budgets, marketing plans and sales compensation planning can begin.

Compensation 40

Compensation Hiring Margin Objections 40

Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. Let me know?

Sales Management 40

Sales Management Hiring System Revenue 40

Your Sales Management Guru

MARCH 24, 2016

Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance.

Sales Leadership 40

Sales Leadership Conference Promotion Motivation 40

Sales Hacker

JANUARY 15, 2020

So how do you get the results you need to hit your numbers and drive sales? This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, outbound sales coach & consultant Jason Bay shares a messaging framework for increasing response rates, setting more meetings, and closing more deals.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

SBI

JULY 19, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qstream , a mobile sales performance platform to build a smarter, higher performing sales team. Sales ToolSkool Video Transcript: This week’s topic is how to overcome the challenges that prevent your from growing revenue.

SalesForce 50

SalesForce Retention Sales Tools Coaching 50

No More Cold Calling

JANUARY 6, 2015

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. Extremely helpful and timely, and we are opting out of an equipment sale to a client that just isn’t right. I utilise social media to maximise sales every day, and it is very effective.

Referrals 120

Referrals Cold Calling Twitter Small Business 120

SBI

AUGUST 22, 2019

SAN FRANCISCO–(BUSINESS WIRE)– Chorus.ai , the leading Conversation Intelligence Platform for high-growth sales teams, today announced a new AI-based feature to its arsenal, Recommendations, for deals, meetings, reviews and coaching. Recommendations cuts through the noise to find the signal each manager should pay attention to. -

Coaching 57

Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

SEPTEMBER 6, 2016

It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. It has made the Acumen Sales Book Club list. It is a sales training session all by itself! Time Management for Prospecting.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40