Understanding the Sales Force

NOVEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. The failure to practice.

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Sales Qualified Lead Hotels Hubspot Decision Maker 276

SBI Growth

DECEMBER 25, 2012

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. They should be performed for all sales people that leave the organization. GET THE SALES EXIT INTERVIEW GUIDE HERE.

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Hiring Trends Compensation Lead Rank 324

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

Sales Management 137

Sales Management Hiring Buyer Persona Compensation 137

Steven Rosen

FEBRUARY 27, 2022

VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. Are you crushing your sales numbers, or are you falling short? If you want to crush your sales numbers, it comes down to execution.

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Strategy Scale Objections Maximizer 408

SBI Growth

OCTOBER 7, 2013

Legacy sales reps have not kept up with the times. There is a shift happening in the sales world. 9 Steps to ensure your sales leaders bring in top talent. Your first step towards improving the sales force is defining excellence for your team. Social Prospecting – The ability to act on account and persona information.

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Hiring Face-to-face Follow-up Buyer 316

The Pipeline

OCTOBER 28, 2013

With all the challenges sales professionals have to face in the field, the amount of tests they endure to their patience, it is sometimes disheartening when they are disrespected by their own colleagues, especially their front line managers. By Tibor Shanto - tibor.shanto@sellbetter.ca. Tibor Shanto'

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SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Social Debt is the act of doing something of perceived value for an individual. This act creates a ‘debt’ in their mind. Have your sales rep find out who his customer’s Sales VP wants to sell.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

Steven Rosen

AUGUST 29, 2013

Yet some new sales leaders start new leadership roles and everything wrong! Walter White is your new VP of sales. If you are Walter’s boss you need to act quickly. He doesn’t see a reason to get his hands dirty and get out into the field with his sales people and listen to what they say or suggest. Guess what?

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Salary Decision Maker Report Sales Leadership 286

Gong.io

SEPTEMBER 8, 2021

Unlike bottom performers, superstar reps get bombarded with questions during sales demos. Once buyers understand the value they sprint through the sales cycle. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to follow as you build out your script. Act 1: The Contextual Overview.

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ACT Examples Call-back Lead Rank 109

No More Cold Calling

SEPTEMBER 25, 2014

The same principles hold true in B2B sales, but customers don’t instinctively get the message. Example: IBM sales reps in large accounts often act as general IT consultants and informal members of the customer’s IT staff—helping to guide overall IT strategy and acting as a purchasing liaison to IBM. Wouldn’t you?

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Cost per Acquisition Hiring Discount Insurance 314

SBI Growth

DECEMBER 24, 2012

Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Without researching how customers make a purchase decision, your sales force could be misaligned. Too Much Love for the Legacy Sales Organization. Bad decision.

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Hiring Lead Rank Collateral Case Study 326

Steven Rosen

JANUARY 22, 2015

Slammed: For the First Time Sales Manager. For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. Sales is a corporate priority. Chapter 24.

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Sales Management Scale Energy Objections 120

Sales and Marketing Management

FEBRUARY 25, 2020

For instance, $500 cash is received for every $100,000 in new sales during the quarter above and beyond the basic commission rate. Above their comp plan, a rep might earn 1,000 points for every $100,000 in new sales during the quarter. One unit of an explicit reward is earned for every one unit of an unambiguous result.

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Incentives Incentive Travel Motivation 323

Zoominfo

JANUARY 24, 2025

For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. From identifying high-performing reps to forecasting future revenue, this technology provides the clarity sales leaders need to drive results. What is Sales Analytics Software?

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Analytics Software Software Data 246

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. While persistence has always been important in sales, we are in uncharted territory. What about the prospects who are far along in the sales process when they suddenly go missing?

Territories 268

Territories Exercises Video ACT 268

No More Cold Calling

DECEMBER 3, 2013

Smile and act as if you’re actually interested in me—even though I’m the umpteenth person to whom you’ve spoken. Act like you mean it. For more on how to leverage the personal connection for sales success, get your copy of my new book, Pick Up the Damn Phone!: I’m a real person, so treat me like one.

Small Business 293

Small Business Small Business Cold Calling ACT 293

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

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Sales Management Hiring Promotion Coaching 129

Hubspot Sales

JANUARY 12, 2021

But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. How to Handle Coaching Challenges.

Coaching 138

Coaching Sales Management Sage Policies 138

SBI Growth

AUGUST 31, 2013

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. Sales Turnover - A Symptom of a Low Performing Sales Culture. Dani, the VP of North America Sales, is frustrated.

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Hiring Transportation Follow-up Lead Rank 310

Sales and Marketing Management

MAY 28, 2018

Author: Cristina Gomez The war for top-performing sales talent has begun. By 2026, the number of open sales positions is projected to grow by more than 3 percent , putting the pressure on sales leaders and HR teams to attract top talent. The lack of parity in sales is not only a fairness issue, it’s a business issue.

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Face-to-face How To Salary Quota 250

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Score More Sales

JUNE 30, 2014

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity.

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Hiring Ideal Customer Profile Territories Commission 247

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Scale your own management process. Good luck, and happy managing! Assess your strengths as a manager.

Sales Management 139

Sales Management Hiring Forecasting Pipeline 139

No More Cold Calling

DECEMBER 23, 2014

Because while few people would say their devices are more important than the people around them, too many of us act like that’s the case. Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. And that’s a real shame.

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Sales 2.0

AUGUST 17, 2014

The content of the webinar seemed very “Sales 2.0″ The webinar promised that these metrics were derived from analyzing thousands of real life sales calls and deriving the best practices. But before I could get to the webinar I got a follow up email from one of the company’s sales reps. ″ to me.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Sales and Marketing Management

JULY 6, 2017

By “bias” I am referring to a sales manager’s tendency to overlook or minimize the indications that the person is a bad fit, because we often don’t want to admit we made a hiring mistake. Act quickly to remove that player from your team. Every experienced sales manager has made a bad hiring mistake.

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Hiring Webinar Metrics Policies How To 273

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Training should be focused on helping your sales reps identify prospects and close deals. Different ways to think about your training program: Training Modality: Sales training should be on multiple platforms and modalities.

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Training Buyer Persona Hiring How To 282

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

G2Crowd - Sales Blog

NOVEMBER 20, 2020

The highlight of any sales operation is the act of closing a deal.

Sales Management 111

Sales Management ACT How To Sales Operations 111

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post.

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Referrals Gatekeeper Cold Calling Networking 260

MTD Sales Training

SEPTEMBER 6, 2017

As today’s buyers are more educated and sophisticated, sales management must realise that today’s sales people have evolved as well. When communicating with sales people it is very easy to belittle or disrespect them inadvertently. Act As If You Have Never Heard “IT” Before. Instead of….

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Fashion Exercises Training Positioning 185

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. What makes a good coach?

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Coaching Sales Management Pipeline Sales Qualified Lead 98

Zoominfo

SEPTEMBER 2, 2021

Steven Bryerton, ZoomInfo’s senior vice president for sales, describes some of the changes in this video. Conversation intelligence provides reps with a deeper understanding of sales calls by recording, transcribing, and analyzing these meetings to deliver AI-based insights. As any sales professional knows, seconds truly do count.

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Data Scale SalesForce Forecasting 52

Force Management

AUGUST 8, 2024

Excellence, then is not an act, but a habit.” – Aristotle The best leaders in the world are successful because they are able to align everyday company activities to their core revenue objectives. The answer is the Management Operating Rhythm (MOR). How do they do that?

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Sales Management ACT Revenue Objections 82

The Pipeline

MARCH 8, 2013

When working with sales teams there are some specific things I look for to understand the makeup of the team and its members. There generally different indicators based on their industry, tangible vs. none tangible, and the nature of the sale. By Tibor Shanto – tibor.shanto@sellbetter.ca. What’s in Your Pipeline? Tibor Shanto.

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The Pipeline

OCTOBER 5, 2017

This has allowed the former group to act and speak about their pipeline with conviction backed by results, the subjective group, spends more time rationalizing the outcome than driving it. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281