Steven Rosen

APRIL 3, 2013

Welcome back to Sales Management TV. If you would like more Sales Management Tips then click on the link below to get my FREE eBook with 6 of my favorite Tips! Remember you hold the key to unlock the potential of your sales team. Tip #8: Customise Your Coaching. Coaching is a “one to one” sport.

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No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s like back pain. You can stretch and put heat or ice on an aching back, but unless you treat the source of the pain—a pulled muscle or degenerating disc—your back will continue to hurt.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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.

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Sales Management Hiring Lead Rank ACT 118

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Apparently there were issues with those links last week because I got dozens of emails letting me know that you couldn't get to those two articles.

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Coaching Sales Management Decision Maker Competition 264

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. Think back to when you were a sales person not so many days ago.

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Sales Management Hiring Promotion Coaching 73

Steven Rosen

JANUARY 14, 2024

Self-awareness is essential for managers to identify triggers and respond appropriately. Asking questions is more effective than telling salespeople what they did right or wrong during a call. Summary Video Article: Title: “Essential Sales Leadership Skills for Developing Team Accountability.”

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Sales Leadership Account Video Coaching 156

Pipeliner

SEPTEMBER 15, 2020

In this article, I would like to discuss a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. They actually go back to Aristotle and Plato. As a sales manager, you need to confront your team.

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Understanding the Sales Force

JANUARY 24, 2014

After his football career ended, Chatham went back to school and received an MBA from Babson in 2011. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold!

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Sales Management Webinar Metrics Coaching Sports 214

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

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Sales Management Scale Cold Calling Referrals 120

Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Sales Core Competencies II.

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Sales Management Hiring Ideal Customer Profile Call-back 159

Steven Rosen

MARCH 1, 2024

In this article, we reveal how targeted coaching can mitigate the common aversion to prospecting and elevate it to a key strength within the sales arsenal, thereby bolstering the sales pipeline significantly. 2- Improving Prospecting Skills Effective prospecting is the cornerstone of a successful sales rep.

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Pipeline Coaching Revenue Sales Qualified Lead 120

SalesFuel

MARCH 4, 2024

It’s even more difficult to keep their attention and capture interest during a prospecting call. And research shows that prospecting calls are a serious struggle. SalesFuel reports on a survey that found “approximately one-fifth of sellers’ monthly outreach calls never turn into a sale.”

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Prospecting Social Media Hiring Call-back 92

Braveheart Sales

SEPTEMBER 8, 2020

It’s then that It struck me – many sales managers could learn something from this mama deer. Managing Sales in a Deer-like Way. What do deer have to do with managing sales you might ask? You as the manager are the observer and should think like the mama deer. Just refrain from taking over in the call.

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Sales Management Call-back Sales Leadership eBook 52

Pipeliner

JULY 8, 2018

The Digital Era of Sales Management. “If This digital era of sales management will dwarf what’s occurred in the information era and the value of the Internet today. Sales management has been impacted by the onset of the digital era, but not always in the ways that people think. Big impact?

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Sales and Marketing Management

MARCH 1, 2019

Author: TIM HOULIHAN There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on elevating your customer experience. In this case, they’re like the cattle that couldn’t be brought back into the herd before the gates closed on the corral. The service profit chain.

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Trends Ideal Customer Profile Customer Face-to-face 205

Partners in Excellence

MARCH 5, 2024

Plus he, like so many others in this series managed to put up with my “humor.” ” Craig continues a through line we’ve seen in other articles. Enjoy his article. I went back to junior college and grabbed another A.A., this time in retail merchandise management. Why I Absolutely LOVE Selling!

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Hiring Retail Cold Calling Commission 73

HeavyHitter Sales

SEPTEMBER 18, 2013

the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled the  SEVEN TYPES OF SALES MANAGERS. Most likely, a sales leader will use several different management styles and move from one style to another depending on the situation.

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Sales Management Lead Rank Lead Scoring Scale 148

No More Cold Calling

AUGUST 26, 2014

Digital conversations often take longer and become far more complicated than a simple phone call. Yet Pat hadn’t written him back. Why wouldn’t Alex simply call Pat, share his idea, and ask for Pat’s thoughts? Nix the Back and Forth. Read the rest of the article.). No More Cold Calling Poll.

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Cold Calling Call-back Small Business Small Business 296

Sales Hacker

MARCH 6, 2018

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. 1) % of opportunities in negotiation: . 3) Proposal send date: .

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Pipeline Inside Sales Top of Funnel Sales Management 90

No More Cold Calling

AUGUST 19, 2014

He probably just wants to win the contest at his company for bringing back the most cards. That’s why I resonated with Tom Scearce’s LinkedIn article, “ Social Media—Don’t Be THAT Guy.” He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus.

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Referrals Webinar Metrics Social Media Face-to-face 292

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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Sales Management Hiring Top of Funnel Funnel 105

No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Read the rest of the article.)

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Hyper-Connected Selling

JUNE 21, 2017

A version of this article originally appeared on the Salesforce Sales Blog. When you think “sales manager”, do you think of Alec Baldwin in Glengarry, Glenross or Ben Affleck in Boiler Room. It’s time to take the power back. Be Your Own Sales Manager. Sales relationships have to start somewhere.

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Sales Management Harvest How To Decision Maker 66

Understanding the Sales Force

APRIL 4, 2024

Science Reveals the Actual Impact of Sales Coaching More Sales Assessment Imposters Exposed The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople What Percentage of Sales Managers Have the Necessary Coaching Skills? Consultative Approach to Selling Call Reluctance is Just as Popular as Ever!

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Hiring Sales Leadership Sales Forecasts Forecasting 149

SalesFuel

APRIL 22, 2024

Or it simply could be a news article that would be of interest. Specifically, he suggests listening for: Needs expressed (that you can solve) Frustrations (with their current solution) Demeanor (are they irritated you’ve called back?) Or, as Abstrakt Marketing Group advises, find a way to offer value.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 52

No More Cold Calling

MARCH 4, 2014

Radio silence: You know, when a prospect doesn’t call you back or return your emails. But it doesn’t mean the death of your sale. When they don’t return our calls, we think the worst: They went with our competitors, decided not to move forward, or had no budget. Connect with No More Cold Calling. All Is Not Lost.

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Call-back Small Business Small Business Cold Calling 274

Sales Hacker

OCTOBER 5, 2018

The call came in. It was like so many calls I had received before. Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales.

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Sales Management Harvest Promotion Motivation 85

Membrain

OCTOBER 20, 2019

I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions.

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Call-back Sales Management Sales Methodology Sales 83

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Become a Detective : In sales management workshops we always talk about inspect what you expect.

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Sales Management Hiring Call-back System 52

criteria for success

OCTOBER 8, 2018

Sales management can be tough! Are you a sales manager that is looking to troubleshoot your problems? Well, you won't want to miss this episode of Let's Talk Sales! This month on the CFS blog, we're writing about solving problems for sales managers and sales leaders. Here’s Why.

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eBook Sales Management Webinar Metrics Call-back 53

Janek Performance Group

JANUARY 19, 2022

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. After all, one goal of any sales manager is creating a high-performing sales team with low turnover. Plus, nothing motivates sellers more than call backs from prospects.

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Motivation Sales Coaching Coaching Call-back 117

Adaptive Business Services

FEBRUARY 10, 2021

You should follow him and read his articles. His book, “Sales Manager Survival Guide” , is the best I have read on that subject matter. Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines!

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Telemarketing Social Media Cold Calling Call-back 77

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? But sales is a labor-intensive job. 5 Ways to Get Promoted to Sales Manager. Former HubSpot Director of Sales and current Director of Product Michael Pici shares his path to leadership in a great post here. Ask if you can mentor someone on the Sales team.

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Promotion Sales Management Hiring Lead Rank 91

No More Cold Calling

JULY 15, 2014

It makes my day when people look at me and smile back. Kate Murphy’s New York Times article—“Psst. Read the rest of the article.). Read the rest of the article.). Connect with No More Cold Calling. We’ve made a connection, even though I don’t know them. Here’s Looking at You, Kid. Comment Here.

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Journal Social Media Cold Calling Enterprise 287

CommercialTribe

MARCH 5, 2019

I’ll save you the effort: It’s all about the numbers: How many calls, how many opportunities created, how many deals won, average selling price, etc. But what about the sales manager ? Beyond saying “hit this number,” the expectations of today’s sales manager are nebulous. More B and C sales reps to goal.

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Sales Management Hiring Call-back Study 40

HeavyHitter Sales

MARCH 20, 2011

Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. « 6 Comments Not to Say to a Spouse in Sales! Martin - Part I.

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Hiring Penetration Decision Maker Forecasting 100

No More Cold Calling

SEPTEMBER 16, 2014

Would you call people at that hour? In his New York Times op-ed article, “ End the Tyranny of 24/7 Email ,” Clive Thompson writes: You might envy the serene workers at Daimler, the German automaker. Then they can come back to work with a fresh spirit.”. Read the rest of the article.). Connect with No More Cold Calling.

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Policies Cold Calling Enterprise Enterprise 275