Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Sales Negotiation Closing 48

Janek Performance Group

JULY 11, 2023

A sales manager recently asked, “Is cold calling effective?” My answer was not an attempt to be glib or elusive, but rather a factual observation from working with hundreds of sales teams. There are sales teams who find cold calling effective, while there are others who think it is useless. I replied, “Sometimes.”

Cold Calling 62

Cold Calling Scale Hiring Strategy 62

The Spiff Blog

OCTOBER 12, 2023

What’s the difference between the “how” and the “why” of sales compensation? How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. What is a sales compensation philosophy?

Compensation 84

Compensation Commission How To Incentives 84

Cincom Smart Selling

FEBRUARY 1, 2018

Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. What matters to sales managers?

Sales Management 48

Sales Management Buyer Sales Qualified Lead System 48

Steven Rosen

JANUARY 15, 2024

” David suggests that a one-page strategy document encompassing the key elements of the strategy can help ensure clarity and alignment within the sales team. The role of self-awareness in leadership allows leaders to leverage their strengths and seek support in areas where they may be less inclined.

Sales Leadership 156

Sales Leadership Strategy Motivation Sales 156

Sales Hacker

FEBRUARY 6, 2019

These 3 Sales Process Tips Will Make You Unstoppable. The best way to drive adoption for your sales process is to document it in a visual way and print out a laminated copy that reps can tape to their desk. Research from InsideSales.com shows that Sales Reps only spend 37% of their time on revenue-generating activities.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

InsideSales.com

OCTOBER 10, 2019

RELATED: Sales Organization Structure For Optimal Performance. In this article: What Are Frontline Managers? Have a Shared Document. The best way for frontline managers to grow is to get the buy-in from the organization to aid in their professional development. Have a Shared Document. Make the 1-on-1s Count.

Sales Management 40

Sales Management Top of Funnel How To Negotiation 40

Customer Centric Selling

MARCH 19, 2014

Sales Training Article: Opportunities or Pipe(line) Dreams? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of BasketMan at FreeDigitalPhotos.net In my first sales management job, I took over an office that had finished 27th out of 28 districts the previous year.

Opportunity 58

Opportunity Top of Funnel Training Sales Qualified Lead 58

No More Cold Calling

MAY 24, 2018

Sales productivity tools are everywhere, but do they really enhance productivity? There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Mars lists three more criteria to help sales leaders choose which sales trends to follow.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Tony Hughes

MAY 27, 2019

According to Jason Jordan and Michelle Vazzana in Cracking The Sales Management Code, 83% of what is measured (typically in CRM systems) cannot be managed. Number of meetings that progress the sale (with call plans completed). Number of opportunities reviewed by sales manager. Discovery completed.

CRM 87

CRM Revenue Margin Forecasting 87

Steven Rosen

MARCH 29, 2016

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa shared her vision of building a world-class sales organization and asked me where she should start. Lisa was intent on developing her sales management team.

Hiring 174

Hiring Coaching Case Study Training 174

PandaDoc

MAY 3, 2022

Sales development vs. sales management tools. Sales development tools. Sales development tools (the focus of this article) are intended for the early stage of the sales pipeline. Sales management tools. Sales management tools are typically for later stages of the sales journey.

Hiring 98

Hiring Scale Sales Qualified Lead Software 98

No More Cold Calling

JANUARY 13, 2015

Get Proactive Sales leadership expert Kevin Davis puts this issue into perspective in his blog post, “ 5 Things Proactive Sales Managers Do Differently.” He shares the story of a Fortune 500 company that hired him to evaluate their sales management practices. They all get dumped in the sales manager’s lap.

Coaching 120

Coaching Hiring Small Business Small Business 120

Crunchbase

MAY 27, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Evolved from product roadmaps, sales roadmaps are living documents.

Ideal Customer Profile 105

Ideal Customer Profile Insurance Insurance Customer 105

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. In this article, we explore a host of solutions designed to help SMEs streamline their processes, boost productivity, and drive revenue growth. Key benefits for SMEs include: Efficient document creation.

Small Business 52

Small Business Small Business Software Software 52

Pipeliner

MARCH 23, 2023

Both are designed to help businesses streamline their sales process, but they differ in the features they offer and the approach they take to sales management. In this article, we’ll take a closer look at the features of each tool and how they compare.

Hubspot 52

Hubspot Pipeline CRM Analytics 52

SBI

APRIL 2, 2019

According to the Definitive Guide to America’s Most Broken Processes , 39% of the people interviewed cited broken document management/sales processes as challenges to their organization. Of those, 49% said they struggle to locate documents and 33% are concerned about whether they’re working with up-to-date information.

Industry 88

Industry Lead Rank Lead Scoring SAP 88

SBI Growth

JANUARY 11, 2013

We captured 36 metrics that CEOs believe “reveal the truth” about sales org performance. Five top CEOs named the Look-to-Book Ratio the Sales Metric of the Year. Go here to read Greg Alexander’s recent article on this useful metric. He can ensure his top salespeople attend key account sales calls.

Account 297

Account Closing Analysis Coaching 297

PandaDoc

APRIL 11, 2023

In this article, we’ll shine some light on the concept of product knowledge, types of product knowledge, and its elements. We’ll also find out the reasoning for its importance and show how to use it for increasing sales volume. Train your sales representatives regularly. Looking for ready-to-use templates? Try PandaDoc 4.

Education 52

Education Knowledge Base Customer Policies 52

Steven Rosen

MARCH 29, 2016

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa shared her vision of building a world-class sales organisation and asked me where she should start. Lisa was intent on developing her sales management team.

Hiring 120

Hiring Coaching Case Study Training 120

Steven Rosen

MARCH 29, 2016

Sales Management Training. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa shared her vision of building a world-class sales organization and asked me where she should start. Lisa was intent on developing her sales management team.

Hiring 120

Hiring Coaching Case Study Training 120

Adaptive Business Services

JANUARY 24, 2024

In my experience, the typical salesperson will use a combination of email, an online calendar, and a file folder filled with documents, notes, and scraps of paper. What are some of the general company benefits from a well managed CRM … Increased revenues. It is the sales manager’s responsibility to ensure that this is accurate.

CRM 71

CRM Revenue Company Hiring 71

Zoominfo

APRIL 29, 2021

With that additional information from the scorecard, a sales director may view the $1 million total differently. In this article, we’ll focus on the steps to create a scorecard and then walk you through a sample version. What Is A Sales Scorecard? Think of a sales rep scorecard as a more granular report card.

Lead Rank 130

Lead Rank Lead Scoring Examples Data 130

Jeffrey Gitomer

FEBRUARY 17, 2011

Select and document every friendly way, manner and response – then benchmark it (write it down), then empower your people to say ONLY that. Sales Management. Sales Videos. Dont even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. Tweet Share Here’s a 3.5

Hiring 224

Hiring Social Media Loyalty Policies 224

Pipeliner

OCTOBER 4, 2018

This article is not about whether it’s important to have a playbook…it’s important. Rather, this article is about what is sometimes missing from playbooks, which is crucial for getting business development right. Sales Playbook 201: Here are 7 critical overlooked items which I recommend including to get business development right.

Hiring 68

Hiring Lead Nurturing Collateral Case Study 68

Janek Performance Group

AUGUST 1, 2022

When we believe these excuses, our sales results suffer. In this article, we will discuss how we can neutralize those self-limiting emotions that hinder our sales results by developing self-discipline. . Whose responsibility is it to improve your sales performance? It Starts in the Mirror. This creates two problems.

Hiring 62

Hiring Follow-up Sales Sales Qualified Lead 62

Fill the Funnel

OCTOBER 8, 2013

SweetProcess is a web tool that helps you document all those repetitive tasks that eat up your valuable time. Documenting these steps for analysis and improvement is an important role for sales management and sales operations leaders. Sales managers, small business owners and trainers – read this post!

Scale 106

Scale Top of Funnel Funnel Hiring 106

Cincom Smart Selling

JUNE 30, 2020

The objective for this article is to make sure every CPQ customer can determine if they will get more money out of a CPQ solution than they invest into it. investment in this article. Shorter Sales Cycle. Because, at least a part of, the sales process gets automated. Simplified Maintenance.

Benefit 62

Benefit Proposal Discount Vendor 62

Crunchbase

JUNE 1, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. The interface consolidates communication tools like email and Zoom all in one location.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Proposal 52

Sales Hacker

MARCH 28, 2019

This is vital for both the men and women sales professionals in your company. Any business would be woefully negligent not to include a sexual harassment policy, but even as these documents exist in dusty company manuals, sexual harassment in the workplace continues to occur at an alarming rate.

Coaching 79

Coaching Training Hiring Sales Management 79

PandaDoc

APRIL 24, 2023

To help your sales team add value to every potential customer interaction, they need content for each stage of the customer journey. Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

BrainShark

JULY 20, 2022

Access documents in any format and on nearly any device, online or offline. Creating training content in Brainshark is as simple as uploading a PowerPoint, Google Slide file, or another document. Digital sales rooms in three formats. Document automation. Highlights of our easy content authoring: .

Distribution 62

Distribution Sales Enablement Coaching Video 62

PandaDoc

APRIL 3, 2023

You need to train them and equip them with the right strategies and tools to succeed, such as the right CRM system , and a sales playbook. In this article, we’ll be concentrating on the latter: the sales playbook and its role in the sales cycle. How do you write a good sales playbook?

Buyer Persona 52

Buyer Persona How To Guidelines Top of Funnel 52

The Brooks Group

SEPTEMBER 23, 2014

article about dealing with problem employees, managers are advised that the first step to disciplining employees is exchanging information and setting goals. Make sure to document all of these transgressions and present them to upper management in a way that makes sense. World-class sales managers are no different….

Sales Management 40

Sales Management How To Relationals Sales 40