Steven Rosen

JANUARY 28, 2024

Helen Fanucci , a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling.

Intent 156

Intent Sales Leadership Account ACT 156

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. Try a public sales training workshop to learn the proven best practices that will produce better sales results.

Opportunity 58

Opportunity Top of Funnel Training Sales Qualified Lead 58

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.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

Partners in Excellence

OCTOBER 8, 2014

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on.

Sales Management 125

Sales Management Territories Incentives Incentive 125

Adaptive Business Services

JANUARY 24, 2024

Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. Even then, that response may be more of a “wish list” than an accurate forecast. It’s pretty difficult to budget for expenditures without a good forecast of expected revenues. Rep training.

CRM 71

CRM Revenue Company Hiring 71

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?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

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?

Sales Management 78

Sales Management Hiring Penetration Government 78

Customer Centric Selling

SEPTEMBER 11, 2013

Sales Training Article: The Hardest Job? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Vlado at FreeDigitalPhotos.net Those that don''t sell for a living have no idea how difficult it is to be successful at sales. B Players struggle.

Hiring 49

Hiring Training Travel Forecasting 49

Customer Centric Selling

JANUARY 31, 2014

Sales Training Article: How Social Prospecting Helps Forecasting. By John Kearney, Sales Benchmark Index Image courtesy of Adam R at FreeDigitalPhotos.net It’s a topic that won’t go away. Marketing is not driving the quality sales leads the field needs. You’re hearing it from your Sales Managers and reps.

Top of Funnel 63

Top of Funnel Prospecting Sales Qualified Lead Referrals 63

Understanding the Sales Force

OCTOBER 16, 2013

My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine. They may have accurately identified the effects (sales cycle, conversion ratios, forecasts and margins) but missed the boat on cause.

Sales Process 249

Sales Process Margin Survey Forecasting 249

SalesLoft

NOVEMBER 17, 2016

Houston, we have a problem : only 31% of businesses consider their sales forecasting to be effective in terms of accuracy and helping guide pipeline management. As a Sales Operations leader, you’ve probably read a million articles and guides offering advice around how to improve forecast accuracy.

Sales Forecasts 52

Sales Forecasts Forecasting Hiring eBook 52

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. 5) strength of client satisfaction.

Company 119

Company Training Sales Coaching Coaching 119

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. Commit to forecast opportunities for the week/month/quarter.

Pipeline 90

Pipeline Inside Sales Top of Funnel Sales Management 90

Partners in Excellence

JUNE 27, 2017

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent in training and skills development—all focused on the sales person.

Coaching 55

Coaching Sales Management Maximizer Sales Enablement 55

Pipeliner

OCTOBER 13, 2018

How to Dominate With Sales Management Mastery. Sales management mastery is no easy task. Sales managers have one of the most important jobs in a selling organization. Do Good Salespeople Make Good Sales Managers? Sales management requires a different set of skills from salespeople.

Sales Management 40

Sales Management Intent Motivation Forecasting 40

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Hubspot Sales

JULY 25, 2023

According to our recent State of AI Report : 16% of sales professionals use AI for prospect outreach. 85% of sales professionals say that AI makes their prospecting more effective. 72% of sales professionals say it helps them build rapport faster. 16% of sales professionals use AI for research. Transcribing Sales Calls.

Top of Funnel 86

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 86

Pipeliner

FEBRUARY 9, 2020

In the second article , I discussed one domain, organizational alignment around customer value, and described successive achievement levels. This installment: The enablement domain, which is any activity meant to improve the performance of the sales function. Part 3 dealt with the second domain: your organization’s selling capability.

Customer 94

Customer Scale Discount Hiring 94

Tony Hughes

FEBRUARY 22, 2018

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. What more could you possibly ask for? Is she competent?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 90

Sales Management Hiring Top of Funnel Territories 90

Understanding the Sales Force

APRIL 23, 2014

Consider the length of time that a runner must train to prepare for running a 26.2-mile Someone training for a marathon should run up to 50 miles per week. If you’ve been reading my Blog for the past 8 years and 1,150 articles, then you have no doubt read that salespeople can be categorized into 3 groups. Why not everyone else?

Airlines 284

Airlines Groups Forecasting Engineering 284

Allego

MARCH 23, 2023

This article was originally published by Demand Gen Report. In fact, the baseline forecast is for global economic growth to slow from 6.1% High-performing sales teams can use this AI-powered tool to gather data to help sales reps overcome their unique challenges and raise overall team performance.

Data 62

Data Face-to-face Remedy Conversion 62

No More Cold Calling

JANUARY 2, 2014

Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. The media is flooded with articles about resolutions right now. I dislike planning just as much as the next sales professional. Don’t get me wrong.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Hubspot Sales

JUNE 29, 2022

Start planning how you can address those particular points — whether that be through additional training, constructively calling those issues out in meetings, or any other ways you can productively communicate those concerns to your team. How well can you strategize on your top 10 potential forecasted accounts. Is it up to date?

Lead Rank 84

Lead Rank Lead Scoring Scale How To 84

Alice Heiman

OCTOBER 17, 2018

You’re probably wondering why a sales expert is reading a book on sales management. Well, I try to read a book every month, and at least every other month I like to read what another sales expert has written. Most business owners lead their sales team at some point in time. Create more accurate sales forecasts .

Leads 109

Leads Marketing Qualified Lead Hiring Coaching 109

Lessonly

MARCH 16, 2020

How does sales training software simplify your long-term training efforts? The companies with the best sales training programs understand this concept. They set their own sales training agenda. During this learning curve, the train does not slow down. Intentional training methods.

Software 26

Software Software Training Territories 26

Pipeliner

JULY 29, 2023

Artificial Intelligence (AI) is revolutionizing the sales landscape, offering businesses unprecedented opportunities to enhance their sales processes and achieve remarkable results. AI-Driven Lead Generation One of the most crucial aspects of sales success lies in identifying and nurturing high-quality leads.

Scale 52

Scale Lead Rank Lead Scoring Sales Forecasts 52

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. If your enablement initiative drives sales results as expected, you don’t need to read this article. Myth #2: Sales enablement is just another word for content or training technology already handled by our L&D platform.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

Your Sales Management Guru

SEPTEMBER 11, 2012

Your Sales Management Guru Blog on “Top 50 Sales & Marketing Blogs” List . It’s quite validating to be recognized professionally for your expertise, although I’m frequently rewarded by my followers who tell me they are successfully using information I share with them in managing their sales organizations.”.

Sales Management 65

Sales Management Conference Microsoft Compensation 65

Hubspot Sales

AUGUST 24, 2023

While skepticism lingers among traditionalists who value personal interactions, the reality is that AI is swiftly reshaping the sales landscape, driving revenue growth and cost savings for businesses worldwide. The AI sales rep assists sales managers in sales forecasting and analytics.

Lead Rank 84

Lead Rank Lead Scoring Face-to-face Forecasting 84

Your Sales Management Guru

DECEMBER 20, 2010

Sales Management: How Does March Look? In magazine columns and other blog postings I have written about being a proactive strategic sales manager rather than a reactive, fire-drill crazy, un-organized sales manager. This view is why; you now should be considering March’s sales potential.

Sales Management 60

Sales Management Face-to-face Forecasting Analysis 60

Gong.io

FEBRUARY 14, 2022

If you look on the Gong blog , you will likely bump into many articles he’s written. He’s been in pretty much every sales role over those 2+ decades. His current gig is JB Sales, an organization founded “as a response to the incredibly limited amount of formal academic sales training that exists for the #1 global profession.”

Examples 121

Examples Strategy Hiring Cold Calling 121

Customer Centric Selling

FEBRUARY 4, 2013

Sales Training Article for SVPs: Secrets to Managing Up By Dan Perry, Sales Benchmark Index (SBI) Sales VPs consistently ask me: ”How can I control my boss?” But you can manage him. 117 Chief Sales Officers gave us feedback. Have an Accurate Forecast. This keeps everyone up at night.

Training 51

Training Forecasting How To Quota 51

MEDDIC

MAY 10, 2023

In this article, I will share a practical case study of using AI to write a MEDDIC email to the Economic Buyer. a prospect headquartered in NY, was looking into a sales training program. a prospect headquartered in NY, was looking into a sales training program. But I wanted to give it a try.

Buyer 52

Buyer How To Forecasting Google 52

Nutshell

MARCH 19, 2024

When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team. This article puts the spotlight on what sales productivity means, why it’s crucial, and strategies you can employ to take your team’s productivity from 0 to 100 fast.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Pipeliner

JULY 29, 2018

Without a pipeline management software that is cutting edge, and offers necessary features, you will be left with a confusing, chaotic mess of data that won’t be at all useful. It’s also important to use your pipeline management system effectively and appropriately, and ensure that each team member is active in using it.

Pipeline 45

Pipeline Forecasting Lead Rank Lead Scoring 45

Sales Hacker Training

MAY 20, 2020

Improved communication between sales, marketing, and product. In this article, I’m going to show you the best practices for sales enablement and how to get the most out of your competitive intelligence so you can increase alignment and stay ahead of your competitors. Implement regular training.

Competition 132

Competition Sales Enablement Analysis Lead Rank 132