Understanding the Sales Force

JANUARY 24, 2014

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! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Sales Management 216

Sales Management Webinar Metrics Coaching Sports 216

Hubspot Sales

NOVEMBER 26, 2020

Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. The best sales managers lead by example. That's why exemplary sales managers never stop trying to improve.

Sales Management 124

Sales Management Hiring Construction Report 124

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Training 114

Training Sales Management Lead Rank Lead Scoring 114

Hubspot Sales

JANUARY 4, 2024

In this article, experts from HubSpot, Belkins Agency, and more share powerful tactics they resort to stay upbeat. What makes a bad sales month? A bad sales month can be attributed to a variety of factors, ranging from internal processes to external market conditions. Get Pipeline Management in Sales Hub free 2.

Top of Funnel 113

Top of Funnel How To Hubspot Forecasting 113

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

Sales Goal 86

Sales Goal Examples Sales Management Hiring 86

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.

Promotion 96

Promotion Sales Management Hiring Lead Rank 96

SalesFuel

MARCH 4, 2024

SalesFuel reports on a survey that found “approximately one-fifth of sellers’ monthly outreach calls never turn into a sale.” Writing for Hubspot, Michael Pici highlights various phrases that sellers should consider adding to their prospecting talking points. And don’t forget to browse their social media profiles, posts and activities.

Prospecting 92

Prospecting Social Media Hiring Call-back 92

Sales Hacker

JUNE 23, 2021

What, you didn’t have time to watch that webinar replay in between reading those two articles you’ve had open in a tab for three days? There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Sales enablement.

Top of Funnel 82

Top of Funnel Webinar Metrics Hubspot Cold Calling 82

Hubspot Sales

FEBRUARY 16, 2022

Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers. But first … what is a sales hook? (If If you already know what a sales hook is, and how to create one, feel free to skip to the section where we highlight HubSpot sales reps' real-life examples.).

Hubspot 131

Hubspot Social Media Churn Sales 131

Understanding the Sales Force

NOVEMBER 6, 2013

We know how important qualifying is and Pete Caputa , Sales & Marketing VP at Hubspot , proves that qualifying improves closing percentages with the metrics data he included in this recent post. My regular readers and clients will notice that qualifying occurs rather early in Hubspot''s sequence.

Sales Qualified Lead 276

Sales Qualified Lead Hotels Hubspot Decision Maker 276

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. I write so much about sales Commitment that a Google search for my articles with commitment turned up 33,500 results!

Consultative Selling 255

Consultative Selling Training Conference Coaching 255

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

Hubspot Sales

FEBRUARY 21, 2020

Though feelings of burnout when working in sales are common, they can be alleviated, and can provide valuable learning opportunities to help sales managers create healthier work environments. In fact, Gartner Research finds companies that automate lead management see a 10% or greater increase in revenue in 6-9 months.

Hiring 135

Hiring Lead Rank How To Hubspot 135

Hubspot Sales

JANUARY 6, 2021

Ask your sales team why they didn't work specific leads; their answers will reveal whether it's a matter of fit ( "This company is way too small to need our product" ) or inefficiency and laziness ( "Carla called them in February and they weren't interested." ). How many of your legitimate sales opportunities become paying customers?

Sales Process 141

Sales Process How To Hubspot Hiring 141

Anthony Cole Training

SEPTEMBER 3, 2014

Today is the first day of my renewed focus on High Payoff Activities (HPOA ) - those activities in sales and sales management, that when done well and done consistently, drive sales results to our company. Bill Eckstrom, President/CEO of EcSell Sales Institute tells me that when sales managers “coach,” then sales happen.

Coaching 196

Coaching Hubspot eBook Follow-up 196

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. It includes: CRM and contact management. Sales automation. Integration.

Small Business 52

Small Business Small Business Software Software 52

Understanding the Sales Force

SEPTEMBER 8, 2014

Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. We want you to be part of our next White Paper on Sales Force Effectiveness. Would you kindly take no more than 5 minutes to answer some questions about the sales force at your company? Now for the article.

Motivation 253

Motivation Hiring Face-to-face Decision Maker 253

SBI Growth

MAY 22, 2013

A recent Hubspot survey found that 34% of the leads marketers generate come from inbound marketing sources. 5 Social Selling Tactics to Find Your Next Sales Job. Shift your focus to sales managers and HR. Start sharing ideas and articles aggressively. Find insightful articles that are relevant to the jobs you want.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

No More Cold Calling

DECEMBER 16, 2014

The Anatomy of a Sales Team Most new salespeople receive little training, even less coaching , and no real-world experience. Dan Lyons explores this issue and shares research from the Objective Management Group in his Hubspot post, “ Study: 3 of 4 Sales Reps Have No Idea What They’re Doing.” Read the rest of the article.)

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

Understanding the Sales Force

AUGUST 18, 2015

Let's start with my recent Google search for "Sales Process is Dead." That search turned up these articles on the first page of results: So who wrote all of these articles? One article was written by a sales expert discussing the concept of following the buyer's purchasing process. Are Top Salespeople Challengers?

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Increase Sales

DECEMBER 26, 2016

For the last several weeks to maybe months, sales managers and salespeople are looking to 2017 business growth. Within this annual or quarterly activity is the setting of sales quotas or goals. In a recent LinkedIn Pulse article, David Brock looks at the dramatic loss of dollars because of these poor retaining processes.

Quota 118

Quota Hiring Hubspot Coaching 118

Hubspot Sales

SEPTEMBER 2, 2020

In this article, the term "sales executive" refers to sales professionals working at the director level or higher — employees with significant influence over the general structure and trajectory of a company's sales efforts and strategy. How to Find a Sales Executive.

Hiring 100

Hiring Company Scale Hubspot 100

Gong.io

FEBRUARY 14, 2022

Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. 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.

Examples 121

Examples Strategy Hiring Cold Calling 121

Hubspot Sales

JULY 12, 2021

And if you're like us, you thrive in a work-from-home environment for enough reasons to warrant another article in themselves! So for all the sales managers with reps who might be struggling with this transition — or those reps themselves — we've compiled a list of tips to help any and all salespeople thrive in this new landscape.

Energy 124

Energy Social Media Face-to-face Call-back 124

Hubspot Sales

SEPTEMBER 1, 2023

In this article, find the ethical concerns and best practices for using AI. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically. With the right tools you can join the 61% of sales professionals who find AI and automation tools important to their overall sales strategy.

Training 103

Training Policies Guidelines How To 103

Crunchbase

JUNE 28, 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. . Microlearning can be used to develop sales reps’ behavioral and communication skills.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

Hubspot Sales

OCTOBER 9, 2019

Being a lifelong learner gives you a competitive advantage in the game of sales. Besides purchasing in-person or online sales programs, you can take free certification courses through vendors like HubSpot Academy or Sales Engine. Aja Frost, HubSpot Sales Blog contributor, writes about it in this blog.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

Sales Hacker Training

OCTOBER 10, 2022

I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. In this article, I’ll walk you through bridging the gap between L&D and sales enablement for your sales teams to create a culture of continuous learning that leads to super-powered sales reps.

How To 122

How To Face-to-face Sales Enablement Retention 122

Hubspot Sales

NOVEMBER 22, 2017

HubSpot integrates with HelloSign , PandaDoc , and DocuSign , e-signature tools that will automate your workflow and bring money into your bank account faster. Small Business Sales Management. Inventory and Order Management Software. Email Management Tool. And the benefits don’t end there.

Small Business 110

Small Business Small Business Tools Sales Tools 110

Hubspot Sales

MARCH 11, 2019

To succeed, sales teams need to make active listening and building trust their top priorities. Source: HubSpot Research. A few years ago, the HubSpot sales team started to examine our own hiring practices and think about the type of company we wanted to be. If buyers don't feel acknowledged, they won't buy.

Hiring 93

Hiring Ideal Customer Profile Customer Hubspot 93

LeadFuze

DECEMBER 1, 2021

Who use Hubspot. With the role of HR Manager. Key Sales Insights to Improve Business Results in 2022. Sales leaders need to invest in solutions like sales technology and methodology. 2) Increase your focus on the frontline sales management. 12% Shorter sales cycle. Who use Hubspot.

Webinar Metrics 52

Webinar Metrics Banking Hubspot Maximizer 52

PandaDoc

OCTOBER 13, 2022

However, Pipedrive is frequently chided for failing to deliver on more advanced features like email marketing, project management, and automation. Read this article to better understand the pros and cons that other CRMs have when compared to Pipedrive. Sales reps can pick between the Kanban board, lists, and thumbnails.

Lead Rank 52

Lead Rank SalesForce Hubspot Lead Scoring 52

Adaptive Business Services

OCTOBER 25, 2017

Being good at sales is a skill. As a sales manager , you need to help your sales reps improve by following the lead of your top sales performers. By applying their approach and attitude, your sales team can grow as salespeople, improve the customer experience and boost revenue for your business.

B2B 91

B2B Hubspot Case Study Cold Calling 91

Understanding the Sales Force

FEBRUARY 17, 2016

I've written more than 1,400 articles for Understanding the Sales Force and every one of them has been my observation of salespeople, sales managers and sales teams. After 10 years and 1,400 articles and to avoid boredom, we will change things up a bit for this article.

Sales Leadership 120

Sales Leadership Coaching Buyer Training 120

Hubspot Sales

JULY 25, 2023

Examples of research that AI can do for you are performing market and prospect research, finding datasets, and summarizing articles. By flagging leaky funnel points and identifying patterns that lead to higher or lower performance, AI tools can find best practices or gaps where a sales manager can step in to coach.

Top of Funnel 86

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 86

LeadFuze

NOVEMBER 30, 2021

It’s easier if we break down what we need to learn into manageable pieces instead of trying to digest everything at once. I am not going to talk about diversity in this article. Need Help Automating Your Sales Prospecting Process? Who use Hubspot. With the role of HR Manager. Who use Hubspot.

Hiring 52

Hiring Social Media Banking Hubspot 52

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What Can Sales Managers Do About Sales Retention? Hire more experienced reps.

Hiring 111

Hiring Churn Survey Promotion 111