Gong.io

DECEMBER 30, 2022

You can’t tell a sales rep to “increase sales” and expect them to know what to do. A good place to start is to set the right sales objectives. In this article, we’ll explain what sales objectives are and why they’re critical to business growth. What is a sales objective? Reduce sales cycle length.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

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

Sales Training Connection

MAY 6, 2013

It’s easy to manage a sales team when there’s consensus on where you’re going and how you’re going to get there. That’s when sales managers face some challenges. But if agreement can’t be reached even at that level, then the sales manager makes the call. But what happens when there isn’t consensus?

Sales Management 119

Sales Management Hiring Face-to-face Sales Leadership 119

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” ” As with the other articles, most of the hacks are very well known. Hacking sales management is pretty simple.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. You must read the article in order to understand the following questions. In the end, we are all in search of a shorter, more effective sales cycle and any help we can get is always appreciated. Magazine''s website.

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Study Sales Cycle Follow-up Account 243

Understanding the Sales Force

NOVEMBER 13, 2013

That''s exactly how most salespeople go through each day, through each sales call and meeting, and through each sales cycle. It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? They are in the dark.

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Decision Maker Proposal Sales Cycle Exact 313

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

PandaDoc

APRIL 3, 2023

Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Pipeline 98

Pipeline Top of Funnel Sales Qualified Lead Sales Forecasts 98

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. Be Your Own Sales Manager. The best sales manager you are ever going to have is yourself.

Sales Management 66

Sales Management Harvest How To Decision Maker 66

Allego

FEBRUARY 15, 2023

This article originally appeared on Training Industry. The State of Sales Enablement Tools Download The Sales Enablement Technology Report to get the latest insights and advice for building the best sales enablement tech stack. Layoffs are sweeping the U.S. , Long story short? But this is easier said than done.

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Training Face-to-face Sales Enablement Sales Cycle 117

The Spiff Blog

OCTOBER 19, 2023

For example, an AE comp plan will look different than an SDR comp plan because each role has a different relationship to the sales cycle. Recommended reading: How to Motivate Sales Managers With Compensation Strategy Compensation Transformation Tip #6: Leverage a mix of individual and team-based incentives.

Compensation 83

Compensation Incentives Incentive Commission 83

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?

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Hiring Sales Leadership Sales Forecasts Forecasting 149

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. In other words, lack of sales process, typical since I entered the sales development space in 1985, has not changed at all!

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Sales Process Margin Survey Forecasting 249

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. A sales candidate with either the Lack of Desire or the Lack of Commitment would neutralize all ten of the traits the article referred to! When styles and traits are combined, they become qualities. c) Copyright 2013 Dave Kurlan'

Research 291

Research Insurance Insurance Face-to-face 291

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. At Epos Now, our average deal cycle is around 8 days.

Pipeline 90

Pipeline Inside Sales Top of Funnel Sales Management 90

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach.

Hiring 201

Hiring Insurance Insurance Margin 201

SalesFuel

MARCH 11, 2024

SalesFuel highlights a few in this article , including establishing a referral program. According to Rebecca Feiten, the director of strategic and enterprise sales for EMEA at Outreach, this is also causing the process to lengthen. Worried about how to ask? You’ve got plenty of options that work.

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Buyer Referrals Hiring Decision Maker 52

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. It''s all about potential. Findings Related to Potential.

Hiring 236

Hiring Decision Maker Construction Incentives 236

The Pipeline

MARCH 13, 2012

In the March edition of Office Technology , published by Business Technology Association , published a piece on sales cycles and how to shorten them, titled “Shorter Sales Cycles” Click her for the PDF. On March 14, I will be on The Sales Management Issues interviews with Jonathan Farrington.

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Media Journal Sales Cycle Call-back 227

CommercialTribe

MARCH 14, 2019

This is the second article of a three-part series on sales manager productivity. In Part I, I shared where and why most organizations don’t actually know who their B and C sales managers are, and illuminated the hidden cost they bring to organizational performance. Coaching Is Every Sales Manager’s Power Play.

Top of Funnel 40

Top of Funnel Coaching Sales Management Revenue 40

SBI

APRIL 22, 2014

In short, we want all the “good things” What do businesspeople want out of life in their Sales role? In Sales, that list looks something like this: To shorten the sales cycle. If you can achieve these “good things” you’ll be your happiest in the profession you’ve chosen, Sales.

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Sales Cycle Quota Forecasting Closing 137

Pipeliner

NOVEMBER 9, 2020

Elinor is an international best-selling author, a Top 1% Influencer, and sales guru, and inspirational speaker. Jason Jordan is a partner at Vantage Point, focusing exclusively on sales manager training, and is a recognized thought leader in B2B sales.

Pipeline 84

Pipeline Cold Calling Pivotal Lead Generation 84

Gong.io

NOVEMBER 18, 2022

A sales manager without sales reports is like an explorer without a map. While sales reports may seem like another task on your never-ending list of things to do as a sales manager, they offer amazing insights into your sales teams and processes. . What is a sales report? Sales cycle forecast.

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Report Examples Forecasting Sales Cycle 62

Sales Hacker

FEBRUARY 6, 2019

Another way to ensure compliance is to have someone from your Sales Ops organization ensure that reps are following the appropriate process before moving a deal forward to the next stage. Build sales collateral. The sales process is only as good as the value it provides to your customers and reps.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). It’s about helping your sales organization do what they do best. The Elements of a Winning Sales Enablement Strategy for 2021.

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Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Allego

SEPTEMBER 28, 2022

This article originally appeared on Sales & Marketing Management. According to a Bain & Company survey , 92% of B2B buyers prefer virtual sales interactions, with 79% of sellers also realizing its effectiveness. Managers can then review the pitch and provide feedback in the form of their own video.

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Sales Enablement Hiring Video Sales Cycle 71

Zoominfo

MAY 17, 2018

Needless to say, this paints a less-than-promising picture of sales forecast accuracy. In this article, we’ll break down five actionable strategies you can put in place to speed up your sales pipeline , roll out more accurate sales forecasting, and make course corrections before it’s too late.

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Sales Forecasts Forecasting Pipeline Scale 232

Showpad

MARCH 3, 2020

Both operations and enablement strategies function to enhance the sales process, allowing sales managers to effectively lead and coach their teams and reps to meet their goals quarter after quarter. We’ll get into unique responsibilities of each later in this article.

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Sales Operations Sales Enablement Hiring Compensation 100

Allego

NOVEMBER 22, 2022

This article originally appeared on MarketingProfs. Winning a sale is a team effort, not just from sellers and sales managers but the sales organization as a whole. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line.

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Pivotal Conversion Closing Buyer 117

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Ramp-ups should also reflect your sales cycle.

Compensation 86

Compensation Retention Hiring Commission 86

SBI Growth

SEPTEMBER 22, 2013

Take a look at that tattooed figure in the top right of the article. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. Having one sales manager on the implementation team is just checking the box. Sales Managers (all levels).

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Eloqua Marketo Buyer Persona Collateral 316

Understanding the Sales Force

OCTOBER 21, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. He has written a few articles which, at minimum, embarrass me and, at worst, reflect badly on him. Register. (c)

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

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.

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Lead Rank Lead Scoring Examples Data 130

SBI Growth

NOVEMBER 14, 2012

Actually, this article isn’t about your standard numbers. This article is about your ICP – that is to say, your Ideal Competency Profile numbers. 66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Your manager is one of those tools.

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Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Crunchbase

OCTOBER 20, 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. The current job market for sales engineers.

Analytics 52

Analytics Engineering Hiring B2B 52

Pipeliner

JULY 22, 2021

I wrote an article a while back comparing sales playbooks to soccer corner kicks. According to Aberdeen Research, sales organizations that implement playbooks have shorter sales cycles, more reps making quota and higher revenue growth rates. Close and grow, through the power of playbooks.

Sports 90

Sports Guidelines Course Buyer 90

Gong.io

OCTOBER 19, 2022

If you want to solve this, you need to make your sales team more productive. . Sales productivity can be hard to pin down and improve. This article will show how you can define sales productivity, calculate it, and improve it. What is sales productivity? Sales productivity can be rather hard to define.

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Lead Rank Lead Scoring Cold Calling Hiring 62