Topline Leadership

SEPTEMBER 6, 2023

Should sales managers focus on results? Absolutely, but problems with sales teams arise when sales managers focus ONLY on results rather than observing and improving the inputs of the sales process. Sales results are an inescapable metric of the sales profession.

Sales Management 52

Sales Management Sales Sales Process Sales Leadership 52

Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Author: Kevin F.

Sales Management 268

Sales Management Hiring Motivation Construction 268

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Zoominfo

JANUARY 15, 2019

We’ve put together a list of the 20 most motivational sales quotes. These quotes cover everything from general motivation to sales strategy, and they’re words to live by for any sales professional. For sales managers looking to give their team a productivity boost, look no further than these 20 motivational quotes.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. 5 Steps don''t make a process. 5 Steps don''t make a process.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Understanding the Sales Force

MARCH 23, 2015

Today I will explore the least-read articles I have ever written. It''s very fashionable - and a best practice - to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don''t think anyone has gathered up their worst work and said, "Look at this!" That''s right.

Sales Process 120

Sales Process Closing Training Sales Methodology 120

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

Resources 62

Resources Sales Management Hiring Sales Leadership 62

Allego

OCTOBER 4, 2022

When not in job search mode, though, my LinkedIn visits are quick hits: share a link to an article, like a few posts, and maybe post a comment. LinkedIn’s algorithm discovered I’m a Gen-Xer, and in the News section of my home page I saw an article about my generation. Gen-Xers are rarely the subject of articles.

Sales Process 62

Sales Process Hiring How To Video 62

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. sales reps who might be new to the business. And it results in a lot of backward sales processes. And I get it. Here’s how. That’s a problem.

Sales Process 87

Sales Process Hiring Ideal Customer Profile Call-back 87

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 93

Hiring Sales Management Lead Rank Hubspot 93

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. The Sales Pipeline Nazi.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

SBI Growth

AUGUST 16, 2023

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology.

Selling Skills 156

Selling Skills Benefit Objections Competition 156

Understanding the Sales Force

JULY 14, 2014

The following article first appeared in the July Issue of TopSales Magazine. He thought it would make for a great article discussion, so let’s attempt to answer that question by starting with a few questions of my own. Is it the sales process that makes it so powerful?

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

Sales Hacker

FEBRUARY 6, 2019

Many sales leaders think they’ve put a simple sales process in place, but they get frustrated when their reps don’t follow it. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. These 3 Sales Process Tips Will Make You Unstoppable.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Understanding the Sales Force

NOVEMBER 10, 2023

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. When this lack of awareness is prevalent at the top of a sales organization, it is challenging to grow it or scale it. Investments?

Company 212

Company Hiring Scale Forecasting 212

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 117

Sales Management Hiring Construction Report 117

Understanding the Sales Force

DECEMBER 16, 2013

I also think the sales world is going a bit crazy too. For me, it began two months ago when I posted, Now That You Have a Sales Process, Never Mind, in rebuttal to a stupid article about sales process being the cause of long sales cycles and low closing ratios. Continued. **.

Sales Process 205

Sales Process Sales Cycle Sales Leadership LinkedIn 205

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process. Leverage a sound sales process.

Sales Process 137

Sales Process How To Hubspot Hiring 137

Steven Rosen

MARCH 25, 2024

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’

Coaching 156

Coaching Pivotal Lead Rank Report 156

Partners in Excellence

JULY 16, 2012

What resonated with me is the radical simplicity with which Mark approached (and described) building a sales team. In a world where too many try to overcomplicate things, Mark’s article cut to the essence of building high performance sales teams. Summarizing: Hire the same successful sales person every time. (P).

Hiring 86

Hiring Sales Management Coaching Hubspot 86

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

Pipeliner

AUGUST 18, 2020

One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. Fortunately, though, sales management is a craft that can be learned. This will help a sales manager to get up and running.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. 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?

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Sales Hacker

JANUARY 23, 2023

But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. How to spot overcomplication on your sales team Think about how your sales team members work together and independently.

Sales Process 76

Sales Process Hiring Cold Calling Proposal 76

Understanding the Sales Force

DECEMBER 13, 2012

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. That's right; since 2006, I've posted nearly 1,000 articles. Then, on Thursday, December 20, we'll post the winning article. Sales Motivation (very motivational).

Hiring 163

Hiring Compensation Motivation Study 163

Pointclear

JANUARY 31, 2012

One thing we can always count on is this: sales will always say they want more leads. I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Consultative Sales Process. Let's dig into each.

Sales Process 106

Sales Process Top of Funnel Lead Rank Sales Qualified Lead 106

Janek Performance Group

MAY 17, 2022

But I’ve learned through experience if you try to “growth hack” your way to sales success with “copy-and-paste” content, you end up getting lost in the sea of content. In this article we will outline tried and true best practices that sales reps can follow to increase their LinkedIn results. Third, it’s personal.

LinkedIn 62

LinkedIn Sales Process Ideal Customer Profile Prospecting 62

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in!

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Understanding the Sales Force

AUGUST 5, 2016

With that in mind, some of the best articles you haven't read were published this summer! I'm going to share four of them right here, tell you why the article will help today, and you can decide whether or not to read it.

Sales Leadership 120

Sales Leadership Relationals Sales Sales Process 120

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 79

Sales Goal Examples Sales Management Hiring 79

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.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

No More Cold Calling

JULY 29, 2021

This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. No wonder these folks are not closing sales. Why Your Team Is Not Closing Sales.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Anthony Cole Training

JANUARY 30, 2012

open ended sales questions (11). performance management (3). practice management (9). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21).

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

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.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93