Tony Hughes

FEBRUARY 22, 2018

In one of my posts I provide guidance to sales managers on who belongs in their sales team and how do they decide who needs to be managed-out? The "rule of 24" helps them make the decision but for sales people assessing whether to fire their boss I recommend the three Cs. Is she competent?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Sales and Marketing Management

JUNE 29, 2020

By bringing digital technologies to bear, sales enablement organizations can actually improve onboarding effectiveness. Click on any of the articles below to read more from our special report. How COVID-19 could reshape sales. Group travel is down, but not out. Are you digital-ready? 6 steps to adapt effectively.

Construction 156

Construction Policies Travel Coaching 156

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. Hire more women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Distribution Pricing Journal

OCTOBER 9, 2023

Our recent article, “ Can Distribution Pricing Managers Work Remotely? ,” was clearly a hit. So far it has been the most viewed article of the last four weeks. At the risk of alienating some of our sales managers in our audience – bear with us – pricing managers don’t always trust direct feedback from individual reps.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

No More Cold Calling

MARCH 4, 2014

Our prospects simply get busy, go on vacation, get sick, are traveling, or don’t have the requisite information to respond. Of course, you should have completed all of these important tasks earlier in your sales process, but it’s never too late to save a deal. Associations Enterprise Sales Management Salespeople Small Business'

Call-back 274

Call-back Cold Calling Small Business Small Business 274

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.

Hiring 49

Hiring Training Travel Forecasting 49

Understanding the Sales Force

MAY 28, 2014

The June issue of Top Sales Magazine has been published and you can download it here. Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. Also in the June issue are the Top Sales Article and Top Blog Article for May.

Training 248

Training Coaching Comparison Territories 248

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 Growth

MARCH 24, 2013

Most top sales executives travel. Multi-national organizations plus complex sales equals airline miles. This article tells the sales leader how to spend time, their most precious commodity. Last week, the Wall Street Journal ran several articles on this phenomenon. How do you gather the right information?

Airlines 297

Airlines Hiring Journal Churn 297

The Pipeline

AUGUST 5, 2011

FlightTrack Pro – One of the biggest pain points in a traveling profession is, you guessed it, traveling! It allows you to sync your travel itinerary, and then sends you push notifications about any changes with itinerary – delayed flights, change of gates, etc. Random Walk Down Sales Street. Sales Cycle.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

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

Adaptive Business Services

JULY 26, 2023

Another aspect is that most often using a CRM is something that has been requested (dictated) by their company or sales manager. I’ve spent that last 45 years as either a salesperson or as a sales manager. Part of it is that a CRM is viewed as data entry. Get over it and do it for YOURSELF! There will be a learning curve.

CRM 62

CRM Face-to-face Banking Travel 62

Pipeliner

JUNE 10, 2021

In the end, this seamlessness results in the symbiosis between humans and machines, as we discussed in the last article. The road that we’re traveling is never-ending. These elements include collecting data correctly, and data modeling through analytics to accurately measure your business outcomes for the future.

Account 97

Account Analytics Travel Vendor 97

SBI Growth

DECEMBER 24, 2012

Think of this article as a holiday gift. Below are six of the worst decisions we’ve seen senior sales leaders make. Accompanying each is a link to an article where you can learn more. Many times, comfort with the current sales force structure hurts the senior sales leader. Are you ahead of the curve? Bad decision.

Hiring 326

Hiring Lead Rank Collateral Demand Generation Targets 326

Your Sales Management Guru

OCTOBER 3, 2016

Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine. The specific article covered a young coach, Dale Brown meeting with John Wooden, the Hall of Fame UCLA basketball.

Hiring 92

Hiring Travel Compensation Coaching 92

MTD Sales Training

OCTOBER 28, 2015

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. This might entail looking up the latest links and articles on Linkedin Pulse, downloading and reading the latest industry news or simply meditating on what the day will bring.

Face-to-face 145

Face-to-face Energy Call-back Travel 145

Pipeliner

OCTOBER 9, 2023

Not Just Moral, but Intelligent This series of articles is not designed to preach. Sales management—or any management, for that matter—must pay attention to the business to ensure this is done. In ancient times, a traveling merchant had to be careful not to cheat or betray a buyer because it could mean the seller’s life.

Social Media 59

Social Media Transportation Call-back Media 59

Sales Training Connection

APRIL 29, 2013

Sales people's comfort-risk mix. Sales reps, like most of us, have a propensity to stay within their comfort zone. Some sales people think that’s what sales management wants so it is an issue of expectations. Others are fearful of being branded as tough to manage or a loose cannon if they take too many risks.

Travel 107

Travel Training Engineering Strategy 107

No More Cold Calling

MARCH 24, 2015

Business Travelers Go the Extra Mile to Connect Face to Face The number of million-mile frequent business travelers has increased. Sales executives know the importance of going the distance to meet clients—and that a simple handshake can set the tone for a business relationship.

Face-to-face 120

Face-to-face Meeting Hiring Skype 120

Janek Performance Group

FEBRUARY 23, 2022

Now the economy is growing again and you are looking to hire more sales talent for your team. The bad news is your sales managers have maxed out their bandwidth with their current responsibilities and daily activities. This leaves you with a critical decision regarding how to ramp up the new sales hires.

Outsourcing Services 117

Outsourcing Services Hiring Training Harvest 117

Gong.io

JULY 11, 2022

But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

No More Cold Calling

JULY 21, 2015

They publish my social media posts, edit my writing, manage my database, and send regular communications to my audience. But I’m the one responsible for increasing sales. Sure, I checked email the first few days while I was traveling. For more on these points, read the rest of the article. You are not your job.

Small Business 120

Small Business Small Business Cold Calling Social Media 120

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

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. They took on and beat Google.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Allego

JUNE 19, 2020

See how to track and measure the ROI of your sales training so you can prove the value of your initiatives and win the resources you need to ramp up. How to Drive Performance for Remote Sales Teams. Our “new normal” of canceled meetings and travel restrictions means face-to-face sales are impossible. Learn More.

Webinar Metrics 98

Webinar Metrics Training Hiring Face-to-face 98

Sales Training Connection

AUGUST 13, 2012

Sales strategy and thought bubbles. While traveling recently, I read an interesting article by Holly Green in Executive Travel Magazine that introduce an interesting way of understanding an idea that poses a threat to that process – thought bubbles. ©2012 Sales Horizons, LLC.

Strategy 108

Strategy Travel ACT Account 108

Smooth Sale

JUNE 13, 2023

One fond memory about using creativity to make a sale was when I presented at a meeting; only the Sales Manager was skeptical about my idea! And given that you are short on sales reps making quota this month, I know you and the engineers will find the appropriate way to make it happen.

Engineering 78

Engineering Hiring Conference Networking 78

Pipeliner

OCTOBER 14, 2021

This is the next article in our continuing series on RevOps—revenue operations—and how Pipeliner CRM equates with RevOps. We quoted renowned management consultant and author Peter Drucker in our last article: “You can’t manage what you can’t measure.” Pipeliner Use Example. Let us take an example with Pipeliner.

Data 52

Data Pipeline Sales Qualified Lead Travel 52

Crunchbase

NOVEMBER 10, 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 author is an expert in their field and a Crunchbase user. Conclusion. What matters now?

Strategy 52

Strategy Face-to-face Call-back Travel 52

Pipeliner

OCTOBER 1, 2019

It’s a similar situation with sales. Most companies, when they engage in sales enablement, focus on the sales manager and pound on them to coach salespeople. In our last article, I painted the picture of a holistic customer process with an airline. But salespeople haven’t been given any path to follow.

Sales Enablement 74

Sales Enablement Tourism Policies Airlines 74

Alice Heiman

MARCH 21, 2022

They are omnichannel buyers, which Jennifer Stanley and her teammates explain so well in this article, The New B2B Growth Equation. . The third is thought leadership; I spend a lot of time on podcasts, traveling to field events, speaking on panels. All of this helps with awareness, thus leading to more sales.

Lead Rank 152

Lead Rank Lead Scoring Top of Funnel Marketing Qualified Lead 152

Anthony Cole Training

OCTOBER 1, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 120

Hiring Ideal Customer Profile Webinar Metrics Travel 120

Hubspot Sales

APRIL 1, 2020

If your team has a clearly defined sales process, you'll know what you're reps are getting into and how well they're doing — and you won't unexpectedly waste resources on reps who are figuring everything out as they go. Conduct active and effective sales coaching.

Sales Qualified Lead 96

Sales Qualified Lead Construction Inside Sales Travel 96

Bigtincan

OCTOBER 11, 2021

The solution, in our experience, is modern training software that allows sales reps to find and review product information exactly when it’s needed by using techniques like just-in-time learning (reps can look up answers as needed) and microlearning (short lessons for improved knowledge retention). Your sales reps travel a lot.

Fashion 105

Fashion Software Software Training 105

Anthony Cole Training

JULY 21, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 159

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 159

Your Sales Management Guru

AUGUST 3, 2016

As Sales Leaders or as anyone, creating a positive life for yourself begins by focusing on others; in my keynote programs I describe how during my work on improving the professionalism of sales managers, we actually began to focus impacting their personal lives as well. His blog has been rated in the sales blogs in the world!

Travel 40

Travel Positioning Influencer Sales Management 40