Steven Rosen

AUGUST 20, 2023

Group Coaching Inside Sales Reps In sales leadership, fostering a culture of continuous learning and feedback is paramount. By group coaching inside sales reps, you can tap into the power of collective insights can pave the way for a more informed and cohesive sales team.

Inside Sales 156

Inside Sales Groups Coaching Construction 156

Increase Sales

DECEMBER 11, 2013

There are millions of business and sales blogs to be discovered every day. In fact, I support some of my professional colleagues who are sales consultants, sales trainers and sales coaches by broadcasting their blogs. So what makes this business and sales blog any different than theirs?

Small Business 144

Small Business Small Business Face-to-face Construction 144

Showpad

MAY 12, 2022

Yet, working together, they’ve built a high-performance sales enablement function at TOUGHBOOK Europe—the European Mobile Solutions Business Division of electronics giant Panasonic. They designed new industry research methods that include both customers and sales reps. Before 2020, Panasonic didn’t have a sales enablement team—at all.

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If My job is to make sure that we’re creating as much market awareness on the “upper funnel work” so that it gets down into the pipeline for sales to take it from there.

Conversion 98

Conversion Top of Funnel Lead Rank Ideal Customer Profile 98

Showpad

NOVEMBER 21, 2021

I was previously doing sales enablement for Lumere, a 120 person startup in Chicago. I was very focused on 10 salespeople and helping them with “the normal stuff”: building their sales process, including training, certification, and onboarding. . Training strategy encompasses three different components: knowledge, skill, and process.

Face-to-face 98

Face-to-face Revenue Training Data 98

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!

Hiring 103

Hiring Forecasting Coaching Training 103

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Everyone has different learning styles, is at different stages in their career, and even different motivations. That’s where AI comes in.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Steven Rosen

SEPTEMBER 25, 2022

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? The packages for each sales rep that is being laid off (severance letters and outplacement service offerings etc.) The packages for each sales rep that is being laid off (severance letters and outplacement service offerings etc.)

Lead Rank 156

Lead Rank Leads Marketing Qualified Lead Face-to-face 156

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. If you want some reading for your holiday vacation, I have created 3 new series of articles: The first series contains all articles which I've written on coaching salespeople.

Hiring 163

Hiring Compensation Motivation Study 163

Women Sales Pros

AUGUST 22, 2018

If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. What’s the difference?

Sales Management 192

Sales Management Hiring How To Coaching 192

Sell Integrity

JUNE 18, 2021

Being a coach for sales teams has never been more important. Here are 10 sales coaching articles that can inspire new thinking, motivate your sales leaders and ultimately move the needle on your sales team’s performance. We often associate “coach” with a sports analogy. The data is clear.

Sales Coaching 86

Sales Coaching Coaching Sales Leadership Pivotal 86

Partners in Excellence

MAY 6, 2021

He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels. We looked at what we had missed.

Territories 162

Territories Maximizer Compensation Account 162

Partners in Excellence

MARCH 11, 2021

Who in the sales organization owns the responsibility for a deal? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” ” Sadly, though, in practice it looks very different. It’s the sales person’s responsibility to “make the number.”

Sales Qualified Lead 131

Sales Qualified Lead Account Strategy Resources 131

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

The Sales Hunter

SEPTEMBER 13, 2019

A few weeks ago, I received a prospecting email that contained over 15 different links. Not only am I anti-presentation in the prospecting phase, but I have a strong distaste for formal sales presentations at any time during the selling phase. Still, this only applies to a long way down in the sales process.

Prospecting 158

Prospecting Lead Rank Lead Scoring Conversion 158

Anne Miller

JANUARY 7, 2024

But, suppose you have a different challenge. The Challenge Susan Weiner edits investment commentary on behalf of asset managers who send communications to their individual and institutional clients. For example, you need a better way to position your service, or an answer to an objection, or a clever opening to a speech.

Engineering 126

Engineering Up-Sell Follow-up Exact 126

Pipeliner

OCTOBER 24, 2023

The Power of Sales Leadership and Emotion in Sales Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. In this blog post, I’m excited to share the insights from my recent podcast episode with John Crowder, the VP of Healthcare with Integrity Solutions.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

Showpad

JANUARY 12, 2023

Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. .

Scale 59

Scale Sales Enablement Lead Rank Lead Scoring 59

Partners in Excellence

NOVEMBER 3, 2022

We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. I seldom hear career pathing discussions from sales leadership. Perhaps things like, we move SDRs into AE roles, possibly an account manager role. For a few, possibly sales management.

Retention 103

Retention Engineering Coaching Face-to-face 103

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Build a Message That Centers on Value.

Strategy 107

Strategy Customer Discount Decision Maker 107

Xvoyant

FEBRUARY 1, 2019

Steven Rosen – StarResults — Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales. To that end, what is sales coaching? The goal of coaching is to help the individual improve their performance and reach their true potential.

Sales Coaching 59

Sales Coaching Coaching Face-to-face Follow-up 59

Partners in Excellence

MAY 17, 2022

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.

Sales Enablement 120

Sales Enablement Maximizer Lead Rank Fashion 120

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. Why do companies promote the wrong person to sales management?

Promotion 118

Promotion Sales Management Hiring Coaching 118

Partners in Excellence

AUGUST 4, 2021

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible.

Sales Enablement 125

Sales Enablement Coaching Policies Tools 125

Sell Integrity

DECEMBER 15, 2020

Effective sales coaching yields results, and sales leaders intuitively seem to understand this. You don’t have to look far to find another article or blog post talking about the importance of coaching in the workplace. The Sales Coaching Paradox. So where’s the disconnect?

Coaching 88

Coaching Sales Coaching Survey Motivation 88

Partners in Excellence

MAY 19, 2021

Too often, we get coaching wrong–if we do coaching at all. Too many managers think of coaching as something we do to someone. These managers inflict their opinions and direct the coachee. These managers inflict their opinions and direct the coachee. But there’s a more powerful form of coaching.

Coaching 96

Coaching Objections Account Opportunity 96

Partners in Excellence

DECEMBER 11, 2020

There is one fundamental question that all sales people and managers must think about and ask every day, “What if you thought of things differently?” This question is the foundation of every coaching discussion a manager has with each person on her team. How might they do things differently?

Coaching 110

Coaching Relationals Opportunity Strategy 110

Partners in Excellence

DECEMBER 9, 2021

I was coaching an outstanding sales manager. She coaches each person, having a very disciplined approach in leveraging data and how they worked. I see managers at all levels who are trying to do the right things with their people and their organizations, but somehow they aren’t connecting.

Outsourcing Services 96

Outsourcing Services Revelation Coaching Channels 96

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. It’s through questions and questioning, we think about change, doing things differently. As managers, we do the same thing when we “coach” our people. They provide a powerful means of learning and growth.

Intent 118

Intent Positioning Coaching Lead Rank 118

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

criteria for success

MAY 30, 2023

Tom Jackobs is an accomplished speaker and coach. He has an interesting career journey starting with theater management and continuing into sales leadership, coaching, and owning a fitness club! Based in Taipei, he now spends his time empowering business owners with his Impact Sales System. Follow us on Twitter!

Social Media 52

Social Media Twitter Small Business Small Business 52

Xvoyant

FEBRUARY 1, 2019

Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales. To that end, what is sales coaching? CEB further states that “effective coaching will tend to be formal, highly structured, deliberate, and regularly scheduled.

Sales Coaching 48

Sales Coaching Coaching Face-to-face Follow-up 48

Sales Hacker

MARCH 8, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Highspot

FEBRUARY 29, 2024

In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully. Professor Clayton Christensen from Harvard School of Business School claims that each year an approx.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

Partners in Excellence

DECEMBER 20, 2021

Brent Adamson wrote an outstanding HBR article on “ Sensemaking For Sales.” Brent, also, highlights three styles that sales people adopt to help their customers. Brent goes on to discus how sensemakers work differently. What is we applied the principles of sensemaking to coaching and developing our own people?

Customer 102

Customer Face-to-face Coaching Maximizer 102

Highspot

JUNE 15, 2023

Often, the sales department is a company’s highest expense, which means that maximizing the potential of every rep to scale productivity is mission-critical in today’s economy. Increasing sales productivity ensures that you drive more revenue with each rep you have. Why is Sales Productivity Important? Every deal matters.

Scale 59

Scale Buyer Maximizer Coaching 59

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73