Steven Rosen

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. If you want your sales team to perform and perform well, you need to give them the gift of focus.

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Compensation Lead Rank Lead Scoring Quota 386

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. What specifically are companies doing?

Survey 358

Survey Coaching Training Sales Management 358

Steven Rosen

JANUARY 18, 2021

As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results. However, this technology is taking you away from what is critical – delivering on your sales objectives.

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Face-to-face Sports Energy Objections 379

Bernadette McClelland

MARCH 7, 2020

To the ones who think men are emasculated when they show that feminine energy. Or berate a woman when she steps into her masculine energy. Bernadette McClelland is a Keynote Speaker whose message for businesses, sales teams and associations is based on mastering 'absolute certainty in an environment of absolute uncertainty'.

Energy 368

Energy Banking Conference Coaching 368

Steven Rosen

MARCH 2, 2020

Like most sales leaders, you want to achieve your sales objectives. What I see time and time again is that the top sales leaders are hyper-focused. They know what they need to do to be successful and they focus their time, their energy, and their mindset on what’s critical. What’s Holding You Back? Getting Focused.

Energy 294

Energy Course Positioning Coaching 294

Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? Tap into the WHY! It becomes unsustainable!

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Motivation Incentives Incentive Commission 379

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

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Hiring Territories Energy Sales 386

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Energy 74

Energy Face-to-face Exercises Travel 74

Steven Rosen

MARCH 2, 2017

Having a team of top sales performers is great! When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same.

Energy 275

Energy Face-to-face Comparison Sports 275

Bernadette McClelland

DECEMBER 27, 2018

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance. Book your Conference or Sales Kick Off Meeting today! Here’s the truth. Some won’t. And some won’t for many different excuses reasons. You see, we cherry pick.

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Comparison Discount Conference Lead Generation 363

Pipeliner

AUGUST 15, 2023

From the Field to the Boardroom: A Conversation with Alex Fisher Hello everyone, I’m your host, and today I’m excited to share with you a fascinating conversation I had with Alex Fisher, a former professional football player turned executive coach, leadership consultant, and speaker. He is CSMO at Pipeliner CRM.

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Leads Marketing Qualified Lead Scale Energy 98

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

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Coaching Construction Pivotal Positioning 257

Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated.

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Motivation Incentives Incentive Coaching 319

Sell Integrity

DECEMBER 15, 2020

Effective sales coaching yields results, and sales leaders intuitively seem to understand this. Why isn’t everyone putting their energy and attention behind something they know will deliver results? You don’t have to look far to find another article or blog post talking about the importance of coaching in the workplace.

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Coaching Sales Coaching Survey Motivation 88

Sell Integrity

AUGUST 13, 2021

Great sales team coaching takes specific knowledge and functional expertise to build a successful team. On their own, these aren’t enough to bring out the best in their sales teams and help them achieve their full performance potential. Emotional and Social Intelligence for Sales Coaches. Here’s why.

Coaching 109

Coaching Lead Rank Sales Coaching Face-to-face 109

Sales and Marketing Management

SEPTEMBER 27, 2019

Author: Tim Riesterer When it comes to creating lasting behavior change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. And a group of data scientists reviewed their CRM data to determine the quantitative impact in key performance indicators.

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Training Exercises Decision Maker Coaching 214

Steven Rosen

MARCH 30, 2017

Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success. However, you know that where you put your emphasis can have a dramatic impact on sales outcomes.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 294

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. really takes a toll on you.

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Hiring Sales Management Lead Rank Hubspot 93

Pipeliner

FEBRUARY 15, 2024

I’m John, your host, and today I’m excited to share with you a fascinating conversation I had with Matt Phillips , a leadership coach and host of the Matt Phillips podcast. Our discussion revolved around sales archetypes and the challenges of transitioning from a salesperson to a sales leader.

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Scale Coaching Advertising Advertising 64

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. The Sales Leader Problem #1: Denial of Complexity.

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Sales Leadership How To Hiring Coaching 118

Pipeliner

NOVEMBER 9, 2020

How can we improve our performance in business? In this Expert Insight Interview, Dr. Emily Letran discusses high-performance teams and high-performance leaders. Dr. Emily Letran is a keynote speaker, high-performance coach, business consultant, and dentist. Metrics approach. The Fundamentals. The Fundamentals.

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Video Energy Intent Influencer 98

Steven Rosen

MARCH 25, 2014

Janet is an experienced and successful district sales manager who could work in any industry and for any company. Janet is performance-driven, a very good coach and a people person. Each month Janet is put to the test with different sales reps she must coach to success. Are you an effective coach?

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Coaching Salary Energy Motivation 288

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.

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Outsourcing Services Training Hiring Workbooks 62

Partners in Excellence

MARCH 26, 2024

I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.” Initially, I provided the models to sales teams. You could feel the positive energy, and I realized the impact sales can have across a company – I was hooked.

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Hiring Lead Rank B2C Conference 95

Keith Rosen

MAY 13, 2020

Sales lagging? Coaching suffering? It’s not just due to exhaustion, the economy, working remotely, you and your team’s sales and coaching acumen, or how much you physically weigh. Here’s a little-known secret to winning more sales, creating a champion team, and living your best life. An incompetent staff.

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Energy How To Pharmaceuticals Salary 139

Your Sales Management Guru

JULY 6, 2015

Increase Your Summer Energy. Every salesperson and all sales leaders at this time of year must focus on maintaining or even increasing their levels of energy-especially for the months of July/August. One idea is for the sales team to host and serve lunch for the rest of the employees at the office (as a ways of saying thank you.

Energy 40

Energy Lead Rank Lead Scoring Referrals 40

No More Cold Calling

SEPTEMBER 6, 2018

Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority. Referrals must be part of their Sales DNA and the way they do business—when people are looking and when they’re not. That’s culture.

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Referrals Ideal Customer Profile Banking Lead Generation 320

Highspot

NOVEMBER 17, 2021

17, 2021 /PRNewswire/ – Highspot , the sales enablement platform that improves sales performance, today announced it ranked No. United the Brightest Minds in Sales Enablement at Spark 2021. Delivered Product Innovation that Turns Strategy Into Consistent Sales Performance. SEATTLE, Nov. About Highspot.

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Lead Rank Lead Scoring Company Telecommunications 98

Allego

MARCH 1, 2022

In episode 40, executive coach, speaker, and author Rob Salafia shares his journey from street performer to business leader, the importance of transferable skills, his insights into connecting with an audience, and the power of storytelling. But when they leave the room, all of the energy leaves with them.

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Energy Google Groups Travel 62

Sales Evangelist

NOVEMBER 20, 2023

What’s the number one skill you need to make it as a sales professional? However, if you listen to this special episode of the TSE podcast, you’ll gain knowledgeable insight on becoming mentally tough for the sales industry. Discover how you can prepare mentally for sales in this episode. Do you know? It’s self-confidence.

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Energy Hubspot LinkedIn Survey 40

BuzzBoard

DECEMBER 13, 2023

We have already discussed in our last post how managing a large sales team creates hurdles at tracking performance, analyzing sales data, providing personalized coaching, etc. Simply compiling exhaustive performance analysis no longer cuts it in today’s highly competitive enterprise sales climate.

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Scale Maximizer Remedy Analytics 105

Sales and Marketing Management

JANUARY 27, 2021

Professionally, sales reps should be doing the same. Here are a few resolutions that sales teams should consider. The mental health of sales reps is similar to an athlete’s physical health, more is better up to a certain point, but then after that point, you begin to see saturation and exhaustion settle in.

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Call-back Forecasting Energy Engineering 177

The Pipeline

DECEMBER 6, 2013

Adapted from Be Bold and Win the Sale by Jeff Shore. The dreaded “Minimum Performance Standards” (I despise that term!). Finding ourselves unsure of the depth of a given threat (an opportunity to be bold), we revert to the instinct of energy preservation. The Pipeline Guest Post – Jeff Shore. It’s a survival technique.

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Energy Twitter Course Research 322

Sales Hacker

JANUARY 14, 2022

Sales leaders often label high-performing sales reps as having the “it factor.” But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. The reality for many organizations is—top performers thrive and the rest of the team is left behind.

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Ideal Customer Profile Lead Rank Lead Scoring Survey 98

Sales and Marketing Management

MARCH 30, 2020

That is why Shapiro Negotiations Institute has taught for decades how to plan for successful sales and negotiations while maintaining and enhancing the relationship for future deals. If a goal of your sales team is to make better deals, faster and at better margins, then you must read (and follow) these five tips: . Use W questions.

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Negotiation Margin Proposal Maximizer 279

Allego

MARCH 30, 2023

Sales reps never seem to have enough days in the month for all the phone calls, emails, meetings they need to have with buyers. Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. Sales training is one solution. They learn for a purpose.

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Training Face-to-face Exercises Maximizer 62