Crunchbase

AUGUST 16, 2022

Anyone in charge of a company’s sales success knows a sales team is only as good as its members. Like any group of individuals that comes together for a common cause, if a sales team is going to succeed consistently, reps and management must operate in a culture that motivates individuals to perform at their best.

Coaching 93

Coaching Sales Management Company Hiring 93

Sales and Marketing Management

JUNE 4, 2017

Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Emissary

AUGUST 16, 2022

Sales enablement functions can serve organizations in multiple ways, from helping to craft the content sales teams need at each point in the funnel to training and coaching individuals. Depending on your objectives, there are some excellent tools and services to help you get there. 1 – Highspot . 2 – Seismic .

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

Your Sales Management Guru

SEPTEMBER 12, 2017

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face. Sales Management Tools, Best Practice Guides. For the New Sales Manager.

Sales Management 79

Sales Management Hiring Face-to-face Compensation 79

The Brooks Group

MARCH 11, 2020

Remaining strong – and in fact, stalwart – in the face of this uncharted new landscape represents a generational challenge for many in positions of sales management. Sales Management Strategies. This is not the time to manage based on instinct, or to allow hubris to take the wheel. Have a plan. Have a plan.

Sales Management 72

Sales Management Hiring Travel Face-to-face 72

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. The ability to share information with other leaders, or to ask "how are you managing?"

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Steven Rosen

MARCH 25, 2021

Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. Most organizations don’t have development programs for their most senior managers, so one needs to look outside the organization for development programs.

Networking 245

Networking Groups Hiring Travel 245

Understanding the Sales Force

JANUARY 13, 2014

I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles. Now consider that on average, about half of those new salespeople fail, and half of the successful group fails to meet quota.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? If you want to make a real difference in sales performance, the key for many salespeople is coaching. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Increase commissions? Set up internal competitions?

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

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

Sales Training Connection

JUNE 4, 2014

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. Make it a group when it isn’t. This good idea also holds true for sales managers.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Sales and Marketing Management

JANUARY 16, 2020

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. To that end, leading suppliers train their sales reps to engage customers with a specific kind of information? Information overload.

Buyer 194

Buyer Scale Face-to-face Report 194

Nutshell

MARCH 18, 2024

So, how do sales managers and their teams overcome this challenge? Today’s online-centric sales landscape requires sales reps to adapt quickly to technological advancements in the software necessary to connect with customers and prospects. It all depends on the CRM system. Attend a live guided tour!

CRM 71

CRM Face-to-face Software Software 71

Sales and Marketing Management

DECEMBER 20, 2017

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Sales teams better adapt to millennial "movers". In the year ahead, sales enablement functions will address this reality with a multipronged approach.

Sales Enablement 228

Sales Enablement Face-to-face Hiring Scale 228

Allego

JUNE 21, 2023

But there’s also concern because sales, enablement, and marketing teams face serious challenges that impact their ability to attract and win over buyers. Want proof that B2B sales teams are facing a wake-up call? Take a look at the following B2B sales stats that presenters shared during the S3 conference.

Revenue 118

Revenue SalesForce Hiring Face-to-face 118

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Allego

MARCH 23, 2023

As a result, sales organizations are under intense pressure to achieve their targets and make sure their sales reps perform at a high level. High-performing sales teams can use this AI-powered tool to gather data to help sales reps overcome their unique challenges and raise overall team performance.

Data 62

Data Face-to-face Remedy Conversion 62

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. In fact, 76% of sales leaders have too many demands on their time, Brandon Hall Group research shows.

Positioning 113

Positioning Hiring Strategy Scale 113

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. Today we have electronic tools. Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. Where are we with sales forecasts?

CRM 71

CRM Revenue Company Hiring 71

SalesLoft

APRIL 6, 2020

Guest post by Scott Leese , CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. Resistance to change can derail sales goals and turn best-laid plans into logistical failures. . So then why is tool adoption so hard to achieve? Conduct a needs analysis and choose your tools wisely.

Sales Tools 52

Sales Tools Tools Face-to-face Benefit 52

Vengreso

NOVEMBER 18, 2020

Sales teams around the world have been forced to quickly adapt and learn remote selling techniques, due to the coronavirus pandemic. million professional salespeople in the U.S , and field sales make up 52.8%. In May 2020, 71% said they were conducting more than half their sales virtually. Source: RAIN Group.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 108

Sales Management Hiring Top of Funnel Funnel 108

Allego

JUNE 11, 2024

Do you know what separates high-performing sales teams from the rest of the crowd? Sales enablement. When you give your reps the tools, content, and training they need to confidently close deals, you proactively remove barriers and set them up for incredible success. What Is a Sales Enablement Strategy? for those without.

Sales Enablement 62

Sales Enablement Top of Funnel Strategy Hiring 62

Cincom Smart Selling

SEPTEMBER 28, 2017

If you needed information, a customized report or just raw data , all you had to do was call upon the always happy to help MIS group. We have access to the data, and we are free to sample and consume it using all manner of tools. Sales Management and Business Intelligence. Business Intelligence and Business Data Today.

Sales Management 78

Sales Management Ideal Customer Profile CRM Face-to-face 78

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Braveheart Sales

APRIL 20, 2021

Face the Music. As the lyrics in David Bowie’s classic song “Changes” say, “Turn and face the strange!” Sales teams must face whatever comes next head-on. As a sales leader, you are going to have to lead your team, motivate your team and expect your team to continue to adapt. What’s Not Changing Back?

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important? Sales skills enable sellers to persuade, negotiate, and communicate effectively. Many sales skills apply to in-person sales, remote roles , and many areas of life and work.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

SBI

MAY 12, 2020

Sales Enablement often fails to support this relationship fully. The focus on the sales team, and how they move the buyer through the sales process smoothly and linearly, is a problem. Buyers are in control and care little for the sales cycles we have defined. The buyer is in charge of the process, not the seller.

Discount 122

Discount Face-to-face Maximizer Lead Rank 122

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. So, if you’re in need of some new sales motivation , keep reading.

Channels 187

Channels Face-to-face Video Hubspot 187

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. Related: How to Run Sales Trainings Your Reps Will Actually Enjoy. Learning beyond onboarding.

How To 122

How To Face-to-face Sales Enablement Retention 122

Allego

JULY 29, 2021

But for those of us who work in sales, our ability to adapt to change means the difference between success or failure. He teaches at Harvard Business School and for twelve years was the managing partner at the Center for Executive Development. Change is a part of everyone’s daily life. No one in the room imagined what was to come.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process. Let’s jump in. What are Prospecting Techniques?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

The Brooks Group

MARCH 3, 2020

Facing uncertainty like this, how can we make sure that our business can remain healthy and focused, and that we are still able to meet all of our strategic goals for 2020 – particularly around professional development? As the name would suggest, virtual training refers to an approach to instruction in a means other than face to face.

Travel 69

Travel Training Sales Enablement Hiring 69

Allego

JANUARY 14, 2021

As sales managers reviewed results at the end of last year, many faced a stark reality: the virtual sales training programs they had cobbled together to get through the pandemic had not produced the desired results. We are still unable to gather in groups, and travel is difficult to navigate.

Sales Enablement 90

Sales Enablement Webinar Metrics Strategy Face-to-face 90

Janek Performance Group

DECEMBER 29, 2021

Like in a post-apocalyptic movie, sales heroes valiantly fought a formidable foe, developing and broadening their skills to combat the challenges of uncertain markets, supply-chain chaos, rising inflation, and the great resignation. Here are the top sales training trends to watch in the coming year: Delivery Methods.

Trends 118

Trends Training Retention Face-to-face 118

Sales Hacker

JANUARY 19, 2023

My mission is to offer women of color the resources and tools to become too good to be ignored and to sit at the table of their dreams. My mission is to offer women of color the resources and tools to become too good to be ignored and to sit at the table of their dreams. I know what it’s like to feel invisible at work.

Face-to-face 89

Face-to-face How To Hiring Lead Rank 89

The Brooks Group

SEPTEMBER 25, 2017

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? The Great Debate.

Coaching 56

Coaching Sales Management Quota Sales Talent 56