A Sales Guy

SEPTEMBER 12, 2012

If a sales organizations numbers aren’t were they need to be, blame should be squarely put on management. In his recently released book New Sales Simplified, Mike Weinberg lays out, in a compelling and articulate fashion what sales leaderships role in sales success is. The title is spot on.

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Company Face-to-face Remedy Fashion 113

The Pipeline

MARCH 28, 2011

Which brings us to their enabled and accomplice, their Manager. Recently I was speaking with a sales manager recently, when I floored by what he said about one of his under performing reps; when we got around to his prospecting (more accurately the lack of it), he said “he’s earned the right not to prospect” Please!

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Partners in Excellence

JUNE 7, 2017

I learn a lot by looking a CPG, Retail, and Fashion. If we know what we don’t know, we can develop a plan to remedy that. I always like looking at industries and markets that are at least two adjacencies away. For example, most of my work is in complex B2B–technology, industrial products, services. Ask for help!

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Coaching Face-to-face Remedy Fashion 53

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Here's a hypothetical positioning statement: "I work with sales managers in hospitality with five to eight reps on their team. Then, I follow up with, "My sales rep asked me to start a conversation with you."

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Cold Calling Call-back Inbound Follow-up 98

Crunchbase

JULY 27, 2022

Often, sales ops oversee sales reps’ salaries, bonuses and other incentive programs that impact their current or future earnings. The assignment of territories to individual sales representatives is a significant function often relegated to the sales ops managers. Tips for running a sales operations team.

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Sales Operations Company Territories Sales Qualified Lead 52