Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

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 107

Sales Management Hiring Top of Funnel Funnel 107

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Use Sales Training to Differentiate in a Crowded Market. It’s a win-win.

Channels 51

Channels Sales Management Insurance Insurance 51

Adaptive Business Services

MAY 3, 2023

If a lot of data is what you are looking for … you would be in the can’t help group. Regardless, isn’t selling all about relationships? Certainly I think it does for salespeople, solopreneurs, and small sales teams. Selling skills … not a data item. Working with folks on Nimble CRM, I run into both types of people.

CRM 122

CRM Banking Maximizer Data 122

No More Cold Calling

AUGUST 7, 2014

In this week’s guest post, Will Brooks—executive vice president and director of marketing for The Brooks Group—discusses his perspective on cleaning house. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. Where Should Sales Managers Spend Their Time?

Hiring 274

Hiring Small Business Small Business Enterprise 274

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

The Sales Hunter

FEBRUARY 4, 2014

Recently on a phone call with a group of salespeople, I was asked if there were any secrets to selling at full price. It was a great question and I shared with the group 5 things they need to do. Selling to the wrong group is always going to create pricing pressure. SECRET 5: Don’t offer discounts.

Discount 241

Discount Face-to-face Selling Skills Groups 241

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. Sales Leader Priorities. Sales Leader Priorities.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? For years, sales training presentations have been crammed into one- or two-day events.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

Pipeliner

NOVEMBER 28, 2023

When a sales team follows a defined process consistently, it can lead to increased sales, improved customer satisfaction, and reduced costs. In a recent podcast interview, I had the pleasure of speaking with Spencer Wixom, President & CEO of The Brooks Group , about the importance of sales process adherence.

Sales Process 59

Sales Process Video Comparison Face-to-face 59

LeadFuze

AUGUST 13, 2021

Value-Based Sales Training follows a six-step approach that allows you to modify the methodology and eventually pass ownership of the technique to your sales leaders. 5 Sales Readiness Group (SRG) – Comprehensive Selling Skills.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Jonathan Farrington

APRIL 6, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? Modeling – They did not report to a sales manager who was effective at coaching. Visit: kurlanassociates.com.

Coaching 51

Coaching Sales Management Lead Rank Incentives 51

Allego

MARCH 23, 2023

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. Here are three ways data from conversation intelligence software can help sales managers improve sales performance: 1.

Data 62

Data Face-to-face Remedy Conversion 62

Partners in Excellence

OCTOBER 3, 2022

And it’s seldom the same buying group every buying opportunity. Why would HR, Sales, Marketing Customer experience care about a new manufacturing process control system. And why would manufacturing care about a new content management system. Maybe every few years. The link will take you to that collection.

Analysis 106

Analysis System Selling Skills Buyer 106

The Sales Hunter

MARCH 18, 2012

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. Acumen Management Group Ltd.

Groups 186

Groups Call-back Sports Selling Skills 186

Sales Hacker

AUGUST 7, 2020

Director of North America Sales. The Bridge Group, Inc. Digital Sales and Development Manager. VP Europe Sales, Presales and Marketing. Vice President, Sales. The Santa Fe Group. Executive Vice President & Group CEO – Verizon Business. VP New business – Sales leader.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Highspot

JANUARY 19, 2022

Let’s look at three of the most common buckets for sales training courses and discuss who they’re right for. Sales Management Training Programs. Training your sales managers and leadership is very different from training junior- and senior-level sales reps. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. May 7th is the date of the first session. We are finally ready to launch!

Education 194

Education Lead Rank Lead Scoring Outbound 194

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

FEBRUARY 13, 2012

Sales Amateur or Sales Professional? Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. Today he offers key points on how your questioning skills can reveal if you are a sales amateur or a sales professional. high profit selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Janek Performance Group

MARCH 9, 2022

The opportunity cost as a sales rep of doing things that add no value to our performance can be an expensive luxury. . When a sales rep informs their sales manager that it is now twice as hard to connect with prospects, the average sales manager will think, “We need to work twice as hard.”

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

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

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

Janek Performance Group

JANUARY 8, 2024

By mining sales data, you can identify opportunities to: Cross-sell – Cross-selling is the practice of offering customers additional products and services that complement or supplement their previous purchase. For instance, if you bought a new phone, a cross-sell might include a phone case and a charger.

Analysis 118

Analysis Segment Lead Rank Data 118

Braveheart Sales

MARCH 23, 2021

Managers Too. While this behavior is sabotaging the success of far too many salespeople, it plagues sales managers too. We help salespeople and managers overcome this and other mindset issues along with building selling skills. Data source: Objective Management Group.

Face-to-face 52

Face-to-face Objections Negotiation Groups 52

Partners in Excellence

SEPTEMBER 26, 2022

Qualifying is where the customer commits to themselves—They commit to working together as a group to managing consensus through the process. Even if they are interested in talking to us about solutions, if they haven’t qualified themselves, as a group, the project isn’t a qualified project/opportunity.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

SBI

OCTOBER 25, 2017

(And even small improvements can yield big gains: research shows that at little as a 5% gain from the middle performers in your sales team can yield 70% more revenue.). Here are 3 key sales metrics you may be missing: 1. And they ranked it higher than lead generation, compensation, and sales methodology.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

The Sales Hunter

NOVEMBER 19, 2011

What this means is they many times will troll various discussion boards on groups looking at comments and even looking at profiles. You need to participate in groups where senior level people are going to go themselves. Don’t waste your time joining groups made up of your peers. ” Sales Motivation Blog.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

Jeffrey Gitomer

JUNE 28, 2011

I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. Most people only talk one on one, but if you ever present to a group, that’s the ultimate. Can you sell the entire group? Sales Management. Sales Videos. Great article!

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

Understanding the Sales Force

JUNE 30, 2014

Understanding the Sales Force by Dave Kurlan. When a great salesperson is recommended by Objective Management Group''s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed? Most executives do.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Highspot

JULY 6, 2023

Presenting: Sales training can help sellers hone their sales presentation and demo technique using role-playing, feedback, and professional tips and tricks. Public speaking: Speaking to individuals and groups is part of everyday sales roles.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Hubspot Sales

DECEMBER 8, 2017

Turnover decreased and sales increased because Met Life focused on hiring for optimism, not just hard selling skills. What’s the baseline attitude at your sales organization? CEOs and sales managers set the tone for the entire business. If your company is more pessimistic than optimistic, start at the top.

Hiring 107

Hiring Insurance Insurance Lead Rank 107

No More Cold Calling

APRIL 9, 2015

According to the Objective Management Group, 74 percent of sales reps are failing. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Why Sales Leaders Aren’t Leading One could argue that sales managers don’t know how to coach.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

The Sales Hunter

DECEMBER 6, 2011

5 of the BEST Sales Tips Ever. Recently I was talking to a group of college students regarding a sales career and they asked me what I thought were the best sales tips I’ve ever heard. high profit selling. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280