Steven Rosen

JANUARY 13, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. Okay, what type of mood will they show up in when they have to wonder how you will show up?

Video 156

Video Sales Leadership Hiring Face-to-face 156

Hubspot Sales

APRIL 14, 2020

Let’s be honest, just because it looks like someone is working hard, that doesn’t mean they are actually being effective. Along the same lines, your colleagues can be productive and effective at driving sales even when you all aren’t physically working together in the same office space. Remote Sales Metrics. Call volume.

Face-to-face 125

Face-to-face Pivotal Up-Sell Hubspot 125

Sales and Marketing Management

OCTOBER 12, 2020

COVID-19 swept me and our company’s 50 salespeople into uncharted waters. I’ve been around long enough to have worked though the worst crises of the last few decades – the dot.com crash, 9/11, the Great Recession – but nothing prepared me as a sales leader for the topsy-turvy new normal we found ourselves in.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Hubspot Sales

APRIL 11, 2023

If any of your top salespeople leave your company, you may fall behind. Below, we’ll explore the factors that lead salespeople to quit, the sales landscape in 2023, and how you can retain top talent. Table of Contents Are salespeople leaving or staying at their jobs? In short, yes. We’ll explore this topic below.

Churn 117

Churn Hiring Survey Hubspot 117

Steven Rosen

JUNE 2, 2017

Making Remote Coaching Work in Sales Organizations. Sales managers that grow and develop their salespeople will grow their business. Best in class sales organizations understand that effective sales coaching is key to their success. Remote Coaching vs Observational Coaching. It doesn’t have to be that way.

Coaching 221

Coaching Skype Sales Coaching Sales Management 221

No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. Yet, as the author points out: “This would be cause for excitement if not for one little problem: Astrology doesn’t work.”. Salespeople will become proficient in virtual selling. I’ve never liked predictions.

Trends 356

Trends Margin Cold Calling Outbound 356

Hubspot Sales

SEPTEMBER 13, 2022

To put it as lightly as possible, COVID-19 came with its share of changes to day-to-day life — one of the most prominent being many organizations shifting to a remote work model. How working remotely impacts employee productivity has been the subject of several studies — many of which appear to lean in remote work's favor.

Data 80

Data Lead Rank Top of Funnel Survey 80

Alice Heiman

MARCH 16, 2021

Soon following the shutdowns, many businesses in nearly every industry resorted to remote work to protect their employees and abide by social distancing guidelines. Many organizations quickly saw the benefits of remote work and have opted to keep this through 2021 and for the foreseeable future. Blue Light Glasses .

Cancellation 147

Cancellation Video Guidelines Face-to-face 147

Pipeliner

APRIL 27, 2024

Our talk showed how important it is to understand emotions in sales. These lessons can change how people work in sales and business. Being able to recognize these emotions can be very helpful in sales. Understanding these emotions allows salespeople to respond better. It’s a skill that can be learned.

Video 52

Video Lead Rank Lead Scoring Channels 52

Zoominfo

NOVEMBER 16, 2022

Playbooks can also improve prospecting and customer upsells, identify untapped opportunities, and make each salesperson and marketer more effective. At ZoomInfo, we’ve spent a lot of time thinking about and optimizing the way plays work and what makes them successful. What is a Play?

Marketing 130

Marketing Scale Decision Maker Call-back 130

Sell Integrity

MARCH 11, 2021

Virtual Engagement For Remote Selling. Remote Selling Success Starts Before The Call Even Begins. What is the ‘digital disconnect’ and how effectively are you dealing with it? Any or all of these can distract or even derail a well-planned meeting. Otherwise, you can lose your audience.

Webinar Metrics 127

Webinar Metrics Face-to-face Lead Rank Intent 127

Understanding the Sales Force

DECEMBER 1, 2020

OMG and Caliper failed to agree on these 8: Desire - Caliper measures Ego Drive and OMG measures Desire for success in sales. A major client of ours, a large insurance company, recently stopped using Caliper as a pre-employment assessment because it failed to differentiate between successful and unsuccessful salespeople.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Hubspot Sales

MAY 11, 2020

Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. Stellar sales work is possible outside of a traditional company office. Remote Sales Management Challenges.

Quota 115

Quota Face-to-face Hubspot Channels 115

Hubspot Sales

MAY 4, 2020

And much like keeping up with proper nutrition and fitness, networking can be a lot harder when working remotely. That's why remote work can often throw salespeople off their networking game. Still, though the process might be tougher to navigate, networking remotely shouldn't be all that imposing.

Networking 117

Networking Social Media How To Media 117

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. The same goes for remote sales. Tell Success Stories.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

SBI

JUNE 23, 2020

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. This has left many teams wondering how prepared they are for Q3. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal. When it comes to sales, remote work presents a unique set of issues.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Allego

JULY 9, 2020

Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Helping your salespeople succeed with the right skills, the most up-to-date information, and the best tools can be a steep climb, especially when teams are forced to sell while remote. There’s a better way.

Hiring 159

Hiring Training Scale Sales Enablement 159

Allego

DECEMBER 2, 2021

One surprising finding is that many of the ways we work together actually improved in an online-only environment. The research found that companies that use technology to create online employee experience (EX) strategies are more successful in meeting financial targets and satisfying customers than those that don’t.

Sales Enablement 139

Sales Enablement Positioning Coaching Collateral 139

Allego

DECEMBER 14, 2021

With more open positions and options to work where and when they like, employees are leaving companies in record numbers. Bersin and Enderes shared the challenges organizations face right now, what successful companies are doing to improve sales employee experience, and the impact of sales enablement on employee experience.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

Smooth Sale

NOVEMBER 30, 2021

The topic arises as the news is non-stop, providing statistics about high employee turnover and the difficulties with finding people who want to work in the office as most opt for remote work. He readily admitted the need to figure out how to manage employees given the little training behind him.

Top of Funnel 147

Top of Funnel Hiring Negotiation Salary 147

Sell Integrity

JULY 20, 2021

Confident salespeople believe in themselves. It builds a kind of emotional resilience that’s vital for sustained sales success. Confident salespeople also gain a lot of credibility with their customers. Confidence isn’t a fixed trait, though, and that’s especially true when it comes to salespeople. You bet it does.

Decision Maker 117

Decision Maker Face-to-face Coaching Lead Rank 117

Zoominfo

AUGUST 5, 2021

We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by. Equip Your Reps with Knowledge.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

Trends 85

Trends Report Data Strategy 85

Smooth Sale

NOVEMBER 19, 2021

Attract The Right Job Or Clientele: Note: Our collaborative Blog offers valuable insights via ‘Tips To Help You Manage A Remote Team Successfully.’ ’ We are entering a work world of uncertainty in many regards, particularly how to bridge the gap between those working remotely and in the traditional office environment.

Skype 78

Skype Hiring Distribution Education 78

Keith Rosen

MAY 12, 2020

Before this pandemic, 44% of the global companies that didn’t allow remote work are now forced to make radical changes. Managers and their teams who have been trained on how to make a successful transition to working remotely are experiencing breakthrough results, improved productivity, and a happier team.

Face-to-face 115

Face-to-face Coaching How To Report 115

criteria for success

JUNE 21, 2022

We can help! Sales can often be a very solo gig. Salespeople that are used to doing their own thing are a great fit for activities that encourage team building. Sometimes salespeople forget about their buyers. The active listening exercise shared below puts salespeople directly in the position of their buyers.

Exercises 98

Exercises Training Groups Exact 98

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. Create a community that’s "digitally on-call.".

Energy 123

Energy Social Media Face-to-face Call-back 123

Hubspot Sales

JUNE 22, 2020

With this in mind, a robust onboarding program is one of the most worthwhile investments you can make in building an effective sales team. With this in mind, a robust onboarding program is one of the most worthwhile investments you can make in building an effective sales team. Creating this dynamic starts before the employee’s arrival.

Hiring 107

Hiring How To Hubspot Face-to-face 107

Sell Integrity

DECEMBER 4, 2020

And that means, when it comes to remote sales, your team needs to keep raising its game. Remote sales is the reality for most companies now, and likely will be for the foreseeable future. How do you succeed in remote sales? These virtual selling mindset traps can set in before, during and after a call.

Face-to-face 82

Face-to-face Licensing Call-back Up-Sell 82

Pipeliner

FEBRUARY 28, 2023

Salespeople and entrepreneurs need sales. Salespeople are seen as aggressive and greedy. We’ll show you how problem-solving and product confidence may help you sell. To keep motivated, write about your progress, what you can improve, and your goal every day. Remote employees require community and accountability.

Real Estate 52

Real Estate Insurance Insurance Cold Calling 52

Janek Performance Group

DECEMBER 5, 2023

If sellers possessed crystal balls, they’d all be wildly successful. Those organizations and salespeople adept at virtual adapted, recovered, and thrived quicker. In the absence of foolproof magic, sales trends reveal what’s coming and how to prepare. It can then qualify and score these leads based on need/product.

Trends 62

Trends Top of Funnel Social Media Lead Rank 62

Allego

OCTOBER 17, 2023

How much information do you remember from your onboarding? Remote workers are even more likely to feel unsatisfied. Coaching and Collaborative Learning Salespeople can learn a lot from each other. Creating a Successful Everboarding Process How can you create a successful everboarding program?

Hiring 71

Hiring Training Retention Coaching 71

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Miller Heiman Group

DECEMBER 16, 2020

How has COVID-19 impacted virtual selling practices? Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Organizations seem to have the same idea: focus and execute on what you can control as the surest path to success.

Hiring 109

Hiring Forecasting Account Report 109

criteria for success

AUGUST 4, 2021

And isn’t some competition between salespeople a good thing? In today's remote world, team-building is more important than ever. Here are 3 reasons why you should invest time into team-building with your salespeople. They may not adopt everything they hear, but top performers are always looking for any edge they can get.

Scale 98

Scale Webinar Metrics Territories eBook 98

Showpad

MARCH 17, 2020

While there was a time when working remotely was the sole domain of field sales representatives, it’s become the new normal for sellers of all types. With that in mind, here are five ways to achieve favorable outcomes for your remote sales team. The other half is making sure they can find and access it when the moment comes.

Face-to-face 80

Face-to-face Coaching Collateral Sales Coaching 80

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%. That’s more than 3 million people who suddenly became full-time remote sellers. What is Remote Selling?

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111