No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. Left to our own devices, most salespeople fail miserably. That’s why we need sales managers.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

JANUARY 12, 2018

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss.

Retention 243

Retention Motivation Groups Construction 243

Hubspot Sales

AUGUST 9, 2022

Most salespeople aren't born ready to take on the field — with no need for guidance or insight. That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. Let's take a look at what they had to say. Start with "why.".

Training 95

Training Sales Outsourcing Sales Hubspot 95

Smooth Sale

OCTOBER 3, 2023

Attract the Right Job or Clientele: Do You Use Creative Ways To Give Your Employees A Break? A lunch break and a step outside may not cut it for your staff or you. ’ Our guest blog offers creative ways to give your employees a break from work they will fondly remember. .’

Lead Rank 78

Lead Rank Hiring Motivation Networking 78

Allego

JUNE 6, 2023

If there’s one revenue enablement event you go to this year, make it Allego’s S3. Sales, enablement, and marketing leaders flock to Allego’s S3 each year to share stories, connect, and learn how to elevate their enablement and ultimately grow their business. If you like what you see, register now to save your seat.

Revenue 62

Revenue Networking Distribution Scale 62

Pipeliner

SEPTEMBER 8, 2022

Any sales team can hit a high note for a single month. But a sales team that consistently meets and exceeds expectations over the long haul only happens when you follow a deliberate and careful strategy. A defined and formalized sales process is one of the strongest indicators of future revenue.

Revenue 98

Revenue Data Pivotal Tools 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. In fact, most of the time, it’s downright uncomfortable. What does it take to transform this dreaded responsibility into a positive, fulfilling part of your day?

Coaching 257

Coaching Construction Pivotal Positioning 257

Rob Jolles

MAY 19, 2023

Furthermore, what’s the use in training people if they are not motivated or inspired to actually implement what has been learned? You can’t have an impact on people and how they do their jobs through workshop deliveries conducted virtually! After all, it takes a big budget to keep flying folks to training sites.

Follow-up 52

Follow-up Training Video Face-to-face 52

Rob Jolles

MAY 19, 2023

Furthermore, what’s the use in training people if they are not motivated or inspired to actually implement what has been learned? You can’t have an impact on people and how they do their jobs through workshop deliveries conducted virtually! After all, it takes a big budget to keep flying folks to training sites.

Follow-up 52

Follow-up Training Video Face-to-face 52

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support.

Sales Coaching 85

Sales Coaching Software Software Coaching 85

Mindtickle

AUGUST 25, 2022

Effective sales coaching can improve quota attainment by 21% and win rates by 19%. As it significantly impacts your team’s revenue generation, it’s essential to keep in mind essential sales coaching tips and techniques — even in your busiest periods like the end of the quarter. Don’t coach at random. for win rates.”.

Sales Coaching 93

Sales Coaching Coaching Exercises Lead Rank 93

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. If you missed episode 172, check it out here: How to Build Out Your Upmarket Strategy with Ryan Staley. powered by Sounder.

Training 119

Training Scale Webinar Metrics Face-to-face 119

Mindtickle

JULY 13, 2020

Most strategic revenue initiatives fail – research from Bridges Consultancy found that 67 percent of well-formulated strategies fail due to poor execution. Planning alone is not enough – you have to give your teams the resources, oversight and support needed to bring your strategies to life. LAY THE GROUNDWORK FOR SUCCESS.

Webinar Metrics 85

Webinar Metrics Sales Enablement Buyer Persona Sales Leadership 85

Zoominfo

OCTOBER 22, 2019

Salespeople are perpetually busy throughout the year, as they strive to find their next customer and hit their quotas. While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. How to Create a Great Sales Kickoff.

How To 182

How To Follow-up Scale Up-Sell 182

Allego

APRIL 27, 2021

Josh Bersin , an industry analyst and pioneer in HR technology and leadership, exemplifies the cross-section of two unique sectors—analysis and training. One of the things I always appreciated was that it doesn’t matter how good your product or your service is,” Bersin explained. “If Where do I find it now?’”.

Churn 134

Churn Education Training Video 134

BrainShark

OCTOBER 9, 2022

Planning an effective sales kickoff (SKO) event has never been easy, and it’s become even more complicated with virtual and hybrid options thrown into the mix. Download the Essential SKO Planning Toolkit for more information and resources to use when planning your event. Identify and Form Your Kickoff Planning Committee.

Hiring 62

Hiring Retention Objections Exercises 62

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If The truth is that most sales meetings, online or in person, always were and often still are boring lectures. . Then the pandemic came.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Zoominfo

SEPTEMBER 17, 2019

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. They say absence makes the heart grow fonder. And so we were trained to find direct dial numbers for every prospect on our call list.

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

Mr. Inside Sales

JANUARY 29, 2018

The week after my first session with my boss was very interesting. Perhaps the most revealing aspect of this exercise was listening to my self-talk as my initial answers came. I was amazed by the flurry of supporting thoughts – and by how quickly they came – as to why I couldn’t. Could I go back to school and get my PhD?

Exercises 126

Exercises Hiring Call-back Face-to-face 126

Hubspot Sales

JANUARY 4, 2018

What’s a sales kickoff? A sales kickoff is an annual meeting (usually in January) for your entire sales team. The main objectives are motivating your reps, managers and leaders; laying out your strategy; and celebrate last year’s wins. Sales kickoff themes. Third, a theme keeps you on track.

Hiring 120

Hiring Call-back Exercises Networking 120

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

Janek Performance Group

MARCH 8, 2023

The rookie sales rep just lost a big deal to the competition. The sales manager spends three hours of one-on-one sales coaching, covering what went wrong and what to do differently. After this latest crash course on selling, the manager sends the sales rep back into the field. ” High-performing selling is a skill.

Study 62

Study Motivation Research Call-back 62

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. How to Create and Encourage Sales Accountability. Make goals transparent. Transparency drives accountability.

Account 110

Account Hiring Coaching Motivation 110

Allego

OCTOBER 29, 2020

Sales kickoff season is here. Every year, you gather your team together from across the country or around the world. It’s a chance to celebrate the successes of the past year, crank the energy up, train your sellers, and motivate everyone for the next twelve months. You’ve got to keep your teams on track.

Sales Meeting 78

Sales Meeting Meeting Hiring Face-to-face 78

Zoominfo

SEPTEMBER 17, 2019

They say absence makes the heart grow fonder. And so we were trained to find direct dial numbers for every prospect on our call list. If you are brand new to sales, here a quick definition: Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. This was pre-technology stack.

Meeting 130

Meeting Decision Maker Top of Funnel Funnel 130

Highspot

OCTOBER 18, 2022

It’s never too early to start planning for the new year — especially when it comes to your sales kickoff. Sales kickoffs, or SKOs, live at the intersection of education and celebration: the goal of any SKO is to prepare and reenergize sales reps as they enter the new year. What Is a Sales Kickoff? Let’s dive in.

Hiring 52

Hiring Education Face-to-face Sales Enablement 52

Smooth Sale

AUGUST 15, 2022

One of the better memories from a public speaking class I once took is that of a mantra we were to repeat ten times before each session. Typically, most attendees would state the mantra without a smile upfront. We also serve ourselves to reflect on our beginning and realize how far we have come. Photo by Geralt via Pixabay.

Hiring 78

Hiring Energy Lead Rank Lead Scoring 78

Crunchbase

FEBRUARY 18, 2020

Whether you’re directly involved in sales or not, you know that a sales kickoff (SKO) can motivate sales teams and help beat quotas. You also know that an unsuccessful SKO is a waste of time, money, and brain power, and can detract from your company’s momentum. Invest in your environment . Acoustics .

How To 94

How To Conference Distribution Quota 94

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.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Zoominfo

DECEMBER 19, 2018

For this reason, we recently published comprehensive lists of helpful YouTube channels for recruiters and YouTube channels for sales professionals. Featured Video: How I Collect (And Organize) Testimonials. Not only does this impact our personal lives on a regular basis—i.e. searching for recipes, directions, or new bars to try out.

Channels 220

Channels Marketing Lead Rank Outsourcing Services 220

Zoominfo

OCTOBER 22, 2019

Salespeople are perpetually busy throughout the year, as they strive to find their next customer and hit their quotas. While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. That means it’s time for a sales kickoff.

How To 100

How To Follow-up Up-Sell Examples 100

Highspot

JANUARY 3, 2024

It’s a setback that makes you reassess your approach and wonder – what went wrong? Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. But here’s the good news: there are proven strategies and techniques that can turn the tide to your favor.

Closing 52

Closing Training Lead Rank Negotiation 52

MTD Sales Training

NOVEMBER 26, 2019

Good discovery skills are essential if you are to reach the top level of retail sales : being recognised as a trusted advisor by your customers. When you are in this position people will talk more openly to you and tell you what they want to buy, and even how to help them to do it! These are: • Problem solving. Uncover Needs.

Retail 156

Retail Customer Fashion Motivation 156

Keith Rosen

MARCH 5, 2020

Looking for the core coaching competencies every manager needs to develop to ensure they can successfully create the next generation of leaders? Ironically, in order to consistently achieve your sales targets and have each individual contributor hit their goals, managers always need to be effectively coaching.

Coaching 106

Coaching Account Conversion Motivation 106

Sales Hacker

SEPTEMBER 28, 2021

One of the most rewarding activities as a sales leader is coaching your reps and seeing them excel. Unfortunately, most sales managers receive little training in how to effectively coach their sales reps or guide them towards success. What is (and isn’t) sales coaching?

Coaching 65

Coaching How To Lead Rank Sales Coaching 65

Mr. Inside Sales

FEBRUARY 5, 2018

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. And during the last week, I explored many areas where I had a lot more knowledge, and even training, than my results in those areas showed. I rested my case and waited for his response.

Motivation 123

Motivation Call-back Follow-up Microsoft 123

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 105

Sales Management Hiring Top of Funnel Funnel 105