Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Doing nothing is not an option! Coaching (Remotely).

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Bernadette McClelland

MARCH 18, 2018

I was a single mum to a one year old baby girl and had also not long been given a sales trainee role under sufferance, instantly recognising deep down inside, that a huge alignment piece to this jigsaw I had wanted to lay out in front of me, was missing. He was: Different. An individual. A learner. A try-er. A mistake maker. A rule breaker.

Jigsaw 329

Jigsaw Lead Rank Sales Leadership Coaching 329

No More Cold Calling

APRIL 30, 2020

It’s time to get rid of your sacred cows. I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Now is the time to think about it and to make tough choices. Sales Pipeline Dried Up?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

The Pipeline

MARCH 16, 2020

While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. This is the time to focus on disciplined execution. The skill or opportunity is in knowing the most critical objectives a set of buyers may have at a given time. Help deliver clarity. Creating Action.

Objections 310

Objections SME Lead Rank Lead Scoring 310

John Barrows

APRIL 13, 2020

We are living in unprecedented times and uncharted waters. There is no better time than now to lead your sales conversations with empathy, kindness, sensitivity, and transparency. Ralph Barsi runs the global inside sales team at Tray.io How to add enough value in your sales conversations so you have a seat at the table.

VanillaSoft 106

VanillaSoft Lead Rank Lead Scoring Leads 106

Alice Heiman

AUGUST 9, 2022

I remain optimistic that the economy will continue to do well, but others feel the economic uncertainty. Traditional wisdom says you must hunker down during a recession and weather the storm. In times of economic uncertainty like a recession, two things are true. The first is that teams need extraordinary leadership.

Top of Funnel 69

Top of Funnel Sales Qualified Lead Hiring Lead Rank 69

Pipeliner

NOVEMBER 23, 2022

This month, Pipeliner is introducing an unparalleled sales forecasting approach: the Pipeliner Revenue Intelligence Loop! An example is, during election times, everyone scrambles to learn about political outcomes. Defeating Uncertainty in Business. This is nowhere more evident than in business.

Pipeline 97

Pipeline Revenue Forecasting Quota 97

Smooth Sale

MARCH 15, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Successful Negotiation Embodies the New Leadership Model The leadership I always hoped to see in corporate is still far from perfection, but many are devoting their careers to seeing improvement in their lifetime. The reference is to diversity, equity, and inclusion.

Lead Rank 78

Lead Rank Negotiation Hiring Salary 78

SalesLoft

JULY 11, 2022

For business leaders, the most painful effect of a downturn is uncertainty. Sales leaders in particular are at the tip of the spear for their organizations’ assumptions about the business – how fast it can or should grow, the size and growth speed of their market. You feel the pain of uncertainty more acutely than anyone. .

Lead Rank 98

Lead Rank Lead Scoring Decision Maker Analysis 98

Carew International

MAY 13, 2021

A recent leadership study found that too many organizations are taking a “do it yourself” approach to leadership development, emphasizing generic self-study resources. Additionally, 55% of CEOs say that developing the next generation of leaders is their top challenge, and companies can fill only 47% of leadership roles.

Strategy 66

Strategy Face-to-face Study Forecasting 66

Pipeliner

JUNE 5, 2020

Crisis leadership is the ultimate type of leadership, and it can be utilized to help businesses who are currently facing uncertainty, and who will face uncertainty in the future. Mary Kelly discusses leadership during a crisis in this expert sales interview, hosted by John Golden. What’s Important?:

Face-to-face 52

Face-to-face Social Selling Follow-up CRM 52

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Sales Leader Priorities for 2021.

Hiring 102

Hiring Promotion Lead Rank Ideal Customer Profile 102

Shari Levitin

MARCH 30, 2020

You can follow him here for great tips on life, leadership, and innovation. Aside from the fact that my hair is graying and my shellac nails are chipping, I enjoy spending more time at home. Aside from the fact that my hair is graying and my shellac nails are chipping, I enjoy spending more time at home. Something Profound.

Positioning 115

Positioning Follow-up Course Small Business 115

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. In fact, Gartner research shows that 89% of customers report encountering high-quality information during the purchase process. Information overload. sense making.”.

Buyer 194

Buyer Scale Face-to-face Report 194

Emissary

JANUARY 31, 2023

That’s a challenging environment for sales teams. According to Gartner research, buyers facing moderate to high environmental uncertainty are 30% less likely to complete a purchase. But you can still conquer a slow market by taking a strategic approach to grow existing accounts. How are budget cycles impacted during a slow economy?

Account 96

Account Decision Maker Face-to-face How To 96

Mereo

APRIL 6, 2023

This is no time for gimmicks and flash. The 2022 Thought Leadership Impact Report from Edelman and LinkedIn (released in December 2022) has found that a key tool to showcasing your value is not through traditional product marketing but rather with thought leadership. Effective thought leadership does not push solutions, though.

Decision Maker 36

Decision Maker Lead Rank Lead Scoring B2B 36

Sales Gravy

DECEMBER 29, 2020

On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west.

Account 82

Account How To Negotiation Sales Leadership 82

Bernadette McClelland

APRIL 10, 2013

During the interview, he asked me a number of questions and one of them was: What 3 things do you think contribute to the success of a corporate or SME, with businesses going through challenging times today? So we are now talking about personal leadership and not business. Heads or Hearts? The answer comes from your heart or.

SME 287

SME Webinar Metrics Benefit Influencer 287

Keith Rosen

FEBRUARY 5, 2021

Learn the language of leadership and sales: the language of coaching. Here are just a few of the questions I answer during this interview. With all the uncertainty and change, sales leaders are extremely busy, which can sometimes mean that coaching gets deprioritized on a leader’s to-do list. The answer?

Coaching 62

Coaching How To Intent Sales Leadership 62

Janek Performance Group

JULY 5, 2023

A slowdown in sales can be a major reason to complain for any CEO, and no one wants to hear excuses. This article explores how CEOs can turn around slow sales when they hit a rough patch. Times of uncertainty test the leadership of an organization. Yet in sales, problems tend to compound.

Face-to-face 62

Face-to-face Scale Hiring Lead Rank 62

Highspot

SEPTEMBER 14, 2022

Doing so naturally requires a shift in your sales strategy, but leadership in times of crisis goes beyond what’s written on paper: How you motivate your team, your approach to decision-making, and how you communicate changes are as important as what those changes are. But what does empathetic leadership really look like?

Face-to-face 52

Face-to-face Motivation Sales Strategy 52

Keith Rosen

NOVEMBER 10, 2020

Get a Free Download of Keith’s Latest Book, The 60 Second Sales Coach! And during every delivery of my remote sales leadership coach training program, there seems to be a few common themes that continually show up. There is no normal. And there is no going back, only forward. Abnormal is the new normal!

Coaching 87

Coaching Sales Leadership Sales Coaching Training 87

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The uncertainty of a crisis only heightens the challenge of balancing these demands. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

MEDDIC

APRIL 7, 2023

Sales leaders are usually very aware of the benefits of sales training and coaching in general. However, it’s tempting for them to cut costs wherever possible in times of economic uncertainty. Sales leaders should not sacrifice the Sales Training & Coaching budget.

Coaching 52

Coaching Training Hiring ROI 52

Keith Rosen

MARCH 12, 2020

I wrote this article in 2008 during the Great Recession. We get tested during our more challenging and uncertain days. During a recent interview, I was asked whether or not companies should be focused on promoting more work-life balance during difficult times, or when companies and the marketplace are struggling.

Promotion 71

Promotion Coaching Collateral Face-to-face 71

Bernadette McClelland

FEBRUARY 25, 2018

There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met. I am saying 50% because it’s ‘about right’ and besides what’s a percentage here and there between friends, readers or even salespeople and sales leaders – you know what they say about statistics!

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

Hubspot Sales

MARCH 7, 2023

As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest time, energy, and resources into a Revenue Operations team, otherwise known as RevOps. And then we need to invest in the right technology to scale it."

Revenue 95

Revenue Hiring Lead Rank Ideal Customer Profile 95

Hubspot Sales

APRIL 15, 2020

It’s normal to deal with slow periods in the world of sales. However, when both sellers and customers hit rough times, the problems that we face can be a lot greater, and more complicated to deal with. Is it time to enter panic stations and go back to the drawing board? How to Lead Sales Teams Through Uncertainty.

B2B 101

B2B Webinar Metrics Video Microsoft 101

Hubspot Sales

OCTOBER 5, 2020

In many — if not most — cases, uncertain financial times lead to what might appear to be significant dips in a sales rep's overall performance. Maybe, they don't deliver the kind of results you, as a sales manager, have come to expect from them. Maybe, they don't hit quota. Maybe, they lose out on accounts.

Face-to-face 132

Face-to-face How To Quota Remedy 132

Sales Hacker

AUGUST 19, 2020

People are buying differently now, during the pandemic, than they were before. Today, we’ll look at six Do’s and Don’ts of post-pandemic Sales pipeline management. RELATED: PODCAST 113: Secrets to Great Leadership During a Pandemic and Beyond with Barrett Boston. An Inside Look at Navigating the New Landscape.

Pipeline 128

Pipeline Top of Funnel Lead Generation Lead Rank 128

Autoklose

JANUARY 22, 2024

After you have spent resources and time developing a new product, finding people who will buy it is the next important consideration. You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. Mind the Sales Experience 13. Be Flexible 16.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Sales Hacker

JULY 9, 2020

No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales , everything is changing fast. Digital is now the preferred sales interaction, with a 250% boost in mobile app ordering. Don’t cut corners.

Top of Funnel 114

Top of Funnel Lead Rank Lead Scoring Trends 114

Crunchbase

MAY 18, 2023

Sales teams are under immense pressure as businesses navigate economic uncertainty and mounting customer expectations. They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. A few years ago, sales teams could rely on inbound leads to meet their quotas. The result?

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Pipeliner

OCTOBER 5, 2020

In this Expert Insight Interview, Margie Warrell discusses her new book You’ve Got This, which is about overcoming uncertainties. Margie Warrell is an international leadership speaker, bestselling author, and founder of Global Courage. During the hard times, we must strive to be the person that will make our future self proud.

Video 52

Video How To Face-to-face Social Media 52

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. In fact, Gartner research shows that 89% of customers report encountering high-quality information during the purchase process. Information overload. sense making.”.

Buyer 156

Buyer Scale Face-to-face Report 156

Carew International

OCTOBER 8, 2020

I was recently listening to an episode of the podcast HBR IdeaCast, titled “ To Build Grit, Go Back to Basics ,” and the messages shared resonated with me as a sales leader. Let’s be honest – the COVID-19 pandemic has brought about more difficult circumstances than some of us have seen in quite some time. How Do You Define Grit?

Infusion 80

Infusion How To Call-back Lead Rank 80

Crunchbase

AUGUST 27, 2020

The first half of 2020 has reshaped business globally, but it can be difficult for sales reps and sales leaders to fully understand or address the total impact as they continue to work toward hitting quotas. Yes, the sales process has changed. During this pandemic, some businesses are struggling while others thrive.

Cancellation 108

Cancellation Face-to-face Pivotal Cold Calling 108