Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Anthony Cole Training

SEPTEMBER 4, 2012

I played football for 13 years, coached or was part of football for an additional 6 seasons. I have been coaching sales peoplt to sales success for over 20 years. One belief I have today is that practice of any skill or performance is essential to gaining a successful outcome. There are some similarities.

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Film Coaching Travel Study 186

Janek Performance Group

MARCH 6, 2024

Further, these not only help shape the culture of sales teams but also the outcomes they achieve. In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success. And organizations in the top quartile for gender diversity are 25 percent more likely to perform better. percent white.

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Hiring Demographics Lead Rank Lead Scoring 62

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

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Training Lead Rank Hiring Course 92

Increase Sales

OCTOBER 22, 2014

People especially top sales performers leave rotten sales management more than money from my 30 plus years of experience. It is truly hard to believe with all the books, workshops, seminars, sales training and sales coaching, rotten sales management still exists, but it does and appears to be growing.

Sales Management 147

Sales Management Sales Coaching Coaching Account 147

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

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Churn Hiring Survey Hubspot 114

Sales Hacker

OCTOBER 26, 2020

Every successful sports coach will tell you that games aren’t just won on the field or court. The same can be said for sales enablement. From that, and many other experiences, I’ve learned a thing or two about the planning that goes into a successful sales enablement program. Sales Onboarding. Sales Leadership Coaching.

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Sales Enablement Top of Funnel Hiring Ideal Customer Profile 104

Increase Sales

JULY 19, 2013

Believe it or not, there are still some very stupid people in sales. Internal – the belief system of the salesperson or sales manager. Another example of external stupidity is how sales training is delivered. Another example of external stupidity is how sales training is delivered. Both of the above.

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Coaching Facebook Training Examples 165

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

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Hiring Strategy Handbook Face-to-face 305

Hubspot Sales

JUNE 21, 2022

However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. How Mood Impacts Sales [Stats]. How Mood Impacts Sales [Stats].

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Face-to-face Lead Rank Lead Scoring Sports 85

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

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Negotiation Closing Case Study Buyer Persona 52

Anthony Cole Training

JUNE 25, 2013

Your sales people want to succeed! One of the best pieces of advice I''ve received about coaching came from Kim Ades, President of Frame of Mind Coaching. What does "assume positive intent" mean relative to the topic today? What does "assume positive intent" mean relative to the topic today? This is huge!

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Hiring Intent Construction Coaching 169

Paul Cherry's Top Sales Techniques

MARCH 8, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. Sales Store. Distribution Sales Training. Sales Coaching (2).

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Positioning Pharmaceuticals Promotion Distribution 56

Vendor Neutral

JULY 16, 2021

Why A Sales Technology Ecosystem Is Essential. To Growing Your Sales Org. Why A Sales Technology Ecosystem is Essential. Over the past year, many clients’ wants, needs, and challenges have changed, and there’s never been a greater need to dramatically transform your sales systems and processes to address that.

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Sales Technology Vendor Webinar Metrics Travel 52

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

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Hiring Lead Rank Lead Scoring Enterprise 130

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

Showpad

JANUARY 15, 2021

As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. The phrase “sales transformation” has been discussed before. Above all, a sales enablement platform is key here.

B2B 83

B2B Sales Enablement Analysis Sales Operations 83

Pipeliner

JULY 18, 2021

Izzy Gesell is an “organizational alchemist,” keynote speaker, author, workshop leader, professional facilitator, and presentation coach. Sales is a performance-based and relationships building role. Like in sales, in improv, you do not know what is coming next and must adapt to it. Being spontaneous.

Video 52

Video Social Selling Positioning Resources 52

Customer Centric Selling

OCTOBER 5, 2016

Sales Tips: How Deep Is Your Sales Bench? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Love or hate Bill Belichick of the New England Patriots, he belongs in conversations (arguments) about who’s the greatest coach in NFL history. Need some help to increase sales?

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Face-to-face Enterprise Enterprise Coaching 74

Julie Hanson

NOVEMBER 4, 2020

One strategy is to record your next video sales call and watch it back. Taking note of the positives first makes you a tad less critical for this next step. It could be an on-camera master class or coaching or searching online for the right vocal drills. For workshops, keynotes, and events, get in touch with us here.

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Video Face-to-face How To Construction 77

Pipeliner

OCTOBER 14, 2018

What does this mean for future generations in the sales industry and workforce for that matter because most parents I know do the same things? Some will argue that if you have members of your sales team who are hesitant to pick up the phone, to get rid of them. Coach for Performance. First, we know it’s not that easy.

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Cold Calling Real Estate Trade Show Referrals 63

Anthony Cole Training

JANUARY 31, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

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Hiring Ideal Customer Profile Sales Qualified Lead Coaching 168

Anthony Iannarino

FEBRUARY 11, 2020

They seek out ways to improve their skills and abilities, perform their best, and improve their overall effectiveness. A leader needs to position their company for the future. How well they position themselves to capitalize on opportunities is evidence of their effectiveness. Creating a Positive Culture. Register Now.

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How To Strategy Positioning Call-back 119

Keith Rosen

MAY 8, 2019

” “When does it make sense to invest your time, money and resources into someone who you feel you can help improve their performance?” It was during the management workshop I was delivering on the first day of this week long conference. Your Greatest Sales Nemesis. I’m about to close in on two big sales.

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Hiring Coaching Positioning Consumer 94

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Morning sessions set-up workshops in the afternoon. Prospecting sets you up for everything else in sales.”.

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Conference Outbound Social Media PointClear 124

Highspot

MAY 8, 2020

From delivering winning doses of inspiration to transforming rookies into all-stars, coaches are a key component of any winning team — and not just in sports. In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence.

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

Pipeliner

MARCH 30, 2018

Frequently I am asked by management teams to attend their sales meetings, to give feedback, and to participate in how my customers are developing their revenue engines. Recently, I’ve sat back to consider what makes a good sales manager great. A manager’s primary role is to develop the sales rep.

Sales Management 65

Sales Management Objections Cold Calling Follow-up 65

Partners in Excellence

AUGUST 1, 2018

Perhaps I’m an alarmist, but I’m starting to see the early signs of a schism between Sales Enablement and Sales. ” I want to be clear–I’ve heard this from both sales and sales enablement people, accusing the other. .'” SE metrics are getting disconnected from Sales’ metrics.

Sales Enablement 48

Sales Enablement Coaching Travel Sales 48

Close.io

FEBRUARY 4, 2020

In today’s post, I'm going to give you step-by-step details on how to onboard sales talent with success. In fact: these are strategies that we’ve used and seen others use to turn people with no sales background into some of the best in the industry. What’s inside sales onboarding, you ask? Give them a sales process overview.

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Inside Sales Hiring How To Negotiation 80

Increase Sales

FEBRUARY 3, 2015

Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. Sure there was talk about having a positive mental attitude, but very little content or actual development around how to develop and maintain such an attitude. The Disconnect.

Training 70

Training Positioning ROI Retention 70

SBI

OCTOBER 15, 2019

The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off. A good sales playbook: Defines a set of best practices and methodologies important to the organization.

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Scale Sales Cycle Quota Sports 101

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

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B2B Training Top of Funnel B2C 52

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%. In May 2020, 71% said they were conducting more than half their sales virtually. According to U.S.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Anthony Cole Training

NOVEMBER 15, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

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Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 189

Anthony Cole Training

JUNE 22, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

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Hiring Ideal Customer Profile Webinar Metrics eBook 136

Babette Ten Haken

OCTOBER 1, 2018

Some customers experience the positive impact of these less-used habits. I cannot tell you the number of times I have coached professionals in all disciplines and generations through the overarching “why,” leading to failure to perform and its accompanying frustration. Then again, out of sight, out of mind. Contact me.

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Ideal Customer Profile SME Hiring Retention 75

Babette Ten Haken

MAY 23, 2018

Also, they can perform specific – and unglamorous – job functions. Micro experiences impact positive brand recognition which, in turn, impacts client referral and new business development. Your specialists – even if they perform rote or manual tasks – often become the glue retaining your customer base. Not only that.

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Retention Customer SME B2C 55