No More Cold Calling

MAY 14, 2020

When the market is on an upswing, our customers and prospects may be focused on a whole host of things. Salespeople score meetings with qualified prospects in one call. My new question to clients and prospects: “Are you in minimizing-risk mode, cost-savings mode, growth mode … or just ‘leave me alone’ mode?”.

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Prospecting Referrals Scale Sales Qualified Lead 428

The Sales Hunter

OCTOBER 25, 2013

Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. With each person with whom I’ve worked, it is amazing to me how the demonstration of sales leadership makes a huge impact.

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Sales Leadership Maximizer Selling Skills Motivation 223

The Pipeline

SEPTEMBER 14, 2017

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. What’s scary right off the top, is that there are multiple definitions of what is a “best” or a good prospect. The post Who Is Your Best Prospect?

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Prospecting Forecasting Call-back Pipeline 274

Janek Performance Group

MAY 25, 2022

But if sales management is a new role for you, it can feel like you are swimming upstream. In this article, we will provide seven practical rules for new sales managers so they can lead their sales team to high performance. . First Rule of Sales Leadership: Know Your Purpose .

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Sales Leadership Sales Management Lead Rank Promotion 62

The Sales Hunter

MAY 17, 2019

In leadership, the ego driven person will always be plagued by high turnover and lower productivity from their salespeople. Sales leadership is thinking of others more highly than yourself by putting them and their needs first. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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Sales Leadership Churn Referrals Lead Rank 146

The Sales Hunter

MAY 10, 2019

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. Trust me, the world will value you the most if you are real.

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Sales Leadership Lead Rank Social Media Motivation 220

Pipeliner

NOVEMBER 26, 2020

In this Expert Insight Interview, Lance Tyson discusses sales leadership during times of uncertainty. Lance Tyson is a President and CEO of the Tyson Group, providing coaching, training, and consulting to sales leaders and their teams to achieve higher performance. He is CSMO at Pipeliner CRM.

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Sales Leadership Video Fashion Face-to-face 98

The Sales Hunter

AUGUST 2, 2016

It’s time to talk about the elephant in the room with regard to prospecting. For too long every excuse in the world has been used as to why prospecting is so difficult. The elephant in the room is the environment created by the leadership of the organization. It begins with leadership claiming any shortcoming in […].

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Prospecting Sales Leadership Sales Selling Skills 100

Janek Performance Group

APRIL 5, 2023

Sales reps would make a handful of attempts at connecting with prospects and, if unsuccessful, place the opportunity into an automated sequence. The sales team had a high closing rate of bottom-of-the-funnel opportunities, but the CRM was full of unconverted opportunities. In a slowdown, bottom-funnel opportunities dry up first.

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Sales Leadership Top of Funnel Sales Talent Inbound 62

The Sales Hunter

APRIL 26, 2019

Sales is not a solo activity; sales is a team sport and the same is true of leadership. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Outbound 177

Outbound Sales Leadership Sports Conference 177

Zoominfo

FEBRUARY 26, 2021

Let’s be clear: whether B2B leaders realize it or not, AI has penetrated nearly every aspect of common business processes, and sales is no exception. Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Understanding the Sales Force

MARCH 20, 2024

Similarly, many prospects are also non-believers in your product or service. How can sales organizations, sales enablement, sales cultures, and sales leadership make the paradigm shift to move from “Belief That” to “Belief In?”

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Sales Process Sales Methodology Decision Maker Pipeline 334

One of a Kind Sales

SEPTEMBER 27, 2022

While this may play a strong role, in my experience, sales leaders need to engage in three critical activities beyond compensation and incentives […]. The post What Drives Sales Leadership Success? appeared first on One of a Kind Sales.

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Sales Leadership Compensation Incentives Incentive 56

Sales Hacker

AUGUST 11, 2023

This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. She is currently the VP of Sales at Crunchbase, where she leads a high growth team out of New York City.

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Sales Leadership Hiring Ideal Customer Profile Scale 63

The Sales Hunter

MAY 3, 2019

I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets. These same people are quick to say that they just don’t have time to prospect or meet with customers because they’re busy. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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Sales Leadership Face-to-face Report Motivation 168

Allego

FEBRUARY 2, 2021

The best way for us to make that authentic connection with the person who we’re speaking to, whether a prospective client or a member of our team, is to have awareness of how we show up. For more ideas and inspiration for modern sales management, watch the complete webinar on demand: Virtual Sales Management: How to Lead and Succeed in 2021.

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Sales Leadership Face-to-face Distribution Webinar Metrics 127

Steven Rosen

MARCH 12, 2024

In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings.

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Face-to-face Lead Rank Sales Leadership Benefit 156

Steven Rosen

MARCH 12, 2024

Sales leaders should encourage their teams to leave their comfort zones and embrace face-to-face interactions, leveraging their benefits to boost motivation. Colleen and Steven believe setting clear expectations is crucial in motivating sales teams to prioritize in-person interactions.

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Face-to-face Video Decision Maker Loyalty 296

Increase Sales

OCTOBER 8, 2013

Top sales performers today must think beyond the immediate and into the future to differentiate themselves from all those other gray suits who want the quick sale. Top sales performers have the ability to “mentally role-play the execution of the long-range projection and make accurate predictions concerning the possible outcomes.”

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Sales Leadership Facebook Resources Sales 143

Increase Sales

OCTOBER 28, 2013

So you want to be recognized by how you demonstrate sales leadership? Yet, sometimes you still feel you are one of the many instead of one of the few in how you demonstrate sales leadership. Sales Be the Red Jacket customer relationship demonstrate sales leadership sales call sales leadership sales prospect'

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Sales Leadership Sales Qualified Lead Facebook CRM 129

Increase Sales

NOVEMBER 13, 2014

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. ” There does continue to be this fatal sales leadership presumption by many LinkedIn Members. This sales leadership presumption works against the first of the first three Sales Buying Rules.

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Sales Leadership LinkedIn Decision Maker Ideal Customer Profile 165

Increase Sales

OCTOBER 15, 2013

“Taking the bull by the horns” is a simple explanation of this very needed sales leadership talent of initiative. Initiative is one of those universal leadership skills that SMB firms to even the Global Fortune 500 firms want and are desperately seeking. ” (Source Innermetrix). ” (Source Innermetrix).

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Sales Leadership ACT Energy Facebook 136

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Increase Sales

DECEMBER 3, 2013

Some might not appreciate how this sales leadership talent of correcting others fits within their role of selling. So what does this talent look like in sales and business through a behavioral perspective? ” Did you notice several key words within this sales leadership talent? Empathetic ? Share on Facebook.

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Sales Leadership Comparison Construction Discount 151

Steven Rosen

FEBRUARY 11, 2024

Full Episode Article: Title: “ Sales Goals or Learning Goals” Byline: By sales leadership and coaching experts Steven Rosen and Colleen Stanley. Introduction In sales leadership, there’s often a gap between what we know and what we do.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

The Pipeline

MAY 27, 2013

If you are a sales person who does not use the phone to proactively prospect for potential clients, you may not find this post of interest, on the other hand you may find something to spark you to take up the habit. Sales Skills sell better Tibor Shanto' by Tibor Shanto – tibor.shanto@sellbetter.ca.

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Prospecting Cold Calling Face-to-face Compensation 292

Increase Sales

MAY 22, 2012

Saying No is probably not found in any recognized sales leadership assessment or profile. The talent of saying No allows good sales people to focus on what they do well. Other sales leadership talents embedded within the ability to say No might include: An attitude toward honesty. Self-discipline.

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Sales Leadership Ideal Customer Profile Energy Maximizer 170

SBI Growth

FEBRUARY 23, 2013

They have the unique opportunity to share this expertise with Sales. This is a chance to build credibility and earn a seat at the sales leadership table. This post provides a checklist and a 6-step tactical program to start the HR-Sales social media collaboration. Social prospecting presence – less than 2%.

Prospecting 297

Prospecting Ideal Customer Profile Social Media Buyer Persona 297

Increase Sales

MAY 7, 2012

Sales leadership in the 21st century is very much about you and your behaviors. Do you bring then up in the conversation with a potential customer, potential client or prospect? Do you fear your competitors? Do you speak ill of them? Do you ignore them and hope they will go away? Share on Facebook.

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Sales Leadership Industry Small Business Small Business 161

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. What is Sales Prospecting?

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Increase Sales

JULY 9, 2013

” For those engaged in selling, this sales leadership talent of human awareness extends beyond the potential customer (sales prospect) to other employees in the organization. A high degree of emotional intelligence is embedded within those who have this sales leadership talent. ” (Innermetrix).

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Sales Leadership Influencer Small Business Small Business 137

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association).

Coaching 126

Coaching Prospecting Customer Maximizer 126

Increase Sales

APRIL 17, 2012

Understanding motivational needs or what some call the prospect’s motives is a necessary sales leadership talent. ” In simple terms, how do those in sales leadership roles encourage people (their sales teams of individual contributors) to take action toward specific goals and objectives?

Sales Leadership 172

Sales Leadership Motivation Top of Funnel Small Business 172

The Sales Hunter

JUNE 7, 2019

A sales leader is never content, because they are always on mission to improve themselves and those around them. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

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Sales Leadership Quota Education Motivation 149

The Sales Hunter

NOVEMBER 26, 2012

When we are seen as showing a high degree of sales leadership with our customers, we have the ability to not only help them succeed, but also to achieve a higher level of profit for ourselves. The beauty of this is the person who demonstrates sales leadership is usually showing a high level of sales motivation.

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Sales Leadership Motivation Customer Service Sales 188

Understanding the Sales Force

AUGUST 21, 2023

Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read more of the topics below: To shorten your sales process, differentiate, uncover compelling reasons to buy and create urgency, read articles on taking more of a consultative approach.

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Hiring Decision Maker Forecasting Face-to-face 156