Steven Rosen

NOVEMBER 7, 2022

As the business unit head, you and your team have spent hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. You have dry run after dry run. You and your team have a one to two-day meeting with global executives. You know, the annual dance.

Strategy 380

Strategy Call-back Objections Forecasting 380

Bernadette McClelland

OCTOBER 3, 2019

OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Now before you roll your eyes, hang in here for a bit. Now before you roll your eyes, hang in here for a bit.

Account 301

Account Sports SalesForce Conference 301

Steven Rosen

FEBRUARY 27, 2022

VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. Take a look at how you are doing this year. Take a look at how you are doing this year. Are you on track to hit your objectives?

Strategy 408

Strategy Scale Objections Maximizer 408

Steven Rosen

DECEMBER 5, 2022

Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. Take the Q9 Sales Leadership Assessment and see how your leadership stacks up.

Coaching 194

Coaching Sales Coaching eBook Account 194

Sales and Marketing Management

DECEMBER 1, 2020

Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce.

Training 326

Training Hiring How To Coaching 326

Steven Rosen

JUNE 20, 2021

Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient. Therefore, development opportunities must be sourced from outside.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

SalesFuel

APRIL 23, 2024

Do you consider yourself to be a good team leader? In addition to assisting individual employees, you should also be focused on team success. If you feel uncomfortable about managing conflict on your team, ask for training to improve your skills. If you are conflict-avoidant, understand this detail about yourself.

Hiring 113

Hiring Policies Negotiation Motivation 113

The Pipeline

APRIL 6, 2021

Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. So, how does this apply to sales? Rep after rep will tell you they sell solutions, just before they revert to talking about their product. This is easy to follow when it is clear who the bad guys or good guys are.

SME 299

SME Lead Rank Lead Scoring Discount 299

Steven Rosen

JULY 15, 2020

If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal. This is a call to action for all sales leaders! Focused Leadership.

Closing 306

Closing Territories Guarantee eBook 306

Bernadette McClelland

NOVEMBER 24, 2021

The details on those pages were then collated by our manager and used for forecasting purposes, analysing ratios and holding us accountable to the following: ?? Activity – who were we seeing and how often were we meeting clients or new prospects? Activity – who were we giving proposals to and how many did we deliver? ??

Scale 170

Scale Lead Rank Lead Scoring Face-to-face 170

Steven Rosen

MARCH 25, 2021

Sales Executive Leadership Forum. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. Your market value appreciates as you become a better leader and have a large professional network.

Networking 245

Networking Groups Hiring Travel 245

Sales and Marketing Management

JANUARY 23, 2020

Author: Dave Gerry Building a winning sales organization is no small task. More than ever, that scenario calls for strong leadership and effective communication. More than ever, that scenario calls for strong leadership and effective communication. But here’s the rub: sales organizations are not all the same.

Hiring 284

Hiring Ideal Customer Profile Scale Compensation 284

Alice Heiman

DECEMBER 13, 2022

Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”. Sales teams must be retrained to create value not sell benefits. They just don’t work anymore.

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

Zoominfo

JUNE 1, 2023

But as the pandemic took hold and in-person classes were put on pause, many students began to rethink the importance and cost of a degree. But reshaping organizational standards isn’t easy and it requires careful consideration and alignment from leadership. Education Essential? times more than work experience.

Hiring 130

Hiring Education Retention Engineering 130

Anthony Iannarino

APRIL 12, 2020

A leader is one who imagines a better future and is accountable for delivering it. Accountability follows, ensuring you vigorously and relentlessly execute all the tasks and activities necessary to pull the future state you desire towards you. You are yielding to the line of least resistance.

Exercises 134

Exercises eBook Account Face-to-face 134

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. It’s a lonely world for account executives. That’s why we need sales managers. Actually, what we need is strong sales leadership.

Referrals 328

Referrals Sales Management Hiring Scale 328

SBI

JULY 15, 2021

Sales Execution 101: Creating Account Visibility. The most critical factor in successful sales execution is having the right foundation. Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. Account Visibility = Agility.

Account 143

Account Segment Forecasting Webinar Metrics 143

Zoominfo

OCTOBER 28, 2020

When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. What’s It Like Being A Woman In B2B Sales? Here’s. Here’s. The catch 22?

B2B 246

B2B Hiring Demographics SalesForce 246

Anthony Iannarino

SEPTEMBER 18, 2020

Yesterday, a sales leader asked me a question that sales leaders should ask more often: “ How do I get my salespeople to prospect? ” Some sales leaders, though, struggle with holding their salespeople accountable for prospecting: they want their staff to like them, in hopes of inspiring ever-greater heights of productivity.

Prospecting 122

Prospecting eBook Face-to-face Account 122

Steven Rosen

JANUARY 6, 2018

Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. That is the key.

Coaching 307

Coaching Strategy Video Course 307

Steven Rosen

DECEMBER 2, 2014

Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. By Steven A. Six Dimensions of Effective Coaching.

Sales Coaching 300

Sales Coaching Coaching Sales Management Sales 300

Bernadette McClelland

DECEMBER 31, 2018

If you’re wondering… then, yes, this is me getting my game face on and yes, I am wearing an authentic Super Bowl ring. The team’s captain Steve Smith, whilst a great player, has clearly shown his colours when it comes to leadership. He has demonstrated gamesmanship, sure! Let’s win boys!

Face-to-face 286

Face-to-face Sports Up-Sell B2B 286

Anthony Iannarino

JULY 20, 2020

In The Only Sales Guide You’ll Ever Need , I started with a list of character traits I called Mindset because I believe that who you are is more important than what you do, including the skills that make up the rest of the book. In part, your integrity is what provides you with the moral authority to lead others.

eBook 112

eBook Lead Rank Hiring Fashion 112

Zoominfo

FEBRUARY 18, 2021

It’s a popular saying in business circles, but it holds true: People do business with people they know, like, and trust (especially in the business world). People who do what they say, fulfill their promises, and fix things when they go wrong. People who do what they say, fulfill their promises, and fix things when they go wrong.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Steven Rosen

JUNE 12, 2017

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. With so many competing demands, with little or no training and development , the question becomes where can you turn to get honest and insightful feedback on overcoming your biggest challenges?

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

Sales and Marketing Management

JUNE 19, 2017

Author: Mark Donnolo Account planning is an essential part of any high-performing sales organization. The problems come when you ask an account leader to stop what he’s doing and focus on a plan. Every sales organization is unique, but most have similar challenges and succeed according to a common set of principles.

Account 214

Account Ideal Customer Profile Revenue Forecasting 214

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Hiring 93

Hiring Sales Management Lead Rank Hubspot 93

Anthony Iannarino

JANUARY 26, 2020

I wasn’t sure why a science fiction book would have made that list, but when you understand how Card discovered the big picture idea, it makes sense. The Leadership Variable. Let’s describe this leadership quality as “the leadership variable.” Leadership is a variable.

Hiring 128

Hiring Negotiation Groups Lead Rank 128

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

Alice Heiman

MAY 10, 2022

It’s not uncommon for company leaders to start a sales strategy with a big sales number. Having a sales goal is important, but a sales strategy doesn’t start with the number of sales you need to hit your goal. In fact, a sales strategy ends with hitting sales goals. Click to tweet.

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

Partners in Excellence

MARCH 11, 2021

Who in the sales organization owns the responsibility for a deal? Who is responsible for leading the development and execution of the deal strategy? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” They might help the sales team reach higher levels in the customer.

Sales Qualified Lead 130

Sales Qualified Lead Account Strategy Resources 130

Mereo

FEBRUARY 28, 2024

We at Mereo spoke with expert Tim Ohai , a leading growth consultant and founder of Kupu Solutions who formerly served in leadership roles at Workday, Shell Oil and Pennzoil, about what leaders like yourself can do to foster a healthier business culture in 2024. How do you define culture in the terms of businesses and selling?

Lead Rank 77

Lead Rank Motivation Lead Scoring Groups 77

Zoominfo

NOVEMBER 29, 2021

Whether your marketing department is a startup or well established, you should routinely assess which key performance indicators (KPIs) you’re tracking — and if you’re not tracking any, decide where to start. KPIs should also hold each team member accountable for hitting their number and doing their part.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Zoominfo

FEBRUARY 21, 2022

Sales teams, in particular, can greatly benefit from recruiting and retaining women. While sales remains a male-dominated industry, women in B2B sales roles tend to outperform their male counterparts. Here’s what to prioritize to recruit and retain more women to your sales team and organization.

Hiring 100

Hiring Promotion How To Retention 100

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. How do you engage customers and get them excited about your offer? With this type of news, sales reps need to engage as many people as possible.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Zoominfo

JANUARY 12, 2022

In a recent webinar hosted by the Global Inside Sales Association , several women from the ZoomInfo sales team shared why sales was the right career move for them and discussed ways to be successful as a female in a male-dominated industry. Be Comfortable with Change — and Failure Sales isn’t for the faint of heart.

Lead Rank 100

Lead Rank Lead Scoring Hiring Leads 100