The Pipeline

AUGUST 24, 2021

If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. Then extend that into your conversations with colleagues, Including your sales manager. By Tibor Shanto.

SME 391

SME Margin Video Quota 391

Vengreso

MARCH 19, 2019

Investing in LinkedIn Sales Navigator for your salespeople isn’t enough. It’s an all too familiar story among sales management teams that purchase Sales Navigator. If you want your salespeople to be effective social sellers and use Sales Navigator to its fullest potential, they need more training.

Sales Management 93

Sales Management Lead Rank Lead Scoring LinkedIn 93

Sales Training Connection

NOVEMBER 24, 2014

Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Because of all this we are always looking for ideas that can help sales managers do a better job in developing trust. ©2014 Sales Momentum ®.

Sales Management 111

Sales Management Hiring Intent Coaching 111

Sales Training Connection

SEPTEMBER 18, 2013

Sales Manager Tip. Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. When the “clutter” isn’t managed, sales teams spend a disproportionate amount of time playing with paperwork rather than calling on customers.

Top of Funnel 116

Top of Funnel Funnel Sales Management Coaching 116

Sales Training Connection

SEPTEMBER 5, 2014

Her points struck a chord with us – primarily because we too often see sales managers – whether first-line sales managers, mid-level sales managers, or VPs of sales focus on what’s going wrong in sales – “Why did we lose the big sale?” ©2014 Sales Momentum, LLC.

Sales Management 110

Sales Management Sales Coaching Coaching Forecasting 110

Sales Training Connection

MARCH 7, 2014

Sales Managers. I was talking with a new B2B sales manager about sales coaching. She was a super star as a sales rep and promoted to a sales manager just a couple of months ago. As a new sales manager , she was fortunate enough to inherit a young but very talented sales team.

Sales Management 116

Sales Management Sales Coaching Coaching Training 116

Anthony Cole Training

SEPTEMBER 26, 2011

Browse by Tag. building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Sales Coaching (40). sales coaching skills (10).

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Sales Training Connection

JANUARY 17, 2014

Sales managers – words have power! When salespeople get promoted to a sales manager position there are many traps to avoid and new things to learn from: analyzing CRM data, to conducting performance reviews to figuring out how you are going to find the time to coach. ©2014 Sales Momentum ®.

Sales Management 109

Sales Management Coaching Sales Coaching Promotion 109

Sales Training Connection

FEBRUARY 11, 2013

You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. But for sales managers to be good at coaching, feedback must run both ways. From the sales rep perspective the feedback can take two very different forms: 1.

Sales Management 117

Sales Management Coaching Sales Coaching Training 117

Sales Training Connection

JUNE 4, 2014

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. This good idea also holds true for sales managers.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Steven Rosen

MARCH 1, 2023

Most companies don’t have sales leadership programs for their senior sales managers. In today’s reality, it is increasingly difficult to justify the costly $10,000 price tag of a weeklong Executive Leadership Training Course that has little ROI. Therefore development opportunities must be sourced from outside.

Coaching 156

Coaching Networking Face-to-face Course 156

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

Sales Training Connection

JULY 18, 2012

Sales managers - building trust. It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales team. Ask most sales managers and they’d say that it is a time-balancing act. ©2012 Sales Horizons, LLC.

Sales Management 130

Sales Management Top of Funnel Pivotal ACT 130

Sales Training Connection

SEPTEMBER 29, 2014

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. From our observation, these points are particularly important for front-line sales managers. They are the pivotal job for driving sales effectiveness.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales Training Connection

APRIL 12, 2017

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? Few new sales managers find themselves “ahead of the curve”.

Sales Management 63

Sales Management Top of Funnel Funnel Pivotal 63

Sales Training Connection

MARCH 5, 2014

For starters, Dean Newland makes the fundamentally important point that to do a better job at management sweeping generalizations must be dismissed – like: all Baby Boomers value money over work environment quality or Gen Y members are too impatient to step by step move up the corporate ladder. ©2014 Sales Momentum ®.

Sales Management 114

Sales Management Study Coaching Survey 114

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Sales Training Connection

NOVEMBER 22, 2013

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. ©2013 Sales Momentum, LLC.

Sales Management 119

Sales Management Sales Coaching Sports Coaching 119

Anthony Cole Training

MAY 19, 2011

Browse by Tag. building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Sales Coaching (40). sales coaching skills (10).

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Sales Training Connection

NOVEMBER 3, 2013

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling. ©2013 Sales Momentum, LL.

Sales Management 117

Sales Management Face-to-face Pivotal Coaching 117

Sales Training Connection

MAY 6, 2013

It’s easy to manage a sales team when there’s consensus on where you’re going and how you’re going to get there. That’s when sales managers face some challenges. But if agreement can’t be reached even at that level, then the sales manager makes the call. ©2013 Sales Horizons, LLC.

Sales Management 119

Sales Management Hiring Face-to-face Sales Leadership 119

Sales Training Connection

OCTOBER 10, 2014

Motivating sales reps is a key responsibility of every sales manager. How can they motivate their sales teams effectively? Two struck us as really important for sales managers. We’ve written about the importance of sales managers not micro-managing. Summary for sales managers.

Sales Management 100

Sales Management Motivation Face-to-face Research 100

Sales Training Connection

JANUARY 13, 2014

Sales managers – be nimble! The article by Adam Bryant, the NY Times columnist and author of Quick and Nimble , shared 6 pieces of advice for managers developing that ever-desired characteristic – nimbleness. We know successful front-line sales managers adopt this principle – they act as filters, not funnels.

Sales Management 109

Sales Management Top of Funnel Sports ACT 109

Sales Training Connection

APRIL 5, 2013

Kanter was writing about leadership in general, we thought her message held merit for front-line sales managers. Most sales managers work in a highly demanding and challenging environment. Clearly it is important to help sales managers learn how to create an environment where accountability is valued and taken seriously.

Sales Management 114

Sales Management Sales Coaching Coaching Sales Leadership 114

Anthony Cole Training

AUGUST 29, 2011

Browse by Tag. building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Sales Coaching (40). sales coaching skills (10).

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Sales Training Connection

SEPTEMBER 24, 2014

This did get me thinking about sales managers who raise an issue in their team meetings and then go about answering it. And if that doesn’t work, they make enough points to make it clear to the sales team what they believe the right answer is. Plus, the sales team is less likely to get support for the solution.

Meeting 94

Meeting Sales Management Sales Meeting Intent 94

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

Sales Training Connection

NOVEMBER 5, 2014

Sales managers and the time sieve. Sales managers universally tell us that time is their most valuable asset – and they also tell us they are continuously “running out of time.”. It is the age-old time management puzzle that sales managers have all the pieces for but never seem to put together.

Sales Management 94

Sales Management Face-to-face Sales Meeting Guidelines 94

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. How many accounts?

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Sales Training Connection

JUNE 6, 2013

Sales rep to sales manager transition. You were a top sales person. You’ve just been promoted to sales manager – you have a team of 12 sales reps. The good news is you now have the pivotal job for improving the sales effectiveness of your organization. Remember you are now a sales manager.

Sales Management 124

Sales Management Top of Funnel Pivotal Coaching 124

Sales Training Connection

SEPTEMBER 26, 2014

New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. For example, it is not uncommon that the “what” turns out to be a bunch of stuff that choruses of those on your sales team are complaining about.

Sales Management 88

Sales Management Sales Leadership ACT Training 88

Anthony Cole Training

MARCH 23, 2010

Browse by Tag. building sales relationships (7). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Sales Coaching (40). sales coaching skills (10).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Zendesk Sell

FEBRUARY 12, 2019

Below, learn how to use each of the five most important sales reports to be a successful sales manager. Strengthen lead generation and increase closed deals with the sales funnel analysis report. With a CRM, you can also filter the incoming deals report by team member or tag.

Report 77

Report Top of Funnel Sales Management Funnel 77

Sales Training Connection

MARCH 4, 2013

Sales managers and off-the-cuff comments. We’ve noticed that one of many adjustments new sales managers must make is thinking about the impact of off-the-cuff comments. Because they are now in sales management, what the new sales manager says is taken more seriously. Management Messaging.

Sales Management 108

Sales Management Sales Coaching Training Influencer 108

Sales Training Connection

FEBRUARY 8, 2016

It sounds simple – but it struck us with a few word of substitution these steps would provide a straightforward framework for sales managers to use when working with their sales teams to review sales strategy. Work collaboratively with the sale manager to craft a sales strategy for the opportunity.

Sales Management 50

Sales Management Strategy Decision Maker Analysis 50

Zoominfo

JANUARY 27, 2022

Data normalization can apply common tags or labels across a large list of these values to help segment and prioritize outreach. Two prospects who have the same job responsibilities might fill out the form differently, where one enters “Sales Manager” and another uses “Manager, Sales.”

Data 130

Data Segment Sales Qualified Lead Collateral 130

Sales Training Connection

NOVEMBER 26, 2012

No sports team is going to consistently win championships without a great coach and the same is true for sales teams. Even great basketball players need coaching and top sales reps still need great sales managers. ©2012 Sales Horizons, LLC.

Sales Management 105

Sales Management Sports Coaching Sales Coaching 105