Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. Referrals help you ace Part One and set you up for success in Part Two. You get an introduction to your prospect, and you get a meeting with the decision maker. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Pipeliner

APRIL 20, 2024

Being in business can make us feel like every day is a roller coaster. Worse, our most challenging tasks can trigger anxiety, especially when we believe we lack the natural talent or the necessary skills to address them. While you may have hurdles on your path to success, they are by no means showstoppers unless you allow them.

How To 75

How To Hiring Motivation Exercises 75

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? How do you know fixing these problems will have the greatest impact on revenue? You should only tackle the problems you can impact.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? Here’s how to manage so much winning, with 9 tips from our top sales closers.

Closing 286

Closing B2B Decision Maker Discount 286

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. Create a sales process you enjoy buying from.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

SBI Growth

JUNE 2, 2013

“Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions. But it may not be time to identify and solve the turnover problem yet. This post helps HR and Sales decide if it’s time to fix the underlying cause. She is the HR business partner to sales.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. Once we got good at selling, we liked it.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Zoominfo

AUGUST 24, 2022

Modern sales and marketing teams need various tools to help them do their jobs. With the right tools you can create complete, 360-degree customer views that make running targeted campaigns and personalized sales motions easier. Here are the steps involved in creating a centralized data warehouse for GTM success: 1.

Ideal Customer Profile 130

Ideal Customer Profile Data Lead Rank Buying Cycle 130

SBI Growth

JANUARY 12, 2013

As the head of sales you can become overwhelmed with technology options. With limited time, how do you prioritize initiatives? We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes.

Sales Methodology 335

Sales Methodology Hiring Forecasting CRM 335

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. And if you're in a pinch, jump straight to the information you need.

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

SBI Growth

SEPTEMBER 24, 2013

As a sales ops leader, you face problems every day. With each challenge, you make choices along the way to find the best solution. At the core, your choices depend heavily on your answers to some key questions: Do I need to take action or can I ignore this? Can I fix this problem in-house or do I need help?

Case Study 306

Case Study Face-to-face Compensation Retention 306

SBI Growth

OCTOBER 14, 2012

You missed the number. As the SVP of sales, you need to figure out why fast. Sales leaders have a tendency to blame comp plans, talent, or lack of training. The bottleneck can easily be misdiagnosed. As a Sales leader you may be too close to the problem. What is a sales supply chain?

Hiring 292

Hiring Sales Qualified Lead Lead Generation Revenue 292

BuzzBoard

MARCH 28, 2024

An Overview of the Marketing Agency Sales Process The sales process in a digital marketing agency is a multi-step journey that requires a thorough understanding, strategy, and execution. Lastly, the follow-ups and closing the sale come in. Therefore, understanding and mastering the marketing agency sales process is critical.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Steven Rosen

MARCH 2, 2017

Having a team of top sales performers is great! When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. Well maybe.

Energy 275

Energy Face-to-face Comparison Sports 275

SBI Growth

FEBRUARY 19, 2013

Will fixing a sales problem accelerate your path to promotion? You are time starved now more than ever. If you tackle the right problem, it will help you make the number. It will help you get promoted. This tool will expose you to the 6 biggest problems sales leaders face.

Promotion 310

Promotion Demand Generation Targets Demand Generation Intent 310

Smooth Sale

APRIL 11, 2024

Photo by 652234 via Pixabay Attract the Right Job Or Clientele: Three Office Maintenance Tasks Upfront for Focus On Business A good office environment is a hub of activity where employees and their employers can work productively. As an owner, you must ensure you do what is necessary. It is best to test your alarms routinely.

Hiring 93

Hiring Networking Influencer Media 93

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. So how can you make sure your future customer wins – and feels like they won – while winning business yourself? Let’s explore this conundrum with nine tips from our top sales closers. They want to feel like they’ve won.

Closing 191

Closing B2B Scale Decision Maker 191

Hubspot Sales

DECEMBER 29, 2020

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. Your salespeople aren’t closing the number of deals you expect. How To Fix a Sales Bottleneck.

How To 133

How To Top of Funnel Hiring Proposal 133

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I have come to this realization based on my last 4 sales.

Hiring 201

Hiring Insurance Insurance Margin 201

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Smooth Sale

APRIL 27, 2023

The sales philosophy is to make the selling process credible and communications simple, all to increase the desire to begin a new relationship and encourage a ‘Yes!’ Therefore, do your communications encourage your audience to act as you desire? ’ The answer to yes is only the beginning.

ACT 78

ACT Lead Rank Webinar Metrics Hiring 78

SBI Growth

MARCH 5, 2013

The board is going to be on your rear end if this doesn’t get fixed quickly. Your background is in operations, not sales and marketing. You need help understanding the issues in order to fix them. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation Targets 320

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

SBI Growth

DECEMBER 25, 2012

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. If HR is not currently performing exit interviews, you should ask them to start. Are you asking the right questions in your exit interviews?

Hiring 324

Hiring Trends Compensation Lead Rank 324

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I will illustrate this “secret” based on my last 4 sales.

Insurance 168

Insurance Insurance Margin Hiring 168

Zoominfo

JANUARY 22, 2019

While bad reviews are inevitable, they can still incite panic within your organization—and it’s easy to understand why. In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle. Today we teach you how! Here’s what we recommend: 1. 8 Steps to Handle Negative Business Reviews.

Social Media 213

Social Media B2B Scale Follow-up 213

Zoominfo

AUGUST 18, 2020

The more calls you make, the more deals you close. If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. On a typical day, we’d be shocked if you spent 8 hours on the phone. How much do you know about each prospect’s professional background?

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. When it comes to creating a custom CRM, you have two options: outsourcing the system’s development or building the software in-house. How do I create my own CRM?

CRM 127

CRM Customer Outsourcing Services Lead Rank 127

Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. Let’s get into it!

Prospecting 235

Prospecting Case Study Study Sales Cycle 235

Crunchbase

DECEMBER 27, 2021

Email marketing remains one of the most profitable platforms and marketing strategies to invest in, whether you’re sending warm sales emails or cold sales emails. You might just need a tweak in strategy. On the other hand, cold sales emails are those sent to cold leads. Think email is dead because of lack of results?

Top of Funnel 124

Top of Funnel Sales Qualified Lead How To Campaigns 124

Zoominfo

SEPTEMBER 24, 2018

Most sales professionals recommend using a sales methodology that involves uncovering a buyer’s biggest problem or pain point. While this is essential for sales success, it’s also only half of the story. This type of approach often drives sellers to employ a “find-out-what’s-wrong-and-fix-it” mindset.

Buyer 241

Buyer Scale Groups Sales Methodology 241

Close.io

MARCH 17, 2020

You're realizing for the first time that working from home isn't what you thought it would be, and your numbers are down. There’s no stress quite like sales stress because there’s no career quite like a sales career. Sales is already a high-pressure, results-driven career. 3 steps to managing stress: 1) Know your s**t.

Quota 126

Quota Cold Calling Exercises Face-to-face 126

Zoominfo

NOVEMBER 13, 2019

So how can you make sure your future customer wins – and feels like they won – while winning business yourself? Today we’re exploring this conundrum with nine tips from our top sales closers. 9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke.

Closing 130

Closing B2B Decision Maker Scale 130

Sales Hacker

AUGUST 19, 2022

Content is one of the most critical components of your sales engagement strategy. As a sales content manager, it’s strongly recommended to review your content strategy if you’ve been using the same sequences, templates, and snippets that you initially launched with. The final stage is the “expert” level.

Strategy 90

Strategy Government Lead Rank How To 90

Sales Hacker

JANUARY 5, 2023

You might think resolving duplicate records should be a quick and easy fix. For instance: How do you define a duplicate lead if you sell to separate accounts who are part of the same franchise ? For instance: How do you define a duplicate lead if you sell to separate accounts who are part of the same franchise ?

SalesForce 76

SalesForce How To Decision Maker Exact 76