Bernadette McClelland

DECEMBER 30, 2023

Sales Leadership At A Crossroad? The reason why I was my buyers #1 choice over bigger businesses was because of my experience in their industry, my perceived value and my offer. The reason why I was my buyers #1 choice over bigger businesses was because of my experience in their industry, my perceived value and my offer.

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Steven Rosen

APRIL 20, 2024

In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. This awakening moment shaped her leadership style and set the foundation for Hilton’s coaching culture.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? It will be worth it! We’re almost there. That also happens to be my analogy.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. These reactions make it easier to be empathetic and build trust, essential for successful sales relationships.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Steven Rosen

FEBRUARY 7, 2024

Rika Cuff , Senior Vice President of Scholastic and Champ Sales at Herff Jones, discusses the importance of sales leadership in sales culture development. Rika’s insights provide valuable lessons for sales leaders looking to create a positive and motivating team environment. Recognition goes a long way.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

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.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Steven Rosen

APRIL 22, 2024

For sales leaders, building a robust sales culture is the bridge between mediocrity and excellence. The journey to a winning sales culture is a nuanced strategy that unfolds over time and demands patience, careful planning, and decisive leadership. This promotes innovative problem-solving for complex sales challenges.

Strategy 156

Strategy Construction Motivation Incentives 156

Bernadette McClelland

NOVEMBER 9, 2023

?????????? In my journey of professional growth, I’ve always aimed to share content that uplifts, inspires and helps you look at topics through a ‘different lens’ (aka thought leadership not thought repeatership), always with an intention to shift and disrupt your thinking. And that can be scary. Start Selling Wisdom’.”

Pivotal 195

Pivotal Revenue Intent Lead Rank 195

Steven Rosen

JANUARY 28, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. Let’s dive in and explore these essential skills in detail. You’re not so good.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Steven Rosen

JANUARY 13, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. Let’s dive in and explore these essential skills in detail. You’re not so good.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. I was very impressed. There was silence.

Survey 358

Survey Coaching Training Sales Management 358

Steven Rosen

DECEMBER 3, 2023

Do you Need a Top Sales Leadership Coach? This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

Steven Rosen

JANUARY 28, 2024

Helen Fanucci, a sales veteran with over 25 years of experience in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World,” talks about the importance of collaboration in sales. She explores the challenges of building effective collaboration within sales teams.

Video 156

Video Sports Decision Maker Quota 156

Steven Rosen

FEBRUARY 7, 2024

Rika Cuff, Senior Vice President of Scholastic and Champ Sales at Herff Jones. Rika Cuff, Senior Vice President of Scholastic and Champ Sales at Herff Jones. Rika’s tips offer valuable guidance for sales leaders seeking to establish a positive and motivating team environment.

Video 156

Video Motivation Sales Leadership Meeting 156

Steven Rosen

MARCH 25, 2021

Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. As a former sales executive , I was always in a tough spot.

Networking 245

Networking Groups Hiring Travel 245

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Bernadette McClelland

AUGUST 1, 2022

Sellers will always GRANT CONCESSIONS when they can see ADDITIONAL VALUE. When we say that we buy on emotions and back it up with logic how does that actually play out? but outside the chocolate, where do emotions come into what I buy? More about that in a minute. Are you OK with next weekend ‘ to which I answered in the affirmative.

Margin 397

Margin Travel Outbound Sales Leadership 397

Steven Rosen

AUGUST 4, 2022

Focused Sales Leadership Framework . Hello Sales Leaders! Steven Rosen, sales leadership coach. I am so excited to share the Focused Sales Leadership framework. I am so excited to share the Focused Sales Leadership framework. Leadership. UPGRADE YOUR SKILLS. BUILD A WINNING TEAM.

Sales Leadership 156

Sales Leadership Lead Rank Lead Scoring Face-to-face 156

Steven Rosen

JANUARY 15, 2024

David Hennessy, the VP of Sales at Kite Pharma, is an experienced healthcare leader with over 20 years of experience in the biotech and pharma industries. David Hennessy, the VP of Sales at Kite Pharma, is an experienced healthcare leader with over 20 years of experience in the biotech and pharma industries. Is it a numbers game?

Video 156

Video Data Intent Influencer 156

Force Management

MARCH 7, 2024

We've wrapped up another exciting month of podcast episodes, and this time we're bringing you some great tactical conversations on the current best practices in sales from seasoned sales leaders. We recently started publishing two episodes per week, so there are even more great lessons in leadership to unpack!

Engineering 118

Engineering Maximizer Revenue Conversion 118

Steven Rosen

NOVEMBER 13, 2023

BOLD leaders continuously redefine the sales landscape, challenging the status quo to drive process improvements and grow sales. They embody the essence of leadership through their unwavering commitment to explore innovative strategies. They critically assess traditional sales methods, ensuring their teams avoid obsolescence.

Strategy 156

Strategy Face-to-face Guarantee Lead Rank 156

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. Realistically most senior sales leaders don’t engage in networking regularly.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

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. The same is true of this Blog.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

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. The same is true of this Blog.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Janek Performance Group

FEBRUARY 13, 2024

Every company looks for specific characteristics when seeking candidates for leadership roles. For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Carries themselves.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Force Management

SEPTEMBER 8, 2023

Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling.

Scale 145

Scale Sales Leadership Revenue Conversion 145

SalesFuel

APRIL 23, 2024

Believe in your value and your right to insist on the proper workplace behavior to reduce conflict. The Role of the Manager Navigating office politics ranked at the bottom of a list of skills sales managers claimed they need for success (44%). In addition to assisting individual employees, you should also be focused on team success.

Hiring 113

Hiring Policies Negotiation Motivation 113

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. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Alice Heiman

JANUARY 30, 2024

In a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Strategic Sales Planning: It’s not just about the numbers; it’s about understanding the market, retaining customers, and fostering growth through value-driven relationships.

Sales Leadership 75

Sales Leadership Referrals Retention Lead Rank 75

MEDDIC

MARCH 27, 2024

Sales Leadership Course Bundle In today’s competitive landscape, the quest for sales mastery is relentless. Recognizing this, MEDDIC Academy proudly introduces our groundbreaking Sales Leadership Course Bundle.

Course 52

Course Sales Leadership Enterprise Enterprise 52

Pipeliner

NOVEMBER 2, 2023

It’s swiftly promoted to a sales leader without proper training, only to struggle in their new role? We had the privilege of speaking with Vaughn Sigmon, co-founder of Results Driven Leadership and former CarMax executive. In our conversation, Vaughn illuminated the significance of coaching in sales leadership.

Sales Leadership 111

Sales Leadership Hiring How To Promotion 111

Pipeliner

DECEMBER 31, 2023

Spark Leads with Thought Leadership: Why Podcasts are Your Next Weapon Is your marketing generating enough leads? Join John Golden and Steve McDonald as they dissect the power of thought leadership content and its impact on lead generation. Make guests feel valued by offering them a platform to share their expertise.

Lead Generation 84

Lead Generation Ideal Customer Profile Marketing Qualified Lead Lead Rank 84

Partners in Excellence

APRIL 17, 2024

But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change. But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change. Without some sort of change, we never get a purchase order.

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Smooth Sale

SEPTEMBER 4, 2023

Photo by John Hain via Pixabay Attract the Right Job Or Clientele: Will You Encourage Leadership to Contribute to Your Legacy? The compelling question is, ‘Will you encourage leadership to contribute to your legacy?’ The company was remarkable on many levels, particularly in encouraging new leadership among staff.

Lead Rank 98

Lead Rank Lead Scoring Promotion Loyalty 98

Alice Heiman

MARCH 6, 2024

In an enlightening episode of the Sales Talk for CEOs Podcast, Alice Heiman engages with Malin Schmidt, not just as the CEO of Kodiak Hub, a pioneer in supplier relationship management software, but as a visionary leader whose journey epitomizes the fusion of sustainability and technology in business.

Hiring 75

Hiring Scale Lead Rank Software 75