DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? I sell to salespeople, so I checked those numbers against my own: Of the salespeople I’ve sold to, just 17% are women. I sell to salespeople, so I checked those numbers against my own: Of the salespeople I’ve sold to, just 17% are women.

Hiring 235

Hiring Face-to-face Promotion Retail 235

No More Cold Calling

MARCH 8, 2019

My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. Why Women Shy Away from Sales. Perhaps that’s why millennials are more likely than their parents and grandparents to take time out of the workforce to care for children. It was 1936. Constitution granted suffrage for women.

Hiring 247

Hiring Referrals Networking Conference 247

Steven Rosen

AUGUST 10, 2015

Of course my focus is on sales, sales leadership, executives and business. You hire your top salesperson, expecting that the skill, professionalism, and enthusiasm he or she brought to sales will translate into effective sales management. Here are my Top 10 Reasons Why New Sales Managers Fail.

Sales Management 120

Sales Management Hiring Sports Promotion 120

Understanding the Sales Force

MAY 28, 2014

Monday, my wife and I had the pleasure of watching him during a baseball practice for a 12 and under team that will be competing in Cooperstown later this summer. It''s a really big deal and it''s a very talented team. It''s not just about the talent. The Talent Warp. Baseball''s Huge Impact on Sales Performance.

Training 246

Training Coaching Comparison Territories 246

Sell Integrity

JUNE 14, 2021

Particularly when it comes to sales, coaches help reps move past their mental boundaries and perform at higher levels than they even realized were possible for them. Particularly when it comes to sales, coaches help reps move past their mental boundaries and perform at higher levels than they even realized were possible for them.

Sales Coaching 107

Sales Coaching Coaching Lead Rank Sales 107

Partners in Excellence

JANUARY 15, 2021

The other day, I had a conversation with a salesperson. She said, “Dave, it seems the only way to advance in my sales career is to be a manager. I’m not sure I want to be a manager—but I still want to advance in my career… ” She’s focused on a critical issue too few leaders pay attention to.

Territories 87

Territories Hiring Account Coaching 87

Jeff Shore

MAY 31, 2018

While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence. One of the top reasons why sales people bolt to find employment elsewhere is that they feel overworked and under appreciated.

Hiring 129

Hiring Face-to-face Sales Talent Margin 129

Increase Sales

DECEMBER 21, 2012

” For many the answer is probably no because of this one word – clarity. ” This performance appraisal tool is based upon the work of Dr. Eduard Spranger and Dr. Gordon Allport. The high Theoretical driver also helped for me to internally reconcile why I love knowledge so much as well as thinking. Altruistic.

Small Business 156

Small Business Small Business Motivation Webinar Metrics 156

Gong.io

JULY 25, 2022

Okay, but why? When you use the Sandler pain funnel with potential buyers, you position yourself as a trusted advisor rather than “just” a salesperson. In this guide, we’ll explain how the Sandler pain funnel works and illustrate the sales methodology in practice with an in-depth example. What exactly is the Sandler pain funnel?

Top of Funnel 117

Top of Funnel Funnel Scale Sales Methodology 117

Sales Hacker

JULY 17, 2020

In my 22 years in this industry, I’ve found that Telephobia is far more common than you think. So, why are salespeople afraid to pick up the phone? Is it because they don’t want to sound like a salesperson? And this is not a good trait to have as a salesperson. Don’t worry. You’re not alone! The short answer is YES!

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Increase Sales

MAY 17, 2016

Have you ever wonder why sales success happens to some and not to others? He then brought up performance appraisal and job description. My suggestion was to begin with the performance appraisal and identify the key behaviors he was expecting to observe and document. Looking for the devil in the details is time consuming.

Hiring 78

Hiring Construction Motivation Facebook 78

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? Why not do something to actually help? You’re a micro manager with little or no current sales talent yourself.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Jeff Shore

MAY 17, 2018

They aren’t any smarter than you, any more talented than you, any harder working than you, and they sure as heck aren’t any better looking than you – so what gives? If you want to sell more, like those top-performing salespeople – there’s a hack for that! Hack #2: They set why’s, not goals. Here’s what gives. Not happening!

Lead Rank 128

Lead Rank Lead Scoring Follow-up Resources 128

The Pipeline

AUGUST 2, 2013

She is also the author of two books on inside sales, Smart Selling on the Phone and Online: Inside Sales That Gets Results , and her most recent, and a complement to the first book: Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team. By Tibor Shanto – tibor.shanto@sellbetter.ca.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

The Sales Hunter

JANUARY 7, 2013

Here’s my rationale as to my answer. This is why a group of talented people who come together for a common project will many times wind up achieving results far greater than they initially thought possible. This has me believing top-performing salespeople know it to be true. It’s neither!

Customer 204

Customer Motivation Groups Conversion 204

Understanding the Sales Force

JANUARY 6, 2014

30 days later, when we met to review the findings from the sales force evaluation and answer his questions about potential performance improvements there was some good news but most of it was bad. It isn''t unusual or unexpected for a salesperson to disagree with a finding or two. this is insulting and demeaning. How does he know?

Hiring 199

Hiring Call-back Groups Sales Management 199

Salesmate

JULY 16, 2021

Therefore, I am here for busting the myths on sales, so every salesperson can sell with confidence! It would be most accurate to say that while everyone is born a salesperson, the diamonds that shine the brightest are the ones that take the time to learn how to polish themselves the best. Daniel Meck. From Moosend , Head of Sales.

Hiring 52

Hiring Cold Calling Lead Rank Lead Scoring 52

Sales Hacker Training

MARCH 23, 2023

Related: 3 Steps to Transform Your Mindset in Sales and Overcome Any Challenge How I know: My first 70,000 hours of selling Malcolm Gladwell famously said it takes 10,000 hours of practice to attain mastery. But I didn’t recognize my true purpose or the power of leading with conviction until I was in my mid-50’s.

Closing 52

Closing Harvest Top of Funnel Relationals 52

Understanding the Sales Force

APRIL 3, 2012

direct you to another of my articles where I wrote that women make better salespeople than men. But, it goes even deeper than that, requiring an understanding of the difference between a trainable and untrainable salesperson. When either of those elements is found to be lacking, the salesperson will not have enough incentive to change.

Hiring 207

Hiring Incentives Incentive Comparison 207

Sales Hacker

SEPTEMBER 28, 2021

Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. Why attrition and retention matter so much right now. The talent search in the startup environment. The biggest talent challenge for companies [20:08]. powered by Sounder. What You’ll Learn.

Retention 81

Retention Benefit Scale Hiring 81

No More Cold Calling

DECEMBER 7, 2017

“We’ve never lost an American in space; we’re sure as hell not going to lose one on my watch. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail? No matter how experienced or talented, every salesperson loses a deal from time to time.

Account 189

Account Referrals Sales Qualified Lead Quota 189

DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? I sell to salespeople, so I checked those numbers against my own: Of the salespeople I’ve sold to, just 17% are women. I sell to salespeople, so I checked those numbers against my own: Of the salespeople I’ve sold to, just 17% are women.

Hiring 120

Hiring Face-to-face Promotion Retail 120

Hubspot Sales

MAY 29, 2018

Early in my career I was hired as the “guinea pig” to prove a concept for a marketplace. While they had a hunch it would be lucrative, they didn’t know if it would work and needed a salesperson to dig in to see what the road ahead might look like. Belief is a powerful motivator and Angela highlights why in her talk above.

Face-to-face 102

Face-to-face Hiring Demographics Sports 102

No More Cold Calling

MARCH 30, 2017

Women in sales have the skills and grit to be top-tier performers, because success in sales depends on the ability to build and nurture relationships. And all traits that make women especially talented at asking for and receiving referrals. Ask them why there aren’t more women in technology sales, and they’re not quite sure.

Referrals 120

Referrals Lead Rank Lead Scoring Cold Calling 120

Pipeliner

FEBRUARY 9, 2020

This installment: The enablement domain, which is any activity meant to improve the performance of the sales function. Generally, it encompasses talent strategy, training, coaching, and content services. I’m also grafting in some of the research basis for these three performance levels, using a highly respected research house.

Customer 94

Customer Scale Discount Hiring 94

Xvoyant

JULY 30, 2020

So, the big question to ask yourself is: Do I have the right people on my sales bus to thrive in these tough times? Question One: Is my salesperson a learner? If your salesperson isn’t demonstrating the aptitude or attitude to learn, change, and grow, it might be time to give that seat on the bus to a salesperson that does.

Face-to-face 62

Face-to-face Decision Maker Motivation Commission 62

Sales Hacker

MARCH 3, 2020

Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. When did you know you were going to be a good salesperson? Stephanie Blair: Well, my friends would say that I negotiate everything and that I was born a salesperson.

Hiring 111

Hiring Advertising Advertising Lead Rank 111

Increase Sales

JUNE 9, 2016

My salespeople are not motivated to sell. My salespeople are lazy. Why in the world did I hire this salesperson? Maybe the real answer is within each salesperson. Then there are assessments based on the work of Dr. Hartman that reveal key talents for each salesperson. Reassigning territories?

Motivation 70

Motivation Hiring Territories Compensation 70

Your Sales Management Guru

DECEMBER 14, 2017

Why Some Organizations Continue to Prosper. The most critical component in creating a high performance sales team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations. What we saw at the Super Bowl on Sunday was something similar.

Hiring 79

Hiring Lead Rank Lead Scoring Exercises 79

Alice Heiman

MAY 8, 2019

Positive: We will hit that number because I have a plan and I am developing my salespeople so that they have everything they need to be successful. I know this seems impossible but… I don’t think my team can do this. I know this seems impossible but… I don’t think my team can do this. Why do they believe I can hit those goals?

Hiring 125

Hiring Insurance Insurance Positioning 125

No More Cold Calling

OCTOBER 20, 2016

Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Many times I forgot to practice, and I thought my teacher wouldn’t notice. The secret?

Referrals 120

Referrals Cold Calling B2B Follow-up 120

Sales Hacker

APRIL 21, 2020

Can you ever be sure you’re hiring the right salesperson? You’ll be able to download the interview scorecard template that I use with my clients. Fortunately, my client used their hiring scorecard to sidestep a costly mis-hire. Man oh man, how the world has changed so quickly! That secret weapon is a hiring scorecard.

Hiring 93

Hiring Sales Talent Lead Rank Lead Scoring 93

Keith Rosen

APRIL 8, 2017

For salespeople, when the leads are pouring in, they may stumble upon a sale but it doesn’t mean the salesperson or their manager are as good as they think they are. It was about 6am on a beautiful, sunny morning when I was sitting outside on my deck, enjoying a cup of coffee. It didn’t see me. It seemed to be in search of something.

Coaching 81

Coaching Competition Sales Qualified Lead Hiring 81

Crunchbase

JUNE 18, 2020

The real challenge isn’t finding it, but rather it’s sorting through it all to find content you can take into the field with you to help you perform better at your job. . That’s why I’m here. He says “I’m the best salesperson in the world and I can teach you how to be great, too.” . Take these two examples. .

Scale 123

Scale Twitter LinkedIn Video 123

Pipeliner

JULY 23, 2018

Advice for My Younger, Sales Manager Self. Part of why I am in this field, and why I excel at what I do, is because of the mistakes that I have made throughout my career, and my ability to help others not follow in my footsteps to becoming an effective sales leader, learning from my mistakes instead of making them themselves.

Sales Management 68

Sales Management Hiring Sales Qualified Lead Coaching 68

Hubspot Sales

DECEMBER 20, 2017

To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. They include a salesperson's ability to relate and communicate with others, emotional intelligence, level of charisma and confidence, and more. What are soft skills in sales? 2) Coachable.

Quota 143

Quota Objections Follow-up Call-back 143

Marc Wayshak

MAY 25, 2022

One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Fostering obvious career progression will allow you to hire top-performing talent at the lower levels. If this sounds familiar to you, you’re not alone. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62