No More Cold Calling

OCTOBER 28, 2014

Plus, here’s what I learned from some of my colleagues about increasing sales effectiveness: Jill Konrath says we need to think, really think. Companies with agile learners will excel. Associations Enterprise Sales Management Salespeople Small Business' Join the Conversation What did you learn at Dreamforce this year?

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

The Sales Hunter

FEBRUARY 14, 2014

Regardless of the position you have or the company you work for, you cannot allow yourself to be on an island. Too many sales managers are on island,s and by this I mean they have no one they can turn to for input and to discuss critical topics and gain insight. Copyright 2014, Mark Hunter “The Sales Hunter.”

Sales Management 225

Sales Management Conference Motivation Sales 225

Understanding the Sales Force

AUGUST 21, 2014

And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.". Small and mid-market companies don''t usually request this particular approach because their management teams are usually quite lean and it doesn''t make sense for them to take this approach.

Sales Management 241

Sales Management Hiring Face-to-face Groups 241

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Leadership Management'

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

No More Cold Calling

DECEMBER 23, 2014

Then he became director of sales and marketing for Tico Mail Works, where he created an award-winning new business acquisition mailing for the company on the proverbial shoe string budget. Associations Enterprise Sales Management Salespeople Small Business'

Face-to-face 276

Face-to-face Social Media Facebook Film 276

Anthony Cole Training

SEPTEMBER 4, 2014

He rejected the traditional adversarial relationship between companies and unions. Both stood to lose if the company failed. How does this fit in sales and sales management? I believe, in many cases, the sales and sales manager relationship is adversarial. Both stood to gain if it succeeded.”.

Sales Management 169

Sales Management Negotiation Insurance Insurance 169

Sales Training Connection

JANUARY 29, 2014

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? Simply put, there are roadblocks that every sales rep faces that are time-sinks. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Steven Rosen

MARCH 25, 2014

Janet is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Janet’s in all companies. Each month Janet is put to the test with different sales reps she must coach to success. Janet wants to get 2014 off to a great start.

Coaching 288

Coaching Salary Energy Motivation 288

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. At least two considerations about the current state of business-to-business (B2B) selling influenced the selection process for the 2014 Top 20 Sales Training Companies list.

Coaching 112

Coaching Training Company Social Media 112

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Sales Management Consulting'

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

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

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

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

Fill the Funnel

NOVEMBER 4, 2014

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. A few key questions that sales leaders need to be considering include: Is the sales compensation plan providing the results expected? Register to Attend!

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

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. This frees up your time to focus on activities that yield the highest returns for the company and that grow the business. ©2014 Sales Momentum, LLC.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. Both were about management in general but we thought the insights were of particular interest to those of us concerned about the world of sales. ©2014 Sales Momentum ®.

Sales Management 114

Sales Management Study Coaching Survey 114

SBI Growth

AUGUST 13, 2013

To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

Hiring 288

Hiring Incentives Incentive Benefit 288

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 2.0

AUGUST 17, 2014

But before I could get to the webinar I got a follow up email from one of the company’s sales reps. This seemed like a good approach to webinar follow up to me and it made me think this was a company that had its act together. I knew my employer would not be buying this company’s product in the short term.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

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

No More Cold Calling

DECEMBER 31, 2013

Here are six ways to be more successful (in your sales career and your life) in 2014. Here are six ways to get more out of your career and your life in 2014: Make time for yourself. Never forget that we ultimately do business with people, not with companies. Wishing you a happy and healthy 2014! Comment Here.

Small Business 191

Small Business Small Business Exercises Enterprise 191

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

Sales Training Connection

JUNE 18, 2014

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Training Sales Managers to Coach.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” What is Topgrading for Sales?

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

Sales 2.0

OCTOBER 22, 2014

David pretty much defined content marketing about the same time Hubspot were thinking that way and now Hubspot is a newly-minted public company. He believes companies and sales people need to wake up to the fact that buyers are now in control of the purchasing process and act accordingly. Sound familiar? Selling has changed.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

Chorus.ai

DECEMBER 20, 2019

Just ask former math teacher Grace Tyson, who, in 2014, was struggling to define the unknown in a very important equation: Grace + [X] = new career. Through the program, Grace learned about a BDR job opportunity at software company, InsightSquared, and decided to apply. But math isn’t always certain; it has unknowns and variables.

Sales Management 73

Sales Management Hiring Automotive Scale 73

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. The idiots at that company just churn and burn people!". This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” Nearly tanked my career.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

Score More Sales

OCTOBER 9, 2013

On Oct 16th at Noon Eastern / 9:00AM Pacific, please join me and my powerhouse co-panelists as we uncover: Sales-derailing mistakes that sellers inadvertently make. Powerful ideas to fuel the pipeline for 2014. Moderated by Barbara Giamanco, my amazing co-panelists are: Jill Konrath, Selling to Big companies. Register now.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Even though women make up 50% of the population, most companies’ sales forces only include about 25% women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Understanding the Sales Force

JULY 20, 2014

Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? ". If they can submit a resume and get an interview, they''ll take it but any more effort than that and they''ll remain with the company for which they are currently working.

Hiring 240

Hiring Real Estate Incentives Incentive 240

SBI Growth

JANUARY 10, 2014

Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sit down with your team and pay attention to these areas: Understanding the link between the company strategy and new quota. Ensure your sales managers take this seriously.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. Sign up for the " How to Make Your Number in 2014 " research tour. The Doomed Project Predictor - Get It Now!

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

No More Cold Calling

AUGUST 14, 2019

I’d been thinking about starting my own company, and many people had encouraged me. I got to stay in my office, work with this problem client (who turned out not to be a problem after all), and start my own company. I would work with small-to-medium companies to craft their sales strategy. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

No More Cold Calling

OCTOBER 9, 2014

I actually listened to his message because he outlined how his company and No More Cold Calling were aligned. But when Doug mentioned his company’s name, he lost all credibility with me. You see, I have known the CEO of this company since he founded it more than five years ago. All good so far. So Seller 2.0

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280