Keith Rosen

JULY 12, 2014

Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. The most common response I hear from managers is, “ I look at the numbers. ” You’re not going to get that answer from your data.

Coaching 133

Coaching Video Data Sales Coaching 133

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

Gong.io

NOVEMBER 27, 2018

And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with my sales manager. “I I can almost hear your mind racing during sales calls,” he told me. During sales calls, my mind bounced between the hundreds of sales techniques I knew.

Video 76

Video Data Face-to-face Meeting 76

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 105

Sales Management Hiring Top of Funnel Funnel 105

No More Cold Calling

DECEMBER 19, 2013

Find out if they have any questions for you as they plan for 2014. My Data Is Better Than Your Data. That’s what my first manager told me, and I’ve never forgotten her comment. Read “ My Data Is Better Than Your Data.”). Then your sales force needs the right tools for success. Pick Up the Damn Phone!

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

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. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps'' quotas.

Quota 45

Quota Training Analysis Research 45

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. I sold for the company in the United States for a few years before selling in EMEA and eventually, I became an International Sales Manager. Current Chorus User?

Sales Management 73

Sales Management Hiring Automotive Scale 73

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? ". I''ll spare you the steps we took and the calculations we made but when all was said and done, the data showed that 6% of all of the candidates assessed were hired.

Hiring 240

Hiring Real Estate Incentives Incentive 240

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Tenfold

NOVEMBER 29, 2017

It is a data-focused assessment of possibilities; and yes, there is a lot of guesswork involved. The ideal is to minimize the guesswork through the systems and strategies you implement – as well as the accuracy of the data you use. Bad Data = Inaccurate Forecasting. Correcting Bad Data. Forecasting in Current Business.

Forecasting 47

Forecasting Data Lead Rank Margin 47

SBI Growth

AUGUST 31, 2013

This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Sales Turnover - A Symptom of a Low Performing Sales Culture. Revised sales territories.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Score More Sales

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. The data scientists at Roundpegg can prove how better culture fits make better revenues for your organization. Assessment Tool: Objective Management Group Sales Candidate Assessment.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. Feed it with data that reps enter from their smart phones or tablets. Shocking… yes.

CRM 131

CRM PipelineDeals Vendor Face-to-face 131

Understanding the Sales Force

SEPTEMBER 8, 2014

According to data from Objective Management Group (OMG), 54% of salespeople were money motivated during the 1990''s and first half of the 2000''s. Today, the data shows that no more than 27% of salespeople are what we now call extrinsically motivated. Performs better when closely managed - or when left alone?

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

SBI

JULY 29, 2014

Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required. Darren: Mobile, Mobile, Mobile.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

Sales and Marketing Management

JUNE 1, 2018

Not surprisingly, several respondents emphasized the importance of advancing tech skills, including understanding tech stacks and embracing the wave of customer data. Demonstrating emotional intelligence and empathy goes a long way in marketing communications; no one wants to be treated as if they’re a data point.

Marketing 226

Marketing Telemarketing Scale Education 226

SBI

APRIL 9, 2014

Apparently, providing sales organizations with a way to benefit from leverage is a great business model because they’ve been on a tear making it onto the Inc 500 list each year since. They’re also a 2014 SIIA Codie Winner. Then have them go back and cross-check the data every 90 days to ensure quality like DiscoverOrg does.

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

Miller Heiman Group

JANUARY 21, 2020

The highest performing sales organizations in the study reported that their sales ops team took the lead in more than 14 activities. They also played a larger role in strategic activities, such as sales insights and analysis or data strategy, versus the average sales organization. Own Sales Support.

Sales Operations 75

Sales Operations Forecasting Sales Forecasts Sales Technology 75

SBI

JUNE 4, 2014

Duncan: Our most recent data found that over one-third of sales reps aren’t prepared for sales calls. As their manager, do you know what they know? Today’s decision makers want to establish more metrics-driven cultures based on real-time data. Think about how you are preparing your sales force to win.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Sales Training Connection

OCTOBER 7, 2014

They live and breathe your product – Young sales reps in general are drawn to a company’s mission which means they don’t just sell your product, they believe in it and that is transparent to customers. They expect sales rep to bring fresh ideas for framing the problem and insights for generating creative solutions.

Hiring 108

Hiring Hubspot Inbound Analytics 108

Zoominfo

APRIL 16, 2018

It means providing customers with information and data that can help them run their business. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U.

Journal 171

Journal Influencer Case Study Sports 171

Hubspot Sales

JULY 22, 2020

With the CRM and Sales combo, you can track contacts, deals, companies, and tasks; schedule meetings easily; learn more about your prospects; and monitor your team's progress with intuitive reporting. HubSpot Sales gets rid of manual data entry, a huge time waster in sales, so professionals can spend time selling.

Tools 108

Tools Closing Territories Hubspot 108

Your Sales Management Guru

OCTOBER 20, 2014

Then those kinds of prospects with similar demographics become your only targets for marketing and for sales prospecting. If you purchase data bases, those demographics become your criteria, in your CRM system call frequency patterns are set to connect with all the A’s , B’s, six times a year. Sales Management Systems'

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

SEPTEMBER 29, 2014

In many organizations marketing is expected to develop leads via a well messaged nurturing campaign with a quality data base with an objective to set-up the salesperson with a highly qualified opportunity. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Lead Rank Benefit Follow-up 71

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Lead Rank Benefit Follow-up 71

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Sales managers love ClearSlide for the insight it offers into their team’s activities, and sales people love the automatic activity logging. That’s me with Sassy. Bloomfire ToolSkool. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

The Ultimate Sales Executive Resource

AUGUST 16, 2017

in late 2014. In itself this an utterly useless data point. Sales managers must at least buy into the insights gained from the analysis outlined above. Why do I put the relevance in question? Training the sellers in the use of this customized solution will not be sufficient.

Customer 40

Customer Forecasting Demographics Trends 40

Sales Training Connection

JULY 23, 2014

Sales reps need to make sure they are optimizing the use of the resources provided by internal Marketing and Sales Enablement functions. Although the quantity and quality will vary by company, this is a good place to start when getting the required data and information. ©2014 Sales Momentum, LLC.

Conversion 121

Conversion Industry Strategy Education 121

Sales Hacker

DECEMBER 14, 2021

When we built Ambition originally, we built a really powerful, smart metric processing engine, a nerdy way of saying we can take in data about what your reps are doing in a variety of different places. One of the things that was very useful — Ambition went through Y Combinator in 2014, we raised a seed round coming out of that.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

Sales Training Connection

APRIL 11, 2014

A more involved approach for understanding the “why” is conducting a 360 assessment with your front-line sales managers. Correcting the problem. More attention to sales training and development is a great first step. ©2014 Sales Momentum, LLC.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Partners in Excellence

OCTOBER 27, 2014

Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid. Performance Management/Metrics. Sales Effectiveness/Sales Efficiency. Analytics/Big Data. Those were the issues I saw a year ago, talking about the key issues for 2014. Customer Engagement. Gamification. Social Selling/Social Media.

Fashion 90

Fashion Analytics Face-to-face Social Media 90

Sales Training Connection

JULY 16, 2014

If you use both quantitative and qualitative data to assess the value and risk of the project one is likely to end up with a more comprehensive picture. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Training 94

Training ROI Decision Maker Examples 94

No More Cold Calling

MAY 21, 2015

They viewed data as power and didn’t share information. When we share data, account strategies, and best practices, everyone wins bigger—including the client, who gets a better solution. Measure the right sales activities, manage to those activities, and coach your reps on the behaviors that turn those activities into revenue.

Referrals 120

Referrals Hiring Sales Qualified Lead Ideal Customer Profile 120

Sales Training Connection

FEBRUARY 12, 2014

Second, if one went looking for that same level of research in regard to compensation frameworks, CRM systems, or needs assessments the same lack of data would be the outcome – that is sales has some good company. Business Case for Sales Training. ©2014 Sales Momentum, LLC.

Training 108

Training Quota Study Report 108

Your Sales Management Guru

APRIL 23, 2015

When you have sufficient data, share this information with the entire team and discuss that you will continue to measure this data and it will be added to your Sales Dashboard-assuming you have one! In sales management what you pay attention to-on an ongoing basis-will begin to impact what your sales team pays attention to.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40