Steven Rosen

MARCH 25, 2014

Janet is an experienced and successful district sales manager who could work in any industry and for any company. 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. Sales Management Sales Management Coaching'

Coaching 288

Coaching Salary Energy Motivation 288

Understanding the Sales Force

DECEMBER 10, 2014

As we approach the end of the year, do you pass judgement on the personal contributions you made to your wallet, family, friends, co-workers, customers, community, industry, religion, and the world during the past year? best sales management articles best sales leadership articles best sales articles'

Sales Leadership 257

Sales Leadership Sales Management Industry Sales 257

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

Fill the Funnel

NOVEMBER 4, 2014

You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting. Are your employees happy and likely to continue?

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

SBI Growth

OCTOBER 25, 2013

To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. When you do, you will get access to the Sales Leader Execution Kit. When you hired your sales leader, perhaps you made some mistakes. You focused on things like: Industry experience. How did this happen?

Hiring 303

Hiring How To eBook Follow-up 303

Understanding the Sales Force

AUGUST 11, 2014

He got me to be very outspoken about what''s taking place right now in our industry and I believe that everyone will benefit from reading it. Regardless of the type of reaction, when panicked, salespeople tend to lose control of the sales call while their prospects become less comfortable with the idea of doing business with them.

Coaching 283

Coaching Engineering Exact Sales Management 283

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. Millennial Branding recently conducted a survey of 233 HR professionals from various industries. The challenge for sales is unique. True, sales managers constantly provide feedback and guidance to employees.

Sales Talent 300

Sales Talent Conversion Survey Salary 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. 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

Sales Hacker

AUGUST 2, 2019

But studies are showing that the old B2B sales and marketing mix isn’t working anymore. In fact, BrightFunnel report found that from 2014 to 2015: It took 52% more marketing touches to close a deal. The total number of touches were evenly split between pre-sales (53%) and the sales cycle (47%). As it worked. For a time.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. The top reps in her industry were meeting and networking online. Buyers had decided on the benefits they wanted before a sales call. To survive in B2B selling in 2014 a new set of skills is required. While there it dawned on her.

Training 293

Training Top of Funnel Hiring Hotels 293

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. 2. Sales managers are the biggest problem. They were once top sales people. Let me know.).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

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? ". Best of all, those top candidates are identified using a customized, scientific and objective analysis , not one based on resumes and industry experience.

Hiring 240

Hiring Real Estate Incentives Incentive 240

No More Cold Calling

AUGUST 12, 2014

Meanwhile, youre out there talking to peopleat different companies and across multiple industrieshearing stories about what is working and what isnt. Keep this in mind as we approach the final quarter of 2014. Associations Enterprise Sales Management Salespeople Small Business' Knowledge is power.

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

Understanding the Sales Force

JULY 17, 2014

There are plenty of senior sales candidates out and about, getting fed up, discouraged, mistreated, and terminated. At the same time, very few of them have the competencies required to be effective in sales management and sales leadership roles. It could have been cultural or industry-specific.

Hiring 221

Hiring Ideal Customer Profile Networking Demographics 221

Understanding the Sales Force

JULY 22, 2014

With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Objective Management Group (OMG) has three candidate assessments that provide companies with exactly that for sales, sales management, and sales leadership (VP/Sales Director).

Hiring 236

Hiring Decision Maker Construction Incentives 236

Understanding the Sales Force

APRIL 14, 2014

I believe that if you do some digging into who is writing relative to each topic, it becomes fairly easy to see that most of the death mongers hail from isolated areas of the industry. Others are from the big new inside sales industry. People who visit there experience life in a controlled environment.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Understanding the Sales Force

MAY 28, 2014

Also in the June issue are the Top Sales Article and Top Blog Article for May. They announce who are the Top 50 Sales Influencers of 2014. For the last 6 years I have been coaching and/or managing youth baseball teams and personally coaching our son since he could stand. More on Baseball and Sales. See it here.

Training 246

Training Coaching Comparison Territories 246

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 We know our industries, our products, and (most importantly) our clients.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. It’s equal parts party, celebration, inspiration, philanthrophy and industry trade-show. Now you can run exceptional sales contests modeled on fantasty sports. Bloomfire ToolSkool. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. One of the speakers was his peer but in another industry. What cold calling was in 1997 referrals will be in 2014. The pressure is on to consistently perform. Others it might take several years.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

Zoominfo

APRIL 16, 2018

Keenan’s book shares how the rules of the industrial age no longer work and that if you want to be successful, you must learn the new rules for success. 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.

Journal 171

Journal Influencer Case Study Sports 171

Your Sales Management Guru

OCTOBER 27, 2014

I challenge you to consider what other industries address these most important business challenges. The question is: as an owner or sales leader how are you lowering the fear in your sales teams and how are they approaching their prospects or clients to lower their fears? Create a sales theme.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Sales Training Connection

JULY 23, 2014

Achieving sales excellence is not a business as usual challenge. Industries are going through transformational changes that are impacting what companies buy, how they buy, and what they are willing to pay for it. Anytime a transformation change is going on in an industry, a new set of winners and losers emerge.

Conversion 121

Conversion Industry Strategy Education 121

Sales Training Connection

JUNE 27, 2014

Don’t Let Your Next Product Launch Fail - a Sales Momentum white paper – is now also available on Kindle and in iTunes formats. It contains industry best practices to help your sales team be more effective selling new products. Look more closely and you may find that not preparing your sales force is the missing link.

Training 91

Training Coaching Industry Marketing 91

Sales Training Connection

DECEMBER 1, 2014

Yet, how does a company effectively, efficiently, and affordably develop and sustain a high performance sales team? Over the years we have written a lot about two obvious initiatives that a companies must get right as starters – sales training and front-line sales management coaching. And so it goes in sales.

Sports 128

Sports Coaching Training Competition 128

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. What problem/s are you solving for sales and/or marketing organizations? Nancy: What does Qstream do?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Your Sales Management Guru

DECEMBER 9, 2013

When you need help in a sales process, you most likely think of going to your sales manager. While this is appropriate, instead of just asking for help, take opportunities with your sales manager to ask things like “What are some of the frustrations in your job.” I have no particular talent.

Face-to-face 101

Face-to-face Twitter Research Industry 101

SBI

JULY 29, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

Sales Training Connection

NOVEMBER 19, 2014

How do sales managers encourage their sales team to get out of their comfort zone – take a thoughtful risk? Part of the answer is how these sales managers manage failure. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Travel 109

Travel Cancellation Commission Conference 109

Fill the Funnel

APRIL 29, 2014

Other than the overall topic, the conversation is unscripted, flowing back and forth between a group that shares a passion for the sales profession. Each registrant will also receive a personal copy of the 2014 Sales Management Survey conducted by Enkata.com. While atending sales kickoffs.

Closing 121

Closing Webinar Metrics Top of Funnel Social Media 121

Sales Training Connection

MAY 30, 2014

In a wide variety of industries, companies are experiencing transformational changes. The overall strategic direction and the guiding initiatives for the sales team are developed with limited input from the front-line sales managers and sales reps. ©2014 Sales Momentum, LLC.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again.

Account 98

Account Customer Lead Rank Lead Scoring 98

Pointclear

JUNE 4, 2013

JF: Well, as you know Dan, in 2012 all of our Top Sales initiatives were brought under one roof to become Top Sales World. This year we launched our radio show Top Sales Hard Talk where we host 10 - 15 minute interviews with industry experts about current hot topics around sales. JF: Leadership.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

MARCH 24, 2015

Peers are colleagues or people in the same industry that secretly do not want you to succeed for fear that they will be forced to do what you’re doing. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management.

Handbook 100

Handbook Prospecting Outbound Inbound 100

Sales Training Connection

MAY 7, 2014

Sales Coaching Challenge. Today, across industries, there appears to be little doubt that companies are changing what they buy, how they buy and what they are will to pay for it. Regarding how they buy, a contradiction has emerged that deserves a place on the sales coaching priority list. ©2014 Sales Momentum LLC.'

Sales Coaching 109

Sales Coaching Coaching Buying Cycle Commission 109

Sales Training Connection

JULY 14, 2014

Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Develop a plan.

Hiring 102

Hiring Training Exercises Positioning 102