SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

Territories 308

Territories Compensation Buyer Google 308

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. Delegators are great managers and supportive bosses. From our observation, these points are particularly important for front-line sales managers.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

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

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

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

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

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

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. How many accounts?

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

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. Reps that fail are re-trained.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

The Pipeline

JULY 18, 2013

Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead. As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Training classes and workshops won''t get it done.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Your Sales Management Guru

JANUARY 7, 2014

This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. In addition this plan should include personal training requirements, selected activity goals and personalized marketing programs. Acumen Management Group Ltd. Like a sample? Make it happen this quarter.

Forecasting 73

Forecasting Quota Compensation System 73

Anthony Cole Training

OCTOBER 14, 2013

However, this is so important that I want to give you the opportunity to get help with this critical sales management function. Catch them early, address it, agree to a plan of action, and then take action. It is a rare occasion that I directly plug a service we provide.

Negotiation 136

Negotiation Motivation Intent Sales 136

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. Listening to sales calls in Chorus.ai Current Chorus User?

Sales Management 73

Sales Management Hiring Automotive Scale 73

Sales Training Connection

NOVEMBER 17, 2014

Sales training and. national sales meetings. Over the years we have attended a number of our clients’ national sales meetings. Salespeople exchange ideas and best practices, sales leaders make compelling presentations (Microsoft comes to mind) and yes, everyone has a really good time. Great events! And why not?

Sales Meeting 89

Sales Meeting Meeting Training Travel 89

Anthony Cole Training

OCTOBER 14, 2013

However, this is so important that I want to give you the opportunity to get help with this critical sales management function. Catch them early, address it, agree to a plan of action, and then take action. It is a rare occasion that I directly plug a service we provide.

Negotiation 120

Negotiation Motivation Intent Sales 120

SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Steven Rosen

MAY 1, 2015

Congratulations you have been promoted and you are now the sales manager! What if you are left to sink or swim because your organization is going to send you out in the field without any formal training? Sales organizations tend to promote their top sales reps into sales manager jobs. Unheard of?

Survey 120

Survey Promotion Incentives Incentive 120

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? That is when the problems started.

Sales Management 45

Sales Management Training Analysis Pipeline 45

Understanding the Sales Force

JULY 8, 2014

Do you have salespeople who find enough opportunities, but struggle to get them closed? They find a few opportunities and spend hours writing and delivering proposals, presenting, following up and chasing closable prospects with little to show for it. This is sales infrastructure, or systems and processes. Can they be saved?

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. As a VP, you have various training options with your reps to generate sales. Training typically involves selling skills or negotiation methods.

Closing 306

Closing Pipeline Buyer Call-back 306

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. This panel session is part of the Sales Management Summit on BrightTALK. Increase Opportunities.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. Working with PITA (“pain in the ass”) clients isn’t just an unpleasant experience; it’s an opportunity cost. Message to Management]: 14 Things Top Sales Managers Do.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Customer Centric Selling

AUGUST 5, 2013

Sales Training Article: "When Is This Deal Going to Close?". By Scott Gruher, Sales Benchmark Index (SBI) Image courtesy of imagerymajestic at FreeDigitalPhotos.net "When Is This Deal Going to Close?" The worst question a sales leader can ask a rep. Great sales leaders are involved in large opportunities earlier on.

Training 63

Training Sales Management Forecasting Coaching 63

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. It''s a great opportunity to challenge yourself to grow, both personally and professionally. Every sales manager is time starved.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. You spend all your energy upstream of the training event. It takes time to run the new process against a set of sales opportunities.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Sales Training Connection

OCTOBER 6, 2014

The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers. Insigniam asked middle managers to think about what they find most motivating in the job environment, whether external factors that encourage top results or internal motivations that give them drive to succeed.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Score More Sales

NOVEMBER 6, 2014

Assessment Tool: Objective Management Group Sales Candidate Assessment. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year. OMG’s products are backed by years of research and in working with hundreds of thousands of sales reps.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Keith Rosen

JULY 12, 2014

They received the same training and support. Identifying the unique, developmental opportunities for each of your directs requires a human touch and a keen, observant eye. Identifying the unique, developmental opportunities for each of your directs requires a human touch and a keen, observant eye. I look at the results.

Coaching 133

Coaching Video Data Sales Coaching 133

No More Cold Calling

AUGUST 18, 2015

Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t afford to lose him, but she’d missed plenty of opportunities to keep him. She did her best to smooth the way through internal politics, and she supported him on executive sales calls if he asked.

Hiring 120

Hiring Scale Cold Calling Compensation 120

Sales Training Connection

JUNE 9, 2014

Developing sales talent. Sales managers, like many other managers, have a tendency not to focus on their top performers. Yet when we ask those same sales managers, “What’s your reaction when you find out that one of your superstars is moving on?” How can you minimize this happening on your sales team?

Sales Talent 112

Sales Talent Hiring Sales Leadership Compensation 112

SBI Growth

AUGUST 22, 2013

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 Scenario - the candidate is provided with an instruction package that includes the background information on fictional sales opportunity. The task is to create and deliver a winning sales presentation.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Sales Training Connection

JULY 14, 2014

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. Sometimes companies put in place formal sales rep mentoring programs. Develop a plan. Don’t forget closure.

Hiring 102

Hiring Training Exercises Positioning 102

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. What was the most creative sales tactic you have used? Need more sales management resources? The good news? What were the results?

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

Sales Training Connection

MAY 5, 2014

Sales role plays. From time to time we hear disparaging words about the use of role-plays in sales training programs. Here are some fundamentals for designing sales role-plays that will create an experience that will be well received by salespeople and sales managers – provide a platform for real behavior change.

Construction 117

Construction Training Groups Buyer 117