Sales Training Connection

JANUARY 16, 2015

So what are some things a company can do right now to do a better job getting ready for 2015? A first step would be to take a fresh look at the selection profile for hiring new sales reps. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selection.

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Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. The folks at Bain surveyed 550 B2B sales executives. ©2015 Sales Momentum, LLC. World-of-work.

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Hiring Face-to-face Survey Sales Coaching 50

Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. Just about every person we talked to about Cincom’s configure-price-quote and guided selling platform asked the same question at some point in our conversation: “Is it mobile?” (It Related Posts. Top Trends of Microsoft Convergence 2014.

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Microsoft Trends Conference CRM 48

No More Cold Calling

DECEMBER 11, 2014

Plus, the connections you make during this festive time of year can help you grow your referral network and fill your sales pipeline in 2015. Engage in three or four good conversations. It’s a great conversation starter. Associations Enterprise Sales Management Salespeople Small Business'

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Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales.

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Sales Training Connection

FEBRUARY 6, 2015

Asking questions is also an underpinning of successful interactions between salespeople and their sales managers. The problem is too many times when coaching, managers do it the other way around. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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Sales Training Connection

MARCH 11, 2015

Sales teams. Ask most sales management whether they have ever used some form of competition as a management technique and most will answer – “yes – and if I must say so it worked great.”. Stories abound about how competition can be used effectively inside a sales team. ©2015 Sales Momentum, LLC.

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Sales Training Connection

JANUARY 9, 2015

As is the case with the NFL, the coaching relationship between a sales rep and their front-line sales manager has a direct and immediate impact on sales success. It is also true that sales coaching isn’t just a question of doing or not doing what the sales manager calls up. ©2015 Sales Momentum, LLC.

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Coaching Sales Management Sports Sales Coaching 50

Sales Training Connection

MARCH 4, 2015

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. Coaching at a team level versus the individual level is especially effective when coaching sales strategy. ©2015 Sales Momentum, LLC. .

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Sales Training Connection

DECEMBER 2, 2015

Transition from Sales Rep to Sales Manager. Now, you’re a newly appointed sales manager. The good news is you have the pivotal job for improving the sales effectiveness of your organization. Let’s take a look at 7 best practices for making the transition from sales rep to sales manager a little bit easier.

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Sales Training Connection

JANUARY 5, 2015

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. ©2015 Sales Momentum, LLC.

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Sales Training Connection

JANUARY 19, 2015

We thought this was an interesting idea for sales management to consider as they start a new year. Traditionally, we have talked a lot about best practices for sales strategy and sales call execution – we have positioned them as the hallmarks of sales success. ©2015 Sales Momentum, LLC.

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Sales Training Connection

FEBRUARY 2, 2015

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.

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Sales Training Connection

MARCH 9, 2015

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. ©2015 Sales Momentum, LLC.

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Sales Management Sales Coaching Sports Coaching 50

Sales and Marketing Management

JULY 19, 2018

If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. Many sales professionals just don’t do a good job of following up with their most valuable leads.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Sales Training Connection

APRIL 20, 2015

Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement.

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Sales Training Connection

APRIL 8, 2015

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC. Technorati Tags: coaching experienced sales reps , coaching older sales reps , coaching sales reps , sales coaching , sales managers.

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Coaching Sales Management Sales Coaching Face-to-face 50

Sales Training Connection

MARCH 23, 2015

The same is true of sales managers. If you believe front-line sales managers are the key to a team’s sales success – and we do – the end of Q1 is a good time to look at what’s working, what isn’t working and why. A good starting point is to reflect on their performance as a sales manager.

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Sales Management Construction Sales Leadership Coaching 50

Sales Training Connection

APRIL 15, 2015

You have to act like a leader before you’re appointed to a leadership position, and you have to manage your own leadership path … only be exiting your comfort zone can you develop “outsight”— the term she coins to describe the valuable perspective gained through actions.”. So let’s translate this message to sales management.

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Sales Training Connection

APRIL 27, 2015

Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching. Take over sales calls.

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Sales Training Connection

MARCH 2, 2015

So, let’s take a look at some of the issues starting with the main perceived reasons for not coaching top sales performers. If you listen carefully to conversations among sales managers and get the story behind the story, two rationale for not coaching top sales performers pop up more than others.

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Sales and Marketing Management

MAY 1, 2017

Author: Erica Abt One of the most common complaints of frontline sales managers is employee turnover. After pouring loads of time and effort into onboarding, coaching, and engaging sellers on their team, frontline managers feel defeated when they hear “I’m leaving.” Bad Leadership. Lack of flexibility.

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Lead Rank Lead Scoring Compensation Retention 136

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

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Account Based Marketing B2B Call-back Marketing 100

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). They become part of the conversation building credibility and precious trust. This Social 3.0

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Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

SalesLoft

MARCH 24, 2015

Last week, our Salesloft team members joined the TOPO webinar on the “7 Best Practices For Designing Your Sales Process.” CRM is there to help you implement, manage and enforce sales process: These ‘7 Best Practices’ outline the plan, how to sell, and how to win deals – NOT how to click!

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Top of Funnel Sales Process Webinar Metrics CRM 52

Your Sales Management Guru

OCTOBER 3, 2016

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. In Chicago I took each bullet and discussed the specific actions sales management must implement to execute on each element. His blog has been rated in the sales blogs in the world! Ken@AcumenMgmt.com.

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Hiring Travel Compensation Coaching 92

No More Cold Calling

JANUARY 6, 2015

I’ve really been enjoying your conversations on YouTube. I saw your conversations with people on LinkedIn, talking about the importance of using it to start a conversation rather than pitching a product, and I thought it to be a very profound statement. Here’s to 2015 being your best sales year ever!

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Referrals Cold Calling Twitter Small Business 120

Hubspot Sales

JANUARY 26, 2022

Always in Demand : Sales jobs are always available and are forecasted to continue growing. Mid-level sales manager roles are growing at a 7% rate , and that's without accounting for entry-level positions. Transferable Skills: Once you land a job in sales, you can do anything. Con #6: You only sell one thing.

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Sales Qualified Lead Scale Salary Commission 97

SBI

AUGUST 22, 2019

Recommendations cuts through the noise to find the signal each manager should pay attention to. - SAN FRANCISCO–(BUSINESS WIRE)– Chorus.ai , the leading Conversation Intelligence Platform for high-growth sales teams, today announced a new AI-based feature to its arsenal, Recommendations, for deals, meetings, reviews and coaching.

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Coaching Hiring SAP Lead Rank 57

Customer Centric Selling

OCTOBER 5, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Love or hate Bill Belichick of the New England Patriots, he belongs in conversations (arguments) about who’s the greatest coach in NFL history. Image: Getty Images.

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Sales Training Connection

JUNE 21, 2016

Millennials and Sales. In 2015 Millennials passed Generation X to make up the largest share of the workforce. Additionally, when working as individuals, it’s important for sales managers to show Millennials how their work ties back to the sales team’s overall performance and the company as a whole. population.

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Sports Distribution Compensation Report 70

Sales Training Connection

AUGUST 17, 2015

However, even among the sales reps who are good at asking questions and uncovering needs, the problem occurs once the needs are on the table. In summary, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation vs. delivering a product pitch.

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Sales Training Connection

MAY 29, 2015

Sales reps much follow up! We’ve been interviewing several MedTech sales managers this past week. One question we posed was: What do you think are the keys to a sales rep’s success? It creates customer value – and sets the stage to increase the likelihood of future sales success.

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Your Sales Management Guru

OCTOBER 27, 2014

While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. At the recent conference I lead three back to back breakout sessions, in reading the evaluations and in conversations afterwards I heard: “What should I do… ?”

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Decision Maker Lead Rank Lead Scoring Vendor 84

Sales Training Connection

MAY 15, 2015

According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue. Today buyers are often well into their buying process before they even initiate conversations with sellers. Sales Management. ©2015 Sales Momentum, LLC.

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Scale Buying Cycle Survey Sales Coaching 50

Sales Training Connection

JUNE 3, 2015

Sales Coaching. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens. . Reinforces Sales Training.

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Pipeliner

DECEMBER 13, 2017

In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes. Since 2015, research by Demandbase has indicated that most marketers believe account-based marketing (ABM) is a “must have.” Account-Based Selling Continues Its Return.

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Trends B2B Account Based Marketing Churn 105