Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. I decided to start with a Sales Management End of Year Checklist.

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Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

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Fashion Face-to-face Analytics Social Media 90

Sales and Marketing Management

JULY 19, 2018

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. 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.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 185

No More Cold Calling

DECEMBER 11, 2014

These uncertainties—which cause many sales professionals to dread networking events throughout the year—seem to weigh even heavier around the holidays, when we’re already busy and tired of running around. Otherwise you probably wouldn’t be in sales. Here are a few basic pointers: Ladies: Dress up, not down.

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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. So where is the balance?

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Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." That search turned up these articles on the first page of results: So who wrote all of these articles? Februrary 19 2015. Don't get me wrong. Are Top Salespeople Challengers?

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Sales Training Connection

JANUARY 19, 2015

Now I realize that if you create a great culture, the other two will follow.”. We thought this was an interesting idea for sales management to consider as they start a new year. So what might sales management do to help put in place a more supportive culture? Provide sales a seat at the table.

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Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. It happens in so many aspects of the job of sales leadership. What do I mean?

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SBI

OCTOBER 5, 2017

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% in 2015), but only 5.2%

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Sales Training Connection

APRIL 15, 2015

Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. So let’s translate this message to sales management.

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SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Sales enablement tools can’t get a cursory review. User buyer examples: Sales reps by vertical.

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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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Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

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Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

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Hubspot Sales

JANUARY 26, 2022

Every person who has considered a career in sales has asked the following question: Is sales a good career? With high turnover rates and reports of burnout in sales floors, sales might not seem like a worthwhile career. In this post, we’ll cover what you need to know if you’re considering a career in sales.

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Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

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Steven Rosen

JUNE 15, 2015

Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations.

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LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. The most talked about and important issue for sales organizations is how to properly scale that ensures long-term growth while minimizing the damage done to the company. Need Help Automating Your Sales Prospecting Process?

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Pipeliner

DECEMBER 13, 2017

Is your organization set up for success? Are you prepared to leverage the sales trends experts predict will be big in the coming year? If you want to perform at your highest level in 2018, you can’t ignore the following trends. Deeper Integrations Between Sales and Marketing. It’s about time B2B professionals caught up.

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Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Did the quarterly sales training plans work?

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Sales Leadership Lead Rank Lead Scoring Government 56

No More Cold Calling

JANUARY 6, 2015

So I’m starting this New Year with a great sense of gratitude and purpose because of the sales professionals I reach, and who reach out to me. Extremely helpful and timely, and we are opting out of an equipment sale to a client that just isn’t right. ” I’ve just read your book, Pick Up the Damn Phone! ,

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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). Create an initial team of 5 of your best sales people. is about powerful mash-ups. Here is how it can work.

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Your Sales Management Guru

OCTOBER 20, 2014

This exercise can be valuable for many reasons that impact sales, marketing and operations. In looking at the report you will generally see the following trend. 15% of clients= make up 65% of sales=A. 20% of clients= make up 20% of sales=B. 65% of clients= make up 15% of sales=C.

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Pointclear

MARCH 17, 2015

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. It’s an action-oriented guide for sales people, sales managers and executives.”

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Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system.

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SBI

MAY 11, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles CallidusCloud , a suite of cloud solutions that accelerate sales all the way from lead, to money. . Follow us @SellingTools to keep up on all the happenings at the event. The sales process begins when prospects visit your website.

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No More Cold Calling

SEPTEMBER 15, 2015

Guest blogger Carol Frohlinger explains how to corral your colleagues and make the sale together. My sense is that most salespeople, especially women in sales, would jump at the opportunity to learn how to win at team negotiations. Most salespeople would pass Negotiating 101, but negotiating in teams? I think I’d flunk.

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Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. A mercenary is driven by the sale.

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Crunchbase

MAY 14, 2020

This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” Initially, the list criteria was based off of the total followers salespeople had on social media, and the level of engagement they had from the community. Newly added sales leaders you should follow (in alphabetical order by last name): 1.

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Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

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Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

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Hiring Paid Content Salary Sales Qualified Lead 98

Sales Hacker

FEBRUARY 8, 2019

The remote sales force and customer service team is officially here. employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. Sales and customer service teams are not immune to these larger trends. Coordination.

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Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. A portion of what I spoke about was from a recent blog: The One Must Do Action Step to Ensure a Great 2015!

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Your Sales Management Guru

SEPTEMBER 6, 2016

It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. It has made the Acumen Sales Book Club list. Time Management for Prospecting. It is a sales training session all by itself! Buy this book.

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Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

SEPTEMBER 12, 2016

The Only Sales Guide You’ll Ever Need! -a And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. KEN HINT: This is a lost art in most sales teams.

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Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

Sales Training Connection

NOVEMBER 18, 2015

Since I happen to be a psychologist by education, I wondered what type of advice my professional colleagues are providing and whether it might be helpful to Sales? With that little nugget in hand, a couple of points in regard sales coaching came to mind. ©2015 Sales Momentum, LLC.

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Your Sales Management Guru

APRIL 20, 2016

What is all this talk about a Sales Process? Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. If your sales teams execute that well you get the production Subway does!

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