Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Part 1: Tip #1 Believe it Works. Part 2: Tip #2 Commit to It.

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Prospecting Handbook Face-to-face Call-back 100

Anthony Cole Training

MAY 20, 2015

Will You Be Able to Recruit Good Salespeople in 2015? How about your home theater? How do you know if the best candidates are making it to the interview stage? How can you tell if you are about to make a hiring mistake? We teach most clients how to do what we do instead of doing it for them. By Dave Kurlan.

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Hiring Groups Licensing Pipeline 120

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. You need to test it and plan how to roll it out.

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Quota Sales Leadership Compensation Penetration 89

Steven Rosen

AUGUST 11, 2017

Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives. Successful strategy execution is the key to crushing sales numbers. He has a proven track record of delivering stellar sales results.

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Strategy Pharmaceuticals Face-to-face eBook 197

Sales and Marketing Management

JUNE 28, 2015

Issue Date: 2015-06-29. Sales professionals, sales managers and marketers must keep pace with the changing sales environment by tapping the true ROI of their millennial sales team. Author: Dustin Grosse, COO of ClearSlide. read more

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ROI How To Sales Management Marketing 120

Steven Rosen

FEBRUARY 16, 2015

If you are looking for a competitive edge in 2015 you must attend the Toronto Sales Performance Summit. We will provide you with implemental strategies across the sales performance spectrum. Unlocking the potential of your sales force. Selling with insights. Performance is no longer an individual measure.

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Conference How To Survey Sales Leadership 120

Sales Lead Management Association

OCTOBER 7, 2020

Increasing sales by 30% in 90 days is a bold statement. This program is an authentic, unscripted, exchange of ideas that broadcast live on October 8th, 2015. It is brought back to you because it is one of our more popular shows that are timeless. .

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How To Sales Lead Management Leads 62

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. And if buyers change how they buy – salespeople need to change how they sell. World-of-work. Positivity.

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Hiring Face-to-face Survey Sales Coaching 50

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 .

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Journal Territories Groups Coaching 40

The Pipeline

FEBRUARY 15, 2015

Sales Performance Summit. April 6, 2015. The Rotman School of Management. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Sales Process Sales Success Tibor Shanto'

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Sales Methodology Survey Promotion Quota 120

Steven Rosen

APRIL 28, 2015

The problem is that until sales organizations have solid sales management teams in place, any sales initiative to enhance sales performance is doomed to fail. It is well recognised that the front line sales manager plays a key role in driving sales performance.

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Leads Marketing Qualified Lead Survey Report 120

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. I get the appeal.

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Referrals Gatekeeper Cold Calling Networking 260

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

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Sales Coaching Coaching Sales Management Study 273

Bernadette McClelland

JANUARY 11, 2017

After reading the works of Sun Tzu in his book The Art of War , he describes beautifully the rules of competition and how to use these rules to our own advantage. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

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Strategy How To Competition Energy 150

Your Sales Management Guru

MAY 16, 2016

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. Developing a Self-Managed Sales Team.

Sales Management 56

Sales Management Hiring Case Study System 56

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). 2015 could be the year for a quantum shift in strategy, execution and results in your world.

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Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Steven Rosen

MAY 1, 2015

Congratulations you have been promoted and you are now the sales manager! Sales organizations tend to promote their top sales reps into sales manager jobs. We all know that this promotion leads to the sales organization losing on two counts. Unheard of? Top performers may end up leaving the company.

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Survey Promotion Incentives Incentive 120

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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Competition Sales Management Lead Rank Lead Scoring 50

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.

Sales Management 50

Sales Management Pivotal Coaching Account 50

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. First of all I don’t enjoy gambling and second, I really don’t know how to read a horse racing program. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles.

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

No More Cold Calling

DECEMBER 11, 2014

Otherwise you probably wouldn’t be in sales. 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. Associations Enterprise Sales Management Salespeople Small Business' Network Before You Need To.”

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Networking Referrals Small Business Small Business 273

The Pipeline

MARCH 1, 2015

Sales Performance Summit, is an executive-level program for sales leaders invested in success—leaders who understand that their sales culture, as reflected by their sales teams at all levels, is the key to out-thinking and out-selling their competitors. Sales Process' Performance is no longer an individual measure.

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Survey ACT Benefit Sales 120

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. So how do we avoid this trap? ©2015 Sales Momentum, LLC.

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Sales Management Sales Coaching Sports Coaching 50

Sales Training Connection

APRIL 27, 2015

Sales Manager. How can we diagnose someone with “super salesperson syndrome”(S3)? Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. Downplay the importance of sales training. Take over sales calls.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

Sales Training Connection

APRIL 8, 2015

Sales coaching. Coaching Millennials – lately much has been written about how to get it right. What best practices are particularly important to keep in mind when coaching the Millennials on your sales team? One of the advantages of being in ones 40s and 50s is you have learned how to do some things well.

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Coaching Sales Management Sales Coaching Face-to-face 50

Sales Hacker

AUGUST 4, 2020

How to pass the org chart alignment test [10:27]. How to get better at sales [21:37]. How to pass the org chart alignment test [10:27]. It’s not 2015. But science to me is just as important in your journey to become a great sales professional, and science is discipline. Sam’s Corner [39:17].

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Outsourcing Services Hiring Lead Rank How To 105

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.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

JUNE 6, 2016

How to Get a Meeting with Anyone. This book, How to Get a Meeting with Anyone , by Stu Heinecke, is a must read for Executives, Sales and Marketing people on your team. This book will change your mind, your game plan and generate new levels of sales for your organization. Need more sales management resources?

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Meeting Lead Rank Lead Scoring Social Media 40

Troops

AUGUST 7, 2018

It is the work of the sales team to introduce the company’s solutions to companies of all kinds. If you’re searching for proven strategies for how to motivate a sales team, there’s a lot to be learned from what Square is doing. Note: Does your sales team use Slack like Square’s team does? How to Motivate a Sales Team.

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Top of Funnel Motivation Compensation How To 91

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. A critical success factor for 2015.

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Top of Funnel Lead Rank Lead Scoring Maximizer 82

SBI Growth

SEPTEMBER 22, 2013

Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Asking a couple of sales reps does not constitute understanding the buyer. Having one sales manager on the implementation team is just checking the box. User buyer examples: Sales reps by vertical.

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Eloqua Marketo Buyer Persona Collateral 316

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

PandaDoc

AUGUST 21, 2019

However, your teams may need some pointers on how to write a useful monthly sales report for their own benefit. After you’ve brushed up on monthly sales report criteria, you can take your reporting software a step further. Sales performance data from any time period can be an extremely powerful reporting tool.

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Report Top of Funnel How To Social Media 45

Sales Hacker

FEBRUARY 8, 2019

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. The rise in remote work has created new challenges and opportunities for managers tasked with leading geographically dispersed teams. A whopping 43 percent of U.S.

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Customer Service Lead Rank Lead Scoring Guidelines 64

Your Sales Management Guru

OCTOBER 20, 2014

How to dramatically improve revenues & profitability. Take an analytical approach to understanding your customer base, it will drive better messaging, increase order rates and improve your profitability-sounds like an excellent formula to get started on 2015! Sales Management Systems' Do You Know Your A, B, C’s?

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Demographics Analysis Margin System 84

Your Sales Management Guru

SEPTEMBER 6, 2016

High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Prospecting Face-to-face Lead Rank Lead Scoring 40