Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Simplified.: Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

Sales and Marketing Management

JULY 12, 2015

Issue Date: 2015-07-13. Teaser: In working with hundreds of sales forces, we have found that ineffective sales management is usually due to one or more of three common failings. In working with hundreds of sales forces, we have found that ineffective sales management is usually due to one or more of three common failings.

Sales Management 120

Sales Management Sales Company 120

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

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. Sales Process Sales & Marketing Management'

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Your Sales Management Guru

NOVEMBER 10, 2014

Are You Ready for 2015 Business Planning ? Its purpose was to discuss effective Business Planning and to review a specific process to ensure their plans and more importantly their execution in 2015 will be at higher levels. What are some of the specific factors you will be facing in 2015? What are the key drivers? Still true?

Vendor 78

Vendor Face-to-face Objections Channels 78

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. Simplified.: Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Steven Rosen

NOVEMBER 14, 2021

If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. I would get my sales team to begin building plans for a strong start in the upcoming year at this time of year. Most of your customers will shut down in less than four weeks.

Consumer 374

Consumer Analysis Territories Account 374

Sales Training Connection

JANUARY 16, 2015

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. In most B2B markets the buying process has changed dramatically. Only 40% said their sales reps have a strong understanding of their company’s differentiation.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. What is your plan to get a jump start on 2015? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. What is the first action all salespeople must do to begin each year?

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Becoming “brilliant in sales execution” during each stage is critical. This is a new trend that will evolve quickly in 2015-16.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Steven Rosen

AUGUST 11, 2017

Many companies have highly sophisticated rigorous marketing processes, resulting in strong brand plans and marketing strategies. 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.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Sales and Marketing Management

JANUARY 9, 2014

Author: Zorian Rotenberg, Vice President of Marketing and Sales, InsightSquared. Teaser: Forty percent of global organizations will use gamification as the primary mechanism to transform business operations by 2015. These gamification tips will serve sales managers well. Issue Date: 2014-01-10. read more'

Sales Management 222

Sales Management Sales Marketing 222

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. Create annual sales contests.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Sales and Marketing Management

SEPTEMBER 16, 2015

Issue Date: 2015-09-16. Teaser: More than ever, success in business – particularly when it comes to building, growing and retaining great sales teams – comes down to one fundamental truth about leadership: Great leaders manage people, not things. Author: Mark Weber. read more

Sales Management 120

Sales Management Sales 120

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.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

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. Do you have a recruiting marketing plan in place? Have fun and go sell something!

Sales Management 85

Sales Management Hiring Compensation Quota 85

Your Sales Management Guru

OCTOBER 7, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? How long are your delivery cycles?

Compensation 81

Compensation Margin Hiring Commission 81

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. First, focus on how customers are buying in today’s market.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Sales and Marketing Management

JUNE 30, 2015

Issue Date: 2015-07-01. Teaser: Technology is top of mind for sales managers across all industries, and for good reason. Our annual look at the "Tech Effect" on sales and marketing reveals the importance of staying current with today's top tools. Author: Paul Nolan. read more

Industry 120

Industry Tools Sales Management Marketing 120

DiscoverOrg Sales

DECEMBER 4, 2017

One of the most important aspects of any sales enablement strategy is alignment to the customer journey. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. As much as 80% of marketing content goes unused by salespeople. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

ROI 120

ROI How To Sales Management Marketing 120

The Brooks Group

NOVEMBER 25, 2015

Check out the top 7 sales leadership articles in 2015. 5 Things High Performing Sales Managers Should Be Doing. Qualities of a Sales Leader. How Senior Leadership Can Support the Sales Effort. Leading and Managing Millennials. Sales Metrics: When Are You Measuring Too Much? .

Sales Leadership 40

Sales Leadership Margin System Sales Management 40

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. Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

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! Analyze his marketing plans. Need more sales management resources?

Sales Management 40

Sales Management Hiring System Revenue 40

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. A book review-. Hire for Traits, not Skills.

Sales Management 56

Sales Management Hiring Case Study System 56

Your Sales Management Guru

MARCH 14, 2016

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. It is because of these numerous aspects that many sales managers get distracted or lose focus.

Sales Management 40

Sales Management Sales Leadership ACT Revenue 40

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.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

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. .

Hiring 50

Hiring Scale Sales Management Webinar Metrics 50

Sales and Marketing Management

SEPTEMBER 7, 2015

Issue Date: 2015-09-07. Teaser: It’s only a matter of time before analytical sales management becomes the norm. In order to start using your existing data to understand and hit your sales goals, you need to focus on the following three, key areas: How Much, How Good and How Soon. Author: Steve McKenzie. read more

Data 120

Data Analytics Sales Goal Sales 120

Sales and Marketing Management

FEBRUARY 19, 2015

Issue Date: 2015-02-20. Teaser: Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role. Author: Jason Forrest. read more'

Exact 120

Exact Sales Management Sales 120

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. It’s time for a major upgrade to the way salespeople are depicted in movies. And the way they operate in real life.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. 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. It happens in so many aspects of the job of sales leadership. What do I mean?

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

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.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales and Marketing Management

AUGUST 9, 2015

Issue Date: 2015-08-10. Teaser: As a sales manager, I learned a long time ago that train wrecks happen a month at a time. Doing some simple math on a monthly basis allows a sales manager to get a sanity check as to the likelihood of attaining quota for the year.

Quota 120

Quota Positioning Sales Management Training 120

Sales Training Connection

APRIL 15, 2015

Sales Leaders. Herminia Ibaraan, an INSEAD professor, recently published a provocative book arguing that in today’s market if you desire to assume a leadership position you must get outside your comfort zone. So let’s translate this message to sales management. What could our sales manager do to action Ibaraarn’s message?

Sales Management 50

Sales Management Sales Leadership Coaching Pivotal 50

Your Sales Management Guru

AUGUST 17, 2015

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers.

Sales Management 40

Sales Management Hiring Lead Rank Lead Scoring 40

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.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50