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. Plan what major sales training your team requires.

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Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. After the meeting the salesperson can then develop a strategy for the account and then create 5 tactical steps to further penetrate this account. What is your plan to get a jump start on 2015? Sales Motivation Sales Training'

Penetration 99

Penetration Exercises Motivation Referrals 99

Bernadette McClelland

JANUARY 11, 2017

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. Some choose to train their army and some choose to not make it a priority at all.

Strategy 150

Strategy How To Competition Energy 150

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 90

Fashion Face-to-face Analytics Social Media 90

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. It is a mission critical strategy. JOIN US AT.

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

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. Learn More.

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Journal Territories Groups Coaching 40

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. One way to scale coaching is to build team sales coaching into the mix. ©2015 Sales Momentum, LLC. ©2015 Sales Momentum, LLC.

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Hiring Scale Sales Management Webinar Metrics 50

Sales Training Connection

JANUARY 19, 2015

If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and will do the right things from an execution perspective. I used to think strategy, execution and culture were a three-legged stool. So what might sales management do to help put in place a more supportive culture?

Sales Management 50

Sales Management Coaching Call-back Sales 50

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.

Sales Management 50

Sales Management Top of Funnel Pivotal Motivation 50

SBI

OCTOBER 5, 2017

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% of surveyed companies said that sales enablement was meeting all expectations. Tying strategy to the sales process.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

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

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.

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Sales Management Hiring Lead Rank Lead Scoring 40

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 Management Pivotal Coaching Account 50

Sales Training Connection

JANUARY 30, 2015

Sales strategy coaching. As the new year unfolds one of the challenges for suppliers is to better execute on their business strategy. They need to revisit and revise their s ales strategy. They need to revisit and revise their s ales strategy. And formulating sales strategy requires having better information.

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Maximizer Coaching Strategy Sales 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 Management Sales Leadership Coaching Sales Coaching 50

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 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 Management Sales Coaching Coaching ACT 50

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.

Sales Management 50

Sales Management Construction Sales Leadership Territories 50

Your Sales Management Guru

AUGUST 10, 2016

Channel Strategy: Building a Sustaining Partner Community. -A Business Management: Cash Flow, Sales Capacity. Sales Management: Skills and Forecast Accuracy. They began to build a Sales Management training focus. Sales Management. Multi-product Management. A Case Study-.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

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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Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales. Powerful Strategies that Move Customer Fast, Favorable Decisions. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. A critical success factor for 2015. By Andy Paul.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

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. This Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Sales Training Connection

APRIL 17, 2015

“Our sales teams just don’t do a good job managing their pipeline.” As one frustrated sales manager shared: “For some of my sales reps, accounts literally take up permanent residence at Stage 3″ I hear a thousand reasons why hope is just around the corner. ©2015 Sales Momentum, LLC.

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Pivotal Hiring Pipeline Account 50

Customer Centric Selling

OCTOBER 5, 2016

Sales Tips: How Deep Is Your Sales Bench? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Darrelle Revis, recognized as the best lock-down cornerback in the game, chose to leave the Pats and return to the Jets prior to the 2015 season. Need some help to increase sales?

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

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. It is a sales training session all by itself! His blog has been rated in the sales blogs in the world! Buy this book.

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Prospecting Face-to-face Lead Rank Lead Scoring 40

Crunchbase

MARCH 1, 2023

She’s also spoken at multiple sales events and communities, including Modern Sales Pros , and she’s even worked with foreign governments to coach companies on U.S. go-to-market and sales strategies. Daisy Chung Director of Sales, Orum At Orum, Daisy Chung quickly rose from enterprise account executive to sales director.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Vengreso

MARCH 22, 2022

But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We have created this guide to help you get the sales recruitment process right and ensure your sales manager and company hire qualified candidates every time.

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Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We have created this guide to help you get the sales recruitment process right and ensure your sales manager and company hire qualified candidates every time.

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Hiring Paid Content Salary Sales Qualified Lead 98

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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Follow-up Survey Up-Sell B2B 50

Your Sales Management Guru

DECEMBER 20, 2016

But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. Sales skills. Sales planning. When do you need them fully up and trained? Review your marketing/sales operational teams. Outside training? When is your 2017 Sales Kick-Off Meeting?

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Hiring Scale Compensation Objections 40

Sales Training Connection

FEBRUARY 9, 2015

It is important that this knowledge is understood not only by sales management but also by the sales team. Equally important is whether you have unknowingly sanctioned a dramatic decrease in profits by pushing for revenue gains by permitting your sales team to negotiate price reductions? ©2015 Sales Momentum, LLC.

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Discount Negotiation Study Engineering 50

Your Sales Management Guru

SEPTEMBER 8, 2015

Typically by winning a few of the larger opportunities each month/quarter almost always ensure sales budgets are exceeded. Keeping the list visual allows them to be top of mind and allows for a constant review of strategies, tactics and updates. Don’t forget to check out: Ignite Your Sales Team, Sales Management on Fire Video.

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Quota Hiring Sales Leadership Video 40

Sales Training Connection

JANUARY 21, 2015

On these calls, top performers not only complete a pre-call plan, they rehearse the call in a role-play with a colleague or sales manager assuming the customer role. Although most sales training programs and sales managers give a fair amount of attention to pre-call planning, post–call planning is often the forgotten country cousin.

Sales Cycle 50

Sales Cycle Objections Account Training 50

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

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Lead Rank Lead Scoring Hiring Face-to-face 40

Your Sales Management Guru

OCTOBER 24, 2016

Here are some ideas and strategies for you to consider: Keep it in perspective. More importantly, it’s when many management bonus systems take effect, rewarding executives for driving certain levels of pretax income to the bottom line or attaining their revenue targets. Plot-closing strategies.

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Compensation Pipeline Vendor Sales Management 40

Sales Training Connection

JUNE 1, 2015

How many sales managers have been on sales calls with sales reps that jumped into soon and talked too much about their product before understanding the breath and depth of the customer’s problems. Here are three sales winners that often experience that fate: Follow-up – doing what you said you would do.

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