Steven Rosen

AUGUST 22, 2016

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Certainly, many new sales managers fail.

Sales Management 120

Sales Management Promotion Sports Territories 120

Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. 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.

Strategy 150

Strategy How To Competition Energy 150

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

OpenSymmetry

JULY 15, 2015

For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization. Coaching and Training. Sales Comp Admin and Design.

Vendor 40

Vendor Territories Compensation SalesForce 40

Hubspot Sales

OCTOBER 5, 2020

Timing — He says, "Only a very small percentage of your territory is in an active buying cycle and looking for your product. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness and accuracy. That's the mentality Greenman says you should bring to the job.

Hubspot 135

Hubspot Intent How To Buying Cycle 135

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.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

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. Starting Your International Sales Team.

Hiring 99

Hiring Scale Ideal Customer Profile Lead Rank 99

Sales Training Connection

MARCH 9, 2016

Etch A Sketch Sales Force. This toy of yesteryear is a perfect image to use in framing a discussion about the need to revamp a sales force to be better aligned with ones customer base. expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before.

Hiring 50

Hiring Training Territories Compensation 50

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.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

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. Sales managers are starting the new year setting sales goals and reviewing their territories for opportunities.

Sales Management 50

Sales Management Construction Sales Leadership Territories 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. Downplay the importance of sales training.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

Tony Hughes

MARCH 4, 2018

It's the end of the sales world as we know it. Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Sales drones are an amusing but eerie concept to me.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

LeadIQ

APRIL 24, 2018

The topic of organ and tissue donation is dearly important to me personally, so when the opportunity to combine writing about this season and writing about sales presented itself I simply couldn’t resist! My connection to organ and tissue transplantation began in September of 2015. All stats provided by Donate Life America.

Face-to-face 75

Face-to-face Call-back Software Software 75

Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

OpenSymmetry

JULY 20, 2015

Make sure you sales strategy is not an empty promise. Many companies think that if they just tweak the comp plan, run a ‘close the deal’ contest, or add a couple of salespeople the “Sales Plan” is as good as done. The indicators that problems are on the horizon are easily recognisable.

SalesForce 40

SalesForce Webinar Metrics Scale Quota 40

Your Sales Management Guru

SEPTEMBER 1, 2015

Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization. Test your top sales representatives. Define the Ideal Profile.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

Pointclear

JULY 26, 2012

Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Hubspot Sales

MARCH 25, 2019

In sales, it can incentivize reps to work harder to close more deals, meet their numbers, and even adapt to new sales tech. The reality is that most companies offer sales incentives — we at HubSpot do, too. However, there's no one correct, catch-all way to inspire your sales team. Less Is More. Source: PFX.

Incentives 89

Incentives Incentive Motivation Company 89

Hubspot Sales

JANUARY 3, 2018

Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. What is a sales playbook?

Ideal Customer Profile 121

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 121

Close.io

SEPTEMBER 24, 2019

Here's how a tiny company started closing huge deals with federal government agencies—and how you too can get started in B2G (business-to-government) sales. Don't let these numbers mislead you though—getting into B2G sales doesn't mean that you have to chase multi-billion dollar deals. What is B2G? B2G stands to business-to-government.

B2G 91

B2G Government Buyer Persona Cold Calling 91

Customer Centric Selling

JULY 8, 2015

Sales Tips: Taking Stock at Mid-Year. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales calls are as unique as snowflakes. I received my degree in mechanical engineering just before launching my career in Sales. That often required cramming for midterms and finals.

Lead Rank 40

Lead Rank Quota Sales Cycle Pipeline 40

The Brooks Group

DECEMBER 16, 2015

The best way to build and maintain a highly motivated sales team is to start out by hiring people who are naturally driven to perform in your sales positions. But aggressive targets and difficult sales environments often require sales leaders to give their teams an extra push. Sales Team Motivation Learn More.

Motivation 40

Motivation Hiring Territories Incentives 40

Tony Hughes

MARCH 7, 2018

What do complex sales and the radioactive decay rate of atoms have in common? I wanted to share some of my unique thoughts about this concept as it relates to the natural world and how I see the ramifications of decay rates and how they're impacting enterprise deals and influencing sales cycle stagnation, or acceleration.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66