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. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

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. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Bernadette McClelland

JANUARY 11, 2017

A number of salespeople consider competition in the world of selling as a setback or a situation that equals conflict and uncertainty. 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. Traits seen in many sales leaders today, as well.

Strategy 150

Strategy How To Competition Energy 150

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. Follow us @SellingTools to keep up on all the happenings at the event.

Hiring 50

Hiring Territories Compensation Distribution 50

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.”

Handbook 100

Handbook Face-to-face Outbound Inbound 100

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.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

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

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. See which tools we chose for: Mobile Sales Enablement.

Tools 50

Tools Territories Compensation Inside Sales 50

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

OpenSymmetry

MAY 23, 2016

How critical to sales success is the right SPM technology? Sales Performance Management (SPM) solutions are a critical component of an organization’s core business, as it is the linkage between behavior and strategy. The answer is simple. The total market including all consulting and managed services is estimated to be worth $2.7bn.

Territories 40

Territories Vendor Incentives Incentive 40

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. Could human-based selling disappear all together? and I feel fine?

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Maybe you traditionally sell to one line of business. Want to hunt “whales”?

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

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

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. And if buyers change how they buy – salespeople need to change how they sell. expect insights not product pitches. Reviewing the Research.

Hiring 50

Hiring Training Territories Compensation 50

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

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. Missed quotas, lost accounts and lots of promotions to catch up.

SalesForce 40

SalesForce Webinar Metrics Scale Quota 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

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. It simply means that a business is selling its products or services to the government. What kinds of companies are selling to the government? Why sell to the government?

B2G 91

B2G Government Buyer Persona Cold Calling 91

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

Tony Hughes

MARCH 7, 2018

What do complex sales and the radioactive decay rate of atoms have in common? Believe it or not, I always think of these decay rate charts, a phenomenon occurring in many natural systems, when I'm looking at enterprise selling. Then draw another horizontal line or watermark halfway up the Y axis to express the status quo.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

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. In many companies, selling is considered more an art than a science. Sales calls are as unique as snowflakes. Sales calls are as unique as snowflakes.

Lead Rank 40

Lead Rank Quota Sales Cycle Pipeline 40