The Sales Hunter

AUGUST 24, 2017

In September, I will be speaking at one of this year’s premier conferences for sales leadership, sales enablement, and sales operations. The Sales 3.0 I would like to personally extend an invitation for you to join me at the event for your special VIP treatment from yours truly!

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Increase Sales

JANUARY 13, 2017

Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% Sales Leadership Question. Why do winning sales teams win? Isn’t it time for those in sales leadership roles to truly know by having crystal, clear clarity what they do well?

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SalesLoft

DECEMBER 28, 2016

From new advances in product and technology, to exciting sales events on the horizon, 2017 is sure to be abuzz with innovation, collaboration, and thought-leadership across the board. Here are the some of the sales events where you can find us in the new year: SaaStr. Revenue Summit. Visit the event site here.

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InsightSquared

OCTOBER 24, 2017

We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week.

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Twitter Influencer Hotels SalesForce 63

Score More Sales

APRIL 20, 2017

Several main stage talks and numerous breakout sessions at the 2017 AA-ISP Leadership Conference referenced the many thousands of sales tools in existence and how confusing it can be for sales leadership. It is enough to make your head spin.

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Your Sales Management Guru

JANUARY 2, 2017

Life Enrichment: Why 2017 Can Be Your Best Year Ever! A friend of my recently wrote a blog on the “ One Person That Impacted My Life in 2016” I think it was a fabulous idea, today is a good day for you to reflect on that thought, name that person and thank them, make them aware of your feelings and then go make 2017 Your Best Year Ever!

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Workbooks Lead Rank Lead Scoring Compensation 54

The Sales Hunter

DECEMBER 29, 2016

I found myself reading a magazine… yes, a magazine! Wow, how old school is that? I was struck by an article about how it’s important at this time of year to organize your office. The article listed step-by-step instructions as to how to be more efficient. The author said to have a file folder (what […].

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Mereo

DECEMBER 14, 2017

As the year comes to a close, you are probably finding yourself recapping what you and your team achieved in 2017. Whether 2017 was filled with missed quotas or benchmark successes, as the leader of your team, YOU have the power to create change and move into 2018 with positivity and purpose. What was the biggest challenge you faced?

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Positioning Face-to-face ACT Quota 31

Women Sales Pros

DECEMBER 28, 2018

WOMEN Sales Pros is on the lookout for more great videos like the one I’m sharing below which makes the case for more women in sales and sales leadership at companies around North America. She is also Founder and CEO of Score More Sales. This one is from Carbon Black, a Boston-area cybersecurity solutions company.

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Sales Result

NOVEMBER 2, 2016

As we approach 2017, most Sales Managers and VPs of Sales have already started the budget and planning phase. I get asked by sales leaders what, besides the normal stuff, to invest in. The “normal” being travel and entertainment, Customer Relationship Management (CRM), hiring and onboarding, and sales kickoff meetings.

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Sales Result

SEPTEMBER 29, 2016

Building an annual sales plan is critical to reaching your sales goals. Take the following 10 steps to begin building a 2017 sales plan with acheivable sales goals and a strategy to reach them that you can be celebrating this time next year.

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Bernadette McClelland

JANUARY 3, 2017

Be Bold and Brilliant, Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author. Register your name here to be kept in the loop for Melbourne’s Sales Leadership Breakfast Series ‘ITERATE! 2017’ Image courtesy of Dmitry Ratushny.

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Bernadette McClelland

MARCH 16, 2017

Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author. CEO of Sales Leaders Global P/L, she ensures her clients create double digit, sustainable sales growth and marketplace differentiation through unique programs based on ‘The NeuroScience of Sales Leadership’.

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Salesmate

SEPTEMBER 18, 2020

Here are some of the best sales management books that you should consider reading: 1. Sales management simplified. Mike covers three crucial areas of sales leadership with real-life examples, ethnicity, and honesty- leading, managing, and coaching in this excellent sales management book. Published- March 2017.

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DiscoverOrg Sales

JANUARY 3, 2018

We have different people lead sessions; so it’s not just sales leadership, it’s also our CMO, we bring in outside thought leaders, we bring in a customer to come in and talk – to gain insight into how his team uses DiscoverOrg and what change they’re seeing.”. See the DiscoverOrg Sales Kickoff 2017 agenda.

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The Brooks Group

JANUARY 5, 2017

The role of a sales leader is straightforward (in theory): to lead a sales team to produce profitable revenue. Spend more time in 2017 focused on high-value leadership activity by avoiding these 5 productivity-sucking pitfalls. In reality, however, there are a mountain of things standing in the way of achieving that goal.

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Sales Leadership Sales Qualified Lead Call-back Policies 49

SBI Growth

JANUARY 11, 2019

Your leadership wants you to drive more revenue, your sales leadership wants better leads, your customers expect more delivered to them with each. As a Marketing Leader, there are a lot of people in your ear on a daily basis.

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The Pipeline

JUNE 4, 2019

The B2B Buying Disconnect – TrustRadius 2017. Vendors focus on providing material that buyers don’t find very useful or trustworthy. Buyers don’t trust all vendor claims, nor do they expect to. These are just two of the many opportunities for sellers to calibrate with buyers.

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Discount Vendor Quota Buyer 268

No More Cold Calling

DECEMBER 28, 2018

When Forrester conducted the same research two years later, in 2017 , they predicted that “upskilled inside sales will play an even greater role in all phases of SMB and enterprise sales than initially predicted in 2015.”. Because sales AI doesn’t have human emotions.

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SBI Growth

JANUARY 10, 2017

Today in this post we will demonstrate how to build high performance sales cultures where sales talent thrives. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy.

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Workbooks Sales Talent Strategy Sales 120

Increase Sales

JANUARY 12, 2017

Continuous improvement and motivation are essential in securing results and working with the other aspects within the 5 Star Sales Leadership Model. Top sales performers do not rely on the business in providing the incentive for ongoing learning or motivation through recognition or rewards. Share on Facebook.

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Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent.

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Your Sales Management Guru

JUNE 26, 2017

That’s the reality, but as sales leaders and executives we need to take this week to reflect on the first half: “ what went better than expected, what things didn’t work?” Summer is also a good time to improve your professionalism but creating your own Sales Management Training plan. Building a Sales Culture. Sales Compensation.

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No More Cold Calling

NOVEMBER 29, 2016

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Buyers are finalizing their 2017 budgets now, so reach out to your current clients and ensure you’re still on their radar. Are you fully booked for Q1?

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No More Cold Calling

FEBRUARY 23, 2017

That’s the question I asked myself as we welcomed in 2017. A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy.

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Igniting Sales Transformation

JULY 25, 2018

We discussed sales leadership and what’s the most important element of being the best at leading teams. About Anna: Anna Talerico an experienced SaaS operator focused on management, company culture and sales. At her former company she led her customer-facing teams which included sales, customer success and product support.

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Microsoft Scale Commission Face-to-face 48

SBI

JUNE 12, 2019

Gavigan will be leading the company’s sales team while developing and executing a comprehensive sales strategy as the software company continues to grow its base of elite enterprise customers. As we continue to grow, we need sales leadership that can help us with our focus on enterprise SaaS sales. PAUL, Minn.,

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Sales and Marketing Management

NOVEMBER 22, 2017

Brewing your coffee at home, which was the norm in 1971, costs (in 2017 dollars) about $0.08/cup2 Tim Houlihan is an evangelist of applied behavioral economics with more than 25 years of experience in product development, training, sales leadership and marketing strategy. Are Sales Incentives Becoming Obsolete?”

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No More Cold Calling

DECEMBER 7, 2017

Account based sales reps are only as good as their last deal, as the saying goes. CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016.

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Chorus.ai

DECEMBER 18, 2020

I first came to know about this technology in 2017 as a CRO when one of my team leaders brought it to my attention. Initially, what impressed me was a visualization of how much focus each person was putting on each aspect of a sales call. But nothing could be further from the truth.

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Factor 8

MAY 4, 2017

We’re thrilled to announce that Factor 8 took home four industry awards at the Annual AA-ISP Inside Sales Leadership Summit on April 20. The prestigious honors included the 2017 “Inside Sales […].

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DiscoverOrg Sales

MAY 4, 2017

Get the results of our 2017 Growth Drivers Report here. It showed the concrete steps that a sales leader or a marketing leader can put in place to accelerate growth in the years to come. Get the insights from our 2017 Growth Drivers Report. Learn high-growth secrets in our 2017 Growth Drivers Report. ” So we did.

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Miller Heiman Group

JUNE 25, 2018

Sales consultants are accountable to sales leadership not only for closing deals but also for reliable input on the status of all the deals in play. Salespeople are getting squeezed between a rock – the buyer – and a hard place: the data needs of their own sales organization. But it’s not for lack of trying.

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Your Sales Management Guru

AUGUST 9, 2017

Sales Management Boot Camp maybe for you. We start September 22, 2017 Sales management is one of the most rewarding jobs in business when you know what to do and how to do it. This is what Sales Manager Boot Camp is all. It is a rare opportunity to learn from one to the greatest sales management minds of all time.

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Sales Hacker

JANUARY 18, 2018

Plus, this event is run by Sales Hacker, so you know it’s going to be great. . Whether you’re in sales leadership, sales development, sales ops or account management—Rainmaker has something for you. This is a great event for your whole sales team. The Sales 3.0 Conference focuses on sales leadership.

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Miller Heiman Group

JULY 18, 2018

Less than 25 percent of respondents to our 2017 World-Class Sales Practices Study expressed a high degree of confidence in the data from their CRM system.). When sales leaders can’t get the data they need, they gather it through other means, such as manual forecast processes.

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DiscoverOrg Sales

MARCH 3, 2017

Sales Team Attributes. In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. The sales team attributes we assessed were: Adapting to change. Download the 2017 Growth Drivers Report to find out.

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