The Sales Hunter
SEPTEMBER 20, 2019
When this is your mental state, regardless of your selling skills, you will never be effective. This is where the team sport of selling comes into play. The sales manager must play a key role in this area by displaying confidence in their salespeople. Give me a person with great selling skills and I’ll say, “fine.”
Women Sales Pros
NOVEMBER 1, 2019
If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.
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Showpad
AUGUST 23, 2019
Supercharge Sales Development Goals with Microlearning. Microlearning can help to fill gaps in selling skills and provide bite-sized, on-demand training content for reps on the go. 7 Step Blueprint to Peak Performing Sales Teams. Get more information in this piece from Forbes.
Miller Heiman Group
OCTOBER 24, 2019
Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Use Sales Training to Differentiate in a Crowded Market. It’s a win-win.
Women Sales Pros
OCTOBER 11, 2019
So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? The salesperson stumbled, bumbled and secretly wished a New York power outage would end the sales call.
Women Sales Pros
AUGUST 9, 2019
The salesperson’s prior successful sales experience involved selling a need-to-have product, one where deadlines – not just great selling skills — sometimes drove the decision. My client sold high-end management consulting and advisory services, which often get put into the nice-to-have, no-deadlines bucket.
Sell Integrity
MAY 12, 2020
So then what should sales enablement strategy mean, particularly now, and how can it help your sales team deal with the specific challenges of this current selling environment? Sales Enablement Strategy: 2020 vs. 2019. The Sales Manager as Coach. What a difference a few months makes.
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