Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. This is a seller’s advantage.

Account 62

Account Survey Analysis Scale 62

No More Cold Calling

SEPTEMBER 4, 2014

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue.

Sales Management 281

Sales Management Construction Small Business Small Business 281

SBI Growth

JANUARY 5, 2014

Resolutions are all about setting challenging goals and holding yourself accountable to achieve them. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Lack of quality leads. INTERNAL MEETINGS.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Anthony Iannarino

APRIL 5, 2019

The sales manager was speaking to his young business development representative about his results and his activity. The results weren’t there, and the activity was low, and certainly lower than the sales manager expected. Because the salesperson wasn’t being held accountable, he was coasting. What You Get Wrong.

Account 100

Account eBook Sales Management Pipeline 100

Janek Performance Group

OCTOBER 13, 2021

But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. He was promoted to sales development and currently, he is the senior SDR on the team. That’s the question we will review in this blog post. .

Promotion 118

Promotion Sales Management Hiring Coaching 118

Zoominfo

MAY 9, 2018

Welcome back to our B2B Blog Post Round-Up series—these monthly blog posts published by ZoomInfo highlight some of the great work our writers have contributed to outside publications. Today’s blog post is a primer on data-driven marketing. 7 Sales Metrics to Track in 2018. in this quick guide to account-based selling.

B2B 113

B2B Sales Cycle Hiring Forecasting 113

Nutshell

JANUARY 19, 2018

They know that their success as a manager requires that they develop their salespeople to be their very best. But what if your sales organization doesn’t have a manager? How can you sell effectively without the processes, goals, and accountability that a manager provides? 1: Set Your Own Goals and Accountabilities.

Account 73

Account Sales Management Pipeline How To 73

Partners in Excellence

MARCH 16, 2022

Now that SKO season has passed, we’ve got our annual quotas, we’ve started rebuilding our pipelines after depleting them at year end, we’re into account planning season. We plug in the new numbers—the account financial performance in the past year, our quotas/goals for the account.

Account 62

Account Territories Account Based Marketing Quota 62

Selling Power

FEBRUARY 24, 2022

How organizations handle key accounts is crucial to their success. In this blog we explore the key to key accounts.

Account 70

Account Sales Management Sales 70

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

LeadFuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! “ Blogging is to writing what extreme sports are to athletics: more free-form, more accident-prone, less formal, more alive. . These are the best sales blogs you need to be following to keep your sales blade sharp. Sales Hacker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Topline Leadership

MARCH 9, 2021

This article provides specific and practical techniques for measuring the performance of your company’s sales managers. Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance.

Sales Management 130

Sales Management Positioning Account Examples 130

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. This article lists the top 10 sales management competencies. So, what are the correct competencies?

Hiring 242

Hiring Sales Management Territories Analysis 242

The Sales Hunter

MAY 31, 2013

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Sales managers manage processes.

Sales Management 237

Sales Management Consultative Selling Policies Selling Skills 237

Women Sales Pros

AUGUST 22, 2018

If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. The Sales Manager.

Sales Management 192

Sales Management Hiring How To Coaching 192

Partners in Excellence

NOVEMBER 21, 2022

In every job and role, we are held accountable. Accountability applies to everyone–our customers have things, for which they are accountable. Each person in our own organization has things for which they are accountable. Each person in our own organization has things for which they are accountable.

Account 48

Account Scale Negotiation Course 48

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Understanding the Sales Force

MAY 1, 2014

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. Register for this free June 5, 2014, 11 AM ET, webinar on the Magic of OMG''s Sales Candidate Assessment.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Selling Essentials RapidLearning Center

MAY 18, 2022

The magazine could be a sign that something else is open: A door into this account that a competitor could walk through and steal your customer. You’ve been focused on new business rather than existing accounts and this incident gets you thinking: “How many of my existing accounts are in danger? Check them regularly.

Account 59

Account Vendor Journal Video 59

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

MTD Sales Training

OCTOBER 18, 2017

So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with? You measure your management team on the results they achieve. A weak manager will look for reasons and excuses. Blaming Results On The Poor Sales Team.

Sales Management 120

Sales Management How To Influencer Coaching 120

Zendesk Sell

JULY 16, 2019

Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly. This methodology is what agile sales is all about. The move to agile means that accountability and transparency are back in and talking trendy nonsense etherial sales concepts is out!”.

Sales Management 98

Sales Management Microsoft Survey Banking 98

Janek Performance Group

MAY 25, 2022

If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. But if sales management is a new role for you, it can feel like you are swimming upstream. First Rule of Sales Leadership: Know Your Purpose . What is that purpose of a new sales manager?

Sales Leadership 62

Sales Leadership Sales Management Lead Rank Promotion 62

KLA Group

SEPTEMBER 29, 2021

When you hire salespeople, you expect they’ll hold themselves accountable. Sales accountability won’t be your job. Yet, nonperformance is the most common complaint about salespeople and a huge source of stress for managers. Filling the position was […].

Account 58

Account Hiring Positioning Sales Management 58

Sales 2.0

APRIL 7, 2017

A great point highlighted on the Linkedin Sales Blog. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days.

Account 150

Account Territories Conference Energy 150

Close.io

AUGUST 7, 2019

For all you future Buffets out there, the following sales blogs represent the best-of-the-web when it comes to sales content. You’ll hear from other sales leaders and discover the tips and techniques they use to sell more, faster, and better. Then, get on with your day and crush your sales goals. Sales Hacker.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch.

Account 204

Account Prospecting Guidelines Compensation 204

Partners in Excellence

MARCH 6, 2019

Tim has been writing a series on sales management, Why Can’t We Build Better Sales Managers? In this particular article, Tim suggests we may not need traditional sales managers anymore. My immediate reaction was, “What is the role of a sales manager?” ” Absolutely!

Sales Management 84

Sales Management Hiring Face-to-face Coaching 84

Braveheart Sales

AUGUST 12, 2021

We know that sales managers require different skills and strengths than salespeople. Sales managers need to recruit the right individuals, coach, hold people accountable, and motivate their teams. The same is true of sales managers vs other managers. Additional Sales Management Abilities.

Sales Management 76

Sales Management Hiring Sales Qualified Lead Coaching 76

Braveheart Sales

JUNE 29, 2021

Since only 13% of salespeople are purely motivated by extrinsic reasons – which could either be money OR recognition and other non-monetary rewards, it is safe to assume that there are some people on your sales team that will not go to the mat JUST for the money. Accountability Planning. appeared first on Boost Profits.

Compensation 64

Compensation Account Salary Motivation 64

The Spiff Blog

DECEMBER 8, 2022

The variable component of success between great historic leaders and sales managers is exactly the same, and that variable is motivation. This individual more or less had complete control over their success, and therefore, they also had complete control over their sales compensation. Understanding How to Motivate Sales Managers.

Compensation 71

Compensation Motivation Sales Management Strategy 71

Sales 2.0

APRIL 19, 2016

A great point highlighted on the Linkedin Sales Blog yesterday. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days.

Account 150

Account Territories Conference Energy 150

Gong.io

FEBRUARY 12, 2019

Looking for a list of the BEST sales blogs to read in 2019? If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. If you don’t see your favorite sales blog listed below, be sure to write a comment. The 18 Best Sales Blogs.

Hiring 133

Hiring Hubspot Inbound SalesForce 133

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Sales Management Plus -- SMP

APRIL 27, 2023

In this blog, we’ll explore the benefits of using buying behavior in targeted marketing and discuss how businesses can harness this information to improve their marketing efforts. The post Improving Profitability of Your Current Accounts By Adding More SKUs Per Order appeared first on SMP. Distributors were 4.5

Account 52

Account Segment Distribution Ideal Customer Profile 52

Vengreso

MARCH 2, 2021

Lead generation is a marketing activity that attracts people to your company and gathers data in the hopes of turning those leads into sales-ready prospects, also known as a sales-qualified lead or SQL. Lead generation is something that happens at the top of the sales funnel. Digital Sales Assessment. Connection Request.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SBI

DECEMBER 30, 2019

Top 10 Blog Posts & SalesTech Acquisitions of 2019. TOP 5 BLOG POSTS OF 2019. The importance of Marketing & Sales Alignment is obvious when it comes to tradeshows. It consists of accounts and people that are currently looking for your product or service. Tons of money and resources are spent on both sides.

Demand Generation Agencies 81

Demand Generation Agencies Sales Enablement Infusion ROI 81