Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Partners in Excellence

FEBRUARY 17, 2020

But it’s important to look at the composition of that revenue to understand not only how it meets your current goals/objectives, but how it positions your organization/company for future growth. I would, also, say that even though sales person 2 hit his goal, he underperformed the potential.

Revenue 94

Revenue Territories Face-to-face Quota 94

SalesforLife

JUNE 27, 2019

If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory. If you’re looking to use event campaigning to build pipeline , here are three simple steps that these teams are using that you can adopt for your organization.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Hiring Sales Talent. HR Management. Lead Management.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

Hubspot Sales

MAY 24, 2019

Recruiting is a commitment; it should consume about a fifth of the sales leader's time, and the process should be as well organized as the company's sales methodology and forecasting systems. The following mini tutorial is taken from my online video training program for sales managers. How to Build a Sales Team.

Hiring 101

Hiring Ideal Customer Profile How To Scale 101

The Pipeline

MARCH 16, 2011

.” The key in sales is that the communications have to align with actions. It is no surprise that people often hide behind words, or get very different results than they set out to achieve, based on what and how they communicate, then act. Case in point is how some in sales the words: Implementation and Execution.

Pipeline 235

Pipeline Cold Calling Hiring Compensation 235

The Pipeline

JANUARY 6, 2012

Take a read, and feel free t comment, but most importantly, take action, cause the only thing with worse consequences than acting, is taking n action at all. Sales & Consequences , Sales Success , Tibor Shanto. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Process.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

Pipeliner

APRIL 5, 2019

As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I It certainly makes sense that these fundamentals strengthen our preparation for actual sales calls, be they in person, over the phone or via the many electronic platforms now available such as Go-To-Meeting.

Enterprise 74

Enterprise Enterprise Ideal Customer Profile Face-to-face 74

Zoominfo

JUNE 6, 2019

So, whether you’re a new sales rep or just looking for a refresher, today’s post will take you back to the basics of what prospecting is in sales and how to improve your B2B prospecting strategy. What Is B2B Sales Prospecting? To put it simply, without a deep understanding of your target audience, your sales efforts will fail.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

The Pipeline

MARCH 31, 2011

This session will present the basics of buying modes, strategies and tactics on how to prepare for and act on key events that will advance your sales. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management. Sales Meetings.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. That’s why having a strategic sales plan is vital.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Hubspot Sales

OCTOBER 11, 2017

Our primary role was driving new business, but we also acted like product managers. Management by Objective (MBO) plans reward salespeople for hitting their goals, rather than their sales targets. At my company, each sales manager decided how to pay out the variable comp.

Quota 86

Quota Hiring Compensation Motivation 86

The Pipeline

AUGUST 26, 2011

About a month ago Ian asked Sandra what her sales strategy was all about and why it seemed as though she was acting as more of an advisor than a salesperson. She told me her sales training had taught her that if she could solve corporate strategic problems the sales would follow. Hiring Sales Talent. HR Management.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

Sales Hacker

JANUARY 27, 2020

Are you demonstrating “what good looks like” and providing positive feedback when your team is acting in ways that reinforce those values? This may sound like a lot of responsibility above and beyond simply running the team , and it is, but it’s absolutely critical if you want to elevate yourself from manager to leader.

Hiring 84

Hiring Lead Rank Lead Scoring Margin 84

The Pipeline

AUGUST 16, 2011

But you can do things to create an environment that will help them get there, you can do things that will get them to Engage, and then take them through the rest of the EDGE process: You are all familiar with the old “Objects in motion tend to stay in motion…objects at rest tend to stay at rest.” Hiring Sales Talent. Sales Tool.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Tony Hughes

FEBRUARY 21, 2018

He most lives who thinks most, feels the noblest, acts the best. Very little has been written about proactive sales management but it's an important science to understand from rep level all the way to the corner office. Check out Cracking the Sales Management Code by Jason Jordan to go deeper into this idea.)

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

Xactly

APRIL 11, 2018

This last point is particularly important as alignment between leaders and the reps in the field can make or break your sales plan. Allow for an open forum here and test out the objectives with reps to get an initial temperature on this year’s goals. How Do You Get Salespeople and Sales Managers to Believe in the Plan?

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

The Pipeline

JUNE 17, 2011

Doreet is a sales manager at regional office supplier in the mid-west. She has been a successful sales rep, manager and director for over 20 years. Now, in order to “act” properly and make good and even excellent cold calls you have to learn how to. Hiring Sales Talent. HR Management.

Pipeline 240

Pipeline Cold Calling Twitter Social Media 240

The Sales Hunter

DECEMBER 5, 2011

They understand that if you don’t initiate the process, there is little chance of reaching your objective. They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. phone sales tips. sales goals. sales manager.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Pipeliner

AUGUST 15, 2018

He most lives who thinks most, feels the noblest, acts the best. Very little has been written about proactive sales management but it’s an important science to understand from rep level all the way to the corner office. Check out Cracking the Sales Management Code by Jason Jordan to go deeper into this idea.).

Top of Funnel 64

Top of Funnel Distribution Call-back Lead Rank 64

The Pipeline

APRIL 25, 2011

Done right, this will leave you to act and execute well in advance of all the other sellers who are all waiting for the same event. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Pipeline 216

Pipeline Twitter Hiring Cold Calling 216

The Brooks Group

SEPTEMBER 11, 2014

Instead, it's up to sales managers to cultivate a culture in which these activities and promoted and supported. Identifying and acting on removing potential obstacles to successful goal attainment. Self-Management. Independently pursuing sales objectives in an organized and efficient manner.

Hiring 40

Hiring Territories Energy Relationals 40

The Pipeline

APRIL 8, 2011

We went from a sweep and report fighting force, to one that had to watch the way we act, make sure we have a friendly appearance, and present a message of peace and support to the native Iraqi people. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Your Sales Management Guru

SEPTEMBER 1, 2015

Recruiting is a commitment; it should consume about a fifth of the sales leader’s time, and the process should be as well organized as the company’s sales methodology and forecasting systems. The following information is used in our online video training course for sales managers: https://app.wagmob.com/ken/.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

Zendesk Sell

MARCH 28, 2019

Whether for sales, marketing, finance, or support, job descriptions typically have the same structure: Company info. Summary objective. Common responsibilities include cold calling, emailing, social selling, and acting as the first face for a client. Passionate about a career in sales? Nail your job description sections.

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

Chorus.ai

MARCH 5, 2021

By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. If you’re likely to need a lot of new hires to make your new sales plan work, HR should be in the loop as well. Step 1: Set clear goals. Clarity is the key.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

ExecVision

SEPTEMBER 10, 2019

Coachability is the ability to accept and act on feedback. The feedback might come from a manager, a colleague, or even a customer. Consider how often a sales representative was able to meet or exceed quota in their last position. It’s also possible they got lucky with their territory or hot leads.

Hiring 40

Hiring Customer Face-to-face Lead Rank 40

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Objections (1892). Sales Process (1775). ACT (1048). In 2009, there were 800,000 inside sales departments. This time issue is particularly telling when it comes to front-line sales managers.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Pipeline

APRIL 1, 2011

To make that happen through voicemail, we need to sound and act like real people. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Tool.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

The Pipeline

SEPTEMBER 16, 2011

Bottom line: There are no “stress management pills” that help you take control of your life, so go ahead and share your feelings, don’t act on them. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management. Sales Tool.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

The Pipeline

APRIL 15, 2011

The above are only three suggestions for how marketing automation can help companies establish a seamless end-to-end buying process, facilitated by sharing the insights to prospect behavior that sales reps can act upon to expedite the purchase decision. Hiring Sales Talent. HR Management. Lead Management.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

SEPTEMBER 30, 2011

Plan all you want, but be prepared to act on all the steps you have identified. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Small Business 253

Small Business Small Business Pipeline Marketing 253

The Ultimate Sales Executive Resource

JULY 19, 2010

In a first clip, a sales manager passes by the cubicle of one of his salespeople. He asks this person whether she has already prepared for an important sales call she is going to have the next day. Against what criteria is the sales manager going to evaluate the recorded conversation?

Coaching 40

Coaching Face-to-face Objections Territories 40

Xactly

JUNE 18, 2018

Company’s sales planning is extremely essential because it essential acts as the blueprint for achieving corporate goals. The foundation of sales performance management (SPM) and key to business success rely heavily of efficient and effective sales planning. Capacity management. Download Guide. Forecasting.

Territories 54

Territories Data Hiring Quota 54

Hubspot Sales

OCTOBER 4, 2017

The jump from salesperson to sales manager is extremely challenging. Salespeople tend to act like entrepreneurs, running their own businesses and maintaining a book of clients. A manager has an entirely different job: Leading, inspiring, coaching, and training a team. Some managers are hands off.

Sales Management 90

Sales Management Hiring ACT Quota 90

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-in-class sales playbooks include: . Sales enablement materials. Sales resources. Sales templates. Territories.

Examples 118

Examples Top of Funnel How To Segment 118

Crunchbase

JULY 27, 2022

Often, sales ops oversee sales reps’ salaries, bonuses and other incentive programs that impact their current or future earnings. Parsing out territories. The assignment of territories to individual sales representatives is a significant function often relegated to the sales ops managers.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52