Vengreso

DECEMBER 19, 2018

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Selling With Social Podcast. That’s how I created The Best Sales Books list of 2019.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Anthony Cole Training

SEPTEMBER 26, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012. While the title says “Sales Books” I encourage marketing pro’s, business executives and entrepreneurs that need to win the support and dollars from others to read these books as well.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Anthony Cole Training

MAY 19, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Hubspot Sales

NOVEMBER 22, 2017

What Are the Best Sales Tools for Small Businesses? Documents tool. Inventory and order management software. Survey tool. Email management tool. If you run a small business, here are the nine tools that will dramatically upgrade your productivity and results. Documents Tool. Survey Tool.

Small Business 110

Small Business Small Business Tools Sales Tools 110

Anthony Cole Training

AUGUST 29, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Gong.io

DECEMBER 30, 2022

You can’t tell a sales rep to “increase sales” and expect them to know what to do. A good place to start is to set the right sales objectives. In this article, we’ll explain what sales objectives are and why they’re critical to business growth. What is a sales objective? They’ll just give you a blank stare.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Partners in Excellence

MAY 19, 2016

Perusing my news feeds this morning, an article entitled, “Should Sales Managers Coach” caught my eye. I reread the article 5 times. Is it a super closer/sales person? The job of the front line sales manager is to maximize the performance of each person on the team!

Coaching 48

Coaching Sales Management Hiring Maximizer 48

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. Before we continue, have a smile watching this video about Joshua Peters and Michael Blunt from my book. The following is an excerpt from my Book, The Joshua Principle.

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Become a Detective : In sales management workshops we always talk about inspect what you expect.

Sales Management 52

Sales Management Hiring Call-back System 52

Anthony Cole Training

MARCH 23, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

SBI Growth

JANUARY 11, 2013

How can you ensure a green, over-eager new rep doesn’t blow the sale? Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis. What’s the “Look-to-Book” Ratio? We captured 36 metrics that CEOs believe “reveal the truth” about sales org performance. Now the CSO can use it himself.

Account 297

Account Closing Analysis Coaching 297

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

Partners in Excellence

JUNE 27, 2017

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent in training and skills development—all focused on the sales person.

Coaching 50

Coaching Sales Management Maximizer Sales Enablement 50

Paul Cherry's Top Sales Techniques

JANUARY 2, 2010

→ On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. Published Books. Sales Store.

Resources 40

Resources Sales Tools Tools Pharmaceuticals 40

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 80

Promotion Sales Management Hiring Lead Rank 80

No More Cold Calling

NOVEMBER 8, 2013

We can all become great sales leaders by learning from the best. Jason Brick’s article, “ Take Your Team From Worst To First: Leadership Lessons From The Boston Red Sox ,” shares four leadership lessons from Red Sox manager, John Farrell, who took his team from the bottom of their division last year to the 2013 World Series.

Small Business 237

Small Business Small Business Enterprise Enterprise 237

Gong.io

OCTOBER 19, 2022

If you want to solve this, you need to make your sales team more productive. . Sales productivity can be hard to pin down and improve. This article will show how you can define sales productivity, calculate it, and improve it. What is sales productivity? Sales productivity can be rather hard to define.

Lead Rank 62

Lead Rank Lead Scoring Cold Calling Hiring 62

Alice Heiman

OCTOBER 17, 2018

When I started reading the book, “ The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top ,” the first thing I thought was, “Shoot, why didn’t I write this book?” . You’re probably wondering why a sales expert is reading a book on sales management.

Leads 109

Leads Marketing Qualified Lead Hiring Coaching 109

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Hubspot Sales

OCTOBER 5, 2017

Example: “Hi John, I’m reaching out because I noticed you were looking at our e-book on improving sales productivity.”. Before we make a purchase decision, 60% of us rely on word-of-mouth , friends, and social media; 49% on customer references; 47% on analyst reports and recommendations; and 44% on media articles.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Close.io

JANUARY 27, 2020

A sales org chart is a godsend in such a scenario to distribute responsibilities and flesh out the relationships between individual roles in the team. It efficiently communicates operational information across your organization and paves the way for a high-performing sales team. Grab a free copy of The Sales Hiring Playbook today!

Tools 72

Tools Hiring Hubspot Distribution 72

No More Cold Calling

NOVEMBER 15, 2013

That’s why any business that relies strictly on tech tools, social media, or blogging will ultimately fail. As marketing expert Brian Solis points out in his article—“ The Future of Marketing is not about Marketing … It’s about You !”—there’s Associations Enterprise Sales Management Small Business' Comment Here.

Social Media 209

Social Media Marketing Small Business Small Business 209

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 69

Promotion Sales Management Sales Leadership Hiring 69

Vengreso

JANUARY 28, 2022

Sales leaders can improve sales engagement by giving their teams the tools that provide the right analytics and platforms to engage with the customers to grow their sales pipeline. This article serves as a primer on sales engagement and a guide to the best sales engagement platforms to use.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

No More Cold Calling

DECEMBER 10, 2013

” She writes: Tools are tools…period. Read the rest of this article for more on why you don’t want to hide behind the data. Plus, for more on how salespeople can strike the right balance between technology and relationships, check out my new book, Pick Up the Damn Phone!: You’ll get no argument from me there.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

NOVEMBER 21, 2013

When presented with these findings, marketing said sourcing leads was so important that they would keep sending them to sales without qualifying them first. You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck. Even in Sales 2.0,

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

MarketJoy

JULY 22, 2022

After you read this short article, you will have a full understanding of how to build a robust sales pipeline. A sales pipeline plays an important role in any successful business. According to research by Vantage Point , 72% of sales managers hold sales pipeline review meetings with their sales reps several times per month.

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Sales Hacker

JULY 10, 2018

Over the last year, sales management coaching has become THE hot topic. There has been an avalanche of articles in sales publications on coaching and new sales tools focused on making it easier to coach. In 2018, we are developing our version of the five core competencies for sales managers.

Coaching 46

Coaching Sales Management How To Lead Rank 46

SBI

JUNE 27, 2019

What follows is an article originally posted by John Moore of Bigtincan. One juicy morsel is that confusion surrounding the role of Sales Enablement is partly a result of there being two different lenses from which to view the topic, the macro-level view and the atomic-level view. The Role of Sales in Sales Enablement.

Sales Enablement 110

Sales Enablement Survey Exercises Sales Technology 110

Highspot

MARCH 26, 2024

Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching and training to improve sales performance and increase win rates.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

SalesLoft

JANUARY 24, 2024

As a sales manager or revenue leader, the dilemma is not in establishing the goal, but in the setting, checking and adjusting them to ensure success. The article offers some tips and things to think about when diving into goal setting. Setting goals is such a common activity. We do it in our work and personal lives.

Sales Goal 59

Sales Goal How To ACT Report 59

Zoominfo

JUNE 12, 2019

Jeb is also a renowned author, having written eight hard-hitting books on sales development, including the best-selling, Sales EQ: How Ultra-High Performers Leverage Sales Specific Emotional Intelligence to Close the Complex Deal. In fact, her latest book, The Sales Development Playbook , was an Amazon #1 bestseller!

Influencer 188

Influencer B2B Social Media Twitter 188

Sales Hacker

NOVEMBER 3, 2022

Which is why today’s winning leaders implement strategies that accelerate pipeline and empower their reps to find success, no matter where the sale occurs. In this article, I’ll unpack the playbook for winning in the new world of hybrid sales. There are more tools available to sales teams today than ever before.

Examples 87

Examples Strategy Face-to-face Lead Rank 87

No More Cold Calling

JANUARY 29, 2020

Layered on top of these activities are a myriad of sales enablement and social selling tools, all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. Sales Managers: Think You’re Ready for Referrals? Sales Managers: Think You’re Ready for Referrals?

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156