Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. These reactions make it easier to be empathetic and build trust, essential for successful sales relationships.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

criteria for success

MARCH 30, 2022

As a sales coach, you have an opportunity to give and receive support and grow as an individual. Use this outline to help you get good coaching training. The outline defines both roles of coach and “coachee.”. This means that people take turns coaching and be coached. The Coaching Process.

Coaching 95

Coaching Sales Coaching Training Journal 95

Janek Performance Group

JANUARY 19, 2022

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. After all, one goal of any sales manager is creating a high-performing sales team with low turnover. Of course, successful sales teams are made up of different personalities.

Motivation 117

Motivation Sales Coaching Coaching Call-back 117

Anthony Cole Training

JULY 19, 2019

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. They include: Insight.

Sales Coaching 131

Sales Coaching Coaching Ideal Customer Profile Construction 131

Steven Rosen

FEBRUARY 11, 2024

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association).

Coaching 126

Coaching Prospecting Customer Maximizer 126

Understanding the Sales Force

JUNE 12, 2023

Isn’t that a great analogy for what happens when you miss, or skip a crucial step in the sales process? But that’s not my primary analogy for today’s article because a better, more profound analogy came from listening to music. Your prospects and customers use a similar process for choosing who to buy from.

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Crunchbase

AUGUST 16, 2022

Anyone in charge of a company’s sales success knows a sales team is only as good as its members. Like any group of individuals that comes together for a common cause, if a sales team is going to succeed consistently, reps and management must operate in a culture that motivates individuals to perform at their best.

Coaching 93

Coaching Sales Management Company Hiring 93

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Apparently there were issues with those links last week because I got dozens of emails letting me know that you couldn't get to those two articles.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Mr. Inside Sales

JULY 30, 2018

Avoid This One Error when Prospecting by Phone. Learn about the best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales. I want to share with you what this common prospecting error is and how to immediately fix it.

Tools 120

Tools Prospecting Face-to-face Sales Qualified Lead 120

Understanding the Sales Force

FEBRUARY 28, 2012

Understanding the Sales Force by Dave Kurlan Today's article has a collection of links to help you, your sales managers and your salespeople become more effective. It's a nice collection of important reminders, tips and insights for all things sales. See this important article for more on the truth about cold-calling.

Education 169

Education Cold Calling Sales Coaching Coaching 169

Partners in Excellence

SEPTEMBER 17, 2020

I read an article about how to be a successful sales manager. One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. If your sales cycle is very short–a few meetings over a few days, that may not be a problem.

Coaching 98

Coaching Pipeline Sales Cycle Compensation 98

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Vengreso

JANUARY 18, 2022

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. What is Sales Prospecting?

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Steven Rosen

MARCH 12, 2024

In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Setting clear expectations is essential.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. for making Sales Hacker what it is. The 18 best sales articles of 2018 from Sales Hacker.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

Pipeliner

APRIL 11, 2023

One way to reverse this trend is through life coaching in the workplace. In this article, we’ll define life coaching and its benefits for both employees and companies. We’ll also discuss how to implement life coaching programs in your organization and highlight the advantages of profession-specific coaching.

Coaching 52

Coaching Face-to-face Cold Calling Retention 52

No More Cold Calling

JANUARY 9, 2020

million per sales manager. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities. Yet, modern sales managers have their heads stuck in spreadsheets with priorities changing daily. Poor leadership will cost you $3.5

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

LeadFuze

DECEMBER 1, 2021

How To Approach Sales Coaching Like a Pro the Right Use of Sales Data. Need Help Automating Your Sales Prospecting Process? Using Sales Data to Inspire Commitment. Here are the highlights of this article: 1) Why does data driven sales coaching matter? Just to give you an idea.

Data 52

Data Sales Coaching Coaching Lead Rank 52

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Because it doesn’t actually help with sales execution.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. Oh, sure, we throw money at the sales department.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Anthony Cole Training

DECEMBER 12, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Coaching 183

Coaching Hiring Ideal Customer Profile eBook 183

Allego

SEPTEMBER 8, 2022

What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. One group particularly prolific is sales professionals. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Close.io

FEBRUARY 7, 2020

Ready for your weekly Sales Brief? Let's take a look at some awesome sales articles from around the web. In today's Sales Brief we cover a variety of articles including the smartest way to approach content marketing , sales compensation plans that'll motivate your team , Zoom's rocketing success , and much more.

Sales Coaching 70

Sales Coaching Coaching Compensation Commission 70

No More Cold Calling

JANUARY 26, 2017

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. It’s true in prospecting, and it’s true in team-building—especially today as sales teams are increasingly dispersed.

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

Anthony Cole Training

FEBRUARY 6, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Coaching 190

Coaching Hiring Ideal Customer Profile Journal 190

Allego

APRIL 30, 2024

This article originally appeared in Training Industry. In the competitive landscape of modern business, staying ahead requires more than just traditional sales tactics. According to McKinsey & Company , “Players that invest in AI are seeing a revenue uplift of 3 to 15% and a sales ROI uplift of 10 to 20%.”

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Problems with sales coaching aka what NOT to do 1.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Xvoyant

FEBRUARY 25, 2020

The Modern Sales Environment. To say the state of sales today is radically different than it was in 2005 would be an understatement. And it isn’t just one part of sales that has changed. The modern sales team has added structure to the activities salespeople conduct to build pipeline and win business. By : Rob Jeppsen.

Coaching 79

Coaching Sales Coaching Face-to-face Quota 79

No More Cold Calling

JULY 27, 2023

Rachel, a sales VP at a large technology company, was frustrated with her sales team. She knew they relied almost exclusively on technology for generating sales leads. A sales leader in Europe needed the same splash of cold water. It’s easier and faster than old-school sales techniques. Relationships do.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Mr. Inside Sales

JULY 24, 2023

Throughout my inside sales career, as both a sales rep and as a sales coach, I have always stressed the importance of those two words, “Thank you” and “Please.” Nothing gets you further with a gatekeeper than using those magic words, and being polite and professional always helps you with both prospects and clients.

Face-to-face 234

Face-to-face Gatekeeper Call-back Inside Sales 234