Steven Rosen

JANUARY 14, 2024

Self-awareness and assertiveness are key skills for holding salespeople accountable. Journaling and self-reflection can help salespeople improve their own selling skills. Full Episode Article: Title: “Are You the Chief Rescue or Chief Revenue Officer?”

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. What This Means for Sales Managers.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Steven Rosen

JANUARY 14, 2024

. “Change management is sales management, and that’s going to make the difference.” ” – Colleen Stanley Change management also plays a significant role in execution. This article explores the common themes behind this challenge and provides insights on how to tackle it head-on.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

The Sales Hunter

JANUARY 27, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. 5 Sales Training Tips for Sales Managers AND Salespeople. Learn something from every sales call. FREE Resources.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

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 105

Sales Management Hiring Top of Funnel Funnel 105

Lessonly

DECEMBER 22, 2021

Are you ready to get your head in the sales game and set your sales reps up for top success? Well, then it’s time to get on board with all the glory that sales readiness has to offer! Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching. Let’s break that down. .

Selling Skills 26

Selling Skills Training Scale Negotiation 26

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. I write so much about sales Commitment that a Google search for my articles with commitment turned up 33,500 results!

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

SBI

FEBRUARY 23, 2020

Nancy Nardin, Smart Selling Tools. Resources All Awards & Recognition Blog Article Brief eBook ebooks & Guides Funding & Acquisitions Industry News Interview Report Video Video Reviews Webinars. Skills Development. Brainshark is a data-driven sales readiness platform. Blog Article. Sales Enablement.

Video 128

Video Webinar Metrics Face-to-face eBook 128

Adaptive Business Services

FEBRUARY 10, 2021

You should follow him and read his articles. His book, “Sales Manager Survival Guide” , is the best I have read on that subject matter. Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines!

Telemarketing 77

Telemarketing Social Media Cold Calling Call-back 77

SBI Growth

NOVEMBER 14, 2012

Actually, this article isn’t about your standard numbers. This article is about your ICP – that is to say, your Ideal Competency Profile numbers. 66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Your manager is one of those tools.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Coaching Benefits 1.

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important.

Analysis 106

Analysis System Selling Skills Buyer 106

Allego

OCTOBER 25, 2022

This article originally appeared in Training Journal. Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. For one, hybrid work enabled sales reps to work from anywhere. They’re made.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Allego

MARCH 23, 2023

This article was originally published by Demand Gen Report. High-performing sales teams can use this AI-powered tool to gather data to help sales reps overcome their unique challenges and raise overall team performance. The economic headwinds that are buffeting businesses have increased in force.

Data 62

Data Face-to-face Remedy Conversion 62

Adaptive Business Services

MAY 3, 2023

Certainly I think it does for salespeople, solopreneurs, and small sales teams. As someone who spent his entire career in sales management, I understand that data is sometimes necessary in order to pinpoint those areas where a rep might be struggling. Selling skills … not a data item. No dough = no data anyway.

CRM 122

CRM Banking Maximizer Data 122

The Brooks Group

JULY 8, 2014

Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves.

Coaching 40

Coaching Sales Management Guidelines Compensation 40

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! If they can’t display strong sales-related behaviors during the hiring process, who will hire them, and us, for our services?

Hiring 54

Hiring Sales Management Face-to-face Training 54

The Sales Hunter

FEBRUARY 21, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Think you’ll make up that lost profit in quantity of sales? high profit selling. phone sales tips. sales goals.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

Jeffrey Gitomer

FEBRUARY 14, 2012

Get Sales Blog Updates. Sales Management. Sales Videos. Speak Your Mind Cancel reply. Categories. Select Category. Select Category. Customer Loyalty. Generating Referrals. Jeffrey Webinar. Leadership. Networking. Overcoming Objections. Presenting. Social Media. Uncategorized. Jeffrey Recommends.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Janek Performance Group

MARCH 9, 2022

There’s a statistic floating around the internet that says the average inside sales rep only spends 33% of their time actively selling. I’m not sure if I agree with that figure but time management is an undervalued skill among sales reps. At Janek, we call them Critical Selling Skills. hours per week.

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

Jeffrey Gitomer

JULY 29, 2011

Read the rest of this article on my website: [link]. Filed Under: Attitude , Sales , Success Tagged With: attitude training , corporate sales training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales article , sales skills , selling skills.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

Janek Performance Group

FEBRUARY 23, 2022

Now the economy is growing again and you are looking to hire more sales talent for your team. The bad news is your sales managers have maxed out their bandwidth with their current responsibilities and daily activities. This leaves you with a critical decision regarding how to ramp up the new sales hires.

Outsourcing Services 117

Outsourcing Services Hiring Training Harvest 117

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

Janek Performance Group

JANUARY 8, 2024

By mining sales data, you can identify opportunities to: Cross-sell – Cross-selling is the practice of offering customers additional products and services that complement or supplement their previous purchase. For instance, if you bought a new phone, a cross-sell might include a phone case and a charger.

Analysis 118

Analysis Segment Lead Rank Data 118

The Sales Hunter

NOVEMBER 14, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. ” The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Hire only top sales reps.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

NOVEMBER 29, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

JANUARY 5, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. This graph and accompanying explanation is reason alone to buy this book if you’re a sales manager. high profit selling.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 9, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Below is a link to a number of articles I’ve written on the subject of sales negotiation. ” Sales Motivation Blog.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

NOVEMBER 25, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Related posts: 4 Common Sales and Marketing Practices that Fail in the New Economy. Sales Training Tip #300: How Confident Are You?

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 13, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. This includes not just the salespeople on the street, but also sales management and everyone else. high profit selling.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

Allego

JULY 28, 2022

. >> Learn More: Listen to the podcast episode— The Gambler: Why Allego CEO Yuchun Lee Is Betting Big on Just-in-Time Learning —to learn more about how to develop sales reps’ virtual selling skills. Selling Today Is Hybrid—and We Won’t Be Going Back. 2 Tips for Enabling Sales Managers.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

The Sales Hunter

NOVEMBER 17, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Related posts: Your Insight Counts: Sales Survey 2010. Sales Motivation: What Is Happening in the Sales Industry? sales goals.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

MARCH 1, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. The Best Way to Improve Your Negotiation Skills. First thing I believe with regard to negotiating is that you sell first, negotiate second.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

JANUARY 14, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. For sake of argument, let’s say that you do believe in your price, but offering a discount has become commonplace among your sales force.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

Jeffrey Gitomer

OCTOBER 17, 2011

Filed Under: Customer Loyalty , My Books , Sales , Sales Management Tagged With: book on attitude , gitomer , Jeffrey gitomer , sales article , sales attitude , sales books , selling skills , selling value. Get Sales Blog Updates. Sales Management. Categories.

Hiring 170

Hiring Social Media Loyalty Cancellation 170

The Sales Hunter

JUNE 5, 2012

Take advantage of this by sending out emails to a few key prospects and customers, with a quick note from you and a link to an article of interest. Many times, because they receive them on a Sunday evening, they will take the time to click the link and read the article. I know, though, that for some people, daily is just not possible.

Google 219

Google Prospecting Follow-up Motivation 219