No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do.

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Referrals Sales Management Hiring Scale 328

The Sales Hunter

AUGUST 15, 2014

Are you a new sales manager? As you navigate your new role, I recommend the new book Slammed!!! As Ken says, he wrote this book because he “wants to give first time sales […]. If so, my guess is you are excited and a bit overwhelmed all at the same time. by Ken Thoreson.

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Sales Management Selling Skills Sales Leadership Motivation 223

Understanding the Sales Force

OCTOBER 25, 2012

Understanding the Sales Force by Dave Kurlan. My colleague, Steven Rosen, has published a new Sales Management Book which you should read. It's called 52 Sales Management Tips and it's the kind of book that you can read in less than an hour!

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Sales Management Motivation Coaching Account 188

Steven Rosen

JANUARY 22, 2015

Slammed: For the First Time Sales Manager. For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. Sales is a corporate priority.

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Sales Management Scale Energy Objections 120

Hubspot Sales

FEBRUARY 20, 2018

You were an outstanding sales rep -- and now, as a sales manager, you’re eager to cultivate the same performance from your team members. Thousands of newly minted sales managers have been in your exact position, and many of them have written top-notch guides to thriving in this role. Best Sales Management Books.

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Sales Management Hiring Sales Qualified Lead Coaching 111

Alice Heiman

JANUARY 6, 2023

I read at least one book a month and this past year so many important books on selling were published. As Anthony Iannarino points out, it’s time to unlearn much of the sales methodology that worked 10 years ago. This reading list will help you modernize your sales strategies and achieve your growth objectives.

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Lead Rank Sales Methodology Promotion Quota 138

Sales and Marketing Management

DECEMBER 17, 2021

These books can help sales managers and reps build their skills without having to schedule another meeting on their calendar. The post Eight Sales Books to Kick Off a Year of Growth in 2022 appeared first on Sales & Marketing Management.

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Meeting Sales Management Sales Marketing 136

Membrain

APRIL 10, 2024

Most complex sales are lost long before the sales team realizes it. That’s the contention of a new book by the father-daughter duo, Terry Slattery and Jennica Dixon of Slattery Sales. Wimp Junction , released in March, identifies the key places where most sales go wrong, and what sales teams can do to bring them back.

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How To Sales Sales Management 84

Steven Rosen

SEPTEMBER 5, 2019

Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Take the time to live in the moment by listening more, read a book, read an article, keep learning.

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Sales Management Sales 232

Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Author: Kevin F.

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Sales Management Hiring Motivation Construction 268

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

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Sales Management Face-to-face Promotion Proposal 39

Go for No!

FEBRUARY 24, 2023

So finally… after way too long… our new book is here. It’s called, “When They Say No: The Definitive Guide for Handling Rejection in Sales.” ” (Unlike most authors that write a new book every 1-2 years, we believe in writing a new book every two decades, haha.)

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Maximizer Exact Strategy Positioning 77

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

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Resources Sales Management Hiring Sales Leadership 62

Keith Rosen

OCTOBER 27, 2020

Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. This was my motivation to create this coaching playbook for you, and why I’ve decided to offer my book for free.

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Sales Coaching Coaching Twitter Consumer 139

The Pipeline

OCTOBER 23, 2012

The Sales Manager’s Success Guide. Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently.

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Sales Management Face-to-face Hiring Call-back 281

Braveheart Sales

JULY 12, 2023

Good Selling Starts With Great Sales Managers Why I Wrote The Happy Sales Manager , The Comprehensive Guide To Successful Sales Management I’ve been in sales for almost 40 years, 14 of which I’ve spent analyzing sales organizations and learning about their sales managers.

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Sales Management Workbooks Call-back Promotion 52

The Sales Hunter

OCTOBER 30, 2015

Four words that sum up what makes Mike Weinberg’s book Sales Management Simplified different than other management books out there. There are three reasons why I like this book. Blunt and in your face! First reason is it’s straight talk, blunt and yes in your face.

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Sales Management Sales Motivation 100

Understanding the Sales Force

DECEMBER 5, 2017

In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.

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Sales Management Software Software Coaching 227

Vengreso

JANUARY 13, 2023

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 sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. I’ll be the first to admit it!

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Paid Content Conversion Top of Funnel Hiring 81

SBI Growth

MAY 29, 2013

A few weeks ago I got an email from a client telling me “ You have to read this book.” The book, The Gamification Revolution , by Zichermann and Linder, discusses how to leverage game mechanics to beat the competition. The concept of gamification is catching on in B2B sales and marketing. Zichermann and Linder have delivered.

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Lead Rank Lead Scoring Airlines B2B 310

Selling Energy

FEBRUARY 7, 2022

Being a sales manager may seem like herding cats at times, and unless you’re one of the fortunate few who have had an excellent sales management mentor or have accumulated a library of books on sales management, it may feel as if you’re making it up as you go along.

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Sales Management Resources Sales 68

Steven Rosen

DECEMBER 4, 2012

I was thrilled that a sales professor and director of the National Strategic Selling Institute at Kansas State University was interested in reading my book. I shared a copy of my book and Dawn was kind enough to provide the following to review of my book for my readers. Thank you Dawn.

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Sales Management Hiring Face-to-face Twitter 303

Understanding the Sales Force

JANUARY 4, 2023

CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low. They get it right about 50% of the time and that includes salespeople who stay but underperform.

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Hiring Sales Sales Management Tools 296

Sales 2.0

JUNE 8, 2014

Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. When you’re in a new sales job you will have a very limited amount of time to produce results or you’re going to end up looking for new gig.

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Up-Sell Tools Sales System 199

Pipeliner

SEPTEMBER 18, 2020

This is the first in a series of ebooks covering the vital subject of Sales Management. Future ebooks in this series will deal with the vital metrics of sales management, and sales management through CRM. But salespeople need a competent, stable leader—and that would be you, the sales manager!

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Sales Management eBook CRM Sales 98

Anthony Iannarino

MAY 6, 2019

Business books tend to fall into one of two categories. The first categories are “what” books. These books teach you what you need to do, and they are good and useful as far as that goes. The second category of books is “how” books. The “how” books teach you how to do the “what.”. What Books.

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Scale eBook Exercises Examples 84

RAIN Group

AUGUST 13, 2021

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group.

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Sales Management Groups Sales How To 129

Gong.io

NOVEMBER 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. . But that doesn’t mean the best closer is guaranteed to make the best sales manager. Let’s look at each one.

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Sales Management Forecasting Report Face-to-face 62

InsideSales.com

JULY 1, 2020

There are countless books out there on any and every topic. As a seasoned leader in the sales industry, we’ve put together a list of the top 10 books we believe every sales leader should read. Learn how to be a better sales manager, an effective leader, and get results with some advice from sales experts.

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Handbook Inbound Sales Qualified Lead Revenue 98

Sales Manager Now

OCTOBER 22, 2020

When you do a book study with your sales team you get a low cost, high return way to bring education and training to your team. Let me share some of the benefits of why I use book studies more… The post How to Do a Book Study With Your Sales Team appeared first on Sales Manager Now.

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Study How To Education Benefit 78

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. It seems to have worsened!

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Sales Management Hiring Compensation Trends 288

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

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Sales Management Hiring Buyer Persona Compensation 117

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

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Sales Management Hiring Inside Sales Cold Calling 257

MEDDIC

JUNE 7, 2020

The book is out. I’m excited to announce the arrival of my new book. Of course it’s about sales qualification. You are welcome to call it MEDDIC-The-Book. First Ever Book Written About The MEDDIC Sales Methodology. The book is out. The post MEDDIC The Book, Coming Soon!

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Sales Methodology Enterprise Enterprise Course 98

Selling Energy

AUGUST 9, 2021

Being a sales manager is a demanding and complex job where your duties are constantly shifting. You need to oversee and maintain a team and you’re responsible for a variety of make-it-or-break-it decisions.

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Sales Management Sales 97

Score More Sales

JULY 10, 2014

We are creating an epic list of skills and traits of good sales managers. Some of the sales leaders were phenomenal – like Al Martin who came from IBM. What traits do you admire about your sales manager if you are a rep? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Sales Management Twitter Inside Sales Google 216

Partners in Excellence

MARCH 25, 2020

They are the result of hundreds of conversations I am having with sales leaders and sales people. As sales people, we want to continue to work with our customers in these times of crises, helping them make sense of what they face and how they move forward. So the cheapest we can “give away” the books is $0.99.

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Sales Management eBook Face-to-face Sales 98