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

Hubspot Sales

JUNE 8, 2022

Calls go unanswered. Instead, check out these 13 tactics to get back on track from a slow season. A Data-Backed History of Summer Slumps. Industries with the slowest growth were Construction and Financial Activities. How to Bounce Back From a Summer Slump, According to Sales Leaders. Click here for a PDF.

Data 122

Data How To Call-back Collateral 122

PandaDoc

APRIL 3, 2023

In fact, combining innovative sales training techniques with a document workflow solution like PandaDoc could streamline processes massively. Improve sales team productivity Simplify the sales doc process and free your teams time back in their day to sell more. What type of training is required for a sales manager?

Training 98

Training Hiring Construction Case Study 98

Hubspot Sales

OCTOBER 19, 2020

Is it up to managers to provide all the coaching reps need, or are they better off bringing in outside support? If you’re considering a future in sales coaching, continue reading to understand the key competencies of the role, common mistakes to avoid, and take the quiz below to test your sales coaching knowledge.

Sales Coaching 129

Sales Coaching Coaching Construction How To 129

BrainShark

JULY 9, 2023

You’d be surprised as to the depth of dialogue that naturally occurs during this, including feedback that’s not only constructive but also encouraging. This example shows how a sales manager posted a win story from a top rep. Are they reviewing calls and providing feedback on the playback of the actual calls?

Coaching 62

Coaching How To Lead Rank Lead Scoring 62

No More Cold Calling

NOVEMBER 25, 2014

Here’s what you might have missed from No More Cold Calling this month. Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are still the bane of every salesperson’s existence. Referral selling is by far the most effective sales strategy out there.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

SBI Growth

AUGUST 7, 2013

Before the year is over, he’s back in the field or on the street. This role confusion doesn’t stop at the manager level. Frequently, the top manager gets the nod for the VP of Sales. However, we frequently see Sales VPs still stuck in the sales manager mindset. This can have catastrophic consequences.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Partners in Excellence

APRIL 28, 2022

We learn all sorts of “opening” techniques to be interesting in our calls. We spend endless hours constructing subject lines and first sentences in emails, all in the hopes of being interesting. The Call To Action "I'd Love To Learn More About Your Business." We aren’t interested in improving.

Construction 104

Construction Maximizer Call-back Enterprise 104

Hubspot Sales

JUNE 29, 2022

Running a constructive team effectiveness assessment rests on your ability to understand the qualities that have the most bearing on your team's immediate success. Even if your team effective assessment is positive, look back at the individual answers and see where you underperformed, relative to the others.

Lead Rank 76

Lead Rank Lead Scoring Scale How To 76

Allego

JANUARY 8, 2021

In episode 17, sales management authority Frank Cespedes explores how the pandemic has impacted sales training, what sales managers need to know about the new selling environment, and the biggest trends in sales learning. It has significant impacts on sales management.” — Frank Cespedes.

Lead Rank 77

Lead Rank Comparison Top of Funnel Funnel 77

Sales Training Connection

FEBRUARY 2, 2015

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.

Sales Management 50

Sales Management Construction Sales Leadership Territories 50

Nutshell

FEBRUARY 22, 2023

Front-line service departments like sales and support thrive when they receive a substantial number of calls daily. But do sales representatives really know how to pitch their products and services to potential clients? Where is your team succeeding, and what do you need to adjust in the sales process?

Call Monitoring 62

Call Monitoring Software Software How To 62

Allego

MARCH 2, 2021

Read on for four key takeaways from their discussion and some helpful ideas on how sales leaders can successfully coach in a virtual environment. What is surprising is the disconnect between sales managers’ intent in the coaching they provide and the way sales reps receive that coaching.

Coaching 93

Coaching Webinar Metrics Scale Video 93

CommercialTribe

DECEMBER 22, 2020

Adam and Kelly connect for a pre-call prep session. Adam and Kelly follow-up for a post call debrief after the call. After all, he’s a competitive and motivated sales professional with potential. After a prolonged pause, Adam says, “They are going to get back to me. So, how can sales leaders help?

Coaching 94

Coaching Lead Rank Lead Scoring ROI 94

Sell Integrity

JUNE 14, 2021

Particularly when it comes to sales, coaches help reps move past their mental boundaries and perform at higher levels than they even realized were possible for them. They gravitate to levels of productivity they think their manager will accept, and soon enough, those levels become fixed beliefs and habits. Communicate your intentions.

Sales Coaching 107

Sales Coaching Coaching Lead Rank Sales 107

Janek Performance Group

SEPTEMBER 1, 2021

However, with the cost and logistics, most reps are lucky to receive sales training once a year, with many going much longer. This places an additional burden on sales managers to do more with their coaching, which is like being short on peanut butter while having a full jar of jelly.

Coaching 62

Coaching Sales Coaching Buyer Persona Call-back 62

Alice Heiman

MARCH 16, 2021

As we know, sales is a very communicative role that often requires in-person conversations to build relationships and read body language. And having business development calls or sales team meetings from the kitchen table while family members are whirling around isn’t an ideal work environment. Video Conferencing Service .

Cancellation 147

Cancellation Video Guidelines Face-to-face 147

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

Inside Sales 101

Inside Sales Sales Enablement Face-to-face Call-back 101

Chorus.ai

MAY 17, 2021

Successful sales can tell your prospect’s story through your product. Your script may call for plenty of well-deployed statistics, case studies, or social proof of your product’s worth. The takeaway Your reps should always look to ease into a call with a few minutes of small talk. The subject is hardly important.

Motivation 96

Motivation Construction Call-back Commission 96

Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. What is a cold call? What is the purpose of cold calling?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

SBI Growth

SEPTEMBER 1, 2012

Have the Sales Managers train the reps. It’s called Train the Trainer. Have L&D sit in the back of the room and get your manager up on stage. If you had to train your managers, wouldn’t you know the process cold? Every time you go on a field ride with a rep to see a customer-- fill out a call plan.

Sales Process 267

Sales Process Top of Funnel Forecasting Construction 267

No More Cold Calling

FEBRUARY 19, 2015

We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. It’s called FOMO—fear of missing out. Your Sales Career Is at Risk Technology addiction isn’t just bad for your personal relationships. Remember the tin-can phones we made as children?

Social Media 120

Social Media Cold Calling Small Business Small Business 120

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. AI is no longer a construct of the future. It’s here, and it’s already changing sales as we know it. 85% of sales professionals say that AI makes their prospecting more effective.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Hubspot Sales

APRIL 1, 2020

Sales efficiency makes you take a good, hard look at everything that's going into your sales efforts. If you see that your sales are inefficient, you might look to bump up quotas, strip back certain expenses, or adjust any other costs or expectations that could be holding you back. Sales Efficiency Ratio.

Sales Qualified Lead 90

Sales Qualified Lead Construction Inside Sales Sales Operations 90

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. Request a Highspot demo today.

B2B 52

B2B Training Top of Funnel B2C 52

Chorus.ai

JULY 16, 2020

In 2016, the NBA’s Sacramento Kings completed construction and moved to Golden 1 Center, a state-of-the-art indoor arena complex in an emerging lifestyle, entertainment, and retail neighborhood in Sacramento, known locally as DOCO, or Downtown Commons. It’s hardly surprising then that the Kings sales organization is big on technology tools.

Sports 62

Sports Coaching Call-back Inside Sales 62

Braveheart Sales

JULY 14, 2022

They make notes and construct a plan of attack based on where they want to hit the ball and where they don’t want to hit the ball. They pre-call plan. And, if fortunate, they have a manager who coaches them and builds their confidence in the process, rather than just telling them what to do. Elite salespeople do the same.

Hiring 52

Hiring Construction Follow-up Exact 52

Braveheart Sales

JULY 11, 2022

They make notes and construct a plan of attack based on where they want to hit the ball and where they don’t want to hit the ball. They pre-call plan. And, if fortunate, they have a manager who coaches them and builds their confidence in the process, rather than just telling them what to do. Elite salespeople do the same.

Hiring 52

Hiring Construction Follow-up Exact 52

Adaptive Business Services

AUGUST 2, 2017

As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. After my lifestyle change , I decided that I no longer wished to manage people. I was a wreck.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Anthony Iannarino

MARCH 14, 2020

Some of the advice will be supported by “data,” a survey used to prove the idea, even if it is weak, poorly constructed, and taken out of context. The contacts you call on may not yet recognize a threat to their business or an opportunity that is available to them. You can call this “the relevance test.”

Buyer 99

Buyer eBook B2B Construction 99

Highspot

JANUARY 4, 2024

Yet, neglecting it might be what’s holding your team back. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. Provide constructive feedback to refine messaging.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Hubspot Sales

JUNE 29, 2018

Like any effective sales call, a sales manager should ask good questions and listen carefully. Unfortunately, in my opinion, too many one-on-one meetings become one-on-one beatings , where a manager focuses solely on numbers, constantly corrects behavior, dictates activity, and solves every problem. Very carefully.

Meeting 95

Meeting Lead Rank Sales Qualified Lead Call-back 95

Keith Rosen

DECEMBER 2, 2020

Oh, finally, can you talk about how to deal with underperformers, how to motivate people, as well as some tips on how to go about observing people and provide constructive feedback. I then asked the final question I had for this call. I’ll have the contract sent back to you next week. Sound good so far?” I felt off.

Hiring 109

Hiring Ideal Customer Profile Coaching Call-back 109

Pipeline

JUNE 7, 2023

They won’t be reluctant to ignore cold calls, marketing emails, or business proposals if their criteria aren’t met. 3) 43% of buyers think impression matters So, when the “common” sales tactics are futile, how do you make a sales pitch work? 15) $30.48 Final thoughts Numbers never lie.

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

Hubspot Sales

APRIL 1, 2019

What makes a good sales presentation? It ends with a strong call-to-action. Hate the thought of doing sales presentations ? But the best reps have sales presentations down pat, even if it’s not their favorite activity. The best sales reps know that when done right , sales presentations are a high-earning skill.

Closing 143

Closing ROI Call-back Buyer 143

Sales Hacker

NOVEMBER 16, 2021

We’re excited to announce that their annual series Unleashed Summit Series is back this year. I started building things on the side, like a nutrition app, construction software, a video platform for mothers. They were forced to accept video calls, video conferencing, remote selling as the standard. Sam’s Corner [27:30].

Workbooks 95

Workbooks Call-back Google Scale 95

The Spiff Blog

OCTOBER 28, 2022

The expectation to Always Be Closing: Sales teams often operate under the belief that the customer or prospect always comes first, even when it means the wellbeing of the sales rep takes the back seat. Unattainable or irrelevant goals: In sales, reps live and die by their quotas.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78