Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot!

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Steven Rosen

APRIL 6, 2024

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions.

Conversion 156

Conversion Influencer Coaching Call-back 156

MTD Sales Training

JANUARY 28, 2019

For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – management uses threatening tactics rather than motivational ones.

Sales Meeting 181

Sales Meeting Meeting Sales Management Skype 181

Steven Rosen

JUNE 3, 2020

What can you do to jump-start your sales and make up for any lost sales during the last several months? When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s like back pain. You can stretch and put heat or ice on an aching back, but unless you treat the source of the pain—a pulled muscle or degenerating disc—your back will continue to hurt.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. After all, as the sales manager, it’s your job to know what’s going on in your department.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Steven Rosen

APRIL 13, 2013

Welcome back to another episode of Sale Management TV. Last week I have had a number of coaching sessions with sales managers and came across a reoccurring theme. What I have seen is that managers do a really good job identifying or diagnosing areas for improvement. Is this working for you?

Coaching 292

Coaching Sales Management eBook Call-back 292

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.

Sales Management 52

Sales Management Workbooks Call-back Promotion 52

Steven Rosen

JANUARY 8, 2013

Opportunity Cost: What happens when one of your sales people is not performing? Companies have set up a process for addressing performance issues. Some of these processes can take 3 -6 months to determine whether the sales rep can address their performance gaps or if not are fired. I call them the “talented slacker”.

Sales Management 310

Sales Management Call-back Coaching Follow-up 310

Pointclear

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. Sales Managers Are to Blame for Lost Leads.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Policies 104

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. Time management.

Sales Management 62

Sales Management Forecasting Report Face-to-face 62

MTD Sales Training

JANUARY 18, 2018

This should be obvious in the way they conduct themselves, the reputation they have, their attention to detail and their willingness to go the extra distance required to improve their overall management skills. First, ask if they know what it means to be a manager. But the simple desire doesn’t mean they will make it as a manager.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

Hubspot Sales

MAY 2, 2019

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. And they often include some of the most popular sales tools (e.g., Free Sales Management Software.

Software 136

Software Software Sales Management VanillaSoft 136

Sales 2.0

OCTOBER 25, 2021

Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

APRIL 4, 2013

Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished. Comment Here.

Sales Management 265

Sales Management Referrals Cold Calling Small Business 265

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 109

Sales Management Hiring Buyer Persona Exercises 109

Steven Rosen

AUGUST 8, 2023

Companies have set up a process for addressing performance issues. Some of these processes can take 3 -6 months to determine whether the sales rep can address their performance gaps or if not, are fired. When addressing performance management issues, sales managers will use formal Performance Improvement Programs (PIP).

Call-back 156

Call-back Maximizer Sales Management ACT 156

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

Zoominfo

FEBRUARY 17, 2021

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Decision Maker 195

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. It’s like back pain. Think again.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 118

Sales Management Hiring Promotion Coaching 118

Sales Hacker

DECEMBER 15, 2017

If you send an event follow up email, but no one is around to read it, does it even make a sound? Tired, hopefully inspired and motivated, but always playing catch up from being gone. What are the chances that you are going to notice email number 268 with the subject line “following up”? No, not really.

Follow-up 79

Follow-up Sales Qualified Lead Scale Conference 79

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Assess your strengths as a manager. If you understand your strengths, your team will follow your lead.

Sales Management 127

Sales Management Hiring Forecasting Pipeline 127

No More Cold Calling

MARCH 10, 2016

Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? ” Does that mean everything else your sales reps have been saying is dishonest ? Connect with No More Cold Calling.

Sales Management 120

Sales Management Cold Calling Fashion Call-back 120

Braveheart Sales

SEPTEMBER 8, 2020

It’s then that It struck me – many sales managers could learn something from this mama deer. Managing Sales in a Deer-like Way. What do deer have to do with managing sales you might ask? If the salesperson slips up, let them recover. Here is a great progression to follow: Plan the call thoroughly.

Sales Management 52

Sales Management Call-back Sales Leadership eBook 52

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

Zoominfo

SEPTEMBER 10, 2020

Imagine having to call 50-100 people in a day. You might not think that automatic sales dialers have that much to offer you. Dialers will load a list of people that you want to contact, automatically dial their phone number for you, and move on to the next name on the list as soon as you hang up. You’re a sales representative.

Closing 264

Closing Call-back How To Outbound 264

Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Sales Core Competencies II.

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Mr. Inside Sales

MAY 21, 2022

And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. Here’s a simple technique that will allow you to do just that: Whenever your prospect says, “That price is outside of our budget,” simply respond with: “And besides price, what else is holding you back?”. Sign up here!

Closing 156

Closing Training Gatekeeper Face-to-face 156

Openview

SEPTEMBER 21, 2017

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

Sales Management 96

Sales Management Hiring Sales Qualified Lead Pipeline 96