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.

Sales Management 62

Sales Management Forecasting Report Face-to-face 62

Steven Rosen

JUNE 3, 2020

When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance. They are the 10X factor as highly effective sales managers will impact 8-12 sales reps. … Focus on the present.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Jeffrey Gitomer

APRIL 19, 2011

Triple The Power of Your Presentation By Asking Yourself These 8 Questions | Sales Training Tips. It’s often smart to look back at the first time you got an demonstration of the product. Presenting. Sales Management. Sales Videos. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Hiring 316

Hiring Social Media Loyalty Referrals 316

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! Imagine that….

Face-to-face 312

Face-to-face Cold Calling Gatekeeper Decision Maker 312

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. Understand how your team wants to be managed. Potential value: $100.

Sales Management 129

Sales Management Hiring Forecasting Pipeline 129

Mr. Inside Sales

MAY 30, 2022

you can automate just about everything else—including phone calls, voice mails, email campaigns, etc. While working with a new client last week, his management team was asking me which metrics they should focus on as they begin adopting the new best practice approaches we introduced. Should they drill down on length of presentations?

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 156

No More Cold Calling

FEBRUARY 11, 2016

Tomorrow is your company’s biggest presentation of the year, but everyone involved is down with the flu. 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 120

Sales Management Scale Cold Calling Referrals 120

Allego

FEBRUARY 23, 2023

The telephone company donated a dozen rotary phones, and we paired up to practice how to answer the phone, take a message, call a neighbor, and call 911. It was a room full of 8-year-olds running through call scripts like pint-sized sales reps. But old-school sales training will only take you so far these days.

Call-back 127

Call-back Analysis Coaching Face-to-face 127

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

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?”. Sound familiar?

Closing 156

Closing Training Gatekeeper Face-to-face 156

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

Julie Hanson

FEBRUARY 1, 2018

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team. use a hodgepodge of content or throw out the presentation all together), key messages get lost, and quality and accuracy suffer – along with the customer and the opportunity. Sales or Marketing?

Decision Maker 76

Decision Maker Face-to-face Call-back Marketing 76

The Pipeline

DECEMBER 11, 2014

You can combine Salesforce reports with Pardot or MailChimp reports to see your sales data from various services in a comprehensive, easy to understand format. Generate leads for your team backed with information they can use to convert. Your team can even create and share presentations in Perenso.

Tools 319

Tools SalesForce Sales Management Lead Rank 319

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

Mr. Inside Sales

NOVEMBER 13, 2022

Finding and hiring good inside sales reps has always been a challenge, and it’s gotten even tougher since the pandemic. Recruiters, HR departments, and sales managers are working harder than ever, and they all ask me the same thing: “Where has everyone gone?”. ON DEMAND SALES TRAINING THAT GETS RESULTS! Staying motivated.

Inside Sales 156

Inside Sales Hiring Face-to-face Ideal Customer Profile 156

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

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. Basically, a dialer takes the manual part out of the cold calling process. Here’s where the sales dialer comes in. Or that person you keep meaning to call back, but always forget to?

Closing 264

Closing Call-back How To Outbound 264

Steven Rosen

OCTOBER 6, 2017

How many days should a manager spend in the field? I found this old presentation that I did when I was the vice president of sales at Alcon and we did some learning and many of you may have seen this on video, it’s by Stephen Covey, I like Stephen Covey and it is called The Big Rocks Presentation. It is hard.

Sales Coaching 254

Sales Coaching Coaching Call-back Sales 254

Sales and Marketing Management

JANUARY 18, 2021

The Notion of a Unified Approach to Sales. It is increasingly common for more than one individual to be present within the average sales pipeline. So, it only stands to reason that it is important to proactively communicate with any other stakeholders who may be involved with the sales process. Scheduling call-backs.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

The Sales Hunter

JANUARY 9, 2012

Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Stage Fright: Don’t Let It Kill Your Presentation. Whether it is your first presentation, or number 100, almost everyone suffers from some level of stage fright or performance anxiety. Communication Skills.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

Sales Training Connection

JULY 18, 2012

Sales managers - building trust. It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales team. Ask most sales managers and they’d say that it is a time-balancing act. ©2012 Sales Horizons, LLC.

Sales Management 130

Sales Management Top of Funnel Pivotal ACT 130

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. Efficiently Manage Time.

Face-to-face 302

Face-to-face Lead Rank Lead Scoring Hiring 302

Partners in Excellence

OCTOBER 1, 2018

It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement. They are deals that sales people and sales managers have high certainty about they will be won–enough to commit to a forecast! We win only 46.2% of forecast deals! Are you as astounded as me?

Sales Management 81

Sales Management Forecasting Analysis Quota 81

BrainShark

MAY 2, 2024

A sales rep Scorecard is a report that tracks key performance indicators about members of your sales team. It’s used by enablement and sales managers to track and improve the performance of their sales reps by surfacing gaps in training and areas where they’re struggling or succeeding.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank SalesForce Inbound 62

Allego

JULY 29, 2021

Most recently, Cespedes published a new book—his sixth—entitled Sales Management That Works: How to Sell in a World That Never Stops Changing. . The combination of Cespedes’ academic experience and his knowledge of real-world selling makes him one of the foremost authorities on the topics of sales and sales management.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

No More Cold Calling

SEPTEMBER 18, 2014

For more on social selling strategies that work—and some that don’t work—check out the latest from No More Cold Calling: Around the World in 80 Minutes: No Password Required. Digital conversations often take longer and become far more complicated than a simple phone call. Message to Management]: 14 Things Top Sales Managers Do.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

JULY 13, 2023

By setting clear and aligned goals, sales reps have a target to strive for and their activities remain closely tied to corporate objectives. Custom sales manager reports can provide valuable insights into the team’s progress toward sales goals. Measuring progress.

Strategy 130

Strategy Customer Hiring How To 130

Hubspot Sales

DECEMBER 11, 2023

You can do synchronous or asynchronous training sessions, some of which are live video or recorded presentations. Many virtual training programs include both elements for self-paced learning and coaching that take place when you’re being trained by a sales manager. Virtual Training Best Practices 1. Have a backup plan.

Training 103

Training Hubspot Hiring Call-back 103

Partners in Excellence

NOVEMBER 6, 2023

” (We’ll come back to this.) ” Let’s go back to the case I mentioned above. He called me about a week later saying, “Dave, I have some ideas. ” I asked, “Have you ever presented something like what you are showing me to your management?” Can we talk about them?”

Scale 142

Scale Hiring Call-back Revenue 142

Mr. Inside Sales

SEPTEMBER 12, 2022

ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Inexpensive, proven techniques to build morale, motivate and make more money. Get Access Today.

Motivation 177

Motivation Face-to-face Gatekeeper Decision Maker 177

Steven Rosen

JUNE 20, 2021

As a former sales executive, I always understood the importance of investing in my own development and networking advantages, yet I always found myself too busy to do either. Between meetings, presentations, conferences and emails, I rarely had time even to meet with customers. Our main competitive edge is that we use Sales 2.0

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Understanding the Sales Force

DECEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. We reviewed 1000 articles that I have posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past 6 years, and later this week, The Top Sales Article of the Last 6 Years. It wasn't quick.

Comparison 149

Comparison Sales Management Inbound Call-back 149

Mr. Inside Sales

JANUARY 6, 2020

Have you recorded and listened to their calls lately? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. In this day and age, with all the voice recording technology, the sales training and scripting, the A.I. And yet many of them are.

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

Mr. Inside Sales

JULY 14, 2019

I found a short book called, The Salesman’s Book of Wisdom, by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so awesome, that I wanted to share the three paragraphs with you. Share this with others if you resonate with it as well: “Selling has been called the greatest profession in the world and with good cause.

Face-to-face 121

Face-to-face Gatekeeper Decision Maker B2C 121

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? But sales is a labor-intensive job. 5 Ways to Get Promoted to Sales Manager. Former HubSpot Director of Sales and current Director of Product Michael Pici shares his path to leadership in a great post here. Ask if you can mentor someone on the Sales team.

Promotion 96

Promotion Sales Management Hiring Lead Rank 96

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Next, make two extra sales calls per month with each sales rep.

Sales Management 52

Sales Management Hiring Call-back System 52

Zoominfo

JANUARY 13, 2021

Leaders get to see what works well enough to move forward, and what is holding their teams back. Our post today covers what goes into an accessible and effective B2B sales reporting for your sales team to work off, as a blueprint to victory. Purposes of a Sales Report. Both short and long-term sales metrics.

Report 162

Report Sales Qualified Lead Top of Funnel Lead Rank 162