Become a Top Sales Manager with These 6 Essential Tips


The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act.

Sales Managers—Pay Attention to How Your Reps Communicate

No More Cold Calling

Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? And in Sales 2.0,

5 Tips to a Clean, Profitable Sales Pipeline for Inside Sales Managers

Sales Hacker

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process.

What To Do When Your Salespeople Hit a Sales Slump

The Center for Sales Strategy

No matter how good you are or how long you have been in sales, sooner or later you're going to hit a sales slump. A client has been with you every month for the past 6 months, but then calls you up and says they need to take the next couple of months off.

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Sorry, Practice Doesn’t Make Perfect

Mr. Inside Sales

If you practice something wrong – a golf swing, a sales rebuttal, etc. – Unfortunately, whenever I go into a company and listen to their pitch, or the way they handle objections, or open their calls, I hear it. Sales Management Sales Tips

How to Get Prospects to Call You Back

No More Cold Calling

If no one’s returning your calls, you must be cold calling. I know who’s calling. No one leaves a message when they’re just cold calling a list. Reality check: Cold calling success rates are dismal. Sometimes I actually invite a call.

Sales coaching and the high potential sales rep – An STC Classic

Sales Training Connection

From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they’re always afraid of losing the ones they have. Every field has its fair share – the arts, sports, business, and fortunately the world of sales.

It’s Official: Selling Will Be Automated From This Day Forward

Smart Selling Tools

The perfect sales tool is finally here. It marks the first major shift in sales solutions since SFA (Sales Force Automation) was first introduced in the mid-80’s. It’s a revolutionary sales software solution – and I do mean revolutionary. No back-and-forth necessary.

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Why Salespeople are Ditching Your New Sales Presentation

Performance Sales and Training

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team. Sales or Marketing? And sales and marketing also both play a role in whether a presentation is adopted, adapted, or discarded.

Of Value Propositions and Elevator Pitches for B2B ? Score More.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Recently I spoke with OpenView Venture Partners Managing Director Brian Zimmerman about the importance of having a strong value proposition as you build your company. Previous post: 5 Tips for Lead Nurturing to Grow Your Sales Funnel.

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2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program ). As they’ve added additional products and services to their mix, their sales processes have become jumbled and muddled.

What You Need to Know About Your New Business Development Plan

Alice Heiman

Do you think you’ll come back to them at some point – maybe? Each time you place a call to a new contact, you have a sunk cost to: Reach the contact. Are you going to use your CRM to put some type of lead follow up process in place to make sure they receive a call again? Do you have a closed loop lead follow up process to ensure a call back happens? So you have to ask yourself, what kind of sales organization do you want to be?

Sales coaching and the high potential sales rep

Sales Training Connection

Sales Coaching. From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they’re always afraid of losing the ones they have. Every field has its fair share – the arts, sports, business, and fortunately the world of sales.

Are You Selling the Wrong Product?

Keith Rosen

Whether you’re about to walk into a place of business looking for new clients or pick up the phone to make a cold call or even a follow up call to a potentially “warm” prospect, you are focused on making each effort count. Why don’t they just call me back?

[Video] Your Product is YOU!

Keith Rosen

Here’s an opportunity to reconnect with your product or service in a new way in order to re-ignite your passion as well as your sales numbers. Get notified each time a new 60-Second Sales Coach video is released. Why don’t they just call me back?”

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The Importance of Call Dispositions & How to Leverage Them in Reporting


One of the most valuable pieces of data a sales leader can have is call dispositions. They provide a quick view of a call’s outcome and what the next step should be for the rep. They give everyone visibility inside the composition of the call to diagnose areas of improvement. Call dispositions are a set of normalized values that your team members use to categorize the call once it’s completed. Once call is over, hang up. Full Sales Cycle.

Phone Prospecting – Cool and Not Cool

The Pipeline

Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. Connecting and engaging with these prospects is a different effort and experience, and calls for some more effort than clicking around, steps like cold calling.

The Power of Thinking BIG

Mr. Inside Sales

Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts. In my sales career, everything changed when I started asking for bigger orders. The post The Power of Thinking BIG appeared first on Mr. Inside Sales.

If You Love Sales—Then Pass This On

Mr. Inside Sales

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. Few experiences in business can match the excitement of a big sale.

How to Increase Your Closing Percentage

Mr. Inside Sales

It’s no wonder most sales people go home exhausted at the end of the week and are discouraged when they come into work on Monday and look at their list of prospects to call back…. Companies and sales managers train them in this way (“It’s a numbers game,” they claim.),

Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. When I learned that the secret of getting better was listening to my calls, I found that my company didn’t record calls.

Metrics—Which One is Most Important?

Mr. Inside Sales

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 to adopt the new best practice approach we just introduced.

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I Sales solve everything.”.

When Does Persisting become Pestering?

Women Sales Pros

Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for following up with prospects. Usually, it’s the sales reps who win on this one. Prospecting Sales

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It's not about RESPONSE. It's about PREVENTION. | | Sales Training.

Jeffrey Gitomer

Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. Use a worn out sales technique? Offer to call back or come back in a few days? definitive answers to this age-old sales barrier: Still have questions for me? Get Sales Blog Updates.

Today my wish came true: New Revolutionary Sales Software Introduced

Smart Selling Tools

It’s a revolutionary sales productivity software tool designed for companies of all sizes and budgets – and I do mean revolutionary. All new prospect and lead records are presented to reps as a daily call sheet and are listed in order of highest probability and potential.



Cold Calling is dead and as a Sales Trainer who teaches  or used to teach Cold Calling – I dont make that statement lightly. Times change, people change and because of that I firmly believe that Cold Calling no longer has a part to play in modern business.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?


One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management.

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Put A Judicial Branch In Place to Eliminate Wasted Leads


Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. How many were accepted by sales?

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The Pipeline ? Winning with Voicemail

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. There are as many opinions as there are people making calls. Sales 2.0.

Rejection: Does Selling Cause More Anxiety Than Dating?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Back in the day when you couldn''t hide behind a text or an email, the three most common questions that teenagers would ask their friends were, "What if she says ''no''?", "What if he doesn''t call?" Will they text me back?"

Does Your Sales Team Know How to Follow-Up on a Lead?


Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Gain sales acceptance.

Thank You

No More Cold Calling

Get my No More Cold Calling book for 99 cents. It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Then they write and tell me their sales organizations have been transformed, with a close rate of well more than 50 percent. Sales managers, listen up.

The Pipeline ? Mastering Voice Mail

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Prospecting , Sales Technique , Video , Voice mail , execution. Sales Skills , sell better , Tibor Shanto , Video , Voice mail. A Random Walk Up Sales Street.

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

You can’t manage what you don’t measure. While metrics are important in every aspect of any business, they’re especially critical in sales. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Call-backs.

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Cold Calling Perfection: A 10-Point Assessment

Women Sales Pros

That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. But in cold calling, how do you assess if what you’re or your salesperson is doing is right? So, how do you assess your cold call effectiveness?

Ask for the Sale Five Times – At Least!

Mr. Inside Sales

I remember my first sales manager used to say to us that we weren’t even in the closing arena until we had asked for the sale at least five times (and gotten a “no” five times, by the way). How many times do you ask for the sale?

Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! Sales e-book on Creating Scripts. Inside Sales” – and he knows his stuff. B2B Sales.

How to Increase Your Closing Percentage


by Mike Brooks, Mr. Inside Sales. Think about it: 80% of sales reps are desperate to “fill their pipelines," and will send out just about anybody with the pulse just so they have someone to pitch later on. It's sad, but that's how 80% of your competition spend their sales careers.

Team selling and the four deadly sins

Sales Training Connection

You have a great account strategy; you’ve done a good job on the pre-call planning as a team. The sales call has been rehearsed and everyone knows their role. You as the salesperson are prepared to assume the Call Manager role. 2013 Sales Momentum ®.