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,

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

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.

The Only Black Friday Sale that Matters

Mr. Inside Sales

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. .

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.

Energy 136

Stop “Following Up,” and Start Closing

Mr. Inside Sales

call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. I’m just calling to see what you thought about our bid?”. They put the control of the call in your prospect’s hands. How do you open your 2 nd or 3 rd.

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.

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.

First We Form Habits, Then They Form Us

Mr. Inside Sales

I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), And this is especially true in sales. If we develop an aversion to asking for the order, then we tend to create a lot of call backs. “First we form habits, .

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.

System 134

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.

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.

B2B 191

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?

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.

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?”

Video 122

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.

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.),

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.

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.

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.

B2B 173

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.

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.

Sound Like a Professional in 2020

Mr. Inside Sales

How good (or bad) does your sales team sound when prospecting over the phone? 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?”.

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.”.

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.



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.

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?

Leads 179

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

B2C 123

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.

Use These 8 Basic Strategies To Jump Start Your Sales

MTD Sales Training

So, you could do with making some more sales and need a jump-start – but where do you start? If you are making calls to arrange appointments analyse your scripts and put yourself in the position of the prospect and ask yourself “If this person rang me up, what would I think?”.

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?"

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.