Mr. Inside Sales

MAY 21, 2022

If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it. The reason this technique—among others you’ll learn in my on-demand training—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection!

Closing 156

Closing Training Gatekeeper Face-to-face 156

Zoominfo

SEPTEMBER 10, 2020

A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. 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

Grant Cardone

OCTOBER 20, 2022

I have the highest level of respect for sales managers. Sales managers’ duty is to push their reps to meet quotas of the right magnitude. Additionally, they are often tasked to assist in the follow-up and close. The post What Is the Best Training for Sales Managers in 2022?

Sales Management 104

Sales Management Training Quota Follow-up 104

Pointclear

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Set sales straight—it’s a win win. For various reasons, sales often won’t accept the lead.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Sales Management Plus -- SMP

OCTOBER 17, 2023

When you add focus on expiring quotes to your sales management process, you establish a sense of accountability within your sales team. Each sales rep is aware that prompt follow-up is necessary to secure deals before they expire. Timely follow up on all these unconverted bids is extremely important.

Closing 52

Closing Distribution Report Follow-up 52

No More Cold Calling

AUGUST 20, 2015

Think your team has a “closing” problem? How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. The problem is that sales reps neglect important activities during early stages of the sales process.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. Establish a Company Way for sales management.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. Why do companies promote the wrong person to sales management?

Promotion 118

Promotion Sales Management Hiring Coaching 118

Janek Performance Group

AUGUST 16, 2023

We all know the challenges of a sales career. And many know the difficulties of management. That’s what makes the sales manager position unique. Sales managers, however, not only work with their teams. They also work with other mid- and high-level managers. The same for sales managers.

Sales Management 62

Sales Management Hiring Coaching Forecasting 62

SBI Growth

JUNE 14, 2013

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. Mike was a roll-up your sleeves execution specialist. After a quick conversation, we found he was committing 3 of the sales myths below.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation Targets 326

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

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

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. Success in sales demands quick reflexes. Follow up on better sales opportunities.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Partners in Excellence

AUGUST 23, 2018

One of the biggest mistakes managers make is lack of follow-up. Finally the manager responded, “I don’t know… ” More time passed… I started seeing that the things we had agreed to get done weren’t getting done. We (managers) forget a critical step: Follow-up.

Follow-up 49

Follow-up Coaching Meeting Sales Coaching 49

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

Understanding the Sales Force

FEBRUARY 6, 2024

I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. You don’t need to be a fan or follower to appreciate the sales lessons I introduced and today’s article fits the genre of a celebrity-based analogy.

Scale 261

Scale Hiring Coaching Promotion 261

Adaptive Business Services

MARCH 10, 2021

When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding Paper” close. I am a strong believer that closing is severely overrated.

Closing 77

Closing Guarantee Up-Sell Follow-up 77

Mr. Inside Sales

SEPTEMBER 2, 2017

Let me ask you a question: Do all of your leads end up buying? Next question: Out of ten leads that you set up to pitch a demo to, how many of those ten end up buying? Now consider what that really means: It means that out of ten closes you attempt, eight are not going to buy! Of course not. in the office.

Closing 130

Closing Sales Qualified Lead How To Decision Maker 130

Mr. Inside Sales

MARCH 2, 2024

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! Mistake Number Two: Talking past the close. Too many sales reps like to talk. The way to fix that—and stand out!—is

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

SalesHandy

MARCH 21, 2023

Therefore, as promised, we have brought you some of the most effective on how to write sales emails that will generate responses. A good sales email has a simple anatomy: the opening line, the ‘offer’ line, the closing line (Call to action), and the email signature. Be mindful. So, make sure your subject line is to the point.

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

Sales 2.0

OCTOBER 25, 2021

Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.) One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Sales time sucks. Sales time sucks. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

Zoominfo

SEPTEMBER 10, 2020

A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. 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. Free Trial 1.

Closing 130

Closing Call-back How To Outbound 130

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. You may or may not find yourself working with higher-ups and/or HR on this.)

Sales Management 117

Sales Management Hiring Buyer Persona Compensation 117

Anthony Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). No more pushy sales tactics. Here is an example. The chief decision-maker was livid and fired the company.

Closing 121

Closing Territories Decision Maker eBook 121

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Understanding the Sales Force

OCTOBER 7, 2013

Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. Lack of overall sales performance is an easily recognized problem.

Sales Management 269

Sales Management Hiring Forecasting Promotion 269

Highspot

JANUARY 29, 2024

There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. Jump to whichever section fits your needs: What Is Sales Negotiation Why Is Sales Negotiation Important? This preparation will boost your confidence and increase your chances of closing a deal.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. Let customer service or post-sales support handle this.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

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

Pipeliner

JANUARY 1, 2021

This Expert Insight Interview discusses: The role of the sales manager in the post-COVID world. Effective ways to get the most out of your sales team. COVID and the Evolution of the Sales Manager. We seem to march in the same line and follow the same rules without rethinking things as much as we should.

Positioning 97

Positioning Sales Management Video Intent 97

Janek Performance Group

MAY 25, 2022

Lead, follow, or get out of the way, is a saying attributed to General George Patton. If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. But if sales management is a new role for you, it can feel like you are swimming upstream.

Sales Leadership 62

Sales Leadership Sales Management Lead Rank Promotion 62

SBI Growth

AUGUST 27, 2013

Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Can I make up the deficit and make my quota? ". Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. As a VP, you have various training options with your reps to generate sales.

Closing 306

Closing Pipeline Buyer Call-back 306

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Pipeliner

SEPTEMBER 22, 2020

In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. For example, a rep is strong at bringing in leads but weak in closing.

Sales Management 98

Sales Management Hiring Commission Lead Nurturing 98

Gong.io

DECEMBER 30, 2022

Close bigger deals.”. Ask any sales leader what they want, and you’ll get an answer along these lines. You can’t tell a sales rep to “increase sales” and expect them to know what to do. By setting the right sales objectives, you can set your team up for success and help the company achieve its long-term goals.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62