Gong.io

AUGUST 16, 2018

Dominating your competition today is not a “nice-to-have,” it’s a necessity. The battleground for competitive differentiation has shifted. Instead, sales conversations — what salespeople say, do, and write during the sales process — are where the perception of difference is created.

Competition 110

Competition Comparison Buyer Education 110

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

Sales Management 82

Sales Management Hiring Territories Coaching 82

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

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

Vengreso

MARCH 2, 2021

Here are a few reasons: Your potential customer is incredibly busy and distracted — there is such an overload of information out there that their brains automatically filter out any kind of sales pitch (unless they are actively shopping for your solution). Modern sellers must develop social selling skills and learn how to use video for sales.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Customer Centric Selling

FEBRUARY 7, 2018

Sales Tips: The Quality of CRM Data Is the Keystone to Competitive Advantage. By Connie Schlosberg, Primary Intelligence.

Competition 78

Competition CRM Data Sales 78

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Miller Heiman Group

OCTOBER 24, 2019

Channel selling is a different breed of selling from direct sales. To succeed, sales managers need to adopt a different approach and mindset—but the overall message they convey must be the same to all of their sellers. Use Sales Training to Differentiate in a Crowded Market. It’s a win-win.

Channels 51

Channels Sales Management Insurance Insurance 51

The Sales Hunter

JUNE 11, 2012

Establish an internal service level agreement – beyond just the number of calls, opportunities, appointments and closes that typical teams manage to, make sure your sales reps also buy into the turnaround time on follow-up activities or the process in CRM that they have to use.

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

Allego

NOVEMBER 10, 2022

Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. And today, you need to outfit your sales organization with the right technology.”. 3 Modern Sales Enablement Tools to Adopt Now.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Mindtickle

JUNE 28, 2021

The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. But with sellers entering more competitive markets, it’s time to hit reset. Not only should sales coaching be personalized to each rep, but it should also be backed by data. .

Coaching 95

Coaching Data Sales Coaching Conversion 95

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! Competitiveness – Confidence, resiliency, a thick skin, and an easy-going yet aggressive manner combined with a good sense of humor.

Hiring 54

Hiring Sales Management Face-to-face Training 54

Customer Centric Selling

MARCH 5, 2018

Sales Tips: 7 Best Practices to Increase Competitive Win Rates. By Connie Schlosberg, Primary Intelligence.

Competition 49

Competition Sales Sales Forecasts Forecasting 49

The Sales Hunter

DECEMBER 6, 2013

How is your sales leadership during the month of December? Too many times, I hear from sales managers who are complaining about how customers are pushing things back to January due to the holidays. Instead, stay focused and demonstrate genuine sales leadership. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 199

Sales Leadership Selling Skills Motivation Sales 199

The Sales Hunter

MARCH 7, 2014

The competition is simply undercutting you on price, and until something changes, there is nothing you can do. You think your sales manager is stupid. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. You think all customers are stupid. You think your company is stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

FEBRUARY 21, 2014

I base this on the number of phone calls and emails I’ve received the last few months from sales managers and other senior people looking for sales talent. Up until 5 years ago, many salespeople could rely on the phone ringing to generate the sales they needed. Today it’s a whole new ballgame.

Hiring 215

Hiring Selling Skills Sales Talent Training 215

Understanding the Sales Force

JUNE 11, 2012

Is it: Improved Selling Skills? New Sales Talent? Competition? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? So is there anything that KG brought to the table that a key sales leader couldn't introduce to his sales force?

Lead Rank 188

Lead Rank Incentives Incentive Sports 188

No More Cold Calling

OCTOBER 29, 2013

Because referral selling is, hands down, the most effective and least expensive way to attract and retain new clients. Relationships still power our lives—and our sales. Want to knock out your competition? It’s the only strategy that is guaranteed to shorten your sales process, and to eliminate sales and marketing costs.

Referrals 159

Referrals Decision Maker Social Media Small Business 159

Keith Rosen

SEPTEMBER 3, 2019

Your competitive differentiation, selling skills, product knowledge and more selling opportunities are not going to be enough to achieve your Q4 goals.

How To 97

How To Intent Selling Skills Competition 97

Pipeliner

OCTOBER 24, 2023

We had an enlightening discussion about the importance of sales leadership, the role of emotions in sales, and the impact of effective coaching on sales teams and organizations. It involves asking questions and helping individuals discover their own solutions, which is both a coaching and selling skill.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

Janek Performance Group

FEBRUARY 23, 2022

Now the economy is growing again and you are looking to hire more sales talent for your team. The bad news is your sales managers have maxed out their bandwidth with their current responsibilities and daily activities. This leaves you with a critical decision regarding how to ramp up the new sales hires.

Outsourcing Services 117

Outsourcing Services Hiring Training Harvest 117

Janek Performance Group

JANUARY 8, 2024

When it comes to sales, your ideal customer isn’t always the next one—it’s your current one. Studies have shown that, in today’s competitive landscape, it can cost five times as much for a company to attract a new customer as it does to preserve an existing one. But we all know how often that turns out to be true.”

Analysis 118

Analysis Segment Lead Rank Data 118

The Digital Sales Institute

NOVEMBER 13, 2023

The success of sales methodologies is usually determined by how well every salesperson is trained on it and by how much the sales methodology is consistently used by salespeople in the sales process. It includes: • Metrics: What is the prospect looking to gain from what you’re selling? How do they define success?

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

SBI Growth

JUNE 21, 2013

Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It’s June and you’re not sure your sales leader is going to last through the year. If you’re a CEO without selling experience, what you need may not be clear.

Hiring 320

Hiring Commission Compensation Account 320

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? For years, sales training presentations have been crammed into one- or two-day events.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Mindtickle

JUNE 28, 2021

The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. But with sellers entering more competitive markets, it’s time to hit reset. Not only should sales coaching be personalized to each rep, but it should also be backed by data. .

Coaching 52

Coaching Data Sales Coaching Conversion 52

The Sales Hunter

NOVEMBER 18, 2011

Why Selling During the Holidays is an Absolute Must. If you’re in a competitive industry where price and service mean the difference between making a sale and not making a sale, then it’s absolutely essential you don’t allow the holidays to work against you. .” ” Sales Motivation Blog.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Miller Heiman Group

NOVEMBER 7, 2019

When sellers tailor this content to each step of the buyer’s path and each buying influence , they deliver relevant messages and valuable insights at the right time to the right person—differentiating themselves from the competition. Meanwhile, too few organizations develop their sales managers’ coaching skills.

Sales Enablement 76

Sales Enablement Top of Funnel Conversion Lead Rank 76

Sales Training Connection

SEPTEMBER 23, 2013

Sales force performance is a bigger piece of the competitive advantage puzzle. Presently, it is extremely difficult to sustain a competitive advantage by product alone. In that regard it’s not that folks don’t think it’s important; they do – also is not primarily a lack of skill. Example – New Product Launches.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Mindtickle

MAY 25, 2021

Organizations with a dedicated sales enablement program increase average quota attainment between 45% to over 52%. Sales readiness and enablement are now an essential part of the sales ecosystem, influencing selling skills before, during and after buyer interactions to accelerate win rates and optimize the sales cycle as a whole.

Software 80

Software Software Conversion Hiring 80

The Sales Hunter

AUGUST 21, 2012

The same thing goes for how we run a sales meeting. Use the time together as an opportunity to help people improve their selling skills. For most salespeople, the sales meeting is their biggest interaction with you and the company as a whole. Make it a goal of the meeting to motivate the team and build culture.

Sales Meeting 214

Sales Meeting Meeting Motivation Selling Skills 214

Hubspot Sales

DECEMBER 8, 2017

In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. But there’s a simpler way to increase market share: Make your sales organization more optimistic. Turnover decreased and sales increased because Met Life focused on hiring for optimism, not just hard selling skills.

Hiring 105

Hiring Insurance Insurance Lead Rank 105

The Digital Sales Institute

JANUARY 18, 2021

The hard reality facing salespeople and sales leaders is that the selling environment has changed dramatically. The impact is an increasingly competitive market, meaning that every business has to fight their corner to avoid revenue decline, customer churn and competitor moves. Sales Training Programs – Online.

Training 98

Training Hiring Remedy Video 98

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

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. Common Challenges in Sales Closing Even the best sales reps face challenging sales scenarios, struggling to progress or close deals. Understand specific needs and tailor your approach to stand out.

Closing 52

Closing Training Lead Rank Negotiation 52

SBI

OCTOBER 25, 2017

(And even small improvements can yield big gains: research shows that at little as a 5% gain from the middle performers in your sales team can yield 70% more revenue.). Here are 3 key sales metrics you may be missing: 1. And they ranked it higher than lead generation, compensation, and sales methodology.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Understanding the Sales Force

JULY 22, 2013

The candidate must possess the minimum required sales DNA (the strengths that support successful selling) for their role at your company. The candidate must have the minimum required selling skills for the role. The candidate must meet all of the client-specific selling criteria for the role. Deal breaker.

Hiring 209

Hiring Face-to-face Territories Selling Skills 209