Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

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Sales Management Hiring Promotion Coaching 111

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable.

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Coaching Construction Pivotal Positioning 257

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

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SalesManager Sales Management Strategy How To 52

Hubspot Sales

JUNE 29, 2018

One-on-One Meeting Questions. A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t. In my experience, one thing great managers understand that their ineffective counterparts do not is the value of one-on-one meetings. Tell me about last week.". What about this week?

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Meeting Lead Rank Sales Qualified Lead Call-back 95

Sales and Marketing Management

OCTOBER 12, 2018

Certainly, being articulate is an ingredient in the sales success recipe, but that is not the one that makes someone a sales rock star. Those of us within the profession know that what you say to a prospect is not the secret to winning in sales. Try telling these executives and you’re in for a very short meeting.

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Buyer Construction Exercises Positioning 266

Sales and Marketing Management

JUNE 29, 2020

This “agile onboarding” approach uses online content, eLearning, video and web conferencing to sequentially prepare new reps for various career milestones (first prospecting call, first discovery call, first presentation, etc.). How COVID-19 could reshape sales. Click on any of the articles below to read more from our special report.

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Construction Policies Travel Coaching 156

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?

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Sales Management Hiring Lead Rank Forecasting 115

criteria for success

APRIL 13, 2022

As a sales manager, one of your most important responsibilities is to develop people. We like to say that sales managers should focus less on developing sales and more on developing salespeople. For sales managers who started out as salespeople, though, this can be especially hard. Let's Talk Sales!

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Ideal Customer Profile eBook Motivation Forecasting 98

Sales Hacker

JUNE 20, 2018

Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale.

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Sales Meeting Meeting Banking Construction 52

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Industries with the slowest growth were Construction and Financial Activities. The industries that saw the largest dips in traffic were Construction (-12%), Financial Activities (-11%), and Manufacturing (-7.2%). Prospect, prospect, prospect. Calls go unanswered. Web Traffic.

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Data How To Call-back Collateral 122

criteria for success

JULY 26, 2022

Sales Communication with… 1. Do your salespeople send clear, actionable follow-ups after meetings? How well do your salespeople introduce themselves and your company to prospective clients and partners? Can your salespeople effectively talk to prospects and answer questions about your offering?

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Lead Rank Lead Scoring Scale Construction 98

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Construction equipment is different from SaaS.

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Social Media Ideal Customer Profile Decision Maker Referrals 71

Alice Heiman

APRIL 22, 2020

When people do a good job, recognize them quickly and publicly in your group Zoom meetings. And, for the foreseeable future, every sale should be a cause for celebration. 3: Share constructive insights with your team and customers. Don’t forget about sales coaching, which is a pillar of sales success.

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How To Construction Customer Service Coaching 166

SalesLoft

AUGUST 22, 2022

Done well, 1:1 sales coaching can make every seller a top performer. . But for many of the sales managers we talk with, the current state of coaching isn’t working. Managers are spending hours listening to call recordings, cross checking multiple spreadsheets, and digging through hand-written notes to prepare for 1:1s.

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Sales Coaching Coaching Scale Churn 97

Hubspot Sales

OCTOBER 19, 2020

How should an organization approach sales coaching to achieve these outcomes? Is it up to managers to provide all the coaching reps need, or are they better off bringing in outside support? Able to Give Positive and Constructive Feedback. They don’t have coaching skills: A good manager is not always a good coach.

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Sales Coaching Coaching Construction How To 129

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Clearly articulate how your sales process works. Let's dive in.

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Lead Rank Sales Qualified Lead Lead Scoring Leads 98

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. What is B2B Sales Training?

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B2B Training Top of Funnel B2C 52

Highspot

MARCH 26, 2024

Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching and training to improve sales performance and increase win rates.

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Sales Coaching Coaching Training Exercises 52

Janek Performance Group

SEPTEMBER 1, 2021

This places an additional burden on sales managers to do more with their coaching, which is like being short on peanut butter while having a full jar of jelly. In that spirit, here are seven high-impact activities for sales managers to prioritize in their coaching: One-on-One Meetings. Team Activities.

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Coaching Sales Coaching Buyer Persona Call-back 62

Xactly

MARCH 29, 2018

However, in sales, no leader wants to be considered a fool. Rather than scheming up some pranks for the office (we’ll leave that to you), we’re focusing on how you can avoid being a sales management fool with these 10 tips! As a sales manager, take time to show appreciation for each reps’ individual efforts.

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Sales Management Incentives Incentive Top of Funnel 45

Julie Hanson

MARCH 4, 2021

5 Tips for Successful Virtual Sales Role-Plays: It’s time that we change our tune about the dreaded sales role-play! As the sales manager, it is your responsibility to push for this shift. So instead of vague instructions like, “You’re meeting with a distrusting customer,” get specific!

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Video Construction Exercises Objections 77

Alice Heiman

MARCH 16, 2021

As we know, sales is a very communicative role that often requires in-person conversations to build relationships and read body language. And having business development calls or sales team meetings from the kitchen table while family members are whirling around isn’t an ideal work environment. Blue Light Glasses .

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Cancellation Video Guidelines Face-to-face 147

Chorus.ai

MAY 17, 2021

In it, Michael and Jan meet with Christian. Christian is a key prospect—getting him on board will not only be a great win for the team, but it will also potentially save jobs at Dunder Mifflin. Having originally arranged to meet in a hotel room, Michael astonishes Jan by taking Christian to Chili’s.

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Motivation Construction Call-back Commission 96

Janek Performance Group

OCTOBER 4, 2021

In addition, managers should set specific expectations based on their KPIs and other indicators and share these with the team. This helps keep reps engaged with the pipeline review and prepare for the meeting, which also ensures they are regularly reviewing the status of deals and the activities pursued. What are the next steps?

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Pipeline How To Forecasting Construction 118

Braveheart Sales

JANUARY 2, 2018

Here is a quick checklist for sales managers to make sure you have everyone focused correctly. Each individual salesperson must know what’s expected of them regarding sales. This includes where the sales need to come from – will it be from new clients, an expansion of existing clients, or some combination of the two?

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Sales Management Insurance Insurance Fashion 40

BrainShark

JULY 4, 2023

Research firm CSO Insights offers a more formal definition: “Sales coaching is a leadership skill that develops each salesperson’s full potential. ” Coaching is often led by sales managers and facilitated by sales enablement professionals. Why is sales coaching important?

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Sales Coaching Coaching Hiring Video 62

Allego

JUNE 2, 2022

Although marketers conduct online research to supplement upcoming content, unless they consult with reps and sales managers—people with firsthand understanding of the sales cycle and buyer interactions—they’ll continue to put out materials that aren’t used, wasting time and effort. Construct More Agile Content.

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Sales Enablement Marketing How To Construction 62

Nutshell

FEBRUARY 22, 2023

It enables you to give instantaneous feedback or take notes while on the phone and, after, have a constructive conversation about their strengths and areas for development. Call recording feature Being a manager means having more responsibilities, from routine duties to dealing with unexpected crises—and of course, those pesky meetings.

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Call Monitoring Software Software How To 62

LeadFuze

DECEMBER 31, 2021

Sales reps need to be organized and focused in order to sell. That’s why mastering the sales pipeline is so important. Need Help Automating Your Sales Prospecting Process? A sales pipeline is a representation of the stages that prospects go through as they become customers. Establish a routine.

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Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

Hubspot Sales

OCTOBER 13, 2020

That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Use a sales training template. Brian Bennett, a sales manager at HubSpot, says, "Plan where you want to go and what you want to achieve, and then work backward.

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Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

Inside Sales 101

Inside Sales Sales Enablement Face-to-face Call-back 101

Openview

FEBRUARY 7, 2018

While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well. Introduction and Pipeline Review (Sales Leader).

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Data Guidelines Construction Marketing Qualified Lead 78

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Cold Call Script Examples How to Create a Cold Call Script The Best Cold Calling Script Ever Cold Calling Script Variation Cold Calling Script Templates Cold Calling Tips Once you have a list of prospects to call, it's time to reach out.

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Apptivo

APRIL 27, 2023

Just as a bridge must be carefully constructed and maintained to ensure its strength and longevity, a successful customer relationship requires careful attention and nurturing. Moreover, reviewing features assures that they’ll have a solution that exactly meets their requirements besides avoiding the wastage of resources.

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Software Software CRM System 52

Showpad

MARCH 19, 2020

In this way, the company’s sales representatives may receive training no matter where they are while sales managers are able to assess team performance through quizzes, tests and surveys that help identify learning gaps and highlight potential team weaknesses. Pursuing Digital Insights.

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Company Strategy Face-to-face SalesForce 71

Anthony Iannarino

MARCH 14, 2020

Some of the advice will be supported by “data,” a survey used to prove the idea, even if it is weak, poorly constructed, and taken out of context. In part, your job as a consultative salesperson is to inform your clients and prospects. You Know More or Should. No Part of Your Advice Requires Waiting.

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Buyer eBook B2B Construction 99

CommercialTribe

DECEMBER 22, 2020

It’s not that Adam doesn’t know how his company’s capabilities differ from the competition, he’s just having a hard time articulating which business initiatives would lead a prospective customer to select his company. A new sales manager might feel unease or a sense of imposter syndrome when critiquing a more tenured rep.

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Coaching Lead Rank Lead Scoring ROI 94