Anthony Cole Training

SEPTEMBER 16, 2022

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

Sales Management 294

Sales Management Coaching Conversion Sales 294

Janek Performance Group

APRIL 10, 2025

Like the rest of us, sales managers and their teams are creatures of habit. With so many sales teams currently working remotely, managers need to be mindful of how such changes affect the day-to-day activities that keep their teams productive, such as offering praise and using technology.

Coaching 62

Coaching Sales Management Groups Microsoft 62

Sales 2.0

FEBRUARY 15, 2023

Paul has a great perspective on all things sales as he’s had many roles associated with the function, including running sales enablement, carrying a bag, managing sales teams, running his own sales consultancy, and starting his own sales enablement SaaS company. I think that’s a really good use of AI.

Conversion 195

Conversion Amdocs Territories Forecasting 195

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. What is conversation intelligence?

Conversion 62

Conversion Lead Rank Lead Scoring Coaching 62

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. It’s there, you can do it.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Steven Rosen

APRIL 6, 2024

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions.

Conversion 156

Conversion Influencer Coaching Call-back 156

Understanding the Sales Force

MARCH 16, 2025

Senior Sales Leadership must be visible and participate in all sales training to show that the training, and more importantly, application and execution of the training, is not optional. Sales Managers must be trained to properly and consistently coach their salespeople to the content of the training.

Training 230

Training Revenue Face-to-face Decision Maker 230

Sales 2.0

JANUARY 14, 2025

Sales history Ive been looking at some of the small healthcare accounts that my client serves. After some initial analysis and some conversations with sales management, it has become clear that one type of healthcare account is more likely going to have a shorter sales cycle than the other types of account.

Collateral 195

Collateral Account Territories Segment 195

SalesFuel

OCTOBER 20, 2024

In this podcast for sales managers and executive leadership, Audrey Strong, C. Discover practical exercises like 'The Agreement' and 'Fake You' to enhance your communication skills. Whether you're a leader or team member, this episode will expand your knowledge of how to foster a culture of trust and openness.

Conversion 59

Conversion Exercises Hiring Twitter 59

Understanding the Sales Force

MAY 30, 2025

Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. Said another way, there is no penalty for missing quota unless they get terminated which, if most of the sales team is guilty of missing quota, is unlikely to occur. Are They Motivated? Can It Be Fixed?

Quota 175

Quota Compensation Motivation Groups 175

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

MTD Sales Training

MAY 29, 2023

As sales directors or sales managers , we all think we know what success looks like. Much depends on whether you are measuring the sales performance of an individual rep, team, or department. 1: Sales Activity Number This is one of the simplest metrics to track.

Cost per Acquisition 156

Cost per Acquisition Cost per Lead Lead Rank Sales Qualified Lead 156

Understanding the Sales Force

JANUARY 15, 2025

Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation. Informed: These are written by bonafide sales experts who know that BANT is as outdated as a horse-drawn carriage and a manual typewriter. Some suggest that it’s a great qualifying process.

Sales Process 175

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 175

Understanding the Sales Force

APRIL 6, 2025

” Consistent sales coaching in the context of the sales process Hold salespeople accountable for: Following the sales process Entering progress in CRM in real time Pipline Reviews and debriefs YOY change in pipeline quantity YOY change in pipeline quality YOY change in sales cycle length YOY change in conversion ratios from stage to stage of (..)

Government 175

Government Sales Leadership Coaching Sales Coaching 175

MTD Sales Training

NOVEMBER 2, 2021

Motivation Communication Sales Meetings Sales Team Motivation Motivating a sales team is mission critical to your success. However, it is very easy for a sales manager to THINK that they are sufficiently motivating the team simply because no one offers any objection or criticism. Whatever you do, listen actively.

How To 156

How To Hiring Motivation Lead Rank 156

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. Sales coaching is a very difficult skill that very few sales managers master. Your company has rolled out sales manager coaching training. Possible Solutions: Any coaching training must include the second line sales managers.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Understanding the Sales Force

APRIL 3, 2025

Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success. Sales Model – a blueprint of daily activities and outcomes required for sales success.

Sales Process 254

Sales Process Lead Rank Customer Lead Scoring 254

Sales 2.0

OCTOBER 25, 2021

In recent times sales reps have switched to email prospecting logically reasoning that the increased volume of messaging from email will generate more leads, unfortunately, email conversion rates have dropped below 0.1% Sales management. Sales people need support in order to change their results.

Territories 396

Territories Compensation Scale Decision Maker 396

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 57

Sales Management Forecasting Face-to-face How To 57

Steven Rosen

FEBRUARY 27, 2022

Like many companies, you bring the sales management team in for a meeting and present the marketing plans. You probably plan a kick-off meeting for the sales force early in the year to do the same. If you have one sales manager, there is no need for alignment. Step 2: Alignment. Step 4: Track. Step 5: Review.

Strategy 408

Strategy Scale Objections Maximizer 408

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Reduce onboarding ramp time.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Pipeliner

MARCH 12, 2025

They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers. Here are the main points from the discussion and the takeaways, along with some practical tips from their conversation. This change will help establish trust.

Video 105

Video Training Lead Rank Lead Scoring 105

MTD Sales Training

NOVEMBER 25, 2021

“How do I motivate my sales team who are remote, or field based?” It’s a question our trainers get asked a lot and is a very popular topic in our Sales Management Training that we delivery. Have regular sales meetings , if not in person, then by teleconference or virtual and combine the information from #1 and #2.

Motivation 156

Motivation Incentives Incentive Lead Rank 156

MTD Sales Training

NOVEMBER 28, 2024

Strong sales leadership skills create a cohesive team that can adapt to challenges, drive results, and achieve strategic objectives. Our Sales Management Training Courses can future proof your leadership skills so you are prepared for the now and what’s to come. After all, as a sales manager you need to lead by example.

Negotiation 156

Negotiation Social Selling Networking Trends 156

Zoominfo

FEBRUARY 18, 2025

Why Outbound Call Tracking Matters for Sales Teams Outbound call tracking software provides several key benefits, making it essential for modern sales teams. Typical benefits of these tools include: Increased Productivity: Automates call logging and follow-ups, freeing sales reps to focus on conversions.

Outbound 130

Outbound Software Software Hubspot 130

MTD Sales Training

OCTOBER 18, 2023

This could be as simple as remembering their name or referring back to a previous conversation you had with them. Nurturing relationships In sales, relationships matter. Scripting out what you want to say ahead of time will help you stay on track and keep conversations from going off-course.

Hiring 156

Hiring Referrals SalesForce Discount 156

Steven Rosen

MAY 1, 2024

He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. Managing high-performing sales reps requires understanding and appreciating their drivers and demands rather than being threatened by their assertiveness.

Video 296

Video Face-to-face Coaching Territories 296

Steven Rosen

SEPTEMBER 20, 2022

Inflation, supply chain issues, the great resignation , competing demands, information overload and resulting overwhelm have consumed most sales leaders. I don’t care if you are the head of sales or a front-line sales manager. Being comfortable with having BOLD conversations. BOLD Conversations.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

MTD Sales Training

MARCH 3, 2020

Another sales transition statement that could work is: “I suggest we go ahead and plan the next stage” Notice this is not a question but a positive-focused statement that drives the conversation forward. Alternatively, we have a number of Online Sales Training solutions that can help you.

Closing 156

Closing Face-to-face Advertising Advertising 156

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. It starts with the front-line sales manager reviewing each member of their sales team.

Territories 336

Territories Quota Coaching Sales 336

MTD Sales Training

FEBRUARY 12, 2018

Sales Meeting Review There are essentially two things you should critique about your sales meetings after you’ve met with a prospective buyer…the how and the what. The ‘how’ is the process that the meeting took, how you conducted the conversation, what worked well and what didn’t. Let’s look at the HOW first.

Sales Meeting 156

Sales Meeting Meeting How To Decision Maker 156

Steven Rosen

JULY 12, 2022

What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans. Sales managers spend a considerable amount of time preparing for a mid-year performance review.

Objections 276

Objections Coaching Sales Management Course 276

Partners in Excellence

JANUARY 2, 2025

What if we give our people more autonomy in how they manage their deals, days, what they do? We script every conversation, yet the customers we are engaging don’t have the same script. Sometimes it’s as simple as shifting our conversations. For example, “You must follow the sales process!”

Government 127

Government Education Pipeline Segment 127

The Pipeline

NOVEMBER 19, 2020

For instance, a VP of Sales is going to look for things that can increase sales and reduce the cost of sale, or put another way, increasing sales and margins. While a regional Sales Manager will look for features and functions that will help them succeed and be much more price-conscious. . Prospecting.

Lead Rank 398

Lead Rank Lead Scoring SME Margin 398

Understanding the Sales Force

MAY 4, 2025

So I put two and two together and and instructed Grok3 to do the following: “read my blog articles at [link] and using my voice, write a new article about the similarities between the MLB replay centers call challenge analysis and a sales manager debriefing a salespersons sales call.” Sales managers feel that too.

Decision Maker 175

Decision Maker Call-back Gatekeeper Analysis 175

MTD Sales Training

AUGUST 19, 2024

According to the Brooks Group , “Self-regulated salespeople are able to avoid bringing their negative emotions—such as fear, anxiety, or irritation—to sales conversations.” Motivation: Driving Sales Success One thing that’s key to a successful sales career is motivation.

Exercises 156

Exercises Lead Rank Lead Scoring Motivation 156