Sales Training Connection

JANUARY 18, 2012

Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? And for sales managers who have many sales people reporting to them or who cover large geographies intimacy with accounts is even more difficult.

Sales Management 86

Sales Management Coaching Study Territories 86

Sales Training Connection

FEBRUARY 24, 2012

High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. A good starting point is to reflect on their performance as a sales manager.

Sales Management 82

Sales Management Sales Coaching Coaching Face-to-face 82

Sales Training Connection

FEBRUARY 2, 2015

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.

Sales Management 50

Sales Management Construction Sales Leadership Territories 50

Cincom Smart Selling

FEBRUARY 9, 2016

I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds. Effective Channel Management.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Sales Hacker

MARCH 12, 2020

If you’re in a position to fill a sales role, you’re likely already feeling the pressure, because your revenue targets are built on the assumption that your team is fully staffed. Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity.

Hiring 76

Hiring Compensation Territories Sales Talent 76

Customer Centric Selling

DECEMBER 24, 2012

Sales Training Article: Great Sales Teams Need Great Managers By Andris A. Lorimer, Harvard Business Review Blog Network If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose?

Sales Management 55

Sales Management Hiring Sales Talent Energy 55

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

Your Sales Management Guru

NOVEMBER 3, 2014

Sales Recruiting: Scoring your Interviews. In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. New territory development/Hunter experience.

Lead Rank 82

Lead Rank Lead Scoring Hiring Territories 82

The Pipeline

JANUARY 2, 2012

Start of the year, not a time for a lot of talk, time to do, no secret there, so rather than wasting time pontificating, here are three things to do this week to kick start your sales year. Fire everyone in your pipeline that you thought definitely close by year end 2011. Sales Leadership. Sales Management.

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Pipeline Hiring Cold Calling Top of Funnel 219

The Pipeline

DECEMBER 12, 2011

First thing we need is a definition of value. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Tool.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. You've trained your salespeople on the key actions required to move prospects from stage to stage. Lifecycle stages help you organize your contacts based on the stage of your sales process they're in. The definition of a "lead" depends on how you acquire customers.

Sales Process 139

Sales Process How To Hubspot Hiring 139

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. Nigel: That’s why you definitely have to show you’re human.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Xvoyant

JULY 2, 2020

Given that, it’s surprising how little time and energy companies spend developing sales professionals into the best possible corporate athletes that they can be. Oh, sure, we throw money at the sales department. We train them, often without reinforcement. Let’s start with this definition. Lead management.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

SugarCRM

SEPTEMBER 28, 2023

A foolproof way to facilitate remote work is through regular virtual meetings, ongoing training, and proactive assistance. Apart from that, communication and insights play a definitive role. Through around-the-clock support and access to information.

CRM 26

CRM Top of Funnel Face-to-face Analytics 26

Sales Training Connection

OCTOBER 4, 2016

If customers change their buying process, you need adapt and adjust you sales process. If you commit to developing a more effective sales process, there are two fundamental best practices that deserve attention. Start with definitional clarity. ©2016 Sales Momentum ® LLC.

Sales Process 113

Sales Process Scale Territories Sales 113

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

Emissary

JUNE 26, 2023

Sales Enablement In the last half of the year, enablement morphs from driving methodologies and broad rollouts, to running office hours and tactical/practical support to working behind-the-scenes to prepare for the following year. Enablement’s job is to worry about the things that sales managers just can’t spare the time for.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Hubspot Sales

OCTOBER 26, 2020

Before we get to a few tips for improving win rate in your company, let's revisit the definition of a win rate, explain how to calculate it, and remind you of a few best practices when it comes to setting goals and criteria for your win rate. Be Consistent with Your Win/Loss Definitions. Don't make assumptions. Establish exit criteria.

Hubspot 127

Hubspot Decision Maker How To Follow-up 127

Your Sales Management Guru

JANUARY 3, 2012

Sales Goals. 3.1.7 Sales Organization. 4.1.1 Market definition. 4.1.2 Territory definition. Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player). Training Plan. 8.1.1 Sales skills. 8.1.3 Sales Process. 8.1.4 Sales Certification.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Hubspot Sales

MAY 24, 2019

Recruiting is a commitment; it should consume about a fifth of the sales leader's time, and the process should be as well organized as the company's sales methodology and forecasting systems. The following mini tutorial is taken from my online video training program for sales managers. How to Build a Sales Team.

Hiring 100

Hiring Ideal Customer Profile How To Scale 100

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Sales Leadership. Sales Management.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Pipeliner

JULY 29, 2018

Defining Pipeline Management: To engage in pipeline management effectively, you have to be selling multi-stage opportunities. Many people will try to include accounts or territories into the pipeline, but for it to be effective, it has to be a collection of opportunities with a concrete beginning and end, and steps along the way.

Pipeline 45

Pipeline Forecasting Lead Rank Lead Scoring 45

Hubspot Sales

NOVEMBER 17, 2020

Canvassing is also economical, as it doesn’t require any additional money spent hiring and training sales consultants or creating new departments. The teams that already exist within your sales department can participate in canvassing, from salespeople to sales managers. Sales Canvassing Tips.

Cold Calling 95

Cold Calling Buyer Persona Hiring Face-to-face 95

The Pipeline

DECEMBER 19, 2011

For me it has always been easy based on what I was trained and have practiced since. First discipline is to understand the average length of your sales cycle, and by definition the average and optimal length of each stage of the sale. Sales Leadership. Sales Management. Sales Meetings.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

Sales Hacker

NOVEMBER 6, 2017

Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. 12 Expert Tips For Managing a Successful Sales Team. “Training matters”- David Baga.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Vengreso

DECEMBER 2, 2020

With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success. Contrary to popular belief, you don’t have to be a born leader to devise a master marketing plan or hit your sales objectives. Generally, this is focused on a 1-2 year horizon.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

The Pipeline

OCTOBER 5, 2011

Sales 2.0 , Tibor Shanto , Video. I most definitely agree with all that was declared concerning cold calling. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sell Better.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Pipeline

APRIL 8, 2011

When I returned home from my tour and got back to my job as the manager of a marketing team, I carried with me the lessons I learned in attempt to win the hearts and minds of the Iraqi people. We took two definitive steps to get the Iraqi people to willingly let us help them get their infrastructure up and stable. Sales Leadership.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Pipeline

MAY 20, 2011

For a free copy of his Client Breakthrough report and training videos head over to [link]. Definitely the era of Mr & Mrs “Know it all” has begun! Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Keith Rosen

SEPTEMBER 20, 2019

I’ve been working with two of my front-line sales managers,” Hans began. As with many salespeople who move into management, this new manager was trying to avoid being the Chief Problem Solver, and doing the job of their salespeople, out of fear they’d screw up a sale or a relationship with a customer.”.

Coaching 83

Coaching How To Conversion Follow-up 83

The Pipeline

JUNE 3, 2011

Definitely cut down on the length and save something to talk about on the phone!! Email can be a great way to keep in contact between phone calls and it’s definitely very easy for prospects to respond to! Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Crunchbase

MARCH 1, 2023

She managed to bring in the first five customers — not an easy task at a new startup — and built credibility among Techstars executives who selected Flyte as one of the top 10 companies that went through the accelerator program.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Highspot

DECEMBER 21, 2022

In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find. Unless you invest in a good training program (and your people). sales guidance.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Keith Rosen

MAY 8, 2019

Here’s a profound and valuable story that any business owner, manager or sales management team would want to hear about, especially as it relates to hiring, training and building a top performing team. It was during the management workshop I was delivering on the first day of this week long conference.

Hiring 94

Hiring Coaching Positioning Consumer 94

Don on Selling

OCTOBER 26, 2018

This is not that great because the average sales development representative will need 3.2 How to reach the highest level of productivity – you definitely should have a look at our tips. In the year 2010, a survey was conducted on the average tenure for sales representatives, and it revealed that 44% of them had a 3-year tenure.

Hiring 58

Hiring Survey Promotion Study 58

Sales Hacker

APRIL 27, 2020

Especially when the job covers so much territory. But it’s important to remember why the sales enablement role exists — to help your salespeople succeed. As Roderick Jefferson says, There are 4 Ps to ensure sales enablement success: PEOPLE, PURPOSE, PROGRAMS, & PLATFORMS. Don’t forget you’re in the “people business”.

Sales Enablement 88

Sales Enablement Hiring Government Scale 88

Keith Rosen

JULY 27, 2013

As a result, she was offered a promotion from Regional Sales Manager to National Account Manager. With this promotion came a territory change as well as a new type of prospect. Where her average sale used to be about $10,000 – $20,000, now her average sale was approximately $250,000.

Coaching 131

Coaching Sales Coaching Call-back Promotion 131