Sales Management Plus -- SMP

MARCH 5, 2024

Distribution is exceptionally competitive, and finding ways to maximize your sales opportunities can help you with that competitive edge. Here is an overview of its functionalities so you can unlock its potential for driving strategic sales growth. Upselling isn’t about pushing products.

Customer 52

Customer Distribution Analysis Discount 52

Allego

NOVEMBER 15, 2018

Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized , genuinely “just for me.”. What are the advantages of personalized sales training?

Training 59

Training Hiring Face-to-face Distribution 59

Distribution Pricing Journal

OCTOBER 9, 2023

Our recent article, “ Can Distribution Pricing Managers Work Remotely? ,” was clearly a hit. Several of our subscribers reached out to us to comment that although remote work provides the advantage of flexibility and location independence, certain elements of pricing management could be enhanced through face-to-face interactions.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Factor 8

MAY 11, 2021

This feels like a big deal… Twenty (cough) ish years ago during my first week as a Sales Manager, my colleagues (and assigned hazers) dropped a stack of Selling Power magazines on my desk. As the “fresh meat”, it was my job to distribute them on the floor. That’s right kids, real paper magazines. I was a little in awe.

Company 45

Company Training Distribution Study 45

BrainShark

APRIL 7, 2024

What’s the difference between a sales dashboard and a sales scorecard? Here are the definitions according to Google’s web dictionary: Sales Dashboard: a graphical summary of various pieces of important information, typically used to give an overview of a business.

Comparison 62

Comparison Data Report Trends 62

Allego

SEPTEMBER 18, 2017

The asset management industry’s ongoing evolution is creating significant change for distribution leaders. As you’d expect, the industry’s evolution is driving major change in the way firms train and support their wholesalers. Fund wholesalers in particular are under enormous pressure. Turnabout is Fair Game.

Training 48

Training Lead Rank Hiring Lead Scoring 48

Sales Management Plus -- SMP

OCTOBER 17, 2023

One of the most important advantages to running your sales process with SMP is the ability to leverage personalized sales insights using your own data. This empowers sales teams to make informed decisions and drive better results. It is grouped by sales rep, making it easy to distribute and discuss in team meetings.

Closing 52

Closing Distribution Report Follow-up 52

Hubspot Sales

OCTOBER 18, 2023

Dan told us that he had recently purchased 500 hams to distribute across the greater Phoenix, Arizona area on Christmas day — which was only five days away. And five days away from his ham-distribution deadline, Dan said he didn't have a plan yet. So I told him, “Dan, I don't think distributing 500 hams is something you should wing.”

Hubspot 101

Hubspot Ideal Customer Profile Scale Distribution 101

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. My life would be a nightmare without it,” says Wing, a ZoomInfo global sales manager who focuses on Europe, the Middle East, and Africa. But she also knew she needed to get up to speed very quickly. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

BrainShark

OCTOBER 25, 2022

There can also be a lot of crossover between product marketing and sales enablement, depending on the organization. For example, sales enablement is responsible for ensuring salespeople understand who they are selling to, new product features and the value they can provide, and the messaging around those features. .

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Marketing 62

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Sales Management Plus -- SMP

DECEMBER 5, 2023

Regularly reviewing branch performance is essential for a distribution company for several reasons. Fortunately, SMP gives you the flexibility to create your own data visualizations based on any of the sales data you would find inside SMP or your ERP system. Analyze Data : Use data analysis tools to compare performance across branches.

Distribution 52

Distribution Lead Rank Lead Scoring Analysis 52

SBI

JUNE 15, 2021

The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching. No matter what you’re selling, you need an effective sales team to discover your prospects’ needs, present possible solutions, answer questions, and close deals with new and existing customers. Sales coaching is not without its own challenges.

Sales Coaching 137

Sales Coaching Coaching Enterprise Enterprise 137

SBI

JUNE 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Hiring 86

Hiring Lead Rank Lead Scoring Scale 86

Jeffrey Gitomer

OCTOBER 4, 2011

Online Training. Tweet Share It seems as though there’s a slight sales surge going on, but no one’s talking about it much – probably because no one wants to jinx it. If you make a big sale and the customer calls for help and gets a grump in accounting or shipping, you lose. Be service ready not just sales ready.

Training 166

Training Hiring Social Media Loyalty 166

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. And just like their coworkers at headquarters or in the distribution center, salespeople need to be kept engaged and aligned to company values and goals. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Allego

MAY 27, 2021

Virtual teams are here to stay—and that means finding the right balance between live and asynchronous sales communication. This creates a new and unique challenge: Many of us are working with distributed teams and we may not return to in-person work anytime soon. Asynchronous Sales Communication Correlates With Growth.

Hiring 102

Hiring Harvest Distribution Video 102

Sales Management Plus -- SMP

FEBRUARY 13, 2024

SMP is a powerful distribution CRM system that can help streamline your sales and marketing efforts. They are easy to implement in SMP, but even if you’re not currently a user, distribution sales reps will appreciate the time these templates save. Download Your Templates Today! Here’s how it can help: 1.

Distribution 52

Distribution Case Study Webinar Metrics Follow-up 52

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

A Sales Guy

AUGUST 16, 2013

It’s a follow up to my post which, in a nutshell, I said sales people suck. It didn’t happen, well not entirely. ——————– “I agree sales people’s performance is not what it should be. Sales structure, systems and discipline can help. Look at Blackberry.

Lead Rank 121

Lead Rank Hiring Sales Management Lead Scoring 121

Pipeliner

MARCH 9, 2018

As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. At times, being reminded of 3 Steps to effective sales management can have a profound impact on your effectiveness. Sales Culture – What makes up your sales culture?

Sales Management 40

Sales Management Hiring SalesForce Policies 40

Allego

APRIL 21, 2022

Not only that, but for B2B sales, the desire for virtual communications extends to buyers. 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. Coaching distributed sales teams and providing feedback.

Hiring 71

Hiring Video Distribution Buyer 71

Allego

SEPTEMBER 8, 2022

One group particularly prolific is sales professionals. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter. We asked our sales leaders and reps which ones they prefer, researched them, and narrowed the list down to 18. Published weekly. Published biweekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Allego

FEBRUARY 2, 2021

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. Get Productive: New Ways to Support the Virtual Sales Process.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Braveheart Sales

DECEMBER 7, 2023

Organizations who engage in comprehensive sales training experience transformation. Sales coaches. Sales coaches possess a specific kind of passion that compels them to dive into the trenches with unrefined sales teams, time and time again. This month, we sat down with one of our very own sales coaches, Chris Mott.

Coaching 52

Coaching Hiring Guarantee Face-to-face 52

Sales Management Plus -- SMP

NOVEMBER 6, 2023

Your customers rely on you for special stock, custom solutions, delivery options, training and other unique services. You may have operational and sales reports, but if you’re like most distributors, you are probably not getting the most out of your data. Your ability to respond quickly to their needs is what sets you apart.

Data 52

Data Ideal Customer Profile Customer Distribution 52

Paul Cherry's Top Sales Techniques

MARCH 2, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Sales Store.

Account 63

Account Sales Management Training Pharmaceuticals 63

Allego

APRIL 14, 2021

The era of rep-centric sales enablement has arrived—and it couldn’t have come at a better time. With the uncertain economy, the rise in remote teams due to the pandemic, and tightening budgets, it’s more important than ever for companies to equip their sales teams to produce at the highest level. 1 Onboarding & Training.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Allego

SEPTEMBER 28, 2022

This article originally appeared on Sales & Marketing Management. According to a Bain & Company survey , 92% of B2B buyers prefer virtual sales interactions, with 79% of sellers also realizing its effectiveness. Sales teams must be equipped with tools to successfully close deals regardless of location.

Sales Enablement 71

Sales Enablement Hiring Video Sales Cycle 71

Allego

AUGUST 13, 2020

Sales enablement is having a moment. In February, just before organizations around the world began adjusting to most sellers and buyers working from home, I sat down with Forrester Principal Analyst Mary Shea to discuss sales training and productivity. Takeaway 2: Modern sales enablement relies on three core technologies.

Sales Enablement 77

Sales Enablement B2B Hiring ROI 77

Allego

APRIL 5, 2022

In episode 43, sales training consultant Dan Smaida shares insights from his 20-plus years of coaching financial advisors, wholesalers, and B2B account executives on how to win the complex sale. How do you make training fit in? He speaks all over the world on sales, relationships, and building sales training that works.

Google 62

Google Distribution Campaigns Training 62

The Pipeline

AUGUST 14, 2014

Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. Examples in sales may be lead to opportunity conversions, or proposals to close.

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Allego

JUNE 2, 2021

Today, Jackson leads the direction and strategy of a globally distributed learning organization, supporting more than 240,000 bank employees worldwide and developing learning content with strategic vendors. “I Jackson proudly displays his teller-training certificate on the wall in his home office. The Power of Experiential Learning.

Lead Rank 126

Lead Rank Banking Distribution Travel 126

LeadBoxer

JUNE 9, 2020

There’s a new buzzword on the minds of sales managers across the country: sales enablement. The idea is to provide your sales teams with the resources they need to excel. They just need a little help to develop their skills, and that’s where sales enablement comes into play. It’s not a new concept, just a new name.

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

Mindtickle

MAY 2, 2023

As a sales enablement leader, sales content is a big part of your job. Whether it’s creating it, training reps on it, monitoring its performance, or updating it, simplifying sales content management lets sales enablement leaders focus on other programs that help sellers actually sell. It went from 3.5

Top of Funnel 52

Top of Funnel Scale Case Study Distribution 52

Allego

NOVEMBER 2, 2018

In Part 1 of this series on national sales meetings and sales kickoffs , I recommended that you “beef up” the sales training you provide at national sales meetings (NSMs) or sales kickoffs (SKOs) by creating mobile video content that reps can review before the official training starts.

Sales Meeting 67

Sales Meeting Meeting Hiring Distribution 67

Allego

MARCH 5, 2020

There are over 11,000 open jobs on LinkedIn with the term “sales enablement” in the description. Sales enablement as function and as a profession is having a moment. Shea serves B2B marketing and sales professionals with a focus on how business leaders must adapt to the empowered buyer. The first is sales engagement.

Sales Enablement 87

Sales Enablement Hiring Distribution Buyer 87