Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

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Hiring Sales Management CRM Scale 120

SalesFuel

MARCH 6, 2024

They use customer and industry research to inform cross-sell and upsell strategies in current customer accounts,” Murguia explains. It’s no surprise that this habit pushes sellers to meet sales quotas. To brush up on your research skills, download the free ebook “The 7 C’s of Pre-Sales Intelligence.”

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Quota Hiring Networking Referrals 96

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. Check out more cold calling tips in our eBook – 9 Cold Calling Tips and Tricks to Generate More Leads.

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Cold Calling Guidelines Prospecting Face-to-face 264

Steven Rosen

OCTOBER 28, 2012

Hiring is one of the most important activities that a sales manager conducts. Concerns associated with lost sales in a vacant territories puts a lot of pressure on the sales manager to quickly fill the vacancy. One knows the products, customers and the industry. They bring the infamous industry baggage.

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Hiring Territories eBook Coaching 288

criteria for success

MAY 24, 2021

He’s now the founder of Lead T a c Leadership Development , where he provides training and coaching to leaders in all industries. CFS Resource Recommendations: Our original eBook on The Ultimate Guide to Sales Management. The Ultimate Guide to Sales Management. An Original CFS eBook. CFSPlayBook.

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Airlines eBook Lead Rank Webinar Metrics 98

criteria for success

FEBRUARY 17, 2021

Here at CFS, we provide sales training and management consulting for companies of any size, across all industries. We also offer an array of accessible resources such as eBooks, webinars, podcasts, workbooks and templates, and more. Go a step further and download the eBook. Our newest resource is our video library.

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Video Workbooks eBook Webinar Metrics 90

Anthony Cole Training

MAY 19, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

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Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

criteria for success

SEPTEMBER 20, 2021

Happy Monday, Let's Talk Sales listeners! Ted is the President of Ted Kaye Sales Management Training LLC , guiding clients to reach their desired business goals. . He also taught graduate-level classes in sales and advertising management. . Happy Monday, Let's Talk Sales listeners! Subscribe to our blog

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Advertising Advertising Social Media Twitter 98

Sales 2.0

OCTOBER 22, 2014

He says in the future people will look back at this time period and see it as the era of massive change, something like the industrial revolution. He believes companies and sales people need to wake up to the fact that buyers are now in control of the purchasing process and act accordingly. They were once top sales people.

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Lead Rank Cold Calling Lead Scoring CRM 300

criteria for success

FEBRUARY 8, 2022

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. Color coding your calendar and blocking off time can also help your time management. Check out our eBook on time management! Time Management.

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Prospecting Lead Rank Lead Scoring eBook 105

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. The same is true in sales management.

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Face-to-face Social Media Oracle Hiring 278

criteria for success

SEPTEMBER 9, 2022

How to Create a Sales Prospecting Action Plan. We recommend that salespeople, sales managers, and anyone else in a selling capacity create a Prospecting Action Plan every month. What is your target industry? What industry events (such as trade shows) do they attend? The Philosophy. How can you help them get it?

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Prospecting How To Sales Qualified Lead Face-to-face 97

The Sales Hunter

FEBRUARY 19, 2013

This is why I am so emphatic about sales managers putting far more importance on hiring people with strong ethics and integrity than product or industry knowledge. Sales leadership is something I value and I hope you do too. If you want to read more, check out a new eBook on the subject: Yes!

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Sales Leadership Hiring eBook Industry 190

criteria for success

APRIL 11, 2022

In this episode, we cover: Adapting your business to industry changes. Bridging the gap between sales and acquisitions. Lessons in sales and business leadership. CFS Resource Recommendations: Check out our eBook on How to Develop a Healthy Sales Culture. How to Develop a Healthy Sales Culture. CFSPlayBook.

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B2C Social Media Twitter eBook 98

Your Sales Management Guru

JUNE 23, 2014

for the first time sales manager, chapter 24. New EBook: This week I thought I would share with my reader’s one chapter from my new book: SLAMMED!!! For the first time Sales Manager, there are 56 additional chapters in this book. Best practices are consistent regardless of industry. Teamwork prevails.

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Sales Management Scale Energy Objections 82

SBI

APRIL 21, 2019

Bigtincan’s ground-breaking functionality helps salespeople be more efficient and effective, marketing can optimize their content creation and know what’s being used, and managers can coach and reinforce at scale. Sales Enablement. Industry News. Sales Enablement. Sales Enablement. Sales Enablement.

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Video Scale Sales Enablement eBook 100

Anthony Iannarino

APRIL 16, 2019

There is a reason why ants do better than grasshoppers; one is industrious, the other spends all their time playing. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. This eBook will help you Seize Your Sales Destiny, with or without a manager.

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eBook Compensation ACT Course 88

Anthony Iannarino

JULY 7, 2020

One of the challenges we face in consultative sales is that we have done our homework by reading and tracking all the trends and factors that might harm our clients. We also have experience working in our industry to recognize certain patterns that our clients haven’t yet recognized. Get the Free eBook! You need help now.

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Lead Rank Lead Scoring How To eBook 105

Anthony Iannarino

SEPTEMBER 4, 2020

Your professional training probably focused on your company’s product or service, so maybe you’ve never even thought about general business concepts, or industry verticals, or the trends and factors that are going to impact your client’s business and their future decisions. Get the Free eBook! Learn how to sell without a sales manager.

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eBook Trends Face-to-face Sports 93

Anthony Iannarino

AUGUST 3, 2020

You can live, thrive, and survive without leads in most industries, provided you continually do the work to build lists of potential clients. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. Targets Are Better Than Leads. You need help now.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 122

criteria for success

OCTOBER 21, 2021

If you’re like most of the sales managers we talk to, you’re looking for a repeatable, effective sales prospecting process. Start by identifying the industry, company size, and role. Sales Prospecting eBook. And if you want to get to CEOs, a meetup group may not be the best way to go. Download Now.

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Prospecting Sales Qualified Lead Ideal Customer Profile Exercises 105

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. Check out more cold calling tips in our eBook – 9 Cold Calling Tips and Tricks to Generate More Leads.

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Cold Calling Guidelines Prospecting Face-to-face 100

SBI Growth

OCTOBER 25, 2013

When you do, you will get access to the Sales Leader Execution Kit. When you hired your sales leader, perhaps you made some mistakes. You focused on things like: Industry experience. As your sales leader has settled in, it has become apparent he is “green.” Consider providing him with this ebook for starters.

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Hiring How To eBook Follow-up 303

Anthony Iannarino

JUNE 11, 2020

Your contacts have the experience of working in their industry and their business, and it would difficult for you to match their years of experience. The same is true in the other direction, with you having more knowledge and experience in your industry, something your clients can’t match. Get the Free eBook! Download Now.

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How To eBook Decision Maker Consultative Selling 77

criteria for success

MARCH 27, 2020

Read on to learn more about this week's Let's Talk Sales inspiration! an American business magnate, industrial designer, and inventor. Take our Let's Talk Sales Podcast Listener Survey! Resources on Storytelling in Sales. eBook – The Ultimate Guide to Storytelling in Sales. Steve Jobs Quote.

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eBook Influencer Survey Resources 52

Anthony Iannarino

JUNE 28, 2020

Executing this strategy means first building the insights you need to be able to provide a conversation about your client’s industry, their vertical, their clients or customers, and the trends and factors that will require them to change over time. ” Get the Free eBook! Learn how to sell without a sales manager.

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Meeting Strategy eBook Trends 106

Anthony Iannarino

SEPTEMBER 11, 2019

You can also learn about their industry, gaining an understanding of the challenges they might be experiencing. Even though you may not be an expert in your industry yet, you should look and sound like someone who is on the path to becoming one. Get the Free eBook! Learn how to sell without a sales manager.

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eBook Fashion Cold Calling Call-back 97

criteria for success

MARCH 6, 2020

Read on to learn more about this week's Let's Talk Sales inspiration! American business magnate, industrial designer, and inventor. Take our Let's Talk Sales Podcast Listener Survey! Resources on Storytelling in Sales. eBook – The Ultimate Guide to Storytelling in Sales. Steve Jobs Quote. – Steve Jobs.

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eBook Influencer Survey Resources 52

Allego

JANUARY 21, 2021

That’s the dilemma leaders in the financial services industry face as they encourage their client-facing networks to transition from traditional approaches to the next-generation of financial advisor technology. Sales Manager, Manage Thyself. How do you stand behind someone without looking over their shoulder?

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Face-to-face Analytics Film Lead Rank 139

Anthony Iannarino

NOVEMBER 19, 2019

Not only can you share insights from others as a way to nurture your dream clients, but you can also demonstrate that you are someone who is on top of their industry, their client’s industry, and paying attention to what’s important. Get the Free eBook! Learn how to sell without a sales manager. You need help now.

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Tools Case Study eBook Study 89

Anthony Iannarino

APRIL 23, 2020

Depending on your industry and a half dozen other factors, you might start with 60 dream clients. Doing hard things makes producing results more manageable, and trying to do what is easy makes results harder to obtain. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook!

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Prospecting Sales Qualified Lead eBook Lead Rank 98

Anthony Iannarino

AUGUST 24, 2020

There are still industries where this approach is valuable. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. This eBook will help you Seize Your Sales Destiny, with or without a manager. You need help now. Download Now.

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Opportunity eBook Sales Methodology Energy 86

InsideSales.com

MARCH 11, 2020

Cold Calling Motivation for Sales Teams: What Sales Managers Can Do to Motivate Reps. Free eBook: The Art of Cold Calling and the Science of Contact Ratios. Many of these rules came into existence due to the Lead Response Management Research Study , a breakthrough report that changed the industry.

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Cold Calling Sales Qualified Lead Call-back eBook 77

PandaDoc

APRIL 24, 2023

To help your sales team add value to every potential customer interaction, they need content for each stage of the customer journey. Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers.

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Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Anthony Iannarino

MARCH 14, 2020

It’s unlikely that they know what other companies are doing differently, what others decided to change that had been the industry for decades, or how they might improve their results now. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales.

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Buyer eBook B2B Construction 99

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process.

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Decision Maker Hiring Buyer Sales Methodology 182

Anthony Iannarino

JANUARY 2, 2020

Not only can your theory be incorrect, but you can also overshoot the mark by trying too hard to tie your theory to your client’s public statements or to challenges you’ve seen in their industry. If you want to succeed in business-to-business sales, you have to get a lot better at getting a lot better. Get the Free eBook!

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eBook Negotiation Meeting Up-Sell 82