Steven Rosen

FEBRUARY 27, 2021

Chris committed to coaching to improve the skills of his sales team. is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager. But until he truly understands the fundamentals of improving skills, he will struggle. I have been working with Chris as his sales executive coach.

Coaching 284

Coaching Sales Management Follow-up Closing 284

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. However, when these teams are equipped with the right tools, such as sales intelligence, less important tasks can be automated so that reps can focus on lead strategies. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

Partners in Excellence

FEBRUARY 27, 2021

I know it’s heresy, but not all revenue is good revenue—particularly for start-ups. In fact chasing and winning the wrong deals can be devastating to the long term success of a start-up. But let me backtrack a little bit, I’ve written about this concept quite a bit beore, if you want to read some of the articles, follow the LINK. But let me give a brief recap: Good revenue is: Business we can deliver profitably.

Revenue 66

Revenue Scale Follow-up Resources 66

Closer's Coffee

FEBRUARY 27, 2021

A STUDY ON SALES PROFESSIONALS AND GAME THEORY. Outfield is a mobile CRM that specializes in supporting teams who have business objectives that include driving revenue growth through outside sales and field marketing. During the 4th quarter of 2020, it was presented with an interesting opportunity to prove out a new business concept in partnership with Closer’s Coffee Inc, a sales enablement and media company that’s focuses on solutions meant to drive performance among sales reps.

CRM 52

CRM Case Study Face-to-face Outside Sales 52

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Awarathon

FEBRUARY 27, 2021

The sales roleplay exercise is one of the most proven ways. The classic sales teams used to help their sales reps prepare for real-world buyer interactions. Unfortunately, many organizations often ignore it as they don’t see value in executing these in their sales process. But sales roleplay exercise is one of the essential aspects when it comes to achieving better sales outcomes.

Exercises 52

Exercises Buyer Persona Negotiation Video 52