Thu.Jan 17, 2019

Top 13 Requirements to Help You Soar as a Sales Manager

Understanding the Sales Force

In my last article I shared the t op 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager?

Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

Sales Benchmark Index

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

You’re No Different Than Your Competition

No More Cold Calling

Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers.

Charles Atlas Knew How to Sell

Grant Cardone

There are only a few people who go down as some of history’s greatest salespeople. Charles Atlas was one of them. If you know the name, Charles Atlas was iconic because of his famous advertisements that brought in millions of dollars back in the 1930’s and 1940’s selling fitness routines.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

How to Spot Buying Signals – with Intent Data @DiscoverOrg

Smart Selling Tools

How to Spot Buying Signals – with Intent Data. If you’ve ever bought a house, you know the drill: Location, location, location! But in the world of B2B sales? It’s timing, timing, timing! “ Bad timing is the worst objection you can get!” says DiscoverOrg’s Manager of Sales, Brandon Battey. “It’s

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What is a Strategic Sales Plan?


A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. It defines your company’s go-to-market strategy and expected costs and returns.

5 Metrics that Should Matter Most to Sales Managers

The Center for Sales Strategy

Editor's Note: This post was originally published in Sales & Marketing Management. As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose.

Guru Launches 4 New Features To Further Empower Revenue Teams


There is nothing more frustrating than sitting down, being in the right headspace to work, and coming to the sudden realization that you’re missing a key piece of knowledge needed to get started.

Communication Disconnects negatively impact Customer Retention

Babette Ten Haken

Communication disconnects, above all, have negative impacts on customer retention rates. And these disconnects abound across the workplace. All you have to do is listen and observe.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Is Your Partner Enablement Strategy an Afterthought?


Just because a company is your channel partner doesn’t mean their sales reps are truly ready to champion your solutions

A 7 step plan to sales pipeline management

Base CRM

The basic idea of sales pipeline management is to estimate the upcoming sales you’re aiming to close. Without proper management, you could be missing profitable opportunities. Do you know how many qualified leads are actually converting? Have you overlooked deals that are now lost? How many deals are actually worth pursuing? Over time, poor pipeline management can also cause inaccurate sales forecasting, which affects critical planning information such as resource allocation and budgeting.

What Your Prospect Wants from Your Sales Process

Sales Hacker

Ever lose a deal because your competitor moved through the sales process faster than you? How about because you moved too quickly? The post What Your Prospect Wants from Your Sales Process appeared first on Sales Hacker. Concord Partner Platinum Sales Process Webinars

When Non-Salespeople Sell

Partners in Excellence

Saturday morning, I was waiting for my appointment to get my haircut. Regina (my hairdresser) had just finished with a lady. As she was paying, the lady asked for a bottle of shampoo. As Regina got the bottle, she also pulled a bottle of something else.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Accelerating Sales with Video: Lessons Learned from Those Seeing Success

Sales Hacker

The post Accelerating Sales with Video: Lessons Learned from Those Seeing Success appeared first on Sales Hacker. Partner Platinum Sales Development Sales Process Vidyard Webinars

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Join Me at OuBound 2019!

Engage Selling

OutBound is the biggest conference in the sales profession and the only conference focused exclusively on sales prospecting, pipeline, and productivity. And, it’s my pleasure to be speaking amongst this once-in-a-lifetime speaker lineup.

To Send or Not to Send — What Data Says About Sending Branded Swag

Sales Hacker

Is direct mail a viable channel for sales to leverage in order to drive top of funnel engagement? Should your company invest in sending branded swag to deals in the pipeline? How much will it cost you to start? What’s the ROI…if any?

5 Ways Modern Learning Platforms Boost Onboarding Effectiveness


This blog is written by Heather Yu, a member of Allego’s award-winning Customer Success team.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

VIDEO: 4 Ways to Increase Your Pipeline and Improve Your Forecasting


As a sales person, you know how important it is to increase your pipeline with qualified deals and work them efficiently through the sales funnel. But what do you do when your manager tells you to close a deal now – this month or this quarter – and it’s not in your buyer’s timeframe?

The 6 Worst Negotiating Mistakes Made by Sales Reps

Hubspot Sales

By the time a sales engagement reaches the negotiation stage, the rep can see the revenue at the end of the tunnel. If they can just engineer a win-win deal for both sides, they'll be that much closer to making quota. But negotiations can go awry quickly and in any number of ways.

Making Trade Allies

Selling Energy

If you're looking for allies to help you get your projects through the pipeline, you have to find the right people. They need to be reputable and know what they’re doing, which is no mean feat. sales process

2 Must-Read Sales Engagement Trends for 2019


Guest post by Jake Dunlap , CEO @ Skaled. As the CEO of Skaled , I had the privilege to work with 120 different companies in 2018 alone. We’ve rolled up our sleeves on 60 different SDR outbound overhauls and hundreds of deployments of sales engagement software.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Aviso Earns Spot on G2 Crowd Top 50 Best Products for Sales List for 2019


G2 Crowd recently announced the 2019 winners of its annual Best Software Awards. Aviso was fortunate enough to land on this year’s Top 50 Best Products for Sales list for 2019, coming in at #47. We were proud to be selected from amongst thousands of vendors in the Sales Tech Landscape. The equivalent […]. The post Aviso Earns Spot on G2 Crowd Top 50 Best Products for Sales List for 2019 appeared first on Aviso. AI for Sales News

10 Most Popular Recruiting Articles in 2018


It’s common knowledge: We learn from our mistakes. And while this age-old phrase certainly rings true, we would like to point out that we also learn from our successes. So, before we blink and find ourselves halfway through 2019, we’re taking a look back at our content successes in 2018.

Stage to Stage Conversion Rate Visualization: Introducing Conversions by Costello


When I was the COO at Signpost, we had a very data-driven approach to running sales. While this was partially due to our executive team’s analytical DNA, it was also driven by the reality of having a low average selling price (ACV) at the time.

Who Do You Sell to First


The First Sale. When you work in sales or any business for that matter have you ever stopped to think about the first sale you made? You cannot underestimate the power of the first sale. So why is the first sale so important? The reason it’s so important is that the first sale is not to a customer. I believe that first sale is always to yourself. The idea that we have something valuable to offer. That we have the ability to close a deal.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Leveraging Tech to Make Sales (Audio)

Fill the Funnel

CLICK ON IMAGE TO LISTEN What technology and tech strategies could you be using in your sales workflow right now that could fill your pipeline and double your income? That’s the question I discussed with Meredith Messenger on her “Selling with Soul” podcast. We talked through the latest tech and tools you can use to […]. The post Leveraging Tech to Make Sales (Audio) appeared first on Fill the Funnel. Sales Tool tips Web Tools Podcast sales technology

Silent Partners, Explained: What to Know About Finding a Silent Partner for Your Business

Hubspot Sales

For small business startups, enlisting the help of a silent business partner may feel like a win-win proposition. The notion of a partner who will contribute money without demanding control likely feels too good to be true.

How Do You Create a Sales Territory Plan? 

criteria for success

How do you create a sales territory plan? It’s not as hard as you think! If you are trying to help your team better plan their selling activity within their territories, use the Client Evolution Model. Introducing the Client Evolution Model The concept of the Client Evolution Model is simple – relationships evolve over time, [ ] The post How Do You Create a Sales Territory Plan? appeared first on Criteria for Success.